Cooperation

"We are born for cooperation, as are the feet, the hands, the eyelids, and the upper and
lower jaws."
— Marcus Aurelius

Who are the persons who genuinely want to cooperate and how do they communicate their
willingness? Recently we were a part of a negotiating team discussing a product of great
scientific value. The issues involved were patent rights, equity position, royalties, research and
development costs, and incentives for both our client and the company that was to manufacture
and market the product. As soon as the discussion started, one of the opposer's team members
took a sprinter's position (sitting forward in chair, feet on tiptoes), nonverbally communicating
he was ready for action. As he was the scientific member of the opposer's team, a great deal
depended on his reaction to our overall presentation. Initially, his "ready for action" posture told
us that he probably favored our product. His technical questions and doubts were brought out in
the open and expertly answered by our client's scientific staff member. We purposely sat next to
this man in the hope that after we had answered his questions and satisfied his doubts he would
favorably influence the other members of his team. We read him well. He became extremely
cooperative and served as our ally. Recognizing this individual's cooperative gestures and
capitalizing on them brought about a successful conclusion that benefited both parties.

Undoubtedly there have been times when you sensed that someone was cooperating fully until
suddenly something went wrong. He had been calling you by your first name but now he
addresed you formally. His smile had become a frown. The corners of his lips turned down.
There were wrinkles in his brow, and perhaps he glared at you with downward-tilted eyebrows.
You probably felt completely inadequate to cope with such an abrupt change in attitude.

In such situations many of us attempt to determine what went wrong but usually in very general
terms: "He didn't like my idea," or "Boy, did he get uptight about my request." Instead of this
Monday-morning quarterbacking we should attempt to restructure the conversation and the
attendant gestures at the moment the person ceased to be cooperative. Oftentimes we find it very
difficult to believe that we might have been unreasonable and so precipitated the crisis. The
observant person sees this chip-on-shoulder, folded-arms stage approaching by observing the
statements, speech inflection, and facial expressions and other gestures that precede it. It is then
possible to head off a serious confrontation and restore the cooperative environment that had
existed before the break. Better yet, do not let the change from cooperation to resistance even
occur. Instead, monitor how the person is reacting by observing his gestures and, at the first
negative indication, immediately reevaluate what you have been communicating. The following
are some cooperative gesture-clusters to be aware of:
Sitting on Edge of Chair. This is a cooperative gesture if it is congruous with gesture-clusters
communicating interest in what you are saying. An example is the case of a buyer showing his
eagerness to sign a contract and shifting his weight toward the edge of the chair.
Hand-to-Face Gestures. These can communicate anything from boredom to evaluative interest.
Evaluation can become favorable, therefore it can be considered a gesture that communicates a
degree of cooperation. Given a choice of ten people sitting with their legs crossed versus ten with
their hands to their heads, we would chose the hand-to-head group as potentially more
cooperative.
Unbuttoning of Coat. This gesture seems not only to communicate that a person is opening up to
you and your ideas but that he is concentrating on what you are saying.

Tilted Head. This gesture is cooperative to the extent that the person is interested in what you are
saying. He has not turned you off.

Cooperation
"We are born for cooperation, as are the feet, the hands, the eyelids, and the upper and
lower jaws."
— Marcus Aurelius

Who are the persons who genuinely want to cooperate and how do they communicate their
willingness? Recently we were a part of a negotiating team discussing a product of great
scientific value. The issues involved were patent rights, equity position, royalties, research and
development costs, and incentives for both our client and the company that was to manufacture
and market the product. As soon as the discussion started, one of the opposer's team members
took a sprinter's position (sitting forward in chair, feet on tiptoes), nonverbally communicating
he was ready for action. As he was the scientific member of the opposer's team, a great deal
depended on his reaction to our overall presentation. Initially, his "ready for action" posture told
us that he probably favored our product. His technical questions and doubts were brought out in
the open and expertly answered by our client's scientific staff member. We purposely sat next to
this man in the hope that after we had answered his questions and satisfied his doubts he would
favorably influence the other members of his team. We read him well. He became extremely
cooperative and served as our ally. Recognizing this individual's cooperative gestures and
capitalizing on them brought about a successful conclusion that benefited both parties.

Undoubtedly there have been times when you sensed that someone was cooperating fully until
suddenly something went wrong. He had been calling you by your first name but now he
addresed you formally. His smile had become a frown. The corners of his lips turned down.
 There were wrinkles in his brow, and perhaps he glared at you with downward-tilted eyebrows.
You probably felt completely inadequate to cope with such an abrupt change in attitude.

