This chapter is very straightforward, there's not a lot of heavy information

about negotiation here, it's much more about the tactics of how you can use

your body language in order to influence the negotiation. In this way is very much

like chapter 7 part 7, where we were talking about using questions to send

signals not always just to ask questions,

body language is the same kind of idea. You use your body language to send

information, at the same time you need to be careful to not let your body language

giveaway secret information. So, when your body language react to maybe an

offer on price, if you turn a certain way or you pull back a certain way they may

think all they're getting close to your resistance point. Whereas when you lean in,

they may think that you're actually ready to offer more, you have more room,

you are further away from your resistance point. So, these are the kinds of things you can

use your body language to help influence in negotiation. Of course, in our case

our negotiation in our RPG is not always face-to-face, but it could be over video

even, and even over audio, or even just texting, or you can send a certain kinds

of emoticons, and send little pictures, they also kind of duplicate that emotion

that you can play with body language. But, of course the most important is that

face-to-face communication, your body language really does make a difference.

So, in our case in our RPG we don't have to be face-to-face, and many negotiations or

even over email, not face-to-face at all. But still, it's important that if you

have a big negotiation is very important to your company, you may want to try

face-to-face, if you can use body language to get an advantage especially

in a distributive negotiation. Of course in an integrative negotiation, it may be

very helpful to be face-to-face also, because you can see and you really trust

these people.

In an email, it is going to be very hard to see, can I trust you, and I think basically

impossible cause everyone's going to say you can trust them, but can you

really? I'm not sure you could or I am not sure I would, that's for sure.

So, this face-to-face is really important for the body language if you want to get

something more, if you want to get something bigger, something special.

Of course body language can include many types of things such as: the clothes you

wear and the way you look, and the more you move your arms, and the way you move your body and

the signals you send. So, I would say that when it comes to body language very much

like questions,

it's not a complicated topic, it's a very easy topic to talk about but it's a very

hard topic to do. Because we act naturally and we're not used to watching

out what our body sends as a signal, we also are not used to looking at the other

side and watching what signals are they sending to me, but they can be really

important to gain an advantage.