This means that the way of hold odd, the way of moving hands and the expression on face all make more of an impact than the words that are coming out of your mouth. Having a good knowledge Of the impact Of body language can help you in a huge range Of situations throughout your life, especially if often are on either side of a buying and selling transaction. Indians are very polite in either verbal or non- verbal communication. This is because they respects the person they are communicating with either in negotiation process or daily communication.
Unlike western counties, it is uncommon for Indians to have body contact (hand shaking) as part of communication. Indians greet others and show respect when they first meet or begin a conversation by holding both hands together followed with a slight bow. Indian’s greeting (Names) In negotiation process, first impression to either competitors or allies are very crucial. As Indian’s tradition to bow and greet others with “Names”, rather than western culture that shake hands which is consider rude in the eastern countries, Indians manages to show good first impression to others which is very beneficial in the business field.
Successful business or large companies would tend to establish business relationship with individuals or companies presenter which shows good first impression. Besides, It is very common for Indians people to nod their head when they are speaking or when they are listening to others speaking. This gesture is known as head bobble or head wobble. According to Cook, an India travel expert, a fast and continuous head bobble indicates that a person is really understands, while a quick bobble from side to side means ‘yes” or “alright”. This gesture is a sign of agreement to the speaker.
This is to show that they are interested in the conversation and trying to reply or asking any questions. When someone how interest of what an individual is talking, the individual will encouraged and motivated to continue a conversation. In this situation, any negotiation process will proceed smoothly and end up with a win-win situation result. Negotiation is all about showing interest to other party or individual and to achieve a result which is beneficial to both sides. Head bobble (sign of agreement for Indians) In a negotiation process, Indians usually positioned themselves 3 feet away from the speaker or listener.
At a 3 feet or farther distant in either negotiation process or daily communicating, it is not consider rude but it is a sign of wowing respect to others and themselves. In order to succeed in negotiation process, Indians usually shows politeness in every aspect include verbal and non-verbal communication. When negotiating with Eastern countries such as Japan or Korea which also care about politeness in every aspect, the process would end with both parties achieve their objectives and could establish a relationship in business. Besides, the sharing of cultures would also occur in the process.
Indians also do not make eye contact directly to the person they are talking or listening to as direct eye Contact is considered rude for the Indians. Indians will avoid having direct eye contact with someone who has higher position than themselves. This avoidance is a signal of giving trust to the speaker or listener of whom they are communicating with. Avoiding direct eye contact by moving the sight lower than the one they are communicating with usually is a sign of showing respect to that person by positioned themselves lower than others.
Thus, others will have positive opinion about Indians which would definitely benefits them in negotiation process. People normally will respect others when others respect them. So, when dealing with Indians in estimation process, other party would also show their respect. At the end, this would lead Indians to succeed in negotiation process by just showing respect to other party involved. Palms at 45 degree angle ( sign of honest) Using hand gesture when negotiate is common for Indian. It may be perceived as indifference if they don’t use hands at all which called no hand gestures.
Audience may feel that speaker don’t care about what he is talking about. Negotiate with hidden hand will effect the negotiation as it will be hard to gain opponent trust if they can’t see negotiator’s hand along the propose of estimation. Thus, using hand gesture in negotiation had helping Indian a lot in negotiation process. For example common hand gesture of Indian which is hands open and palms at a 45-degree angle, shows that they are being honest and open. In the process Of searching agreement to solve problem among two parties, trust is main element that must have. Trust” between negotiator not only can let the negotiation go smoothly, but also can catch an opponent off guard in negotiation thus come to a satisfied negotiation result. In a negotiation, a poor posture of negotiator likely will be viewed as signaling lack of enthusiasm. Leaning forward may be an expression of interest and eagerness. Moreover, a negotiator allowed to change from feeling powerless to feel powerful with good body language. This is where deception, which is acting confident, becomes reality, which is gaining actual confidence as body language affects the way Indian feel and think about themselves.