In such situations many of us attempt to determine what went wrong but usually in very general
terms: "He didn't like my idea," or "Boy, did he get uptight about my request." Instead of this
Monday-morning quarterbacking we should attempt to restructure the conversation and the
attendant gestures at the moment the person ceased to be cooperative. Oftentimes we find it very
difficult to believe that we might have been unreasonable and so precipitated the crisis. The
observant person sees this chip-on-shoulder, folded-arms stage approaching by observing the
statements, speech inflection, and facial expressions and other gestures that precede it. It is then
possible to head off a serious confrontation and restore the cooperative environment that had
existed before the break. Better yet, do not let the change from cooperation to resistance even
occur. Instead, monitor how the person is reacting by observing his gestures and, at the first
negative indication, immediately reevaluate what you have been communicating. The following
are some cooperative gesture-clusters to be aware of:
Sitting on Edge of Chair. This is a cooperative gesture if it is congruous with gesture-clusters
communicating interest in what you are saying. An example is the case of a buyer showing his
eagerness to sign a contract and shifting his weight toward the edge of the chair.
Hand-to-Face Gestures. These can communicate anything from boredom to evaluative interest.
Evaluation can become favorable, therefore it can be considered a gesture that communicates a
degree of cooperation. Given a choice of ten people sitting with their legs crossed versus ten with
their hands to their heads, we would chose the hand-to-head group as potentially more
cooperative.
Unbuttoning of Coat. This gesture seems not only to communicate that a person is opening up to
you and your ideas but that he is concentrating on what you are saying.

Tilted Head. This gesture is cooperative to the extent that the person is interested in what you are

saying. He has not turned you off. Cooperation

"We are born for cooperation, as are the feet, the hands, the eyelids, and the upper and
lower jaws."
— Marcus Aurelius

Who are the persons who genuinely want to cooperate and how do they communicate their
willingness? Recently we were a part of a negotiating team discussing a product of great
scientific value. The issues involved were patent rights, equity position, royalties, research and
development costs, and incentives for both our client and the company that was to manufacture
and market the product. As soon as the discussion started, one of the opposer's team members
took a sprinter's position (sitting forward in chair, feet on tiptoes), nonverbally communicating
 he was ready for action. As he was the scientific member of the opposer's team, a great deal
depended on his reaction to our overall presentation. Initially, his "ready for action" posture told
us that he probably favored our product. His technical questions and doubts were brought out in
the open and expertly answered by our client's scientific staff member. We purposely sat next to
this man in the hope that after we had answered his questions and satisfied his doubts he would
favorably influence the other members of his team. We read him well. He became extremely
cooperative and served as our ally. Recognizing this individual's cooperative gestures and
capitalizing on them brought about a successful conclusion that benefited both parties.

Undoubtedly there have been times when you sensed that someone was cooperating fully until
suddenly something went wrong. He had been calling you by your first name but now he
addresed you formally. His smile had become a frown. The corners of his lips turned down.
There were wrinkles in his brow, and perhaps he glared at you with downward-tilted eyebrows.
You probably felt completely inadequate to cope with such an abrupt change in attitude.

In such situations many of us attempt to determine what went wrong but usually in very general
terms: "He didn't like my idea," or "Boy, did he get uptight about my request." Instead of this
Monday-morning quarterbacking we should attempt to restructure the conversation and the
attendant gestures at the moment the person ceased to be cooperative. Oftentimes we find it very
difficult to believe that we might have been unreasonable and so precipitated the crisis. The
observant person sees this chip-on-shoulder, folded-arms stage approaching by observing the
statements, speech inflection, and facial expressions and other gestures that precede it. It is then
possible to head off a serious confrontation and restore the cooperative environment that had
existed before the break. Better yet, do not let the change from cooperation to resistance even
occur. Instead, monitor how the person is reacting by observing his gestures and, at the first
negative indication, immediately reevaluate what you have been communicating. The following
are some cooperative gesture-clusters to be aware of:
Sitting on Edge of Chair. This is a cooperative gesture if it is congruous with gesture-clusters
communicating interest in what you are saying. An example is the case of a buyer showing his
eagerness to sign a contract and shifting his weight toward the edge of the chair.
Hand-to-Face Gestures. These can communicate anything from boredom to evaluative interest.
Evaluation can become favorable, therefore it can be considered a gesture that communicates a
degree of cooperation. Given a choice of ten people sitting with their legs crossed versus ten with
their hands to their heads, we would chose the hand-to-head group as potentially more
cooperative.
Unbuttoning of Coat. This gesture seems not only to communicate that a person is opening up to
you and your ideas but that he is concentrating on what you are saying.

Tilted Head. This gesture is cooperative to the extent that the person is interested in what you are

saying. He has not turned you off. Cooperation

 "We are born for cooperation, as are the feet, the hands, the eyelids, and the upper and
lower jaws."
— Marcus Aurelius

Who are the persons who genuinely want to cooperate and how do they communicate their
willingness? Recently we were a part of a negotiating team discussing a product of great
scientific value. The issues involved were patent rights, equity position, royalties, research and
development costs, and incentives for both our client and the company that was to manufacture
and market the product. As soon as the discussion started, one of the opposer's team members
took a sprinter's position (sitting forward in chair, feet on tiptoes), nonverbally communicating
he was ready for action. As he was the scientific member of the opposer's team, a great deal
depended on his reaction to our overall presentation. Initially, his "ready for action" posture told
us that he probably favored our product. His technical questions and doubts were brought out in
the open and expertly answered by our client's scientific staff member. We purposely sat next to
this man in the hope that after we had answered his questions and satisfied his doubts he would
favorably influence the other members of his team. We read him well. He became extremely
cooperative and served as our ally. Recognizing this individual's cooperative gestures and
capitalizing on them brought about a successful conclusion that benefited both parties.

