Nonverbal Communication in Negotiations

Marc Helmold (), Tracy Dathe () and Florian Hummel

Chapter 6 in Successful Negotiations, 2022, pp 123-144 from Springer

Abstract: 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).

Date: 2022
References: Add references at CitEc
Citations:

There are no downloads for this item, see the EconPapers FAQ for hints about obtaining it.

Related works:
This item may be available elsewhere in EconPapers: Search for items with the same title.

Export reference: BibTeX RIS (EndNote, ProCite, RefMan) HTML/Text

Persistent link: https://EconPapers.repec.org/RePEc:spr:sprchp:978-3-658-35701-6_6

Ordering information: This item can be ordered from
http://www.springer.com/9783658357016

DOI: 10.1007/978-3-658-35701-6_6

Access Statistics for this chapter

More chapters in Springer Books from Springer
Bibliographic data for series maintained by Sonal Shukla () and Springer Nature Abstracting and Indexing ().