Language for

Negotiation
BBI3410
Focus for today

• What is Negotiation
• Negotiation’s outcomes
• What is body language
• Body language for negotiation
and selling
• Tips of Body language
• Conclusion
Negotiation
outcome
Negotiation
outcome
Negotiation
outcome
Body language
•When we do not know others,
their body language remains the
first source of building image about
them.
What’s your • 7% VERBAL (Conveyed through, words)
• 38% VOCAL (Intonation, pitch, pauses, etc)
body telling • 55% NON VERBAL (body language)
you?
Show up on time

• This is one of the most imperative

elements and can go a long way in
making your first meeting
impressionable.
Perfect handshake

• Begin every meeting with great

body language. Let your
enthusiasm and energy show.
Meet the person give a good firm
handshake.
Negotiate
with the
right people
 • Giving no eye contact might make you seem insecure
Eye contact
 Personal space

INTIMATE PERSONAL SOCIAL

PUBLIC
- 2 fists away from - 1 handshake - About 2 arm
- Over 3.6 m away
your body away lengths away
- The distance you
- People emotionally -The distance -The distance
feel comfortable
close to you, are you would stand you’d stand with
when addressing
allowed to enter this friduringendly people you
big group
zone gatherings don’t know well
Keep you limbs • If you are constantly tapping your fingers or
feet, entwining your hands, or crossing and
calm and open uncrossing your legs, it will signal that you are
in a stressed, rather than thoughtful, state.
 • Speaking of hands – they are incredibly expressive and
Hands down can add a lot to your communication. When negotiating,
the general rule of thumb is to keep your hands away
from your face. Rubbing one’s face or head is generally
seen as a symptom of anxiety, and anxious is the last
thing you want to appear.
 • Listen closely to the other person, pause for a while
Slow down to show you are thinking about what they said, and
keep your response slow and calm.
and keep quiet
Tips of body
language
• Don’t cross your arms or legs
• Have eye contact, but don’t stare
• Don’t be afraid to take up some space
• Relax your shoulders
• Nod when they are talking
• Lear, but not too much
• Smile and laugh
• Don’t touch your face
Tips on body language
• Keep you head up
• Slow down a bit
• Use your hands more confidently
• Don’t stand too close
• Mirror
• Keep a good attitude
Conclusion for negotiation
• We all know first impression
is the best and lasting
impression thus, while
approaching the customer,
one needs to keep in mind to
exhibit appropriate body
language.
 • You should respect and like all customers and believe deeply in what you are
Conclusion for selling. You should also respect yourself and consider yourself equal to others
(not superior and not inferior).Couple this with observing your own body

negotiation
language as feedback on your thoughts and you will not go far wrong. Review
and practice can help this.