Gordillo LF, López PRM, Mestas HL, Corbi GB

Language: Spanish
References: 0
Page: 646-666
PDF size: 574.10 Kb.

ABSTRACT

In recent years the literature on how nonverbal communication affects human behaviour has improved. Nonverbal communication generates channels of expression that are of great importance in the field of human relations. Knowing how the body language that goes along with our words determines the success or failure of negotiations is essential to the current theories that integrate emotional and cognitive factors in explaining human behavior. The aim of this review was to highlight the importance of nonverbal communication in the field of negotiations. To this end we analyzed the influence of body image, physical and eye contact, facial expression, gestures and posture, in the negotiating processes. A number of nonverbal guidelines are proposed, drawn from different studies, which induce the creation of a collaborative context to promote positive outcomes to the conflicts that might arise from the negotiations, thus promoting agreements between the parties. Future research should integrate the verbal and nonverbal aspects for understanding communication processes.