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Non-verbal Communication / Body Language for Negotiators

Body action / Signals Interpretation / Meaning

Head Scratching (small)
- What?
• Explain again

Scratching (big)
- Too much?
• Slow down
• Summarize
• Simplify

Hands Clasp behind the Head

- Superiority
- Confidence

Behind the back

- Knife or gun?
- Less trust worthy
• Show the hand to increase trust

In front (covering)
- I feel like I have to protect myself
- I don’t feel strong / Need extra protection

Biting Nails
- Nervous / insecure

Arms Rubbing
- Ready for actions / Anticipation

Crossing on chest
- Protective / Defensive
• Offer safety / offer protection

Palm Open Palm

- Openness / Sincerity

© 2021 Tissa Dissanayaka - ALL RIGHTS RESERVED (Boston Negotiation Group)

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Close palm
- Superiority
- Commanding

On the table
Hand Tapping - Impatience
• Give quick info / solution

On the chest with palm

- Believe me
- I am trustworthy

Eyes Rubbing / Itching on eyes(Interacting with eyes)

- Doubt / They can’t see your view point
- They can’t understand what you are talking about
• Do you have any Q?
• Let me explain more…

Look up left
- Try to remember something

Look up right
- Try to create something / Lying

Looking down / Away

- Disbelief / Guilty

Ear Scratching
- I don’t get it
- I don’t understand it
• Stop talking
• Rewind / Repeat / Explain
Pulling down
- Indecisive
• Offer more info or help
Neck Rubbing
- I don’t want to follow your new idea

© 2021 Tissa Dissanayaka - ALL RIGHTS RESERVED (Boston Negotiation Group)

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- Stubborn
- Resistance
- I am not willing to change
- **It also could be sign of tiredness**
Shoulder Rubbing
- Brushing off responsibility
• Stop talking
• Keep your hand on his/her shoulder
•
Legs Lean on one leg

- Weak posture / Looks smaller

Hands on the hip (Cobra stance)

- I am bigger than you

Feet Feet spreads apart

- Less listening / less focus

Together directed

- Focus / Confidence
Body Lean forward

- I am interested
- Tell me more
-
- Engaging position

© 2021 Tissa Dissanayaka - ALL RIGHTS RESERVED (Boston Negotiation Group)