Nonverbal Communication in Negotiations

Summary Negotiations are primarily characterized by verbal communication, in that the negotiating parties communicate with each other through language and exchange their points of view (Obrien, Negotiations for Procurement Professionals, Kogan Page, Croyden, 2016). However, besides the spoken word, there are fundamental signals defined as nonverbal communication or body language (Obrien, Negotiations for Procurement Professionals, Kogan Page, Croyden, 2016). Non-verbal communication (Latin: communication without words) is the part of communication that is not guided by the conventionalized rules of a spoken language, expressed according to non-conventionalized rules of a language used, but through posture (Latin: habitus), movements (Latin: gestures) or facial expressions (Latin: facial expressions) (Purchasing Manager 2018). Habitus refers to the postures that are perceived in interpersonal communication. It is the totality of all body signals (Helmold, Erfolgreiche Verhandlungen und Best-in-Class Empfehlungen für den Verhandlungsdurchbruch. Manuskript und Workshopunterlagen im Master- und MBA-Studium, 2018). Gestures include the totality of gestures that serve as movements of interpersonal communication. In particular, movements of the arms or hands are signals that can provide information about feelings and position in negotiations. Facial expressions, also called expressions or facial expressions, are facial expressions or include signals from parts of the face such as blushing, sweating, frowning, or raising the eyebrows. Executives often try to avoid showing emotions in business negotiations as much as possible because they believe that emotions are not appropriate in business situations (Helmold, Erfolgreiche Verhandlungen und Best-in-Class Empfehlungen für den Verhandlungsdurchbruch. Manuskript und Workshopunterlagen im Master- und MBA-Studium, 2018). However, they do this unconsciously because behavior and body language are directly linked to emotions (Helmold, Erfolgreiche Verhandlungen und Best-in-Class Empfehlungen für den Verhandlungsdurchbruch. Manuskript und Workshopunterlagen im Master- und MBA-Studium, 2018).