Why is it important to understand body language when negotiating? Once you learn to read body language, you can see what a person is thinking but not saying. You can tell when they are in agreement with you, disagreement, bored, interested, upset, angry or confused.
When a client is mirroring your body language this means they like you and are persuaded by you.
If you are in a meeting and it’s not going well, change your body language. Uncross your arms and legs and move to an open position.
Don’t close when a prospect/client is in a closed body position, arms crossed, hands clenched together. You can’t change a person’s mind until you change their body language. Find out what they are upset about. Ask open ended questions. This gets the other party more involved in your negotiation.
More information on how to read body language is found in Anne Warfield’s book Communicating More Effectively. Order Your Copy Today!