ABSTRACT
This chapter provides an overview and a discussion on elements, negotiation application, and limitations of body language. Body language refers to various forms of non-verbal communication. Much of body language is emitted unconsciously and therefore the detection of subtle signs and signals can help with the assessment of how others might be thinking and processing information. Body language is a popular subject among negotiation and 'pop psychology' authors. There are many books on the subject; however, much is written from a deductive rather than empirical research perspective. Students of body language should also be mindful that signs and gestures need to be evaluated in the given context, taking into consideration other factors such as tone of voice and linking actual words to actions. The research has become synonymous with the area of body language and is widely known as the 7%–38%—55% rule or sometimes the '3 Vs' for Verbal, Vocal and Visual.
