Hand Jive

Recognizing when a client is ready to walk away from the bargaining table, in contrast to when they are open to negotiation can be paramount to leasing success. Richard Newman, a professional body language coach offers the following tips in the March issue of Forbes: Putting hands palm down is a sign that someone means business. When haggling over price, for instance, Newman says “palms down” is often a clear, nonverbal signal that a potential buyer intends to walk away. By contrast, when someone keeps his or her hands open and palms up, it suggests he or she is open to negotiation

The next time you find yourself negotiating a renewal, or trying to seal a deal, watch the hands.