Body talk_2
13 September 2012
It’s not what you say, it’s the way that you’re sitting. In the fifth part of our series on negotiating skills, Rob Johnson explains how personal behaviour can play a major role in the outcome of a meeting
Although 75 per cent of our waking hours are spent exchanging thoughts and ideas with others, most of this communication is non-verbal. It therefore makes sense for an effective negotiator continually to re-evaluate their behaviour to find new ways of influencing the behaviour of others through non-verbal communication.
Social scientists conclude that only...