The Negotiating Speaker writes on subjects covered in Win Win and in his section on body language in Key Note talks –
“Negotiation skills – understanding body language is a crucial skill
Looking at the meaning of hands and feet
Hands on the table
Hands on the table is a sign of openness and friendliness. It shows that the person is quite relaxed, and open-minded. When people do this generally their palms are open unless they are holding a pen or something similar.
Open palms communicate honesty and openness. Politicians use this technique all the time.
Is a gesture where the finger tips touch and the palms are apart. Making a gesture like a church steeple gives an air of confidence. Be careful when you are negotiating with someone who uses this gesture. Question them and find out why they are so confident. Is it real or false? Poker players often use this gesture to signify or not they have a good hand.
The end of a negotiation can be very much like a poker play, when time is short and you still don’t know what cards or tricks up their sleeve the other side has got.
The more information you have the better informed you are, the better your decision-making will be.
Hands pressed together
Hands pressed together, rather than steepled will make you look like you are praying.
People that do this might be looking for help to solve the problem (perhaps from a divine buy clomid for pct source J), so if you press order clomid from india your hands together; that is the impression you will give. In a negotiation often the signal can be seen lower than it would be in say a religious ceremony, as the person subconsciously doesn’t want you to see their difficulty.
As we mentioned earlier folded arms perceived as a defensive gesture. It could be that the person is being defensive because they are cold, OR that they are having negative internal thoughts, OR they are being negative with you. If you cross your arms you need to be aware of the negative vibes you are giving out. If you want to be seen as open then avoid folded arms.
Crossing of ankles is also a defensive gesture, not so obvious as the crossed arms but potentially indicates the same negativity. I read once that people with crossed ankles still have concessions to give in a negotiation. Since then I have been watching and videoing people in role-plays. It is right. 95% of people with concessions still to give, have crossed ankles.
Although I have to say that it is difficult to see their crossed ankles under the table normally, unless you have a glass table.
Similar to the above, defensive
Rubbing the back of your neck
Rubbing the neck. This implies that either the person or the situation is the situation is giving them a pain in the neck”.