Another subject that should be studied in detail is body language. Over the Internet, this skill won't prove to be very valuable unless you can physically see who it is you are dealing with, which in most cases you will not. However, when you meet with people physically, understanding human body language is a skill which can't be overemphasized. As with negotiation, there are many books which have been written on this subject, and it is a fascinating area that you should consider studying.
While this is not a book about body language, there are some basic techniques you can use to analyze the body language of others and convey messages non-verbally. For instance, when you are talking to someone, it is common for you to stare into their eyes. This type of gaze is referred to as being a social gaze. While the social gaze is great when dealing with friends or family members, it is a terrible gaze to use when dealing with business partners. Instead, you will want to use what is called the “business gaze.” To use the business gaze, when speaking to people, as opposed to looking into their eyes, you will want to look directly at their forehead.
When speaking to these people, imagine that there is a dot in the center of the forehead, similar to the dot worn by some Hindus. When conversing with them, look directly at this imaginary dot. This type of gaze conveys a non-verbal message that you mean business, and that you are very serious about the terms which are being discussed. When communicating with potential clients, always pay close attention to the positioning of the arms. In almost all cases, crossed arms are generally a bad sign. When a person has their arms crossed over their chest, it usually means that they are either defensive or upset about something.
Also watch for people to put objects in their mouths, whether it is cigarettes, pens, or other objects. When someone puts something in their mouth, this is a sign that they are nervous about something. Books on human body language indicate that a person who places objects in their mouths are doing so subconsciously as a type of defense mechanism; it is the equivalent of a baby who suckles its mother. Instead of suckling their mothers of course, they are using a pen, cigarette, or other object as an alternative, but the same principle applies.
A person who uses their hands to stroke the bottom of their chin is conveying a message that they are interested in what you are saying. If they have their fingers outstretched on the side of their head, with their head angled down and their legs crossed, this is a sign that they're being critical of what you are saying, and in all likelihood, do not buy whatever it is you are trying to tell them. Even if they “say” they agree with what you are saying, their body language will tell a different story.
A number of studies indicate that well over 50% of the communication that occurs between humans is non-verbal, meaning that only a small percentage of communication is verbal. Often, people will be more accurate with what they do with their bodies as opposed to what they say. The wise and prudent freelancer, during negotiations or physical business meeting with clients, will pay more attention to their body language than what they are actually saying. Learning how to read body language is a critical skills which can do wonders for your freelance career, especially when you deal with someone in person.