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• W2161888363 abstract "Messages can be empathic. Sending the messages takes into account human physiognomy and face physiology. They express satisfaction or dissatisfaction, the decision to take action during the negotiation, before signing or the final decision at the end of the negotiations. Non-verbal messages (gestures, movements and attitudes) or para-verbal (by raising the tone, gasp, cough) during the negotiations are: escape, defense, evaluation, suspicion, determination to make decisions, to assert its previous position, cooperation, trust, territorial domination, nervousness, frustration, self-control, boredom or acceptance. Depending on the characteristics of the type, we need to know how to approach him-them: receiving partner, talkative partner, impulsive partner, hesitant partner, sober partner, silent partner, closed partner, circumspect partner, so you have to ask questions in order to observe gestures and body mimicry, to understand whether we attack or whether we can block or we can take a final decision reaching an agreement to sign a transaction. Attitude and evaluation of partner words shown in the specific of the face: uncontrolled gestures related to the personality or the approach to a business that can betray how they think and how to say what you think. It is the most powerful weapon to be used in the moment of pre-negotiation, completion and signing of a transaction. It is said that Asians are very good negotiators because they know how to hold their instincts and senses in reins, are very empathetic and have a smida face, which is a strength to in negotiating transactions. Many Asian companies have won contracts due to negotiation teams, that are very well put together and at the same time, due to strength of character, behavior and experience in the field. That does not mean that white people cannot be good negotiators or genetically cannot have a certain strength of character or certain empathic traits. Nonverbal messages conveyed through gestures, facial expressions, movements and attitudes represent an activity (that if not controlled can be in favor or against) a negotiation. We must take into account the nature, behavior and especially the personality of the negotiating team and that of the buyer. We need to know how to stimulate, but also how to draw the negotiation on our side. We listed above the types of partners and depending on the character of the partners, we can address a favorable negotiation through behavior, nonverbal or para-verbal transmitted messages and the measures we take during the negotiation." @default.
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• W2161888363 date "2014-01-01" @default.
• W2161888363 modified "2023-10-14" @default.
• W2161888363 title "NON-VERBAL MESSAGES ISSUED DURING NEGOTIATIONS (GESTURES, MOVEMENTS AND ATTITUDES)" @default.
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