By acting powerful and confident, they soon feel powerful and confident. In fact, studies have shown that adopting high power poses can decrease cortices and increase testosterone, while low power poses bring about the converse. Most effective leaders have both high testosterone and low cortices, they are less reactive, more confident about taking risks and more likely to make good decisions. So a negotiator can boost his endurance and performance capabilities in difficult and stressful situations by simply changing his body language in the process of negotiation.
Body language is to be understood in context. As an expert negotiator, body language recognizing should be included in set Of skills. Spotting a rookie has never been easier. Erratic gestures, voice murmuring excessive sweating, shaking, and even excessive blinking, are clear signs of anxiety. For example, drumming fingers on the table might communicate that he is nervous or impatient. Having arms across opponent’s chest can signal that he is defensive or uncomfortable. Even at- rest face might say different things to others.
If mouth is slightly turned down and forehead is wrinkled, people may think that the person is aggressive, uptight, unhappy and judgmental. Conversely, if mouth slightly curved upwards and forehead is smooth, most people will think that he is friendly, likeable, considerate and smart. Indian use them to his advantage, and make sure they’re not fabricated gestures. An effective negotiator has to be a good listener. This requires more than just processing what is verbally being said. An ability to read body language is essential to following the progress of a negotiation.
That is why learning to read body language allows a Indian to make more accurate assessments of his or her counterpart. A reading based on clusters of similar attitudinal gestures are more accurate than quick judgments made based on one isolated action. Possessing an ability to read body language allows the Indian tailor his approach and strategy according to the feedback that get from reading his opponent’s body language. Non-verbal feedback warn the Indian negotiator that he must change, withdraw or do something different in order to reach his objective.
With an ability to read body language, an Indian negotiator able to spot deception. He can do so by evaluating a verbal communication against its corresponding gesture. Body language is often more truthful. People are not always aware that they are communicating non-verbally but their verbal pronouncements can be consciously tweaked to meet their objectives. Thus, Indian negotiator can decrease the percentage of lose or increase the win situation when able to pot deception from opponent’s body language. The negotiator yields valuable information which was not previously disclosed.
Potential issues can be defused quickly even before they snowball into a mess. It is human nature to judge others all the time and to do so quickly. So depending on his body language, an Indian negotiator set himself at an advantage or disadvantage the moment he is glimpsed by his counterpart. Good body language is crucial to securing a good first impression and reputation. Good first impressions carry with them a halo effect. Halo effect means that when people see certain favorable qualities in a person, they assume other favorable qualities in that person.
First impressions are durable and are not easily altered once forged. They go on to form your reputation. So good body language not only increases the probability that the counterpart will form a more positive impression of the negotiator but goes towards building the negotiators good reputation. The importance of a good first impression or reputation cannot be underestimated. The first impression or reputation created by the negotiator’s body language sets the tone for the ensuing relationship with his opponent. Body language determines how well the negotiator will be treated by his counterpart.
Studies show that where candidates set a good first impression, interviewers provide them with more information and opportunities, ask less information from them and build more trust with them. This is because people generally go on to engage in behavior that helps make their initial impressions of you come true. So similarly, a negotiator with good body language is able to lay the foundation for a smooth negotiation. Good body language will assist Indian negotiator to gain trust from his counterpart, and the counterpart is more likely to treat IM better and both parties comes to a win- win situation.
A negotiator with good body language can also communicate and persuade more effectively. As mentioned above, body language is seven times more meaningful than whatever a person is actually saying. This is why congruence between the verbal and the non-verbal is essential to a negotiator. The listener will be tuning in to your non-verbal, whether consciously or subconsciously, in order to understand and interpret the verbal communication. To produce an effective and meaningful message, the body needs to support the words.
For example, when negotiator is trying to convince his counterpart that what he are saying is true, the negotiator has to look like what he is saying is true. The more empathy that the counterpart has for the negotiators non-verbal communication, the better the counterpart can receive the verbal communication. On the other hand, incongruence between the verbal and non-verbal introduces room for doubt, stirring up distrust. Poor body language not only affects the strength and clarity of the communication but also the negotiator’s credibility. Hence, body language truly assist negotiator in the negotiation process.