F0REIGN TRADE UNIVERSITY

NEGOTIATION AND CONFLICT MANAGEMENT

KDOE302

The importance of Body

language in negotiation
and How to Manage
Nervous Body language
in High-pressure
Negotiations: Case
study of Shark Tank
Negotiation
Presented By :
Group 15

Instructor:
Dr. Pham Thi Cam Anh

Hanoi, 3 December, 2024

 Table of Contents
The Team 2

Introduction 4

Overview of Body language 5

Body language in Negotiation 9

The importance of Body language in High-

12
stake negotiations

Common Nervous Body Language Signals in

14
High-Pressure Negotiations

Case study: A Successful Negotiation in Shark

20
Tank Show

Lessons from Observing Shark Tank on

Managing Nervous Body Language in High- 23
Pressure Situations

Conclusion 30

References 31
The Team

Võ Mỹ Xuân
Leader
Student ID: 2213790065

Kiều Anh Chi

Member
Student ID: 2212790014

Phạm Thị Hải Minh

Member
Student ID : 2212790036

Group 15 | Page 2
The Team

Đào Thiện Minh Thy

Member
Student ID: 2212790053

Trần Thanh Hương

Member
Student ID: 2213790025

Couturier Sixtine
Member
Student ID: 2419010147

Group 15 | Page 3
The importance of Body language in negotiation and How to Manage Nervous Body
language in High-pressure Negotiations: Case study of Shark Tank Negotiations

I. Introduction

Negotiation is about more than just the words we speak. In fact, much of what we
communicate happens without words—through facial expressions, gestures, posture,
and even tone of voice.

Nonverbal cues can say what we don’t, often revealing our true thoughts and feelings.
Studies show these cues make up as much as 90% of communication, reinforcing the
timeless idea that “actions speak louder than words.” Learning to master this silent
language can transform how we connect and negotiate with others.

But even with solid communication skills, anxiety can sabotage a negotiation. It
makes us second-guess, settle for less, or act too quickly. Confidence is the antidote.
By preparing thoroughly, practicing regularly, and reflecting on past experiences, we
can push past fear and step into negotiations with clarity and purpose.

A great example of high-stakes negotiation is the show Shark Tank, where

entrepreneurs pitch their dreams to seasoned investors. It’s a masterclass in staying
calm under pressure, building confidence, and knowing how to make your message
count when everything is on the line.

This report will unfold the pivotal role of body language in negotiations, with a focus
on managing nervous nonverbal signals during high-pressure scenarios, as illustrated
by Shark Tank negotiations.

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The importance of Body language in negotiation and How to Manage Nervous Body
language in High-pressure Negotiations: Case study of Shark Tank Negotiations

II. Overview of Body language

Body language refers to nonverbal communication expressed through facial
expressions, voice tones, gestures, posture, and other physical movements. It is a way
of expressing ideas, feelings, and emotions without words, similar to verbal language,
and is influenced by culture. This form of communication, also called kinesics, reveals
much about a person’s personality and emotions. Body language is an essential
medium through which people interact, as it is impossible to stop communicating
nonverbally.

1.Types of Body language: Body language or kinesics can be understood by recognizing

the following six important aspects.
1.1. Proxemics: The Distance Between People Conversing
Proxemics refers to the physical space people maintain during interactions, which can
signal comfort or discomfort. In American social and business contexts, there are four
main distances:
Intimate distance (0–45 cm): Reserved for close relationships, like between
spouses.
Personal distance (45–80 cm): Common among friends and acquaintances.
Social distance (1.3–3 m): Typical for coworkers or casual business interactions.
Public distance (over 3 m): Used in public speaking or teaching settings.
English speakers generally prefer maintaining personal space, and in negotiations,
being too close may cause discomfort, while being too distant can feel detached.
Balancing this distance is key to effective communication.

1.2. Physical Appearance and Physical Contact

Physical appearance plays a crucial role in nonverbal communication, shaping first
impressions and influencing perceptions. Clothing, in particular, can establish
credibility and likeability, making appropriate attire essential in negotiations.
Cultural norms around physical contact vary widely. In English-speaking cultures,
touch is minimal, with accidental contact often met with apologies. In contrast, other
cultures, like Chinese traditions, may include touch as a sign of affection, such as
fondling children. Similarly, physical contact between same-sex adults, such as
holding hands, may carry different meanings across cultures. Understanding these
differences is vital for effective and respectful communication.

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The importance of Body language in negotiation and How to Manage Nervous Body
language in High-pressure Negotiations: Case study of Shark Tank Negotiations

1.3. Eye Contact

Eye contact is a key element of body language but varies across cultures. In English-
speaking countries like the U.S., it signifies honesty and respect, while avoiding it may
suggest fear or indifference. In contrast, in cultures like China or Japan, limited eye
contact is a sign of politeness.

Cultural differences can cause misunderstandings, with Americans sometimes viewing

less direct eye contact as evasive. Similarly, excessive staring, considered rude in the
West, may simply reflect curiosity in other cultures. These variations underscore the
importance of cultural awareness in interpreting eye contact.

