chapter four

Nonverbal in Negotiation
 Overall Communication Process

• Communication: The process of

transferring meanings from sender to
receiver.
• On surface appears straightforward
• However, a great many problems can
result in failure to transfer meanings
correctly

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 Common Forms of
Nonverbal Communication

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 Nonverbal Communication

• Nonverbal communication
– Transfer of meaning through means such as body
language and use of physical space
– Chromatics
• Use of color to communicate messages
– Kinesics
• Study of communication through body
movement and facial expression
– Eye contact
– Posture
– Gestures

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 Nonverbal Communication

• Proxemics
– Study of way people use physical space to convey
messages
• Intimate distance used for very confidential
communications
• Personal distance used for talking with
family/close friends
• Social distance used to handle most business
transactions
• Public distance used when calling across room
or giving talk to group

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Personal Space in U.S.

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 Nonverbal Communication

• Chronemics: the way time is used in a

culture.
• two types:
– Monochronic time schedule: things done in
linear fashion
– Polychronic time schedule: people do
several things at same time and place
higher value on personal involvement than
on getting things done on time

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NON VERBAL SIGNS IN NEGOTIATION

1. Watch the other party gesture

– Extrovert people gesticulate more
– Introvert may use gesture but
subtle/fine/small movement

2. Touching or tabbing back shows

friendliness
- If they give you a friendly touch, you may
match their reciprocate (if you wish).

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3. A good posture express confidence
- Practice to gain a good posture. It will
subconsciously affect the impression we
make on people.

4. Spot sign of nervousness

- Touching nose, ears, hair
- Sitting unrestlessly
- Many people begin to mumble, stammer or
talk very fast when nervous.
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5. Know when you have impressed them
-When he/she mirror your body language
or choice of words/manner of speaking.
-Judge from the eye contact
-It will guide us to correct/adjust our
communication style so that we fulfill the
purpose of the exchange.

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# If we spot unease signals, make an
effort to help the person/the other
party gain ease.

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