What do you do if your negotiation partner's body language is sending mixed signals?

2 Clarify Intent

Once you've noticed the mixed signals, it's time to seek clarification without being confrontational. You could say something like, "I notice you seem a bit hesitant; can you share your thoughts?" This opens the door for your partner to express any concerns they might have and allows you to address them directly. It's important to ask open-ended questions that encourage dialogue rather than yes or no questions that can shut down the conversation.

4 Adapt Strategy

If mixed signals persist, consider adapting your negotiation strategy. Reflect on your approach and assess whether a different tactic might yield better results. For example, if your partner's body language suggests discomfort with the pace of the negotiation, slowing down and giving them more time to consider their options might help align verbal and non-verbal communication.

5 Build Rapport

Building rapport is key in any negotiation and can be particularly helpful when you're getting mixed signals. Find common ground or shared interests that can create a more relaxed environment. When people feel connected and understood, they're more likely to communicate openly, and their body language will often become more congruent with their words.

6 Observe Patterns

Finally, look for patterns in your partner's body language over time. If certain topics consistently cause discomfort, this could be a sign that these are areas of particular sensitivity or importance. Recognizing these patterns allows you to tailor your approach and address the underlying issues that may be causing the mixed signals.