Nonverbal Communication in Negotiation

Gesture Clusters

Many skeptics argue that it is difficult determining what someone is thinking by singling out one gesture-and they are right. A single gesture is like a single word; its true meaning is vague out of context. But, when gestures come in clusters, their meaning becomes clearer. For example, while a person’s fidgeting may not mean much by itself, if that person is avoiding eye contact, holding his hands around his mouth, touching his face and fidgeting, there’s a good chance he is not being completely honest.

As you study nonverbal behavior, you will begin comprehending the clustering process. When scanning a counterpart for clusters of gestures, view the body in four categories:

[Read more...]