Undoubtedly there have been times when you sensed that someone was cooperating fully until
suddenly something went wrong. He had been calling you by your first name but now he
addresed you formally. His smile had become a frown. The corners of his lips turned down.
There were wrinkles in his brow, and perhaps he glared at you with downward-tilted eyebrows.
You probably felt completely inadequate to cope with such an abrupt change in attitude.

In such situations many of us attempt to determine what went wrong but usually in very general
terms: "He didn't like my idea," or "Boy, did he get uptight about my request." Instead of this
Monday-morning quarterbacking we should attempt to restructure the conversation and the
attendant gestures at the moment the person ceased to be cooperative. Oftentimes we find it very
difficult to believe that we might have been unreasonable and so precipitated the crisis. The
observant person sees this chip-on-shoulder, folded-arms stage approaching by observing the
statements, speech inflection, and facial expressions and other gestures that precede it. It is then
possible to head off a serious confrontation and restore the cooperative environment that had
existed before the break. Better yet, do not let the change from cooperation to resistance even
occur. Instead, monitor how the person is reacting by observing his gestures and, at the first
negative indication, immediately reevaluate what you have been communicating. The following
are some cooperative gesture-clusters to be aware of:
Sitting on Edge of Chair. This is a cooperative gesture if it is congruous with gesture-clusters
communicating interest in what you are saying. An example is the case of a buyer showing his
eagerness to sign a contract and shifting his weight toward the edge of the chair.
Hand-to-Face Gestures. These can communicate anything from boredom to evaluative interest.
 Evaluation can become favorable, therefore it can be considered a gesture that communicates a
degree of cooperation. Given a choice of ten people sitting with their legs crossed versus ten with
their hands to their heads, we would chose the hand-to-head group as potentially more
cooperative.
Unbuttoning of Coat. This gesture seems not only to communicate that a person is opening up to
you and your ideas but that he is concentrating on what you are saying.

Tilted Head. This gesture is cooperative to the extent that the person is interested in what you are

saying. He has not turned you off. Cooperation

"We are born for cooperation, as are the feet, the hands, the eyelids, and the upper and
lower jaws."
— Marcus Aurelius

Who are the persons who genuinely want to cooperate and how do they communicate their
willingness? Recently we were a part of a negotiating team discussing a product of great
scientific value. The issues involved were patent rights, equity position, royalties, research and
development costs, and incentives for both our client and the company that was to manufacture
and market the product. As soon as the discussion started, one of the opposer's team members
took a sprinter's position (sitting forward in chair, feet on tiptoes), nonverbally communicating
he was ready for action. As he was the scientific member of the opposer's team, a great deal
depended on his reaction to our overall presentation. Initially, his "ready for action" posture told
us that he probably favored our product. His technical questions and doubts were brought out in
the open and expertly answered by our client's scientific staff member. We purposely sat next to
this man in the hope that after we had answered his questions and satisfied his doubts he would
favorably influence the other members of his team. We read him well. He became extremely
cooperative and served as our ally. Recognizing this individual's cooperative gestures and
capitalizing on them brought about a successful conclusion that benefited both parties.

Undoubtedly there have been times when you sensed that someone was cooperating fully until
suddenly something went wrong. He had been calling you by your first name but now he
addresed you formally. His smile had become a frown. The corners of his lips turned down.
There were wrinkles in his brow, and perhaps he glared at you with downward-tilted eyebrows.
You probably felt completely inadequate to cope with such an abrupt change in attitude.

In such situations many of us attempt to determine what went wrong but usually in very general
terms: "He didn't like my idea," or "Boy, did he get uptight about my request." Instead of this
Monday-morning quarterbacking we should attempt to restructure the conversation and the
attendant gestures at the moment the person ceased to be cooperative. Oftentimes we find it very
 difficult to believe that we might have been unreasonable and so precipitated the crisis. The
observant person sees this chip-on-shoulder, folded-arms stage approaching by observing the
statements, speech inflection, and facial expressions and other gestures that precede it. It is then
possible to head off a serious confrontation and restore the cooperative environment that had
existed before the break. Better yet, do not let the change from cooperation to resistance even
occur. Instead, monitor how the person is reacting by observing his gestures and, at the first
negative indication, immediately reevaluate what you have been communicating. The following
are some cooperative gesture-clusters to be aware of:
Sitting on Edge of Chair. This is a cooperative gesture if it is congruous with gesture-clusters
communicating interest in what you are saying. An example is the case of a buyer showing his
eagerness to sign a contract and shifting his weight toward the edge of the chair.
Hand-to-Face Gestures. These can communicate anything from boredom to evaluative interest.
Evaluation can become favorable, therefore it can be considered a gesture that communicates a
degree of cooperation. Given a choice of ten people sitting with their legs crossed versus ten with
their hands to their heads, we would chose the hand-to-head group as potentially more
cooperative.
Unbuttoning of Coat. This gesture seems not only to communicate that a person is opening up to
you and your ideas but that he is concentrating on what you are saying.

