Editing Negotiation (section)

=====Non-verbal "anchoring"=====

In a negotiation, a person can gain the advantage by verbally expressing a position first. By [[anchoring]] one's position, one establishes the position from which the negotiation proceeds. Similarly, one can "anchor" and gain an advantage with nonverbal (body language) cues.

* [[Personal space]]: The person at the head of the table is the apparent symbol of power. Negotiators can negate this strategic advantage by positioning allies in the room to surround that individual.
* [[First impression (psychology)|First impression]]: Begin the negotiation with positive gestures and enthusiasm. Look the person in the eye with sincerity. If you cannot maintain eye contact, the other person might think you are hiding something or that you are insincere. Give a solid handshake.<ref>{{cite book |last=Human |first=Hanz |url=https://books.google.com/books?id=zEIqDwAAQBAJ |title=Body Language Magic |publisher=[[Lulu.com]] |year=2017 |isbn=9781387060191}}</ref>{{page needed|date=November 2016}}