7 body language tricks successful people use in negotiations

Lucas Graham by Lucas Graham | May 1, 2024, 8:53 pm

You might look at successful people and wonder what their secret is.

How do they manage to strike the best deals, secure the biggest contracts, or simply convince people to see things from their perspective?

What if I told you that it has less to do with what they say, and more to do with how they say it?

After observing numerous successful people and studying their negotiation tactics, I’ve compiled a list of 7 body language tricks that they commonly use.

If you can master these, you might just find yourself winning in situations where words alone have failed.

1) Understanding the power of mirroring

You might have observed this in casual social interactions, but you’d be surprised how effective it is in high-stakes negotiations. Mirroring refers to subtly copying the body language, gestures, or speech patterns of the person you’re interacting with.

But why does it work? It’s simple, really.

When we see someone mirroring our actions, we subconsciously feel a connection, a sense of familiarity. It’s as if they ‘get us’ or ‘are like us’ in some unspoken way. This creates a bond of trust and understanding that can soften even the most hardened negotiators.

Remember, though, subtlety is key. Overdoing it can make you seem manipulative or insincere. Use this trick wisely and watch as relationships transform and negotiations sway in your favor.

2) Embrace the silence

In the heat of negotiations, our instinct is often to fill any silence. We fear that silence signifies doubt, hesitation, or even defeat. But successful negotiators know that silence can be a powerful tool.

How so?

Silence creates space for reflection and consideration. It can unsettle your counterpart, prompting them to fill the void, often revealing more information or making concessions in the process.

It also signifies confidence and control, showing that you are not rushed or desperate to close the deal.

This might feel uncomfortable at first, especially if you’re used to quick exchanges. But give it a try. The next time you find yourself in a negotiation, allow the silence to linger.

You might be surprised at what it brings to the surface.

3) Master the art of the open posture

Body language speaks volumes, often louder than words. Successful negotiators understand this, and they use it to their advantage. One of the most effective body language tricks is maintaining an open posture.

What does this mean?

An open posture involves keeping your arms uncrossed, maintaining eye contact, and facing the person you’re negotiating with directly. It signals that you’re receptive, trustworthy, and confident.

On the contrary, a closed posture—crossed arms, looking away, or turning your body away—can give off vibes of defensiveness, disinterest, or even hostility.

A subtle change in posture could make a world of difference in how you’re perceived.

4) Utilizing the power of touch

Here’s an interesting fact: as humans, we are wired to respond to touch. It can comfort us, make us feel connected, and even persuade us. Successful people understand this, and they incorporate it into their negotiations – of course, when appropriate and respectful.

A light touch on the arm or a firm handshake can establish a sense of trust, show empathy, or reinforce a point. It humanizes the interaction, reminding us that we’re dealing with another person, not just a faceless opponent.

However, remember that cultural and personal boundaries must always be respected. What might work in one situation might not be suitable in another.

As with all these tricks, being considerate and authentic is essential.

5) Showing your true emotions

In the world of negotiations, there’s a common belief that showing emotion is a sign of weakness. People often put on a poker face, trying to mask their true feelings. But successful negotiators know that showing genuine emotions can sometimes be a game-changer.

Why?

Because negotiations are not just about numbers and facts. They are about people. And people respond to authenticity. If you’re passionate about your position, let it show. If you feel strongly about a point, don’t hide it.

Of course, it’s important not to let emotions take over completely.

There’s a fine line between expressing your emotions and becoming overly emotional.

Remember, it’s okay to let your human side show. It can make you more relatable and can often swing the negotiation in your favor.

6) Focusing on the small details

You might think that in negotiations, it’s the big, grand gestures that make an impact. But often, it’s the small, seemingly insignificant details that can tilt the scales in your favor.

Successful negotiators notice and use these small details to their advantage. A slight change in tone, a fleeting facial expression, or a moment’s hesitation before answering a question – all these can provide valuable insights into what the other party is thinking or feeling.

These details can help you understand your counterpart better and tailor your approach accordingly. They can tell you when to push forward, when to hold back, and when to steer the conversation in a new direction.

Next time you’re in a negotiation, don’t just focus on the big picture. Pay attention to the small details too. You might find they make a big difference.

7) Leaning into the value of space

Negotiations can often feel like a battle, with each side trying to claim as much ground as possible. But successful negotiators know that sometimes, giving up a little space can actually help you gain a lot more.

This doesn’t mean you should compromise on your key points. Instead, it refers to physical space. Leaning back slightly or moving your chair back a bit can signal that you’re comfortable, confident, and open to listening.

Moreover, giving the other person some physical space can make them feel less threatened and more open to sharing their thoughts and concerns.

It’s a simple trick, but it communicates a lot. 

Understanding the nuance of body language

While we’ve covered some key body language tricks that can vastly improve your negotiation skills, it’s crucial to understand that mastering body language is not just about mimicking certain postures or gestures.

Body language is a complex form of communication that can convey a multitude of meanings, often more accurately than words. It’s an intricate dance that involves not just your posture and gestures, but also your facial expressions, eye contact, voice tone, and even the space you occupy.

Moreover, body language is a two-way street. While you’re projecting certain signals through your body language, you should also be adept at reading the body language of others.

But it’s important to remember that body language doesn’t exist in a vacuum. It’s influenced by a variety of factors, including cultural norms, personal habits, and even current emotional states. Hence, while certain body language tricks can generally be effective, they should always be interpreted in context.

Authenticity is key when it comes to body language. People can usually sense when something is off or when someone is trying too hard.

So while it’s beneficial to be aware of these tricks and use them to your advantage, they should never replace genuine engagement and mutual respect in negotiations.

In conclusion, body language is a powerful tool in negotiations. When used correctly and authentically, it can help you build connections, gain trust, and steer negotiations in your favor.

But like any tool, it requires practice and finesse to use effectively. So don’t be discouraged if you don’t get it right straight away. Keep practicing, keep observing others, and most importantly, keep learning.

Because mastering the art of body language could very well be your ticket to success.

Embracing your true nature

As we’ve journeyed through these body language tricks successful people use in negotiations, it’s crucial to remember that these are just tools, and tools are most effective when used authentically.

When it comes to negotiations, or any interaction for that matter, nothing beats being true to who you are. Authenticity resonates. It bridges gaps, fosters understanding, and builds trust.

And trust, as you may already know, is a cornerstone of successful negotiations.

But to be authentic, you must first embrace your true nature. This means acknowledging your strengths and weaknesses, understanding your triggers, and accepting your unique quirks.

It means not shying away from showing your true emotions or expressing your genuine thoughts.

However, embracing your true nature is not a one-time event. It’s a journey of self-discovery that requires time, patience, and introspection. It involves constantly checking in with yourself, understanding your evolving needs and wants, and aligning your actions accordingly.

Ultimately, successful negotiation is not just about winning a deal or getting your way. It’s about fostering relationships, understanding others’ perspectives, and creating win-win situations.

And when you are truly yourself – when you embrace your true nature – you set the stage for genuine connections and meaningful negotiations.