Negotiation

Negotiating – reading body language

March 24, 2011

Negotiators need to read body language. It is so much more difficult to lie, spin the truth with body language than it is with the words that are used. There are so many “tells” as the psychologists say. I have listed a few here -

1 – An increase in hand to face gestures – particularly rubbing the sensitive parts around the tip of your nose
2 – Fidgeting
3 – Avoiding eye contact
4 – Changing of skin colour. Face / neck
5 – Holding more eye contact in a stare that feels uncomfortable (liars know that we think when we are lying we can’t hold eye contact)
6 – Moving back and folding arms. This is a negative defensive gesture normally, but might be because of what the person is saying, if it is not true.

Remember apparently it is five times more difficult to lie with body language than the words according to the latest research.

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