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Using Body Language in Negotiation

The article explains how non‑verbal cues shape negotiation outcomes, urging face‑to‑face meetings over virtual calls. It highlights three core scenarios: natural mimicry that builds rapport, the risk of misreading visual trust signals, and the difficulty of masking micro‑expressions. Research from Harvard, Duke, Wharton and other institutions shows that body language can both enhance credibility and expose deception, though most observers detect lies only at chance levels.