Body Language Secrets to Win More Negotiations

Chapter 1Silent Signals: Observing Subtle and Not-So-Subtle Cues

Director of Purchasing Sharma Modi quietly observed the vendor sitting in front of him. Bill Walters was asking Sharma to make a significant investment in his products. Sharma observed Bill’s body language. Bill shifted in his seat every few minutes. His hands trembled when he reached for his coffee cup. There was a thin sheen of perspiration on his face. Sharma said, “Bill, I have a feeling this sale means a lot to you.” “Oh no,” Bill replied. “We have plenty of business.” After thinking about what he observed, Sharma made an offer that was substantially less than what Bill requested. Bill hesitated and then said, “Fine, let’s do the deal.”

In this situation, Sharma noted Bill’s ...