1.4. Facial Expression

The face is the most expressive part of the body and a vital source of nonverbal
communication. It can convey multiple emotions at once and is often consciously
controlled. However, interpreting facial expressions requires cultural sensitivity.
For example, smiles and laughter typically express friendliness and joy in both China
and English-speaking countries. However, in some situations, Chinese laughter may
confuse or offend Westerners. Other expressions, like frowning or crying, also differ
culturally. In U.S. business settings, frowning or yelling might be accepted, but crying
is not. Conversely, in Japan, smiling or laughing may replace frowning or crying
during intense emotions. These variations highlight the need for cultural awareness.

1.5. Gestures
Gestures—movements of the hands, head, or body—carry different meanings across
cultures. For instance, the gesture for “come here” varies between Americans and
Chinese, while the “OK” sign may be positive in the U.S. but offensive in Brazil or
Greece. Even nodding and shaking the head for “yes” and “no” are reversed in
Bulgaria.
Universal gestures like foot-shaking or finger-tapping often indicate nervousness or
boredom, but their meanings depend on cultural context. To avoid
misunderstandings, gestures should align with the cultural norms of the language
being spoken.

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The importance of Body language in negotiation and How to Manage Nervous Body
language in High-pressure Negotiations: Case study of Shark Tank Negotiations

1.6. Posture
Posture reflects cultural norms and attitudes. Casual slouching in the U.S. may be
seen as disrespectful in Germany or Japan, while crossing legs in Arab cultures can be
offensive.

Some postures, however, have universal interpretations: standing upright conveys

confidence, while fidgeting or crossed arms suggest disinterest or defiance. Gender
also influences posture, with women often adopting more compact positions,
especially in mixed company. Posture communicates emotions and attitudes subtly
but powerfully.

2. The Science Behind Body Language

Psychological Theories provide insight into how humans decode and respond to body
language, which is a critical component of interpersonal communication. These
theories help us understand why certain gestures elicit specific emotional or cognitive
responses. For example, Emotional contagion refers to the phenomenon where people
"catch" the emotions of others through non-verbal communication. Meanwhile,
Theory of Planned Behavior suggests that our actions are guided by our intentions,
which are influenced by attitudes, subjective norms, and perceived behavioral control.

Neurological Responses influence how we interpret and respond to non-verbal cues,

with specific brain areas playing key roles. Mirror neurons are specialized neurons in
the brain that activate when we observe someone else performing an action or
expressing emotion. Amygdala helps us detect non-verbal cues signaling threats, such
as an aggressive stance or a hostile facial expression, allowing us to respond swiftly to
potential dangers.

Cultural Influences can also shape the interpretation of body language. Non-verbal
communication is deeply rooted in cultural norms, and gestures or postures can carry
vastly different meanings across cultures.

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The importance of Body language in negotiation and How to Manage Nervous Body
language in High-pressure Negotiations: Case study of Shark Tank Negotiations

3. The role of body language in communication

Many people primarily associate communication with verbal interactions, yet body
language often plays a vital role in conveying the nuances of a message. This form of
nonverbal communication is instrumental in shaping perceptions and driving
outcomes. Nonverbal cues can either reinforce or undermine the words you speak,
making them a powerful tool in any interaction. When your body language aligns
seamlessly with your speech, it creates a more authentic and persuasive presence,
fostering trust and credibility in negotiation settings.

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The importance of Body language in negotiation and How to Manage Nervous Body
language in High-pressure Negotiations: Case study of Shark Tank Negotiations

III. Body language in Negotiation

In the negotiation process, it is not only the words expressed that play an important
role, but also the way the message is conveyed. This is where the role of body
language becomes crucial.

1. Body language and attitudes

1.1. Simultaneous physical signals and gesture clusters
Simultaneous physical signals are multiple non-verbal cues (like body language, facial
expressions, vocal tones, and personal space) happening at the same time to reinforce
a message. Meanwhile, gesture clusters, included in simultaneous physical signals, are
groups of related movements that occur together to express a specific feeling or intent
in negotiations. For instance, leaning forward with open hands and smiling shows
eagerness and receptiveness.

Other examples of gesture clusters in business context includes:

Emphatic clusters: Combination of nodding, hand gestures, and forward leaning
Defensive clusters: Crossed arms, leaning back, avoiding eye contact
Celebratory clusters: Handshakes, smiles, open body posture

Be careful when interpreting or using gestures. A gesture that means one thing in one
society can mean something completely different in another. For example:
Frowning with crossed arms often indicates disagreement, while in some cultures,
it might simply reflect concentration.

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The importance of Body language in negotiation and How to Manage Nervous Body
language in High-pressure Negotiations: Case study of Shark Tank Negotiations

Shaking your head left-to-right means “no” in the United States. However, in
some parts of the world, such as India, the meanings are just the opposite.
A-OK sign (thumb and forefinger forming a circle): In some countries, it means
"okay" or "good," but can be offensive in others. In France, it can mean “zero”.

1.2. Common attitudes

Common attitudes communicated nonverbally during negotiations can be grouped
into two broad classifications—positive attitudes and negative attitudes.
Positive attitudes: Positive attitudes indicated by body language may signal a sincere
effort to achieve win/win results. They help foster trust and create a more conducive
environment for reaching agreements.

Some key indicators of positive attitudes are: Open body language, relaxed posture,
nodding, smiling, leaning forward, maintaining eye contact, and gesturing with open
hands.
Negative attitudes: Negative attitudes in negotiations reflect defensiveness, skepticism,
or hostility. These attitudes can create barriers to effective communication and hinder
the negotiation process.

