Does the body language influence the negotiation
Body language: the most important form of non-verbal communication
Now that we have explained the different types of body language using examples, it remains to be clarified how you can use this knowledge in communication at work. In the working world, one of the communicative soft skills of an employee is that he can correctly interpret and use body language.
Already in job interview body language plays a crucial role. The time in which both sides can make an impression of each other is limited and therefore non-verbal signals flow into the mutual evaluation to an above-average extent - especially since at this point you can only talk about the technical skills, but cannot really get a realistic picture of it .
It is important for applicants to leave a confident and self-confident, but not arrogant, impression. Make yourself aware beforehand (or ask relatives and friends) which gestures reveal your nervousness, and specifically try to avoid them. For example, if you are always playing with a strand of hair or pulling your beard, you can try to cross your hands in your lap. You should also sit in a relaxed but upright position during the conversation. If you lean back on the chair with your legs crossed, you quickly appear disinterested and unmotivated.
Those who conduct the interview, on the other hand, should mainly be careful to send positive signals to a relaxed conversation atmosphere to create and to take away the excitement of the applicant. You can achieve this through friendly facial expressions and occasional inquiries. If you have critical questions, do not confront the applicant directly, but use the tried and tested sandwich method by combining criticism with mentioning positive aspects and thus defusing them.
Another typical situation in which body language plays an important role is Negotiation talks. Regardless of whether it is contract negotiations with customers or a salary negotiation with the boss: These discussions are usually characterized by the fact that the negotiating partners have different ideas and have to find a compromise. The aspects already discussed for the interview also apply here. But in addition, you can use targeted gestures with which you signal sympathy to the other person and still represent your own point of view clearly.
A tried and tested strategy in negotiations is the so-called Mirror technology, in which you inconspicuously accept small gestures from the other person and thus unobtrusively signal that you are basically in agreement and that you can understand the "opposite position". If the conversation threatens to turn into a heated discussion, one can Change of seating arrangements help defuse the situation. For example, if you initially sit across from each other, you can take a seat next to the negotiating partner under a pretext, as long as the spatial conditions allow. This signals that both ultimately have the same goal in mind and only need to agree on the way to get there.
If you are already in the middle of an argument, you can soothing gesturessuch as exposing one or both palms of the hands (but be careful: do not defend yourself) or calmly lowering your hands to release the negative tension.
Nevertheless, one should not allow oneself to be dissuaded too much from one's actual concern and can, if the situation allows, show this clearly. That's how it is Crossing your arms, which should usually be avoided in direct conversation, in this context Sign that the pain threshold has been reached and one will not move further away from his demands.
Whichever strategy you choose, it is important that you do not get carried away by your emotions and that you always keep a sense of which signals are appropriate and helpful. Then you can use your body language specifically in your favor.
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