Tilted Head. This gesture is cooperative to the extent that the person is interested in what you are

saying. He has not turned you off. Cooperation

"We are born for cooperation, as are the feet, the hands, the eyelids, and the upper and
lower jaws."
— Marcus Aurelius

Who are the persons who genuinely want to cooperate and how do they communicate their
willingness? Recently we were a part of a negotiating team discussing a product of great
scientific value. The issues involved were patent rights, equity position, royalties, research and
development costs, and incentives for both our client and the company that was to manufacture
and market the product. As soon as the discussion started, one of the opposer's team members
took a sprinter's position (sitting forward in chair, feet on tiptoes), nonverbally communicating
he was ready for action. As he was the scientific member of the opposer's team, a great deal
depended on his reaction to our overall presentation. Initially, his "ready for action" posture told
us that he probably favored our product. His technical questions and doubts were brought out in
the open and expertly answered by our client's scientific staff member. We purposely sat next to
this man in the hope that after we had answered his questions and satisfied his doubts he would
favorably influence the other members of his team. We read him well. He became extremely
cooperative and served as our ally. Recognizing this individual's cooperative gestures and
 capitalizing on them brought about a successful conclusion that benefited both parties.

Undoubtedly there have been times when you sensed that someone was cooperating fully until
suddenly something went wrong. He had been calling you by your first name but now he
addresed you formally. His smile had become a frown. The corners of his lips turned down.
There were wrinkles in his brow, and perhaps he glared at you with downward-tilted eyebrows.
You probably felt completely inadequate to cope with such an abrupt change in attitude.

In such situations many of us attempt to determine what went wrong but usually in very general
terms: "He didn't like my idea," or "Boy, did he get uptight about my request." Instead of this
Monday-morning quarterbacking we should attempt to restructure the conversation and the
attendant gestures at the moment the person ceased to be cooperative. Oftentimes we find it very
difficult to believe that we might have been unreasonable and so precipitated the crisis. The
observant person sees this chip-on-shoulder, folded-arms stage approaching by observing the
statements, speech inflection, and facial expressions and other gestures that precede it. It is then
possible to head off a serious confrontation and restore the cooperative environment that had
existed before the break. Better yet, do not let the change from cooperation to resistance even
occur. Instead, monitor how the person is reacting by observing his gestures and, at the first
negative indication, immediately reevaluate what you have been communicating. The following
are some cooperative gesture-clusters to be aware of:
Sitting on Edge of Chair. This is a cooperative gesture if it is congruous with gesture-clusters
communicating interest in what you are saying. An example is the case of a buyer showing his
eagerness to sign a contract and shifting his weight toward the edge of the chair.
Hand-to-Face Gestures. These can communicate anything from boredom to evaluative interest.
Evaluation can become favorable, therefore it can be considered a gesture that communicates a
degree of cooperation. Given a choice of ten people sitting with their legs crossed versus ten with
their hands to their heads, we would chose the hand-to-head group as potentially more
cooperative.
Unbuttoning of Coat. This gesture seems not only to communicate that a person is opening up to
you and your ideas but that he is concentrating on what you are saying.

Tilted Head. This gesture is cooperative to the extent that the person is interested in what you are

saying. He has not turned you off. Cooperation

"We are born for cooperation, as are the feet, the hands, the eyelids, and the upper and
lower jaws."
— Marcus Aurelius
 Who are the persons who genuinely want to cooperate and how do they communicate their
willingness? Recently we were a part of a negotiating team discussing a product of great
scientific value. The issues involved were patent rights, equity position, royalties, research and
development costs, and incentives for both our client and the company that was to manufacture
and market the product. As soon as the discussion started, one of the opposer's team members
took a sprinter's position (sitting forward in chair, feet on tiptoes), nonverbally communicating
he was ready for action. As he was the scientific member of the opposer's team, a great deal
depended on his reaction to our overall presentation. Initially, his "ready for action" posture told
us that he probably favored our product. His technical questions and doubts were brought out in
the open and expertly answered by our client's scientific staff member. We purposely sat next to
this man in the hope that after we had answered his questions and satisfied his doubts he would
favorably influence the other members of his team. We read him well. He became extremely
cooperative and served as our ally. Recognizing this individual's cooperative gestures and
capitalizing on them brought about a successful conclusion that benefited both parties.

Undoubtedly there have been times when you sensed that someone was cooperating fully until
suddenly something went wrong. He had been calling you by your first name but now he
addresed you formally. His smile had become a frown. The corners of his lips turned down.
There were wrinkles in his brow, and perhaps he glared at you with downward-tilted eyebrows.
You probably felt completely inadequate to cope with such an abrupt change in attitude.