Some key indicators of negative attitudes are: Closed body language (Crossed arms or
legs, and turning away from the other party), fidgeting, leaning back, and aggressive
gestures (Pointing fingers or rapid, sharp movements that convey hostility).

2. How body language affects business negotiation outcomes?

2.1. The importance of body language in negotiation contexts
We can try to conceal our feelings or emotions, but we might send out some non-
verbal signals unconsciously, produced as an instant, instinctive reaction to received
information without any thinking. Therefore, body language signals in business
negotiation are important in several aspects:
They reveal the other person’s or the opponent‘s physical and emotional state as
well as its change;
They can support, strengthen or weaken the spoken words;
They help people who can read body language figure out if what is said is true,
more or less accurately.

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The importance of Body language in negotiation and How to Manage Nervous Body
language in High-pressure Negotiations: Case study of Shark Tank Negotiations

Numerous studies have documented the profound impact of body language on

negotiation outcomes. For example:
A 2022 meta-analysis by Harvard Business Review revealed that body language
accounts for up to 55% of overall communication in high-stakes negotiations,
overshadowing spoken words and tone of voice.
A 2021 study by The Journal of Applied Psychology showed that negotiators who
utilized positive body language (e.g., nodding, open palms) achieved their desired
outcomes in 60% of cases, compared to 22% for those with defensive or closed
postures.

A negotiator who is sensitive to such non-verbal cues can adjust his or her approach
in real-time, perhaps by offering additional assurances or changing tactics to calm
concerns and move the conversation forward towards an agreement. Therefore, being
skilled in body language, both in how you express yourself and how you read others,
can provide a powerful tool in facilitating successful negotiations and reaching
mutually beneficial agreements.

2.2. Body language weaknesses in business negotiations

Incorrect interpretation of body language is a major cause of misunderstandings.
Everyone has their own cultural backgrounds, experiences, and biases, which means
that the same non-verbal signals can mean different things to different people. The
inability to recognize and adapt non-verbal signs according to the cultural context can
trigger tension, or even conflict, reducing the likelihood of reaching a mutually
beneficial agreement in negotiations.

Moreover, over-reliance on body language during business negotiations can cause

people to overlook important verbal cues. Focusing too much on the other person’s
body language can distract from key verbal details or crucial information that might
reveal their negotiating position or help create chances for compromise. Therefore,
finding a balance between listening to both verbal and non-verbal signals is essential
for successful negotiations.

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The importance of Body language in negotiation and How to Manage Nervous Body
language in High-pressure Negotiations: Case study of Shark Tank Negotiations

IV. The importance of Body

language in High-stake
negotiations

1. What are high-stakes negotiations?

High-stakes negotiations are discussions or bargaining processes where the outcomes
have significant consequences for the involved parties. These negotiations typically
involve substantial financial, strategic, or personal interests, and the pressure to
achieve a favorable outcome is considerably higher than in everyday negotiations.
Characteristics of high-stakes negotiations include a high level of complexity, the
involvement of multiple stakeholders, the potential for significant gains or losses, and
the presence of intense emotions. The stakes are considered 'high' not only because of
the potential material impact but also due to the potential for long-term effects on
relationships, reputations, and future opportunities.

2. Examples of High-stake negotiations:

Business negotiations: contract negotiations, labor negotiations, and international
business deals.
Political negotiations: International treaties, diplomatic negotiations, and political
campaigns.
Legal negotiations: Settlement negotiations, plea bargains, and high-stakes
litigation.
Personal negotiations: Divorce settlements, child custody arrangements, and
major life decisions.

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The importance of Body language in negotiation and How to Manage Nervous Body
language in High-pressure Negotiations: Case study of Shark Tank Negotiations

3. The Importance of Body language in High-context negotiations:

Body language can be a strategic advantage: A negotiator who is sensitive to signs
of stress, discomfort, or hesitation-such as crossing arms, avoiding eye contact, or
playing with objects-can adjust his or her approach in real-time, perhaps by
offering additional assurances or changing tactics to calm concerns and move the
conversation forward towards an agreement.

Body language is a powerful transmitter of confidence and self-assurance:

individuals can demonstrate their internal certainty and ability to control
situations with a firm posture, making them more convincing and persuasive in
social and professional interactions.

Successful use of Body language in high-stake negotiations can make it less stressful:
Open and positive body language, such as steady eye contact, calm facial
expressions, and gestures designed to show openness, can make the atmosphere of
negotiations more comfortable and cooperative.

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The importance of Body language in negotiation and How to Manage Nervous Body
language in High-pressure Negotiations: Case study of Shark Tank Negotiations

V. Common Nervous Body

Language Signals in High-
Pressure Negotiations

1. Identifying Nervous Body Language

In high-pressure negotiations, body language can reveal a lot about a person’s internal
state, often more than words can. Nervous or anxious body language signals may
emerge as individuals try to manage stress or uncertainty. Human response to
environmental stress is associated with emotions and survival. According to Joe
Navarro, systems of the human brain during the thousand-year history of
development have developed and established a simple nervous system of the three
forms in response to the risk: to stop suddenly, to run or to fight.

