5.2 Nonverbal Communication in Negotiation

Nonverbal communication plays a crucial role in negotiations. From facial expressions to body language, these subtle cues can reveal emotions, build trust, and convey messages without words. Understanding and mastering these signals can give negotiators a significant advantage.

Cultural differences greatly impact nonverbal communication in negotiations. What's considered polite in one culture may be offensive in another. Adapting your nonverbal behavior to different cultural contexts and managing your own body language are key skills for successful negotiators to develop.

Understanding Nonverbal Communication in Negotiation

Nonverbal cues in negotiations

Top images from around the web for Nonverbal cues in negotiations

• 

  Seeing Emotion – General Psychology View original

  Is this image relevant?

• 

  Introduction: Nonverbal Communication – CaseWORK View original

  Is this image relevant?

• 

  Seeing Emotion – General Psychology View original

  Is this image relevant?

• 

  Introduction: Nonverbal Communication – CaseWORK View original

  Is this image relevant?

1 of 2

Top images from around the web for Nonverbal cues in negotiations

• 

  Seeing Emotion – General Psychology View original

  Is this image relevant?

• 

  Introduction: Nonverbal Communication – CaseWORK View original

  Is this image relevant?

• 

  Seeing Emotion – General Psychology View original

  Is this image relevant?

• 

  Introduction: Nonverbal Communication – CaseWORK View original

  Is this image relevant?

1 of 2

• Facial expressions reveal emotions and intentions through microexpressions (fleeting involuntary expressions) and distinguishing genuine (Duchenne) from fake smiles
• Eye contact conveys engagement and confidence through duration, frequency, and avoidance patterns (cultural norms vary)
• Body posture signals openness or defensiveness via open vs. closed stances and leaning in or away from others
• Hand gestures enhance communication through illustrators (complementing speech), adaptors (self-soothing), and emblems (culturally specific signs)
• Proxemics dictates personal space zones (intimate, personal, social, public) and territorial behaviors (marking space with objects)
• Paralanguage includes vocal cues like tone, pitch, and speaking rate that convey emotional states and attitudes
• Touch in business settings ranges from handshakes to culturally appropriate greetings, with awareness of boundaries

Body language for trust-building

• Power poses project confidence through expansive postures and standing tall with shoulders back
• Mirroring subtly mimics counterpart's body language to build rapport, using pacing and leading techniques
• Open palm gestures convey honesty and openness in communication
• Maintaining appropriate eye contact demonstrates attentiveness (duration varies culturally)
• Nodding shows active listening and agreement, encouraging continued dialogue
• Facial expressions display genuine interest while avoiding negative micro-expressions
• Leaning in demonstrates engagement without invading personal space
• Handshake techniques include firm but not overpowering grip, matching duration and pressure

Cultural adaptation of nonverbals

• High-context vs. low-context cultures differ in implicit vs. explicit communication styles
• Proxemics varies across cultures (closer in Latin America, farther in Northern Europe)
• Gestures have different meanings (OK sign offensive in Brazil, thumbs up insulting in Middle East)
• Eye contact norms range from direct gaze (Western) to indirect (some Asian cultures)
• Touch taboos affect greetings (handshakes, bows, cheek kisses)
• Time perception differs between monochronic (linear, scheduled) and polychronic (flexible, multi-tasking) cultures
• Silence interpretation varies (uncomfortable in US, respectful in Japan)
• Emotional expression follows cultural display rules (more expressive in Mediterranean, more reserved in Scandinavian)

Managing personal nonverbal behaviors

• Self-awareness techniques include mindfulness practices and video self-analysis for improvement
• Controlling nervous habits involves recognizing and minimizing fidgeting, hair touching, pen clicking
• Maintaining composure utilizes deep breathing exercises and grounding techniques during stress
• Projecting confidence requires upright posture and controlled gestures
• Managing facial expressions balances neutral listening with appropriate emotional displays
• Voice modulation focuses on clear speech, appropriate volume, avoiding uptalk or vocal fry
• Dress and appearance adhere to professional attire and grooming standards for the context
• Spatial awareness respects others' personal space and considers appropriate positioning during negotiations