The Transformative Negotiator: Adjust Your Posture
In her book The Transformative Negotiator, author Michèle Huff emphasizes that negotiation is not just a mental exercise but a full-body experience. Just as athletes and dancers rely on posture to stay balanced and focused, negotiators must stay physically grounded to remain mentally sharp. Huff explains that body language and physical stance play a critical role in how we communicate and connect during negotiation. The more physically disconnected we become, the easier it is to lose presence, clarity, and influence. Michele Huff offers an unexpected but powerful insight: your body posture might be just as important as your words during a negotiation. Think about it. Whether you are practicing yoga, skiing, or playing the violin, good posture keeps you centered. The same idea applies when you are at the negotiating table. If your body is tense or disconnected, your focus will slip, and so will your ability to respond thoughtfully. Staying grounded in your body helps you stay grounded in the conversation.
Huff shares a personal story from her early career to illustrate how neglecting physical needs such as food, movement, and rest can derail even the most important deals. During a high-stakes, late-night negotiation, she found herself exhausted, hungry, and physically uncomfortable. Despite the significance of the moment, her ability to focus deteriorated, and the deal eventually collapsed. The takeaway is clear: when your body is under strain, your judgment suffers. Taking breaks and attending to physical needs is not indulgent; it is essential to good negotiation. Her point is simple but powerful: if your body is running on empty, your mind will follow. Take care of yourself before and during tough negotiations, even if it is just taking a quick walk or grabbing a snack.
Here are a few simple strategies you can use:
Keep your posture open and flexible, not rigid or defensive
Check in with your body regularly to stay grounded
Breathe slowly and evenly to support mental clarity
Notice signs of distraction and bring yourself back to the moment
Watch the other person’s body language for signs of stress or resistance
Throughout the chapter, Huff encourages negotiators to use posture as both a self-awareness tool and a way to read others. An open, relaxed posture helps you stay calm and focused, while also allowing you to pick up nonverbal cues from your negotiation partner. If you catch yourself drifting or feeling tense, a quick body scan can help you reset. Staying physically and emotionally present not only supports better decision-making but also helps you build more constructive and lasting agreements. A small physical reset can bring your attention back to where it matters most. Being physically present helps you listen better, respond more wisely, and reach agreements that actually last.
Michèle Huff is a transactional lawyer with decades of experience negotiating for global corporations, universities, and individual clients. She is the Executive Director of Business Contracts and Brand Protection at UC Berkeley, overseeing contracts, intellectual property, and brand management. Previously, she was the University of New Mexico’s senior lawyer for research and technology and co-founded a Silicon Valley software start-up. A skilled speaker and educator, Michèle has taught negotiation and intellectual property courses and led workshops nationwide. Learn more at www.michelehuff.com