Body Language In Negotiation

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According to Kennedy “55% of a negotiator’s message is perceived non-verbally; only 7% depends on what is said and 38% on how it is said”. This indicator proves that the way the message is delivered is much more important than the content itself. It is also visible that in daily contacts, people often have tendency to favour the one who use a greater variety of gestures than the one who stays still. The primary elements of non-verbal communication are the tone of the voice, the speed of the speech, and most essentially, the body languages (Kennedy, 2004: 136).

However, since non-verbal language is considered as an unconscious mean of communication, it can be the double-edged sword to the negotiating process. Therefore, the negotiator should observe the body language of the other party carefully in order to have a thorough awareness of the situation. For example, if the other representative leans back, which indicates that he/she does not show much interest, then it may be a negative condition for the
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In contrast with the previous type, the characteristics of his culture are inclined to be indirect and emotional. According to the Hofstede's framework, this culture can be listed as a collective one, so the reactions during negotiating may depends significantly on the person's position in that society. For example, when negotiating with someone in higher place, the representative should react based on the other and control his/ her negative feelings like anger and disapproval. Instead of that, "the more emotional the appeal the more likely it is to be persuasive." (Brett, 2014: 101) In these countries, people also avoid eyes contacts since it may cause embarrassments and unformal gestures when the relationship between the parties is not close. Then, the target of the negotiation process itself often refers to creating a long-term result, which requires generating a stable
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