How can you read power dynamics in a negotiation using body language?

1 The importance of body language

Body language is the way you use your posture, gestures, facial expressions, eye contact, and physical distance to communicate nonverbally with others. Body language can have a significant impact on how you are perceived and how you perceive others in a negotiation. Research has shown that body language can account for up to 55% of the meaning of a message, while words account for only 7%, and tone of voice for 38%. Therefore, paying attention to body language can help you decode the hidden messages behind the words, and also send signals that reinforce your verbal communication.

2 The signs of power

Power is the capacity to influence others and control the results of a negotiation. This power can come from various sources, such as authority, resources, reputation, or relationships. It can also be perceived or situational, based on how the parties view themselves and each other in the context of the negotiation. Body language can demonstrate the level of power each party has or feels in a negotiation. Examples of signs of power in body language are a dominant posture, confident gestures, and direct eye contact. A person who feels powerful or wants to display their power may adopt a dominant posture by expanding their body, taking up more space, and displaying their chest and neck. Confident gestures may involve smooth, fluid, and purposeful movements with open and expressive hand gestures. Direct eye contact conveys comfort or trustworthiness by looking at the other party's eyes for about 60-70% of the time and breaking eye contact occasionally to avoid staring.

3 The signs of weakness

Weakness is the lack of ability to influence others and control the outcomes of a negotiation, which can be attributed to various factors, such as lack of information, alternatives, or preparation, or from fear, anxiety, or stress. Weakness can also be perceived or situational depending on how the parties view themselves and each other in the context of the negotiation. Body language can be a telltale sign of a person's level of weakness in a negotiation. Submissive posture, such as slouching, crossing arms or legs, leaning back, or lowering the head may indicate a person wants to avoid conflict or feels weak. Nervous gestures like fidgeting, twitching, biting nails, and using palm-down gestures can be used to hide nervousness. Avoidant eye contact by looking away from the other party's eyes for most of the time and breaking eye contact frequently or abruptly may suggest disinterest, disagreement, or submission.

4 The tips for reading body language

Reading body language in a negotiation can help you understand the power dynamics between the parties, and how they affect the negotiation process and outcome. However, it is not an exact science and requires careful observation, interpretation, and verification. To do this effectively, you should observe the baseline of the person before the negotiation starts; look for clusters of body language signals that occur together; and consider the context of the situation, such as culture, personality, mood, relationship, and goals. Baseline can help you identify any changes or deviations from the normal behavior during the negotiation. Clusters can provide reliable and meaningful messages than single signals. And context can help you interpret and understand body language more accurately.

6 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?