1.1. Freeze response

Sometimes, when faced with overwhelming stress, the body can enter a "freeze" mode,
where the person suddenly becomes mentally or physically immobilized. In a
negotiation, this might manifest as hesitation or a lack of visible response, often out of
fear or uncertainty. A brief pause and stiffness allows people to assess the situation
and to decide on future steps.
Staring Blankly or Becoming Still: The person may become momentarily
immobilized, staring without responding, as though frozen by the situation. This
may happen when they feel overwhelmed or unsure of how to proceed.
Lack of Gestures: If a negotiator is not using any hand gestures and keeps their
arms folded or hands resting motionless on the table, it can indicate an inability
or unwillingness to engage in the conversation, often due to anxiety or fear.

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The importance of Body language in negotiation and How to Manage Nervous Body
language in High-pressure Negotiations: Case study of Shark Tank Negotiations

Slow, Hesitant Movements: A frozen response can be reflected in slow, deliberate

movements, where the negotiator seems paralyzed or unsure of what to do next.
Tense, Rigid Posture: A body that becomes overly stiff, with the neck and
shoulders tensed, signals that the person is feeling overwhelmed or stuck, unable
to move forward.
Delayed Responses: Pauses before speaking, or speaking in an uncertain or halting
manner, can indicate mental paralysis or difficulty processing the situation due to
emotional overwhelm.

1.2. Running response

In a stressful negotiation, some individuals may feel overwhelmed by the conflict and
choose to avoid it altogether—whether by withdrawing mentally or physically.
Response of running through human evolution also gained a variety of more subtle
forms, but its essence remains the same - to separate physically or to distance
themselves from unwanted persons or things, to avoid unwanted things, to distance
themselves from them.
Avoiding Eye Contact: When someone feels threatened or uncomfortable, they
may look away, avoiding eye contact. This indicates a desire to withdraw and
avoid direct confrontation.
Shifting Away: A negotiator might subtly shift their body away from the table or
from the other party, indicating a psychological or physical desire to distance
themselves from the conflict.
Fidgeting or Restlessness: Nervous movements such as tapping fingers, shifting in
the chair, or moving around the room can indicate an inner desire to leave or
escape the situation.
Closed Body Language: Crossed arms or legs, or physically shrinking in posture,
can suggest a retreat or an attempt to shield oneself from further stress.
Backing Off: Leaning back or physically stepping back from the table might be an
attempt to disengage, signaling that the person is overwhelmed or does not want
to engage in further conflict.
Frequent Pauses or Delaying Responses: Taking long pauses before responding or
trying to divert the conversation might reflect a subconscious desire to slow the
negotiation down or avoid committing to a decision.
Touching or Covering your face: Negotiator of one side can move away from the
representative of the other side on hearing an unattractive proposal or feels
threatened in the midst of negotiations, can close his eyes, rub his eyes, hide his
face in hands.

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The importance of Body language in negotiation and How to Manage Nervous Body
language in High-pressure Negotiations: Case study of Shark Tank Negotiations

1.3. Fight response

When a person perceives the negotiation as a threat to their
interests or values, they may display body language that
indicates a readiness to confront or "fight" for what they
want. Sometimes in business communication, business
negotiations and business talks can be specifically provoked
frustration and anger of the other side with aim to reduce the
opponent's cognitive abilities, opportunities of fully,
objectively assessment the situation
Leaning Forward Aggressively: The negotiator might lean
forward, narrowing their posture as if preparing for an
attack or confrontation. This often signifies dominance
or an attempt to assert power.
Clenched Fists: Balling up the hands into fists (whether
resting or held tightly) suggests internal aggression or
frustration. It's a physical manifestation of the desire to
fight for their position.
Intense Staring: A fixed, intense gaze can be an attempt
to assert control over the situation and the other person,
signaling a challenge or a threat.
Tight, Tense Posture: Standing or sitting rigidly, with
shoulders squared, may signal someone gearing up for a
verbal battle.
Pounding the Table or Gesturing Forcefully: A negotiator
might slam their hand down on the table or gesture with
aggressive hand movements, signaling frustration or an
attempt to intimidate.

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The importance of Body language in negotiation and How to Manage Nervous Body
language in High-pressure Negotiations: Case study of Shark Tank Negotiations

2. Causes of Nervous Body Language

2.1. Mental causes
Anxiety and Stress: The pressure of negotiating important terms, deadlines, or
large stakes can activate the body’s fight-or-flight response. The stress of meeting
expectations or securing a deal can cause nervous body language like fidgeting,
pacing, or tense posture.
Fear: Fear of failure, being out-negotiated, or not meeting personal or
organizational goals can create physical signs of nervousness. Negotiators may
exhibit these behaviors as they try to cope with the high stakes involved.
Uncertainty or Lack of Confidence: If a negotiator is uncertain about the terms of
the deal or the other party’s intentions, mental discomfort can manifest as
nervous behavior, such as frequently checking notes or avoiding direct
engagement.
Cognitive Overload: Overthinking complex terms, strategies, or the potential
outcomes of the negotiation can overwhelm a negotiator’s mental capacity,
leading to fidgeting or physical signs of being mentally stretched.
Excitement or Overstimulation: Negotiators may feel both excited and nervous if a
deal is nearing completion or if there’s an unexpected twist. The rush of emotions
can lead to overstimulation, making the body respond with restless movements.

