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Since 70% of communication is non-verbal, then relying simply on the ‘words’ means we could miss two thirds of the action. Body language includes any physical gesture or eye movement, but in order to give an insight into true feelings it is critical to look for a ‘cluster’ of signs reinforcing one another i.e. simply folding one’s arms does not necessarily indicate rejection.
Because it is impossible to control more than four signals simultaneously, then five or more signals reinforcing the same message are a good indication of true feelings i.e. simultaneously folded arms, clenched hands and teeth, furrowed brows, staring eyes and legs crossed tightly are collectively sending the message that the buyer is becoming a little anxious to reach the objective of the meeting!
Hence the need to train oneself to examine these subtleties of transmission and reception of groups or clusters of signals.
This 29 page paper offers insights on Body Language interpretation and transmission in a Negotiation session. The impact of different desk/table/seating positions are also discussed, along with graphical illustrations of classic gestures in Body Language.
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NOTE: Following payment, this product will be made availableon the KamCity Shop site for immediate download.
A). Body Language Interpretation in Negotiation
The EyesThe FaceThe ArmsThe HandsThe LegsBody Positions
B). Body Language Transmission in Negotiation
1. Introduction2. Para-Language (the way something is said)
VolumeTone of VoiceSpeed of DeliveryPitch (highness or lowness of the voice)Stress (emphasis)3. Personal Space4. Handshakes and Touching5. Summary
C). Desk/Table/Seating Positions
1. Introduction2. The Friendly Position3. The Co-operative Position4. The Combative Position
Where to PractiseWhat to do
D). Classic Gestures in Body Language
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