Lesson notes, exercises, downloads, and recommended reading are below the video. On mobile, the video will rescale when you play it.

Non-verbal Aspects of Negotiation: Negotiating Body Language

Do not underestimate how important the non-verbal aspects of negotiation are. In this video, we look at body language and other non-verbal cues we give, while negotiating.

Watching this video is worth 3 Management Courses CPD Points*.
(See below for more details)

This video is part of course module number 5.2.2
Program 5: Managerial Skillset
Course 2: Negotiation
Section 2: Key Concepts in Negotiation

Other videos about Key Concepts in Negotiation include:
. Core Principles of Negotiation https://youtu.be/FiEneNag8cI
. Five Basic Negotiating Strategies https://youtu.be/DlV6phTGjoU
. Scope for Agreement https://youtu.be/cb1Bf09p2eg
. Four Primary Negotiating Behaviors https://youtu.be/eLmF8Kr2ppA
. Power at the Negotiating Table https://youtu.be/ucJkENLhIPI
. Negotiation Goes Bad: 6 Types of Bad Behavior https://youtu.be/Akp4alv1cpc
. Leverage: Key Concepts in Negotiation https://youtu.be/ohoAyX_o-nU
. Negotiation Acronyms: How Many do You Know? https://youtu.be/_lhqUjyebxM

Module 5.2.1 covers Fundamental Model of Negotiation. Start with the introductory video:
. Fundamental Model of Negotiation – https://youtu.be/PKz4pDm1e90

First Impression
• Upright
• Relaxed
• Smiling
• Attentive to situation
See First Impression: Posture & Gesture video https://youtu.be/_ifp7jTHjoM

Dress Style
• Level of formality
• People like people who are like themselves
• …or who are like they want to be
• Smart, formal, not showy
• No aspect of your dress should draw attention to itself if you want to be taken seriously
See First Impression: Look the Part video https://youtu.be/wQKttXHMVps

• Smart and stylish – not showy
• Phone off and away (unless there’s a reason – in which case declare it)
• Note-taking
• …and quality of stationery

Body Language
• Open
• Upright
• Symmetric
• Attention where it belongs
• Eye contact
• Nodding
• Fight the fidget

Avoid inadvertently
• Leaning back to disengage
• Leaning forward aggressively

• Calm
• Patient
• Considered
• …label emotions

• Do: agreement tags like u-huh
• Don’t: disrespectful sounds like sighs

1. Consider which aspects of your non-verbal behaviors and body language let you down in negotiations. Determine which one or two things you most need to work on. (2 MC CPD Points)
2. Next time you take part in a negotiation, consciously pay attention to the aspects of your non-verbal behavior you have identified. (2 MC CPD Points)
3. After the meeting, review how well you performed, and decide what to do next. (2 MC CPD Points)
4. Repeat 2 & 3 (4 MC CPD Points)
5. At your next meeting, pay attention to the non-verbal aspects of other people’s behaviors. What do you observe? (2 MC CPD Points)

Free Resources
– CPD Tools – https://gum.co/MC-CPD
Paid resources
– Management Courses Onboarding Kit – https://gum.co/MC-ObK ($3)

What Every Body Is Saying https://geni.us/ZeAUTi
Book of Tells https://geni.us/5KT8zJA
Negotiate Wisely in Business and Technlogy (A basic introduction) https://geni.us/a2n1T6Y
Everything is Negotiable) (A basic introduction) https://geni.us/Ozwwr
Getting to Yes (the classic text) https://geni.us/U3CjduK
Getting Past No (the follow-up to Getting to Yes) https://geni.us/VQAd7
Bargaining for Advantage (another classic) https://geni.us/anBn
Negotiation Genius (Modern look at the negotiation mindset) https://geni.us/cBKKn3x
Never Split the Difference (red hot tips from ex-hostage negotiator) https://geni.us/YBSogJ

Management Courses Continuing Professional Development (CPD) Points
You can record your Management Courses CPD points on our free, downloadable CPD record log.
Download it here: https://gum.co/MC-CPD

Each video has two levels of MC CPD points. For this video:
– If you simply watched the video, record 3 MC CPD points
– If you also carried out all of the recommended exercises, score a total of 15 MC CPD points

Links to our book recommendations are affiliated through Amazon

#Negotiation #Non-verbal #ManagementTraining


Deleted video
Handling Resistance – Masters of Negotiation series
Bargaining for Advantage – Masters of Negotiation
Never Split the Difference – Masters of Negotiation series
Getting Past No – Masters of Negotiation
Getting to Yes – Masters of Negotiation
How to Handle a Negotiation Breakdown – Negotiation Tools
How to Handle Deadlock – Negotiation Tools
MOSCOW Analysis – Negotiation Tools
Force Field Analysis and PMI Analysis – Negotiation Tools
Influencing and Persuading – Negotiation Tools
Empathic Negotiation – Negotiation Tools
Listening Skills – Negotiation Tools
How to Ask Questions – Negotiation Tools
Negotiation Acronyms: How Many do You Know?
Leverage: Key Concepts in Negotiation
Negotiation Goes Bad: How to Handle 6 Types of Bad Behavior
Power at the Negotiating Table: Key Concepts in Negotiation
Four Primary Negotiating Behaviors – Key Concepts in Negotiation
Scope for Agreement – Key Concepts in Negotiation
Five Basic Negotiating Strategies – Key Concepts in Negotiation
Core Principles of Negotiation
Negotiation Follow-up – after the Negotiating Process
Closing Stage of the Negotiation Process
Negotiating Team Roles in the Negotiation Process
Bargaining Stage of the Negotiation Process
Opening Stage of the Negotiation Process
Preparation Stage of the Negotiation Process
Fundamental Model of Negotiation – the Basic Negotiation Process

Mike Clayton

About Mike Clayton 

Dr Mike Clayton is a (former) Project Manager and now a management educator. Having trained thousands of people at live workshops, seminars, and conferences, he now delivers training mainly via video. He has 14 books with international publishers and runs two successful YouTube channels. He is also the founder of OnlinePMCourses.com

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