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The importance of Body language in negotiation and How to Manage Nervous Body
language in High-pressure Negotiations: Case study of Shark Tank Negotiations

2.2. Physical causes

Fatigue or Discomfort: Long, intense negotiations can leave participants mentally
and physically drained. Fatigue or physical discomfort can result in nervous body
language, such as shifting posture, stretching, or fidgeting in an effort to stay
engaged.
Adrenaline: The physiological response to stress or excitement (adrenaline release)
can cause trembling, increased heart rate, or shallow breathing, all of which are
signs of nervousness in negotiations.
‘Tension: Anxiety, pressure, or the need to appear composed can create tension in
the body, resulting in a stiff posture, clenched fists, or rigid movements.
Negotiators may unconsciously tighten their muscles as they brace themselves for
what’s coming.

2.3. Social causes

Social Situations: Negotiators may feel observed or judged, especially in high-
stakes negotiations with senior counterparts or in unfamiliar cultural contexts.
The pressure to make a favorable impression can lead to nervous body language.
Fear of Judgment or Rejection: Concerns about being rejected, not reaching a
favorable deal, or appearing weak in front of the opposing party can cause
anxiety, leading to nervous gestures or postures as a defense mechanism.
Lack of Confidence or Self-Esteem: Inexperienced or unsure negotiators may lack
confidence in their ability to secure favorable terms. This insecurity can manifest
as fidgeting, avoiding eye contact, or excessive self-soothing behaviors.

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The importance of Body language in negotiation and How to Manage Nervous Body
language in High-pressure Negotiations: Case study of Shark Tank Negotiations

2.4. Environmental causes

Unfamiliar Environments: A negotiator in an unfamiliar setting (new office,
foreign country, etc.) may feel more nervous due to the lack of comfort and the
pressure to adapt quickly. This unfamiliarity can increase anxiety, leading to
nervous body language as they assess the situation.
High-Pressure Situations: The high stakes of closing a major deal or securing
favorable terms can induce stress. Negotiators may feel pressured to perform and
fear the consequences of failure, which can lead to nervous behavior like shifting
in their seat or rapid speech.
Crowded or Noisy Environments: Negotiations taking place in noisy, distracting,
or crowded environments can overwhelm a participant's senses. This sensory
overload can result in discomfort, leading to nervous body language as the
negotiator tries to maintain focus amidst the chaos.

3. How Nervousness Can Impact Negotiation Outcomes

Nervous body language can have a significant impact on the outcome of a
negotiation, as it can influence both the negotiator's own behavior and how they are
perceived by others.
Decreased credibility: Nervous body language, such as fidgeting, avoiding eye
contact, or avoiding direct engagement, can create an impression of insecurity or
lack of confidence. This can undermine the negotiator’s credibility and make it
harder for them to persuade the other party.
Reduced Ability to Assert Needs or Set Boundaries: Nervous body language may
also inhibit a person’s ability to assert their needs or set clear boundaries. When
anxious, a negotiator may be less likely to speak up or push for their position,
leading to an imbalance in the negotiation.
Misinterpretation of Intentions: Nervous body language can lead to
misinterpretation by the other party. Subtle gestures such as shifting eyes,
sweating, or touching the face can be seen as signs of dishonesty, deception, or
nervousness about the deal, even if the person is simply stressed.
Reduced Persuasiveness: Persuasiveness in a negotiation is often linked to
confidence and the ability to present information assertively. Nervous body
language can detract from the negotiator's ability to convey their message with
clarity and authority, leading to a weaker argument or less effective persuasion.
Tension and Poor Negotiation Environment: Nervous body language can create an
atmosphere of discomfort or tension, making it harder to have productive
discussions. A tense environment can limit creative problem-solving and reduce
the chances of finding mutually beneficial solutions.

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The importance of Body language in negotiation and How to Manage Nervous Body
language in High-pressure Negotiations: Case study of Shark Tank Negotiations

VI. Case study: How successful

negotiators do in Shark Tank Show

We would like to choose one negotiation from the show “Shark Tank” from the US
to better illustrate our ideas about how to effectively implement the negotiation under
a high-pressure environment. The video showcases an intense negotiation on Shark
Tank between Samantha John, the co-founder of Hopscotch (an educational coding
app for kids), and investor Mark Cuban. Samantha presented her platform, which
uses a kid-friendly, visual coding language to teach programming through creative
projects like games. However, the negotiation seems not to be what was expected and
is imposed with huge tension from the Sharks.

Our analysis aims to evaluate Samantha’s performance in a negotiation setting,

highlighting her strengths and strategies for managing nervousness effectively. Despite
occasional signs of nervousness, the presenter demonstrates a composed and
confident demeanor, ultimately leading to a successful negotiation outcome.

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The importance of Body language in negotiation and How to Manage Nervous Body
language in High-pressure Negotiations: Case study of Shark Tank Negotiations

1. Appearance
First, the presenter walks in with
composed and confident demeanor,
suggesting a sense of self-assuredness and
giving out a great impression at the
beginning.

The presenter’s preparation is also

evidently depicted in her professional
and polished appearance: She has well-
groomed hair, suitable attire, and simple
makeup that aligns with the occasion.

