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Reading non-verbal signals:

Non-verbal signals include body language, gestures, facial expressions, and eye movements. Learning to read body language aiming the opposition team will help you to compile a true picture of their case-their signals may reinforce or contradict what they are saying. Clear-cut body language includes crossing of arms and legs, which betrays defensiveness, and leaning back on a chair, which expresses boredom. Small gestures and movement, such as hesitating or fidgeting, may indicate lack of conviction; raised eyebrows are a clear sign of surprise.  Eye contact is another good source of information: team members may glance at each other when an important point in the negotiation has been reached.

Cultural differences:

Shaking hands may mean “Goodbye” to one party and “We’ve struck a deal” to the other. Make sure you understand the cultural roles before offering a handshake. In many Asian cultures, physical contact between the opposite sexes is discouraged. Women should therefore consider carefully whether to shake hands with men, or vice versa.

Points to remember:

Speaking slowly and deliberately indicates that a person feels confident and at ease. Smiling unnecessarily and speaking quickly indicates nervousness. People who want to leave tend to look and turn their lower bodies towards the exit.