Body Language Secrets to Win More Negotiations

Chapter 10Strategies: Putting It All Together

As the other negotiators entered the room, Mike Kim observed their body language. “Jose Mendez looks nervous. He won’t make eye contact, and he keeps clicking the top of his pen,” he thought. “Gary Porter radiates confidence. He is smiling broadly and looking around the room.” Mike took charge of the meeting by outlining the value of the business he wanted to sell. Jose made notes and asked questions from the list he prepared ahead of time. Gary wrote no notes, but he glanced at Jose’s notes when asking questions. Mike watched their facial expressions. When he saw puzzlement, he clarified his presentation. When he sensed he was presenting too much information, he backed off and slowed down. At the ...