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» Nonverbal Communication
» Is it lying?
Nonverbal Communication in Negotiations
Nonverbal communication is like a film score, providing a richly informative background to the storyline of a negotiation's verbal foreground. Besides body language and facial expressions, we also communicate nonverbally through such signals as the negotiation room, food, furnishing, clothing, the look of the printed materials, and so on.
Some ways that nonverbals can help you communicate in a negotiation:
A caution about "sending a message" to the other party
Negotiators frequently resort to "sending a message" non-verbally through dramatic action-- walking out of a negotiation, or pounding the table, or falling into stony silence, for example, or on a larger scale, bombing a city, running airplanes into buildings. The larger the audience, the bigger the gesture needs to be.
Trouble is, although you know perfectly well what you are trying to say, they probably don't. Your action is likely to be misinterpreted, particularly if people don't know each other well or come from different cultures, or if suspicions are running high. Furthermore, the other side is likely to respond in kind, using nonverbal rather than verbal channels. Misinterpretations, suspicions, and emotional responses grow by leaps and bounds as conversational communication shuts down.
Are they lying?We think we can tell when someone is lying, however research shows that only people who are specially trained (such as police) identify lying at rates better than random chance.
Taking a few cues from policework, it turns out that LISTENING rather than LOOKING is the most effective way to detect lying. Liars are more able to control their facial expressions and eye contact than their voices. People who are speaking honestly tend to: