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 INTRODUCTION
± Ground Rules -
‡ Mobiles Off/Silent Mode
‡ If important call, please move out of room
‡ No smoking, tea/coffee in room
‡ Questions anytime
‡ Avoid side conversations
‡ Share experiences
‡ Question & Challenge

]
 s AT IS NEGOTIATION ?
‡ The word "negotiation" is from the Latin,
Ë

‡ A process through which
± parties move from initially divergent positions
± to a point where agreement may be reached
‡ A technique that enables us to :
± Persuade & convince others
± To accept our way of thinking/doing
± sithout their feeling shortchanged


 s
NEGOTIATE ?
‡ The reason you negotiate is to produce something better
than the results you can obtain without negotiating«

‡ B A T N A ± Best Alternative To a Negotiated Agreement

‡ s A T N A ± sorst Alternative To a Negotiated

Agreement

A
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X
 |

 According to the social anthropologist, Edward
T. all, in a normal conversation between two
persons, less than 35% of the social meanings
is actually transmitted by words.
 So, at least 65% of it is conveyed through the
body (non-verbal channel).
ow Does Body Speak?
- Like any spoken language,
body language has words,
sentences and punctuation.
- Each gesture is like a single
word and one word may
have several different
meanings.

Õ
shy Is It Important to Understand
Body Language?

‡ Are
ou Failing To Read Signals shich Are

Being Sent to
ou?

‡ Are
ou Unknowingly Sending ³Signals´

our Opponent Can Read?

Ú
 !"#$|""#%

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 
 


‡ Distance between people conversing
‡ Physical appearance and physical contact
‡ Eye contact
‡ Facial expression
‡ Gestures
‡ Posture

Facial expression

Gestures

]
 Typical Postures Of shat
ou sill See During A Negotiation

& #'()#)
is locked ankles indicate he is holding back. is thumb out of
pockets shows feelings of superiority. is leaning back shows an
air of defiance.

& #'
e is in locked pose. is hand and arm are linked behind his
back. e shows that he is frustrated by holding his arms in
this position. e is not open to negotiating.



& #'
Crossed arms shows he is defensive. Standing up straight
with back arched and chest out shows defiance. One leg
forward shows he is aggressive (confident).

& #'
is arms are crossed over his upper chest with his hands
clinched. This shows that he is holding back something (anger).
Both his legs are together holding his negotiating position.

A
  ) &((*))#+


is hands are on his hips in the British style with
elbows pointed back indicates a readiness to
negotiate.

( 
e shows confidence with his hands. They are slightly open
holding the cigar and the walking stick behind him. e is
standing up straight but is in a forward position showing a
willingness to negotiate. This person is easy to negotiate with.

X
 ,)#
is hands are clasped behind his back which indicates authority.
Understand this position when negotiating.

#!#*
This is a mixed signal. One hand is on his hip (ready). The
other hand in his pocket (hiding).

 NON--VERBAL SIGNALS -
NON
POSITIVE
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 %* #
‡ The study of body language should be
complementary to the study of language in
communications.
‡ The understanding of one should be helpful in
the further understanding of the other.
‡ All body language should be interpreted
within a given context; to ignore the overall
situation could be misleading.

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OUR
 thoughts
 experiences
 questions

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