You cannot become an effective negotiator without understanding nonverbal communication. Communication is more than words—spoken or written. People think before they speak, emotions are involved, and what is said may not fully reflect their thoughts. They could even be misrepresenting their position or struggling to express themselves.

Research by Dr. Albert Mehrabian, former UCLA psychology professor, suggests that 93% of communication is nonverbal. Mastering these cues has dual benefits: it helps you understand others and allows you to use negotiation strategies effectively. You can build trust and detect misleading signals, such as saying you’re open while keeping your arms crossed, which communicates resistance…