Body Language, Negotiation & Haggling


Picture: Andy Ward/from WSJ

(Originally version posted at NonverbalPhd.com)
Of course nonverbal communication communication has a role in every interaction, we all know that, right?

Demetria Gallegos of the Wall Street Journal explores the "art" of haggling during a recent trip to a medieval fair.  She reflects on how due to a lack of haggling, her piece of the pie was smaller (yes- pun intended for those who get that joke).

While reading this article, it shows how we really are (or are not) negotiating numerous times on a daily basis.  Also, those that are good are able to pick up on subtle signs on when to press and when not to.  Often, those signs are displayed as nonverbal communication cues such closing body language, eye contact change, and hand gestures.

Enjoy this article in today's WSJ on the art of haggling.

Snippet:
Rosella says she occasionally deals with sellers who are "horribly offended" when she tries to bargain. She'll apologize. Her intent isn't to hurt their feelings, so she's mindful of her body language, making eye contact and conveying sincerity. She keeps the bidding light. "When you negotiate aggressively, you do put people on the spot," she says. "You almost shame them into giving it to you free."

She also says it's good to be knowledgeable about the value of the item. "When you get a fair price for yourself, that's where you stop," she says. "You don't have to take them to the mat and beat them up."
Read more: HERE

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