Learning and development training

Thought for the day

The full archive of free daily management tips from our team of trainers.

‘You can’t stare – but you must watch!’

Get into a lift, or on to an underground train, and watch where people look. We are told as children that it is rude to stare, and in adult life we frequently do not look at people enough in negotiation.

In presentation skills training we are told that up to 70% of the message that we give is through our body language. In negotiation we are constantly giving off signals through our body language, and so is our opponent. We need to make sure that we give signals that are likely to build and develop the relationship rather than those which threaten or intimidate.

Just as important, we need to make sure that we are reading the body language of the other party. If they are feeling frightened, worried, unsure, or defensive, we need to know so that we can decide whether to do something about it. If we say something in the negotiation that has a positive impact, we also need to recognise it. Unfortunately, many of us do not pick up the body language, and even if we do we don’t interpret it properly anyway.

It is important to be receptive to the feelings of the other party in negotiation if the relationship is to be developed. One of the best ways of doing this is to be sensitive to the body language signals that are coming across, and to act upon them. Similarly, we need to make sure that we are giving off the right non-verbal signals.

© The author

This thought has been taken from Eric’s book ‘Mastering Negotiations’. A master negotiator himself, he is our expert trainer on the subject – click here for details of one of his most popular courses.

Previous Thoughts for the day

Red Arrow‘Encourage your customers to be unreasonable’
read more read more
Red Arrow‘Give your customers the benefit of the doubt’
read more read more
Red Arrow‘Encourage your customers to complain’
read more read more
Red Arrow‘Being good enough, isn’t good enough – give customers a reason to be faithful’
read more read more
Red Arrow‘How to keep a customer for life – give them lots of reasons to stay’
read more read more
Red Arrow‘Close the customer service department’
read more read more
Red Arrow‘Customer satisfaction is everybody’s job’
read more read more
Red Arrow‘Customer satisfaction is not satisfactory’
read more read more
Red Arrow‘The answer is – yes!’
read more read more
Red Arrow‘What are others doing?’
read more read more
Red Arrow‘How can I take better care of my customers?’
read more read more
Red Arrow‘Every sales call is a free market research opportunity’
read more read more
Red Arrow‘The customer isn’t always right’
read more read more
Red Arrow‘Give your customers more than they pay for’
read more read more
Red Arrow‘Wash your dirty laundry in private’
read more read more
Red Arrow‘It’s OK to spend money’
read more read more
Red Arrow‘Expect the unexpected’
read more read more
Red Arrow‘Have a NIZ!’
read more read more
Red Arrow‘Dump trivia’
read more read more
Red Arrow‘Less is more’
read more read more
Red Arrow‘Speed up routine tasks’
read more read more
Red Arrow‘Stop doing other people’s work’
read more read more
Red Arrow‘Ask questions’
read more read more
Red Arrow‘Take control!’
read more read more
Red Arrow‘Listen!’
read more read more
Red Arrow‘You don’t have to answer the question’
read more read more
Red Arrow‘Shut up!’
read more read more
Red Arrow‘Be receptive’
read more read more
Red Arrow‘Go to the balcony’
read more read more
Red Arrow‘Think before you speak’
read more read more
Red Arrow‘You can’t stare – but you must watch!’
read more read more
Red Arrow‘Don’t be predictable’
read more read more
Red Arrow‘KISS’
read more read more
Red Arrow‘Aim high’
read more read more
Red Arrow‘Say “No.” ’
read more read more