The Elements of Negotiation

ELEMENT 2Eye Contact

In any negotiation, capturing the attention of your counterparts is crucial. Eye contact plays a pivotal role in this. Avoid gazing at the ceiling, the ground, or out the window during negotiations. Instead, engage your counterparts with direct eye contact. This nonverbal communication conveys confidence and interest in the discussion.

When negotiating, it's important not to fixate your gaze on a single individual. This can create discomfort, regardless of their apparent receptiveness. Distribute your gaze evenly across the room, making each participant feel personally addressed. This technique is effective whether you're seated at a negotiating table or presenting in a standing position.

In smaller, more intimate negotiation settings, maintain eye contact with each participant for about five seconds. This duration aligns with the average time it takes for a person to process a thought and helps reinforce the points you're making. By making eye contact with various individuals, you create a sense of personal connection without making anyone feel intimidated. Move your gaze smoothly across the room, avoiding sudden head movements or restless shuffling.

Remember, your counterparts in negotiation are keen for your attention and validation, similar to a child's plea for attention. Using eye contact effectively establishes a rhythm and rapport in negotiations.

Begin your negotiation by calmly walking to your designated spot, surveying all participants with a ...