As mentioned, customers will not tell you what they are thinking in a negotiation. But with some knowledge of body language, sometimes you can figure it out.

Also, if you know how bodies behave to reveal feelings, you can control what your own body is revealing.

We will not enter in the cliches, but here some key positions in a meeting: How you, your customer, or your colleague sit.

This is a scenario:

1. They start off neutral, feet on the floor, hands on the table. This is a healthy situation.
2. The seller now understands that the price is too high. Shows nervousness, touches face and neck. The buyer pulls back, showing that he’s not interested.
3. The seller is also disengaged now, defensive, backing off, struggling to find arguments, still touching neck and face. The buyer is arrogant, detached, waiting for a better proposal from the seller.
4. Now they have reconnected, both are forward, engaged, feet on the floor, hands on the table. This is what you need to find a win-win solution.

So, what should you look for here:

IN YOURSELF:
• Don’t show your discomfort, keep your hands away from your face and neck.
• Stay engaged and forward, that’s where the solutions are.

IN THE BUYER:
• Most people can’t help themselves; they lean forward when they hear something interesting. Watch them to learn how attractive your proposals really are to them.