Editing Negotiation (section)

=====Conveying receptivity=====

The way negotiation partners position their bodies relative to each other may influence how receptive each is to the other person's message and ideas.
* Face and eyes: Receptive negotiators smile, and make plenty of eye contact. This conveys the idea that there is more interest in the person than in what is being said. On the other hand, non-receptive negotiators make little to no eye contact. Their eyes may be squinted, jaw muscles clenched and head turned slightly away from the speaker
* Arms and hands: To show receptivity, negotiators should spread their arms and open a hands-on table or relax on their lap. Negotiators show poor receptivity when their hands are clenched, crossed, positioned in front of their mouth, or rubbing the back of their neck.
* Legs and Feet: Receptive negotiators sit with legs together or one leg slightly in front of the other. When standing, they distribute weight evenly and place their hands on their hips with their body tilted toward the speaker. Non-receptive negotiators stand with their legs crossed, pointing away from the speaker.
* Torso: Receptive negotiators sit on the edge of their chairs, unbuttoning their suit coats with their bodies tilted toward the speaker. Non-receptive negotiators may lean back in their chairs and keep their suit coats buttoned.

Receptive negotiators tend to appear relaxed with their hands open and palms visibly displayed.<ref>{{cite book|last=Donaldson|first=Michael C.|title=Negotiating for dummies|year=1996|publisher=Hungry Minds|location=New York|isbn=978-1-56884-867-9|author2=Donaldson, Mimi|url=https://archive.org/details/negotiatingfordu00dona}}</ref>{{page needed|date=November 2016}}