This attention to detail contributes to a

positive first impression, projecting
competence and professionalism.

2. Posture
Her posture is confident and upright.
She stands tall, along with a straight
back and relaxed shoulders, which
conveys strength and assurance.

Through the negotiation, she avoids any

moments of having a slouched or
hunched posture, as it can be understood
as a signal of insecurity or defeat.

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The importance of Body language in negotiation and How to Manage Nervous Body
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3. Gestures and Facial Expressions

The presenter effectively uses gestures and
expressions to connect with her audience as
it is shown that her gestures are expressive
and natural. She uses her hands and arms
to emphasize her points and make her
presentation more engaging. Sometimes she
combines hands-on-hips with an open
stance, feet shoulder-width apart, and a
welcoming facial expression.

She also maintains warm and inviting expressions, with a consistent and genuine smile
that makes her appear approachable and friendly. By maintaining a calm and gentle
smile throughout the negotiation, she fosters a less adversarial and more collaborative
atmosphere. This approach helps ease tension and prevents emotions from especially
in high-pressure moments, a calm and gentle smile can help ease the mood, preventing
emotions from escalating.

Even when being ‘attacked’ by the Sharks, her facial expressions remain confident,
characterized by a consistent, calm smile directed at them, while avoiding stress
indicators like frowning or grimacing.

4. Voice Control
Her voice is clear and confident. She speaks at a moderate pace, confident tone and
projects her voice well. These qualities ensure her message is heard clearly and
convincingly.

During tense moments in the negotiation, she effectively manages stress by staying
calm and level-headed. She avoids raising her voice or becoming overly defensive,
maintaining a composed demeanor throughout.

5. Eye Contact
She makes eye contact steadily and genuinely to the Sharks. She doesn’t stare directly
and particularly at one Shark, but shifts her gaze to include everyone present. This
helps to connect with her audience and keep them engaged.

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The importance of Body language in negotiation and How to Manage Nervous Body
language in High-pressure Negotiations: Case study of Shark Tank Negotiations

VII. Lessons from Observing Shark

Tank on Managing Nervous Body
Language in High-Pressure
Situations

1. Preparation Strategies
Preparation is the cornerstone of confidence in high-stakes negotiations. By
addressing both mental and physical readiness,we can mitigate the stress-induced
behaviors that often accompany uncertainty.

1.1. Understand your triggers.

High-stress situations often trigger us psychologically and take us back to moments in
our pasts when we experienced similar emotions. These associations are typically
driven by our egos but have very little to do with the event we are experiencing in the
present. For instance, perhaps as a child, one was awarded a gold star every time he
got a high grade, and so he began to associate hard work with rewards. As an adult,
when he doesn't get the salary he feels he has earned, he may unconsciously recall this
experience and feel like a failure, spiraling into negative self-talk about his own worth.
Since associations like this are unconscious, it can be hard to recognize them. By using
the exercise below,we could figure out what’s going on before the negotiation:

What if my partner says no to my request?

What if they say they dislike my proposal?
What if my partner shows signs of dissatisfaction to me during the negotiation?

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For each question, think about how to react. As we worked through the “what-if”
scenarios, we could dig deeper with a couple of follow up questions.
What is my go-to response?
Why do I have this response?

1.2. Prepare for a different emotional response.

Unconscious emotional responses are inevitable; therefore, we should be well-
prepared for it by visualizing some unwanted scenarios and then thinking about how
to manage them effectively. It’s best to do this before we enter a stressful situation.
We should ask ourselves a few additional questions following the previous step such
as :

If I feel stuck in the middle of the conversation, what can I do?

What are some ways to make my case without getting defensive?
If I hear a “no,” what are two or three ways to react without feeling frazzled or
dejected?

These guiding questions will help us prepare for difficult emotional responses in
advance. For example, What should we do if we are in a panic when we sense we are
losing interest from your listener ? We should practice maintaining eye contact or
pausing and asking a question to redirect the conversation.

1.3. Building Knowledge and Familiarity

A well-prepared negotiator can anticipate potential roadblocks, identify
opportunities for mutual gain, and create value for all parties involved. One of the
crucial ways to prepare before entering a negotiation is to accumulate knowledge
about the subject itself and our counterpart, so that we could build confidence and
reduce tension while negotiating.

a. Understand the Context:

Before any negotiation, we should always conduct in-depth research into negotiation
topics. For example, if our business is about salary, study industry benchmarks,
organizational budgets, and relevant job market trends; and then talk about the value
our skills and experiences bring to the table.

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b. Understand Your Counterpart:

“If you know the enemy and know yourself, you need not fear the result of a hundred
battles. If you know yourself but not the enemy, for every victory gained you will also
suffer a defeat. If you know neither the enemy nor yourself, you will succumb in every
battle.”
― Sun Tzu, The Art of War

Sun Tzu’s quote from The Art of War offers profound guidance for negotiation :
Success isn’t just about knowing what you want. A successful negotiator is someone
who understands the importance of both their own position and that of their
counterparts.

For an effective negotiation, one should learn about the person or organization he’ll
be negotiating with. If possible, research their interests, needs, values, business culture
and preferences. For example, what is their negotiation style? Are they direct or
relationship-focused? Preparing for information to get better know about the one we
are working with, which can be found by using publicly available information, can
significantly impact the process. In addition, their potential constraints should also be
taken into consideration. For instance, if negotiating with a manager, they may be
limited by company policies or budget restrictions.

