Body Language

Topics: Nonverbal communication, Sign language, Negotiation Pages: 8 (1887 words) Published: April 14, 2015
How Body Language Assist Indian Ethnicity In Succeeding Negotiation Activities

A lot of people think that winning a negotiation is all about mastering the language skills of bargaining, and to some degree that’s correct. It’s not enough though as body language can say a lot more than voice in process of negotiation. Nonverbal communication can provide a huge advantage in any negotiation. When it comes to effective negotiation, it’s not so much what had say as what had do that really counts. Some studies have revealed that up to 90% of human communication is non-verbal. This means that the way of hold body, the way of moving hands and the expression on face all make more of an impact than the words that are coming out of your mouth. Having a good knowledge of the impact of body language can help you in a huge range of situations throughout your life, especially if often are on either side of a buying and selling transaction. Indians are very polite in either verbal or non-verbal communication. This is because they respects the person they are communicating with either in negotiation process or daily communication. Unlike western counties, it is uncommon for Indians to have body contact (hand shaking) as part of communication. Indians greet others and show respect when they first meet or begin a conversation by holding both hands together followed with a slight bow.

Indian’s greeting (Namaste)

In negotiation process, first impression to either competitors or allies are very crucial. As Indian’s tradition to bow and greet others with “Namaste”, rather than western culture that shake hands which is consider rude in the eastern countries, Indians manages to show good first impression to others which is very beneficial in the business field. Successful business or large companies would tend to establish business relationship with individuals or companies representer which shows good first impression. Besides, It is very common for Indians people to nod their head when they are speaking or when they are listening to others speaking. This gesture is known as head bobble or head wobble. According to Cook, an India travel expert, a fast and continuous head bobble indicates that a person is really understands, while a quick bobble from side to side means ‘yes” or “alright”. This gesture is a sign of agreement to the speaker. This is to show that they are interested in the conversation and trying to reply or asking any questions. When someone show interest of what an individual is talking, the individual will encouraged and motivated to continue a conversation. In this situation, any negotiation process will proceed smoothly and end up with a win-win situation result. Negotiation is all about showing interest to other party or individual and to achieve a result which is beneficial to both sides.

Head bobble (sign of agreement for Indians)

In a negotiation process, Indians usually positioned themselves 3 feet away from the speaker or listener. At a 3 feet or farther distant in either negotiation process or daily communicating, it is not consider rude but it is a sign of showing respect to others and themselves. In order to succeed in negotiation process, Indians usually shows politeness in every aspect include verbal and non-verbal communication. When negotiating with Eastern countries such as Japan or Korea which also care about politeness in every aspect, the process would end with both parties achieve their objectives and could establish a relationship in business. Besides, the sharing of cultures would also occur in the process.

Indians also do not make eye contact directly to the person they are talking or listening to as direct eye contact is considered rude for the Indians. Indians will avoid having direct eye contact with someone who has higher position than themselves. This avoidance is a signal of giving trust to the speaker or listener of whom they are communicating with. Avoiding direct eye contact by...
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