In such situations many of us attempt to determine what went wrong but usually in very general
terms: "He didn't like my idea," or "Boy, did he get uptight about my request." Instead of this
Monday-morning quarterbacking we should attempt to restructure the conversation and the
attendant gestures at the moment the person ceased to be cooperative. Oftentimes we find it very
difficult to believe that we might have been unreasonable and so precipitated the crisis. The
observant person sees this chip-on-shoulder, folded-arms stage approaching by observing the
statements, speech inflection, and facial expressions and other gestures that precede it. It is then
possible to head off a serious confrontation and restore the cooperative environment that had
existed before the break. Better yet, do not let the change from cooperation to resistance even
occur. Instead, monitor how the person is reacting by observing his gestures and, at the first
negative indication, immediately reevaluate what you have been communicating. The following
are some cooperative gesture-clusters to be aware of:
Sitting on Edge of Chair. This is a cooperative gesture if it is congruous with gesture-clusters
communicating interest in what you are saying. An example is the case of a buyer showing his
eagerness to sign a contract and shifting his weight toward the edge of the chair.
Hand-to-Face Gestures. These can communicate anything from boredom to evaluative interest.
Evaluation can become favorable, therefore it can be considered a gesture that communicates a
degree of cooperation. Given a choice of ten people sitting with their legs crossed versus ten with
their hands to their heads, we would chose the hand-to-head group as potentially more
 cooperative.
Unbuttoning of Coat. This gesture seems not only to communicate that a person is opening up to
you and your ideas but that he is concentrating on what you are saying.

Tilted Head. This gesture is cooperative to the extent that the person is interested in what you are

saying. He has not turned you off. Cooperation

"We are born for cooperation, as are the feet, the hands, the eyelids, and the upper and
lower jaws."
— Marcus Aurelius

Who are the persons who genuinely want to cooperate and how do they communicate their
willingness? Recently we were a part of a negotiating team discussing a product of great
scientific value. The issues involved were patent rights, equity position, royalties, research and
development costs, and incentives for both our client and the company that was to manufacture
and market the product. As soon as the discussion started, one of the opposer's team members
took a sprinter's position (sitting forward in chair, feet on tiptoes), nonverbally communicating
he was ready for action. As he was the scientific member of the opposer's team, a great deal
depended on his reaction to our overall presentation. Initially, his "ready for action" posture told
us that he probably favored our product. His technical questions and doubts were brought out in
the open and expertly answered by our client's scientific staff member. We purposely sat next to
this man in the hope that after we had answered his questions and satisfied his doubts he would
favorably influence the other members of his team. We read him well. He became extremely
cooperative and served as our ally. Recognizing this individual's cooperative gestures and
capitalizing on them brought about a successful conclusion that benefited both parties.

Undoubtedly there have been times when you sensed that someone was cooperating fully until
suddenly something went wrong. He had been calling you by your first name but now he
addresed you formally. His smile had become a frown. The corners of his lips turned down.
There were wrinkles in his brow, and perhaps he glared at you with downward-tilted eyebrows.
You probably felt completely inadequate to cope with such an abrupt change in attitude.

In such situations many of us attempt to determine what went wrong but usually in very general
terms: "He didn't like my idea," or "Boy, did he get uptight about my request." Instead of this
Monday-morning quarterbacking we should attempt to restructure the conversation and the
attendant gestures at the moment the person ceased to be cooperative. Oftentimes we find it very
difficult to believe that we might have been unreasonable and so precipitated the crisis. The
observant person sees this chip-on-shoulder, folded-arms stage approaching by observing the
statements, speech inflection, and facial expressions and other gestures that precede it. It is then
 possible to head off a serious confrontation and restore the cooperative environment that had
existed before the break. Better yet, do not let the change from cooperation to resistance even
occur. Instead, monitor how the person is reacting by observing his gestures and, at the first
negative indication, immediately reevaluate what you have been communicating. The following
are some cooperative gesture-clusters to be aware of:
Sitting on Edge of Chair. This is a cooperative gesture if it is congruous with gesture-clusters
communicating interest in what you are saying. An example is the case of a buyer showing his
eagerness to sign a contract and shifting his weight toward the edge of the chair.
Hand-to-Face Gestures. These can communicate anything from boredom to evaluative interest.
Evaluation can become favorable, therefore it can be considered a gesture that communicates a
degree of cooperation. Given a choice of ten people sitting with their legs crossed versus ten with
their hands to their heads, we would chose the hand-to-head group as potentially more
cooperative.
Unbuttoning of Coat. This gesture seems not only to communicate that a person is opening up to
you and your ideas but that he is concentrating on what you are saying.

