Nonverbal communication is the exchange of information between individuals without the help of speech and language means, presented in any significant form. It includes facial expressions, gestures, posture, and intonation that convey the mood and intentions of the interlocutor. Nonverbal communication consists not only of exchanging messages but also of their interpretation by the other parties. Therefore, a person needs to understand how their non-verbal signs affect the interlocutor to use them to achieve their own goals in negotiations.
Self-awareness is one of the key elements of effective nonverbal communication. Once people are aware of their body language during negotiations, they can effectively use it to influence their interlocutor. For example, sometimes nonverbal signs can “contradict the words we use and subvert our objectives” (Wheeler, 2009, p. 3). Self-awareness helps to avoid such situations and makes negotiations less confusing and more productive. Moreover, this quality helps to notice people’s reactions to what is said and adapt the person’s actions during the dialogue. The ability to correctly use nonverbal signs during a dialogue helps to position people and interest them in an idea or project.
Self-awareness in negotiations is achieved in many ways and through different techniques. Among these, Wheeler (2009) names the need to “be yourself” when communicating with other people (p. 20). This principle has great practical value and rationale. Obviously, during negotiations, each person wants to show their best side. However, only by demonstrating their true qualities will a person be able to control their non-verbal signs and adjust them to the conversation. Caught in the stressful circumstances of negotiations, one will not be able to control those qualities that are not characteristic of oneself, as a result of which the person’s credibility will deteriorate. Therefore, to be self-aware in nonverbal communication, an individual must remain themselves and demonstrate those qualities of theirs.
Thus, nonverbal communication is an important part of negotiations. It allows a person to influence the interlocutor and direct the conversation in the right direction. Moreover, an important component of effective communication is self-awareness. This quality helps to understand one’s body language and its effect on people and makes it possible to use nonverbal signs to promote a person’s interests in negotiations. However, to maintain self-awareness, it is necessary to demonstrate true personality since it is much easier to control emotions, gestures, and tone of voice in this case.
Reference
Wheeler, M. (2009) Nonverbal communication in negotiation. Harvard Business School Background Note 903-081.