“Negotiation is the process of guiding a discussion of differing wants and needs toward a mutually rewarding agreement.”
“93% of communication is nonverbal”. This rule is very much applicable on negotiation as it is a specialized form of human communication. Sending and receiving nonverbal messages in business negotiation highly impacts the outcomes of any agreement or deal.
The first rule for a salesperson’s success in negotiations is the understanding of the other and using this understanding to realize what each party really wants from a certain negotiation.
The second rule is to listen actively and be aware of the other’s tone and body language.
Things to take into consideration
- the business’ negotiating style: are the negotiators competing and assertive? Apprehensive and avoiding? Accommodating? Or maybe collaborating?
- all cultural beliefs and differences
- personal mannerisms; or the barely detectable physical movements made by the negotiators
- differences in decision making
- status protocol
- social aspects of negotiations
- how time is viewed; linear? Multi-active? Or Cyclic?
- personal relationships
Keep in mind that “a good knowledge of nonverbal communication is useful to negotiators especially in international negotiations.”
The writer notes that in the insurance business, for example, lack of negotiations skills can kill the sale. Therefore, all professionals in this field spend years learning technical and ‘people skills’.
Controlling a situation and succeeding in business requires following this strategy:
- remaining calm and self-assured;
- honor decorum and self-worth when insulted;
- calculate responses to situations carefully when in front of an audience;
- sending a comfortable handshake;
- maintaining eye contact;
- leaning slightly forward and concentrating while listening to the other;
Source
Poon Teng Fatt, J. (1998). Nonverbal Communication and Business Success. Management Research News, 21(4/5), 1-10. Retrieved from https://doi.org/10.1108/01409179810781464
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