Tilted Head. This gesture is cooperative to the extent that the person is interested in what you are

saying. He has not turned you off. Cooperation

"We are born for cooperation, as are the feet, the hands, the eyelids, and the upper and
lower jaws."
— Marcus Aurelius

Who are the persons who genuinely want to cooperate and how do they communicate their
willingness? Recently we were a part of a negotiating team discussing a product of great
scientific value. The issues involved were patent rights, equity position, royalties, research and
development costs, and incentives for both our client and the company that was to manufacture
and market the product. As soon as the discussion started, one of the opposer's team members
took a sprinter's position (sitting forward in chair, feet on tiptoes), nonverbally communicating
he was ready for action. As he was the scientific member of the opposer's team, a great deal
depended on his reaction to our overall presentation. Initially, his "ready for action" posture told
us that he probably favored our product. His technical questions and doubts were brought out in
the open and expertly answered by our client's scientific staff member. We purposely sat next to
this man in the hope that after we had answered his questions and satisfied his doubts he would
favorably influence the other members of his team. We read him well. He became extremely
cooperative and served as our ally. Recognizing this individual's cooperative gestures and
capitalizing on them brought about a successful conclusion that benefited both parties.

Undoubtedly there have been times when you sensed that someone was cooperating fully until
 suddenly something went wrong. He had been calling you by your first name but now he
addresed you formally. His smile had become a frown. The corners of his lips turned down.
There were wrinkles in his brow, and perhaps he glared at you with downward-tilted eyebrows.
You probably felt completely inadequate to cope with such an abrupt change in attitude.

In such situations many of us attempt to determine what went wrong but usually in very general
terms: "He didn't like my idea," or "Boy, did he get uptight about my request." Instead of this
Monday-morning quarterbacking we should attempt to restructure the conversation and the
attendant gestures at the moment the person ceased to be cooperative. Oftentimes we find it very
difficult to believe that we might have been unreasonable and so precipitated the crisis. The
observant person sees this chip-on-shoulder, folded-arms stage approaching by observing the
statements, speech inflection, and facial expressions and other gestures that precede it. It is then
possible to head off a serious confrontation and restore the cooperative environment that had
existed before the break. Better yet, do not let the change from cooperation to resistance even
occur. Instead, monitor how the person is reacting by observing his gestures and, at the first
negative indication, immediately reevaluate what you have been communicating. The following
are some cooperative gesture-clusters to be aware of:
Sitting on Edge of Chair. This is a cooperative gesture if it is congruous with gesture-clusters
communicating interest in what you are saying. An example is the case of a buyer showing his
eagerness to sign a contract and shifting his weight toward the edge of the chair.
Hand-to-Face Gestures. These can communicate anything from boredom to evaluative interest.
Evaluation can become favorable, therefore it can be considered a gesture that communicates a
degree of cooperation. Given a choice of ten people sitting with their legs crossed versus ten with
their hands to their heads, we would chose the hand-to-head group as potentially more
cooperative.
Unbuttoning of Coat. This gesture seems not only to communicate that a person is opening up to
you and your ideas but that he is concentrating on what you are saying.

Tilted Head. This gesture is cooperative to the extent that the person is interested in what you are

saying. He has not turned you off. Cooperation

"We are born for cooperation, as are the feet, the hands, the eyelids, and the upper and
lower jaws."
— Marcus Aurelius

Who are the persons who genuinely want to cooperate and how do they communicate their
willingness? Recently we were a part of a negotiating team discussing a product of great
scientific value. The issues involved were patent rights, equity position, royalties, research and
development costs, and incentives for both our client and the company that was to manufacture
 and market the product. As soon as the discussion started, one of the opposer's team members
took a sprinter's position (sitting forward in chair, feet on tiptoes), nonverbally communicating
he was ready for action. As he was the scientific member of the opposer's team, a great deal
depended on his reaction to our overall presentation. Initially, his "ready for action" posture told
us that he probably favored our product. His technical questions and doubts were brought out in
the open and expertly answered by our client's scientific staff member. We purposely sat next to
this man in the hope that after we had answered his questions and satisfied his doubts he would
favorably influence the other members of his team. We read him well. He became extremely
cooperative and served as our ally. Recognizing this individual's cooperative gestures and
capitalizing on them brought about a successful conclusion that benefited both parties.

Undoubtedly there have been times when you sensed that someone was cooperating fully until
suddenly something went wrong. He had been calling you by your first name but now he
addresed you formally. His smile had become a frown. The corners of his lips turned down.
There were wrinkles in his brow, and perhaps he glared at you with downward-tilted eyebrows.
You probably felt completely inadequate to cope with such an abrupt change in attitude.

In such situations many of us attempt to determine what went wrong but usually in very general
terms: "He didn't like my idea," or "Boy, did he get uptight about my request." Instead of this
Monday-morning quarterbacking we should attempt to restructure the conversation and the
attendant gestures at the moment the person ceased to be cooperative. Oftentimes we find it very
difficult to believe that we might have been unreasonable and so precipitated the crisis. The
observant person sees this chip-on-shoulder, folded-arms stage approaching by observing the
statements, speech inflection, and facial expressions and other gestures that precede it. It is then
possible to head off a serious confrontation and restore the cooperative environment that had
existed before the break. Better yet, do not let the change from cooperation to resistance even
occur. Instead, monitor how the person is reacting by observing his gestures and, at the first
negative indication, immediately reevaluate what you have been communicating. The following
are some cooperative gesture-clusters to be aware of:
Sitting on Edge of Chair. This is a cooperative gesture if it is congruous with gesture-clusters
communicating interest in what you are saying. An example is the case of a buyer showing his
eagerness to sign a contract and shifting his weight toward the edge of the chair.
Hand-to-Face Gestures. These can communicate anything from boredom to evaluative interest.
Evaluation can become favorable, therefore it can be considered a gesture that communicates a
degree of cooperation. Given a choice of ten people sitting with their legs crossed versus ten with
their hands to their heads, we would chose the hand-to-head group as potentially more
cooperative.
Unbuttoning of Coat. This gesture seems not only to communicate that a person is opening up to
you and your ideas but that he is concentrating on what you are saying.
Tilted Head. This gesture is cooperative to the extent that the person is interested in what you are

