Silent Negotiations: Listen with Your Eyes

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by Judy A. Riggenbach, Communication Dynamics, Wheat Ridge, CO, USA,

Document Type: Proceeding Paper

Part of: Negotiation and Contract Management:

Abstract: More than sixty per cent of all communication is non-verbal. The impact of body language during negotiations can be either positive or negative, depending on the negotiator's awareness of gestures. It is estimated that more than 95% of non-verbal gestures are not utilized during the negotiation process because of lack of awareness. This paper discusses various types of body language and their interpretation, including handshakes, indications of superiority, concern, doubt and others.

Subject Headings: Negotiation | Professional development | Social factors |

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