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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.
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A). Body Language Interpretation in Negotiation
The Eyes The Face The Arms The Hands The Legs Body Positions
B). Body Language Transmission in Negotiation
1. Introduction 2. Para-Language (the way something is said)
3. Personal Space 4. Handshakes and Touching 5. Summary
C). Desk/Table/Seating Positions
1. Introduction 2. The Friendly Position 3. The Co-operative Position 4. The Combative Position
Where to Practise What to do
D). Classic Gestures in Body Language
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