Reading Resistance and Limits in Negotiation

Identify signs that the boundary is near

Closely observing the counterpart's body language during a negotiation can provide vital information about his or her emotional state and limits.

Changes in posture, facial expressions or eye contact may indicate that they are reaching their maximum point of concession or that they are open to compromise.

For example, increased body stiffness, crossed arms, averted gaze or tense facial expressions may signal that the person is feeling pressured or unwilling to give more.

Recognizing these subtle cues allows you to assess their level of comfort, confidence and sincerity.

Posture and stiffness: Keys to inflexibility.

Posture and level of body rigidity are key indicators of a person's flexibility or inflexibility in a negotiation.

A rigid, tense or closed posture (such as standing very upright without relaxation, tense shoulders, or body turned away) often suggests defensiveness or an unwillingness to consider alternatives.

These signs of physical tension may reflect an internal resistance to the current proposal or indicate that the person has reached his or her negotiating limit.

Adapt negotiation strategy to nonverbal signals.

The ability to read and interpret the counterpart's nonverbal signals is crucial to adapting your negotiating strategy in real time.

If you detect signs of resistance or discomfort, such as those mentioned above, it may be time to change tactics, perhaps by pausing, refocusing the conversation toward points of agreement, or exploring alternatives.

Understanding their comfort level, confidence and sincerity through their body language allows you to navigate the negotiation more effectively, increasing the likelihood of rea