Nothing but negotiation

The Gap Partnership

Body language can reveal the 'truth' of business negotiations

Lies can be revealed through body language and responses

31 August 2010

Firms should learn how to read body language to ascertain if the other side is telling the truth during business negotiations, it has been claimed.

Although companies are unlikely to tell a complete lie when negotiating a contract, they may not wish to completely divulge their position

Gregg Williams, a negotiation trainer, expressed his belief that negotiators should note the reaction of their adversary when probed on a subject.

He wrote on "By listening to how the other negotiator responds to a question, you can gain insight into what might make him uncomfortable.

"By gaining such insight, you gain a perspective as to whether he's trying not to disclose information, or if he's lying."

Mr Williams added that businesses are in a stronger position if they know what the other side values the most as they will be able to predict what he is likely to lie about. 

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