saying. He has not turned you off. Cooperation

"We are born for cooperation, as are the feet, the hands, the eyelids, and the upper and
lower jaws."
— Marcus Aurelius

Who are the persons who genuinely want to cooperate and how do they communicate their
willingness? Recently we were a part of a negotiating team discussing a product of great
scientific value. The issues involved were patent rights, equity position, royalties, research and
development costs, and incentives for both our client and the company that was to manufacture
and market the product. As soon as the discussion started, one of the opposer's team members
took a sprinter's position (sitting forward in chair, feet on tiptoes), nonverbally communicating
he was ready for action. As he was the scientific member of the opposer's team, a great deal
depended on his reaction to our overall presentation. Initially, his "ready for action" posture told
us that he probably favored our product. His technical questions and doubts were brought out in
the open and expertly answered by our client's scientific staff member. We purposely sat next to
this man in the hope that after we had answered his questions and satisfied his doubts he would
favorably influence the other members of his team. We read him well. He became extremely
cooperative and served as our ally. Recognizing this individual's cooperative gestures and
capitalizing on them brought about a successful conclusion that benefited both parties.

Undoubtedly there have been times when you sensed that someone was cooperating fully until
suddenly something went wrong. He had been calling you by your first name but now he
addresed you formally. His smile had become a frown. The corners of his lips turned down.
There were wrinkles in his brow, and perhaps he glared at you with downward-tilted eyebrows.
You probably felt completely inadequate to cope with such an abrupt change in attitude.

In such situations many of us attempt to determine what went wrong but usually in very general
terms: "He didn't like my idea," or "Boy, did he get uptight about my request." Instead of this
Monday-morning quarterbacking we should attempt to restructure the conversation and the
attendant gestures at the moment the person ceased to be cooperative. Oftentimes we find it very
difficult to believe that we might have been unreasonable and so precipitated the crisis. The
observant person sees this chip-on-shoulder, folded-arms stage approaching by observing the
statements, speech inflection, and facial expressions and other gestures that precede it. It is then
possible to head off a serious confrontation and restore the cooperative environment that had
existed before the break. Better yet, do not let the change from cooperation to resistance even
occur. Instead, monitor how the person is reacting by observing his gestures and, at the first
negative indication, immediately reevaluate what you have been communicating. The following
 are some cooperative gesture-clusters to be aware of:
Sitting on Edge of Chair. This is a cooperative gesture if it is congruous with gesture-clusters
communicating interest in what you are saying. An example is the case of a buyer showing his
eagerness to sign a contract and shifting his weight toward the edge of the chair.
Hand-to-Face Gestures. These can communicate anything from boredom to evaluative interest.
Evaluation can become favorable, therefore it can be considered a gesture that communicates a
degree of cooperation. Given a choice of ten people sitting with their legs crossed versus ten with
their hands to their heads, we would chose the hand-to-head group as potentially more
cooperative.
Unbuttoning of Coat. This gesture seems not only to communicate that a person is opening up to
you and your ideas but that he is concentrating on what you are saying.

Tilted Head. This gesture is cooperative to the extent that the person is interested in what you are

saying. He has not turned you off. Cooperation

"We are born for cooperation, as are the feet, the hands, the eyelids, and the upper and
lower jaws."
— Marcus Aurelius

Who are the persons who genuinely want to cooperate and how do they communicate their
willingness? Recently we were a part of a negotiating team discussing a product of great
scientific value. The issues involved were patent rights, equity position, royalties, research and
development costs, and incentives for both our client and the company that was to manufacture
and market the product. As soon as the discussion started, one of the opposer's team members
took a sprinter's position (sitting forward in chair, feet on tiptoes), nonverbally communicating
he was ready for action. As he was the scientific member of the opposer's team, a great deal
depended on his reaction to our overall presentation. Initially, his "ready for action" posture told
us that he probably favored our product. His technical questions and doubts were brought out in
the open and expertly answered by our client's scientific staff member. We purposely sat next to
this man in the hope that after we had answered his questions and satisfied his doubts he would
favorably influence the other members of his team. We read him well. He became extremely
cooperative and served as our ally. Recognizing this individual's cooperative gestures and
capitalizing on them brought about a successful conclusion that benefited both parties.