1.4. Rehearsal and Simulation

Role-playing with a colleague or mentor is one of the most effective ways to simulate
negotiation dynamics. It creates a controlled environment where you can practice
without the stakes or pressure of the real situation. This practice helps you refine your
approach, test different strategies, and identify behaviors or habits that might
undermine your efforts. By rehearsing, we can also uncover unconscious habits that
may not be immediately apparent, and then try to work on it. We could ask ourselves
questions such as : do I fidget with my hands, avoid eye contact, or speak too quickly
when under pressure?

During a role-play, it’s important to simulate the negotiation as realistically as

possible. Define the scenario, establish clear roles, and introduce realistic constraints
or objections. For example, if preparing for a salary negotiation, one person can play
the role of the employer, presenting counter arguments such as budget restrictions or
company policies, while the other practices articulating their value and responding
effectively.

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1.5. Environmental Preparation

Whenever possible, selecting a negotiation environment that feels familiar or
comfortable to you can reduce situational stress and boost your confidence. Familiar
surroundings allow you to focus fully on the negotiation itself, rather than being
distracted by an unfamiliar space.

For example, negotiating in your own office or a conference room at your workplace
provides a home-field advantage. You are likely more aware of the room's layout,
resources, and functionality, which can make you feel more grounded and in control.
Similarly, a setting that aligns with your personal preferences—such as a quiet café or
a relaxed meeting space—can help you feel at ease.

When selecting a location, consider factors such as:

Noise Levels: Choose a space where distractions and interruptions are minimized.
Seating Arrangements: Opt for a setup that promotes equal footing and
collaboration, such as sitting across a table or at right angles, rather than
positioning one party as dominant.
Amenities: Ensure the space has the tools you might need, such as a whiteboard,
projector, or refreshments, to facilitate smooth communication.

2. Managing Body Language During Negotiations

Body language is a powerful communication tool during negotiations. It can convey
confidence, openness, and trust—or, if unmanaged, nervousness and doubt.
2.1. The Power of Open Posture
Open posture is a fundamental aspect of effective communication. Sitting or standing
upright with relaxed shoulders conveys confidence and engagement. This stance
suggests that one is attentive, open to dialogue, and unthreatened by the negotiation
process. Conversely, crossing arms or legs can create a barrier, signaling defensiveness
or disinterest. Such closed-off gestures may inadvertently hinder collaboration,
making it harder to achieve mutual understanding. Adopting an open posture helps
set a welcoming tone, inviting counterparts to engage more openly.

2.2. Steady and Genuine Eye Contact

Eye contact is a powerful tool in establishing rapport and demonstrating
attentiveness. Maintaining consistent but natural eye contact communicates interest
and sincerity, helping to build trust with the other party. However, balance is key;
excessive staring can feel confrontational, while frequent shifts in gaze may imply
discomfort or lack of focus. By practicing steady and genuine eye contact, negotiators

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can foster a sense of connection and reliability, which are crucial for productive
discussions.

2.3. Controlled Hand Movements

Purposeful hand gestures are another effective way to underscore key points and
express enthusiasm during negotiations. Visible and controlled movements can help
illustrate ideas, making them more impactful. However, overusing gestures or
engaging in distracting behaviors such as fidgeting, tapping, or clenching fists may
signal anxiety or impatience. To avoid these pitfalls, keeping hand movements
intentional and aligned with verbal communication ensures that they enhance rather
than detract from the message being conveyed.

2.4. Calming Facial Expressions

Facial expressions play a significant role in shaping the tone of a negotiation.
Maintaining a calm and approachable demeanor, often complemented by a genuine
smile, can help build rapport and diffuse potential tension. Conversely, unintentional
expressions such as furrowed brows, pursed lips, or exaggerated grimaces might
suggest frustration, stress, or skepticism, even if unintended. Being mindful of facial
cues can prevent misunderstandings and promote a positive atmosphere conducive to
achieving shared goals.

2.5. Strategic Pausing

One of the most powerful yet underutilized tools in negotiation is the deliberate use of
pauses. By taking a moment before responding, negotiators allow themselves the time
to fully process information, consider their response, and formulate thoughtful
replies. This deliberate pacing projects thoughtfulness and professionalism, signaling
to the other party that their points are being seriously considered.

Pausing also serves as a buffer against impulsive reactions. In emotionally charged

moments, a well-timed pause can help negotiators avoid saying something they might
regret, allowing them to maintain control over the conversation's tone. Additionally,
pauses can encourage the other party to fill the silence, often revealing more
information or clarifying their position, which can be strategically advantageous.

2.6. Using Space Effectively

The physical space between negotiators conveys subtle but significant cues about
engagement, respect, and confidence. Maintaining an appropriate distance is key to
establishing a balanced dynamic.

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Avoiding Overextension: Leaning too far back during discussions may come across
as disengaged or uninterested, potentially undermining rapport and trust. On the
other hand, leaning too far forward can appear overly aggressive or domineering,
which may intimidate or alienate the other party.
Finding Balance: A neutral, upright posture conveys confidence and attentiveness.
Maintaining a comfortable distance shows respect for personal space while
fostering a sense of equality and mutual understanding. This balanced approach
sets the tone for constructive dialogue.

