Understanding body language 

Body language implies non verbal communication that involves body movements. What we try to deliver through verbal means may not be similar to the one which we actually deliver through our body language. 

Let us see few negative and positive signs that can be assessed through body language: 

Positive signs 

•   Having eye contact with another person signifies self-assurance. 
•   Hand movements made outward and upward express positive message. 
•   A nod of head occasional by the listener is an indication that they are listening and are interested. 

Negative signs 

•   Head lowered communicates acceptance of defeat. 
•   Clearing the throat now and then is a sign of anxiety. 
•   Looking around signifies that the person is bored. 

Research findings show that as much as 90% of the meaning transmitted between two people in face-to-face communication is non-verbal. This means that as little as 10% of the verbal communication will have an impact on the outcome of your negotiation. Therefore, studying what you and your counterpart are not saying in the negotiation process is critical to achieving a win-win outcome. As the emphasis in negotiation is on body language, negotiation can be more effective in face to face meetings.