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body language

Body language is a form of mental and physical ability of human non-verbal communication, consisting of body posture, gestures, facial expressions, and eye movements. Humans send and interpret such signals almost entirely subconsciously.

The following items are tagged body language:

Negotiation of a Commercial Lease

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The Program on Negotiation An unscripted video showing two different pairs of real estate professionals negotiating the terms of a commercial lease … Read More 

How to Negotiate in Cross-Cultural Situations

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Figuring out how to negotiate in cross-cultural situations can seem like a daunting endeavor, and for good reason. Negotiating across the cultural divide adds an entire dimension to any negotiation, introducing language barriers, differences in body language and dress, and alternative ways of expressing pleasure or displeasure with the elements of a deal. As a … Read More 

How Body Language Affects Negotiation

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Experts typically advise us to study our counterparts’ body language in negotiation and to be aware of our own body language. What, exactly, can we learn from others’ nonverbal behavior? And how can we modify our own nonverbal behavior to increase our negotiation success? We analyze three scenarios to help you understand how body language … Read More 

Using Body Language in Negotiation

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Negotiation experts typically advise us to meet with our counterparts in person whenever possible rather than relying on the telephone or Internet. As convenient as electronic media may be, they lack the visual cues that help convey valuable information and forge connections in face-to-face talks. Without access to gestures and facial expressions, those who negotiate … Read More 

Creating Value in Negotiations through Word Choice

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When the delegates from the Group of 20—the world’s 20 largest economies, or G20—met in Buenos Aires, Argentina, in December 2018 to negotiate reforms to the global trading system, the words they didn’t use turned out to be just as important as the ones they did when it came to creating value in negotiations. … Read More 

Emotional Intelligence as a Negotiating Skill

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The concept of emotional intelligence burst into the cultural imagination in 1995 with the publication of psychologist Daniel Goleman’s bestselling book of the same name. Experts have predicted that scoring high on this personality trait would boost one’s bargaining outcomes and have found many successful negotiation examples using emotional intelligence in their research. … Read More 

How to Negotiate Online

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International negotiators are often faced with the problem of how to overcome cultural barriers to communication. When you communicate in person, social norms – including body language, manners, and physical appearance – guide your behavior and ease the process. Here are some tips on how to negotiate online and building a rapport with your counterpart … Read More 

Does Small Talk in Negotiation Offer Big Gains?

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According to conventional wisdom, small talk builds rapport and gets both sides a better deal in the end. But in fact, the question of whether to engage in small talk can be highly context-specific. New York City investment bankers, for example, tend to be far less likely than Texas oil executives to engage in small … Read More 

Pull Off a Successful Negotiation Campaign

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Sometimes our negotiations to achieve a desired dream take months. Sometimes they take years. The dream of building a museum of African American history on Washington, D.C.’s, National Mall endured over 100 years, ramped up in the past 15, and culminated with the opening of the National Museum of African American History and Culture on … Read More 

Projecting Power at the Negotiation Table

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Projecting power at the negotiation table is one tactic bargainers can employ to obtain their objectives in bargaining scenarios. In this article we examine Amy Cuddy’s research with regards to power, body language, and the impact they have on your negotiating skills and negotiation tactics. … Read More 

Conflict Management Training and Negotiation Research: How Nervous Energy Affects Negotiation Scenarios and Attempts at Conflict Resolution

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Negotiation is often characterized as a physiologically arousing event marked by pounding hearts, queasy stomachs, and flushed faces. We might assume that heightened physiological arousal would mar our negotiation performance, but this is only true for some, researchers Ashley D. Brown and Jared R. Curhan of the Massachusetts Institute of Technology found in a new … Read More 

Negotiation Research You Can Use: Women’s Leadership in Negotiation

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Numerous research studies have found that women who assertively emphasize their skills, accomplishments, or desire to lead tend to be viewed as less likable and less hirable than men who are equally assertive. Women appear to suffer from this phenomenon, known as the backlash effect, when they act contrary to gender-stereotypical expectations that they will … Read More 

Fostering Cultural Intelligence in International Negotiations

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In a Harvard Business Review article, P. Christopher Earley and Elaine Mosakowski describe the value of improving your cultural intelligence, or the ability to make sense of unfamiliar contexts and adapt to them. Some people are naturally skilled at determining whether a person’s behavior is unique to him or determined by his culture. For others, … Read More 

In Business Negotiations, 12 Strategies for Curbing Deception

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In negotiation, deception can run rampant: parties “stretch” the numbers, conceal key information, and make promises they know they can’t keep. Unfortunately, most of us are very poor lie detectors. Even professions that encounter liars regularly, such as police officers and judges, do not perform better than chance at detecting deception, Professor Paul Ekman of the … Read More 

Emotional intelligence brings mixed results

Posted by & filed under Dealmaking.

As you sit down to negotiate with a new colleague over a long-term project being managed by your divisions, you feel a bit nervous. Steve, though, immediately puts you at ease. He is warm and friendly, undaunted by the challenging task confronting you. As you begin your discussion, Steve makes it clear that he is … Read More 

Smart phones, smart negotiators?

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Imagine yourself in the following situations:

■ A client calls you, skipping the usual pleasantries: “Why haven’t you gotten back to me? I e-mailed you about adding on to our order two days ago.” Suddenly you remember the e-mail that popped up on your cell phone while you were waiting to buy groceries. You made a … Read More 

Negotiator toolbox: Using e-mediation to resolve disputes.

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The problem: You want to hire a mediator to help you resolve a conflict that you’re having with an individual or a company, but for various reasons, meeting face-to-face would be difficult. Perhaps you and the other party are located in different geographic areas. Maybe your dispute originated in an online transaction and you’ve never … Read More 

Training for Non-Face-to-Face Negotiations

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Negotiating by email poses a set of challenges that one doesn’t often encounter in face-to-face negotiations. Without the benefit of seeing your counterpart’s body language, what one person might intend to be a straightforward request the other might perceive to be rude. A legitimate delay responding to an email offer by one party might be construed … Read More 

Negotiation as the Art of Interaction

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“Negotiation as the Art of Interaction” A workshop with Professor Alisher Faizullaev Visiting Fulbright Scholar, Tufts University

When: Friday, December 9 Time: 12:00 — 1:30 p.m. Where: Pound Hall, Room 334, Harvard Law School Campus Please bring your lunch. Drinks and desserts provided.

No negotiation happens without interaction between negotiators, but there are many concepts, ways and forms of organizing and executing interaction. … Read More 

Smoking out liars

Posted by & filed under Daily, Negotiation Skills.

Adapted from “How Body Language Affects Negotiation,” first published in the Negotiation newsletter. In a real-life example of the power of image, Christian Karl Gerhartsreiter, a German, successfully passed himself off as a member of the Rockefeller family for many years while living in the United States. Armed with little more than an aloof personality and … Read More 

Is Your Agent Faulty?

Posted by & filed under Business Negotiations.

Top executive pay attorney Joseph Bachelder was representing a client who’d just been chosen as a company’s next CEO. After a first session with the board’s representative to hammer out a compensation package, Bachelder took his client aside and informed him that he would get everything he wanted from the negotiation, according to the Wall … Read More 

Are you being hoodwinked?

Posted by & filed under Daily, Negotiation Skills.

As a partner at your growing law firm, you’ve been charged with negotiating the lease of much-needed additional office space in your building. The real-estate agent has informed you that if you don’t increase your offer by $10,000 by the end of the day, you’ll lose the space to another company. Is she bluffing, or … Read More