3. Tools and Techniques for Self-Regulation

The ability to manage stress and nervousness during negotiations depends on effective
self-regulation techniques. These tools help calm the mind and body, enabling
negotiators to stay composed and focused.

3.1. Breathing Techniques

Breathing exercises are foundational tools for managing stress and calming the mind
during negotiations. Two techniques, in particular, stand out for their simplicity and
effectiveness:
Box Breathing: This method involves inhaling for four seconds, holding the breath
for four seconds, exhaling for four seconds, and pausing for another four seconds.
The structured pattern stabilizes the heart rate, helping to reduce anxiety and
increase focus.
Diaphragmatic Breathing: Breathing deeply into the abdomen instead of the chest
encourages relaxation and improves oxygen flow. This technique reduces physical
tension and promotes a sense of calm, making it easier to think clearly during
high-pressure discussions.

3.2. Stress Reduction Techniques

Beyond breathing exercises, stress reduction practices can help negotiators manage
physical and emotional strain.
Mindfulness Practices: Regular meditation or mindfulness exercises are highly
effective for improving long-term emotional regulation. These practices train the
mind to remain present and reduce overreactions to stressful situations, enabling
negotiators to respond thoughtfully rather than react impulsively.
Progressive Muscle Relaxation: This technique involves tensing and then releasing
different muscle groups sequentially. By systematically reducing physical tension,
negotiators can alleviate stress and enhance their sense of relaxation, creating a
more composed demeanor during discussions.

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3.3. Long-Term Strategies

While immediate techniques are essential, long-term strategies provide a foundation
for sustained well-being and resilience.
Cultivating a Leadership Mindset: Fostering a supportive and productive work
culture not only benefits team dynamics but also reduces chronic stress. By
minimizing cortisol-triggering situations through clear communication and
structured environments, leaders can promote their own well-being and that of
their team. This mindset encourages a calmer, more confident approach to
negotiations.
Adopting a Balanced Lifestyle: Maintaining a healthy lifestyle is critical for
effective stress management. A nutritious diet, regular physical activity, and
sufficient sleep all contribute to lower cortisol levels, improving the body’s ability
to cope with stress. These habits enhance both mental clarity and emotional
stability, ensuring negotiators can perform at their best.

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VIII. Conclusion
Body language is an essential yet often overlooked component of successful negotiation. As
research demonstrates, nonverbal communication accounts for the majority of interpersonal
interactions, shaping perceptions, trust, and outcomes. By mastering body language—
through preparation, active management during negotiations, and self-regulation techniques
—negotiators can enhance their ability to communicate effectively, build rapport, and adapt
in real-time.

In high-stakes scenarios, where pressure and anxiety can easily disrupt focus, preparation is
critical. Understanding one’s triggers, anticipating challenges, and rehearsing responses
provide a strong foundation. Meanwhile, managing open posture, eye contact, and
intentional gestures ensures confidence and credibility in the moment. Finally, adopting tools
like breathing exercises and mindfulness fosters emotional control, enabling negotiators to
navigate complex discussions with composure.

By integrating these strategies, individuals can harness the power of body language to achieve
mutually beneficial agreements, solidify professional relationships, and excel in negotiation
settings.

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IX. References

1. NLPCertify. (n.d.). Body language influence in negotiations and business.

Retrieved December 2, 2024, from https://nlpcertify.com/body-language/body-
language-influence-in-negotiations-and-business
2. Program on Negotiation at Harvard Law School. (n.d.). Negotiation skills:
Confront your anxiety, improve your results. Retrieved December 2, 2024, from
https://www.pon.harvard.edu/daily/negotiation-skills-daily/negotiation-skills-
confront-your-anxiety-improve-your-results/
3. Weiss, R. (2016, September 29). 5 important lessons Shark Tank teaches us about
negotiation. Entrepreneur. Retrieved December 2, 2024, from
https://www.entrepreneur.com/starting-a-business/5-important-lessons-shark-
tank-teaches-us-about-negotiation/279311
4. Harvard Business School Online. (2020, July 30). What you should learn from
Shark Tank. Retrieved December 2, 2024, from
https://online.hbs.edu/blog/post/what-you-should-learn-from-shark-tank
5. Zhou, H., & Zhang, T. (n.d.). Body language in business negotiation.
International Journal of Business and Management, 3(2), 90. Retrieved from
https://pdfs.semanticscholar.org/34b1/9dad36b9f78bc166b3b3620c82e2609d7358.
pdf
6. Pugu, M. R., Puspitasari, N. D., & Fitri, S. (2024). Body language in business
negotiations: Strengths and weaknesses. BTQUR.
https://btqur.or.id/index.php/injosedu/article/download/119/139
7. Peleckis, K., Peleckienė, V., & Peleckis, K. (2015). Nonverbal communication in
business negotiations and business meetings. Vilnius Gediminas Technical
University.
8. YouTube. (2023, October 1). [Video]. YouTube. The Most Intense Negotiation
Between Hopscotch Owner and Mark Cuban! | Shark Tank US.
https://youtu.be/dKSrVSXvm4Y?feature=shared

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