Their Body Language During a Negotiation
Most of the time, you’ll negotiate by phone, not in person so the notion of observing body language baseline is irrelevant. However, if you are in person, asking their name, background or hobbies is not how you would determine their baseline. It is how they are seated in their chair vs previous meetings you’ve had with them that will give you a chance to establish a baseline, coupled with a difference in tone of voice that will give you a signal. Their voice sends signals. Changing how they sit in their chair sends signals. You want to notice their discomfort, not their comfort so the observation is usually in the change of behavior.
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