What is the effect of ignoring non-verbal communication in negotiations?

Ignoring non-verbal communication in negotiations can significantly impact the overall dynamics of the interaction. Non-verbal cues, such as body language, facial expressions, tone of voice, and eye contact, serve as vital components in how messages are conveyed and understood. When these signals are overlooked, it opens the door to potential misinterpretations, as negotiators may misread intentions, emotions, or levels of agreement. For example, a negotiator may seem agreeable while their body language suggests discomfort or disagreement. This discrepancy can lead to decisions based on incomplete or inaccurate perceptions of the negotiation stance, ultimately affecting the outcomes and the effectiveness of the negotiation process. Recognizing and interpreting non-verbal signals is crucial for a shared understanding and successful negotiation.