In tough economic times, you can still achieve successful outcomes when you negotiate, but you have to use slightly different tactics and increase your negotiations skills when it comes to reading body language. It's a given that people will try to maximize the use of their resources during a recession or other economically challenged times. If you can read and interpret body language (non verbal signals), you will have a better understanding of the gestures and other responses you receive while negotiating.
A lot of people believe the person that negotiates on her/his own turf has an advantage.
To some degree that's true. There are other factors that go into the makeup of that advantage. First of all, the person that perceives that negotiations skills as an advantage is right. Now some of you may be thinking, what happens if both individuals/groups/teams perceive that situation as an advantage? Guess what, both parties are right. The proof is in the outcome.
If you're good at interpreting body language, you will 'catch' signs and signals that you can use to your advantage. When you enter into someone's environment, they know where everything is and more than likely, they feel comfortable in that environment. How then can you enhance the negotiations skills that the outcome will be more favorable to you or your team? There are several ways you can do this.
If you began to act extremely comfortable in that negotiations skills, as the result of sending body language signals that suggest you were comfortable and very much 'at home', you can neutralize the other person's perceived advantage. What else could you do to take the advantage from the other person in their environment?
You can observe negotiations skills that your negotiation partner has in their environment. Is your negotiation partner holding people in the picture? Are they being held? Who is in the picture? Is it a loved one, a boss, an associate? How are they acting?
What's the expression on their face?
The reason it's so important to observe, 'pick up', and interpret the non verbal negotiations skills in those scenes is because you will get clues into that person's character and makeup. If the person you're negotiating with is in a picture with a member of the opposite sex, you can inquire as to who the individual is.
After receiving a response, that's the time to note other negotiations skills of the picture. As stated above, does your negotiation partner have his arm around the other person? That would display a sign of dominance. Does the person you're negotiating with have the arm of the other person around them? That would be a sign of being dominated.
Observe the negotiations skills between the people in the picture. That distance will give you insight into the 'space' your negotiating partner likes to have. If your negotiation partner has pictures of inanimate scenes in her environment that insight can lead you to assume that person may not be the warm and touchy feely type.
Keep in mind that those negotiations skills are a snapshot in time, but as you negotiate, you can use the interpretation of those scenes to your advantage. Understand, there are a myriad of subtle signals you can glimpse when you're in someone else's environment.
As such, you don't have to be at a disadvantage. You can take the advantage from the other person. You just need to use negotiations skills and heighten your awareness of non verbal signals.
The better you are at interpreting subtle signals, the better you will be at interpreting body language and thus, the better the outcome will be for you ... and everything will be right with the world.