Undoubtedly there have been times when you sensed that someone was cooperating fully until
suddenly something went wrong. He had been calling you by your first name but now he
addresed you formally. His smile had become a frown. The corners of his lips turned down.
There were wrinkles in his brow, and perhaps he glared at you with downward-tilted eyebrows.
You probably felt completely inadequate to cope with such an abrupt change in attitude.
 In such situations many of us attempt to determine what went wrong but usually in very general
terms: "He didn't like my idea," or "Boy, did he get uptight about my request." Instead of this
Monday-morning quarterbacking we should attempt to restructure the conversation and the
attendant gestures at the moment the person ceased to be cooperative. Oftentimes we find it very
difficult to believe that we might have been unreasonable and so precipitated the crisis. The
observant person sees this chip-on-shoulder, folded-arms stage approaching by observing the
statements, speech inflection, and facial expressions and other gestures that precede it. It is then
possible to head off a serious confrontation and restore the cooperative environment that had
existed before the break. Better yet, do not let the change from cooperation to resistance even
occur. Instead, monitor how the person is reacting by observing his gestures and, at the first
negative indication, immediately reevaluate what you have been communicating. The following
are some cooperative gesture-clusters to be aware of:
Sitting on Edge of Chair. This is a cooperative gesture if it is congruous with gesture-clusters
communicating interest in what you are saying. An example is the case of a buyer showing his
eagerness to sign a contract and shifting his weight toward the edge of the chair.
Hand-to-Face Gestures. These can communicate anything from boredom to evaluative interest.
Evaluation can become favorable, therefore it can be considered a gesture that communicates a
degree of cooperation. Given a choice of ten people sitting with their legs crossed versus ten with
their hands to their heads, we would chose the hand-to-head group as potentially more
cooperative.
Unbuttoning of Coat. This gesture seems not only to communicate that a person is opening up to
you and your ideas but that he is concentrating on what you are saying.

Tilted Head. This gesture is cooperative to the extent that the person is interested in what you are

saying. He has not turned you off. Cooperation

"We are born for cooperation, as are the feet, the hands, the eyelids, and the upper and
lower jaws."
— Marcus Aurelius

Who are the persons who genuinely want to cooperate and how do they communicate their
willingness? Recently we were a part of a negotiating team discussing a product of great
scientific value. The issues involved were patent rights, equity position, royalties, research and
development costs, and incentives for both our client and the company that was to manufacture
and market the product. As soon as the discussion started, one of the opposer's team members
took a sprinter's position (sitting forward in chair, feet on tiptoes), nonverbally communicating
he was ready for action. As he was the scientific member of the opposer's team, a great deal
depended on his reaction to our overall presentation. Initially, his "ready for action" posture told
us that he probably favored our product. His technical questions and doubts were brought out in
the open and expertly answered by our client's scientific staff member. We purposely sat next to
this man in the hope that after we had answered his questions and satisfied his doubts he would
favorably influence the other members of his team. We read him well. He became extremely
cooperative and served as our ally. Recognizing this individual's cooperative gestures and
capitalizing on them brought about a successful conclusion that benefited both parties.

Undoubtedly there have been times when you sensed that someone was cooperating fully until
suddenly something went wrong. He had been calling you by your first name but now he
addresed you formally. His smile had become a frown. The corners of his lips turned down.
There were wrinkles in his brow, and perhaps he glared at you with downward-tilted eyebrows.
You probably felt completely inadequate to cope with such an abrupt change in attitude.

In such situations many of us attempt to determine what went wrong but usually in very general
terms: "He didn't like my idea," or "Boy, did he get uptight about my request." Instead of this
Monday-morning quarterbacking we should attempt to restructure the conversation and the
attendant gestures at the moment the person ceased to be cooperative. Oftentimes we find it very
difficult to believe that we might have been unreasonable and so precipitated the crisis. The
observant person sees this chip-on-shoulder, folded-arms stage approaching by observing the
statements, speech inflection, and facial expressions and other gestures that precede it. It is then
possible to head off a serious confrontation and restore the cooperative environment that had
existed before the break. Better yet, do not let the change from cooperation to resistance even
occur. Instead, monitor how the person is reacting by observing his gestures and, at the first
negative indication, immediately reevaluate what you have been communicating. The following
are some cooperative gesture-clusters to be aware of:
Sitting on Edge of Chair. This is a cooperative gesture if it is congruous with gesture-clusters
communicating interest in what you are saying. An example is the case of a buyer showing his
eagerness to sign a contract and shifting his weight toward the edge of the chair.
Hand-to-Face Gestures. These can communicate anything from boredom to evaluative interest.
Evaluation can become favorable, therefore it can be considered a gesture that communicates a
degree of cooperation. Given a choice of ten people sitting with their legs crossed versus ten with
their hands to their heads, we would chose the hand-to-head group as potentially more
cooperative.
Unbuttoning of Coat. This gesture seems not only to communicate that a person is opening up to
you and your ideas but that he is concentrating on what you are saying.

Tilted Head. This gesture is cooperative to the extent that the person is interested in what you are

saying. He has not turned you off. Cooperation