What does your body language say to clients when you negotiate? Are you confident and strong, or weak and ineffective? Your tone of voice, stance and a host of other unconscious physical signals reveal much more than you may realize.

If you want to become a more effective negotiator, paying attention to your body language is critical. A great place to begin is by making a video of your next listing presentation or offer negotiation. Here are some of the critical points to evaluate.

1. Did you keep your body language still?
Barbara Walters is one of the most effective interviewers ever. If you study her interviews carefully, you will notice that she keeps her body very still. This makes it easier for others to trust her. If you gesture when you talk, you will be more effective if you keep your hands and body still. This provides your clients with a sense that you are calm and in control. It’s also less intimidating. While it may be uncomfortable initially, this approach can definitely help you close more deals.

2. The ‘power pose’
Several years ago I was tasked with making sure that more than 100 agents in a very important meeting didn’t leave the room to take business calls. I stood directly in front of the exit with my feet planted firmly apart and crossed my arms. Several agents considered moving until they looked at me. Everyone stayed seated.

Amy Cuddy from the Harvard Business School has found that the “Wonder Woman” pose changes a woman’s body chemistry so that she feels more confident and successful. While this pose is usually too aggressive for most negotiations, using it prior to your client meeting can give your confidence a big boost.

3. Did you appear weak?
Do you stand with one foot in front of the other or with your ankles crossed? If so, these are both weak poses that suggest you lack confidence. So does fidgeting, playing with your phone, or brushing back your hair. To break yourself of these habits, practice breathing in to the count of five, holding your breath for the count of five, and then exhaling for the count of five. This stops rapid breathing, makes you feel more relaxed, and greatly reduces any nervous fidgeting.

If you want to up your negotiation skills, try applying some of the techniques outlined above. You may be very pleasantly surprised how much more smoothly your negotiations go.

Bernice Ross, CEO of RealEstateCoach.com, is a national speaker, trainer and author of the National Association of Realtors’ No. 1 best-seller, “Real Estate Dough: Your Recipe for Real Estate Success.” Hear Bernice’s five-minute daily real estate show, just named “new and notable” by iTunes, at www.RealEstateCoachRadio.com.

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