Business Body Language Essay

Body Language in Business Negotiation

Hui Zhou & Tingqin Zhang

The study of body language should be complementary to the study of language in communications. The understanding of one should be helpful in the further understanding of the other. Some authorities feel that the two are dependent on each other. This is certainly true in most situations. But it is also true that in certain situations body action contradicts what is being said, just as the spoken words may mean something quite different from what body language communicates. When this occurs, one must try to get further information, or guess the meaning from the context of the situation. In a sense, all body language should be interpreted within a given context; to ignore the overall

A word of general advice: when one negotiate in a certain language, it is generally advisable to use the nonverbal behavior that goes with that particular language.

Some studies show that up to 90 percent of communication is nonverbal. Though you might say one thing, your body movements may indicate something entirely different. All types of language that take place without words are defined as nonverbal language. Language that doesn’t use words takes place all the time. When we converse with others we communicate by much more than words. By our expressions, gestures and other body movements we send messages to these around us a smile and an outstretched hand show welcome. A frown is a sign of displeasure. Nodding one’s head means agreement—“Yes”. Waving an outstretched hand with open palm is the gesture for “Goodbye”. Leaning back in one’s seat and yawning at a talk or

With patience, persistence, and practice we can use nonverbal behavioral patterns to more easily detect truth and lies, project a more confident, powerful presence, persuade, influence, and sell better, put people at ease, create a sense of trust, make friends. It is especially important in business negotiations. If you are only aware of a negotiator’s verbal message, you will likely miss the major portion of the overall communication. Being aware of both nonverbal and verbal messages will give you an important edge. Communication is more than verbal. Good negotiators must first be good communicators. Unfortunately, many negotiators think of communication only as oral or written verbal exchanges. But verbal exchanges account for only a fraction of the messages people send and receive. Research has shown that between 70 and 90 percent of the entire communication spectrum is nonverbal. Consequently, you should be aware of the different forms of nonverbal communication that you are likely to encounter during negotiation