Your Posture can say a lot about you during negotiations. When negotiating face to face, it is important that you take time to think about the message that you are sending to the other side. Often times, people are unaware of the unconscious message that they are sending.
Recently, Scientific American published an article suggestions for negotiations. One suggestion they made, based upon research was as follows:
#2 Strike a power pose. Psychologists have found that expansive, open postures (“high-power poses”) make people feel more powerful and confident during stressful situations such as interviews or negotiations, whereas closed, curled-in positions (“low-power poses”) do the opposite. One study by Harvard Business School social psychologist Amy Cuddy even found that striking high-power poses—such as elbows wide with hands on hips (think Wonder Woman), elbows wide with hands behind the head (think guy watching football), or leaning forward with arms wide, palms on a table (think leading a meeting)—causes an increase in testosterone and decrease in the stress hormone cortisol. In other research, Cuddy and her colleagues had student volunteers assume either a high- or low-power pose for seven minutes before giving a speech. Although the students stood normally during the speech, observers still found the high-power group more persuasive and said they would be more likely to hire them during a job interview.
Your posture not only affects the perception others have of you, but it will also affect how you may present your position. So much of this relates to the issue of confidence in your skills and your position. Here are some suggestions to help with your confident posture.
- Before the negotiation, take 20 deep breaths filling up your lungs. By doing so, you will increase your general posture while standing.
- Pretend you are in typing class and your teacher has asked you to have perfect typing posture.
- Sit on the edge of the chair so that you don’t rely on the back support.
- Stand up occasionally to make sure that you don’t get stuck in a posture.
- Place items around you to take up more space.
By being more aware of your posture, you may just increase the deal that you get through your negotiations.