The First 5 Minutes in Negotiation: Why Your Body Speaks Before Numbers Do

Mihir Koltharkar
Aug 28
3 min read

When most people think of negotiation, they picture contracts, pricing, and complex deal structures.But here’s the truth: your negotiation doesn’t begin when the numbers are on the table — it begins the moment you walk into the room.

From an evolutionary perspective, humans are hardwired to make fast judgments. Our ancestors didn’t have the luxury of deep analysis when they met strangers.

They had to decide quickly:

👉 Friend or foe?

👉 Safe or threat?

That wiring still shapes our decisions today.

In fact, research shows that it takes only 7 seconds for someone to form a first impression — and reversing that impression is incredibly difficult.

In negotiation, those first seconds (and minutes) set the tone for trust, authority, and influence.

Why First Impressions Matter in Negotiation

Words matter, but they come later. What truly drives perception in the opening minutes is non-verbal communication:

Handshake = Power Signal 🤝A firm, confident handshake sends the brain a clear message: “This person is credible, strong, and worth listening to.” A weak handshake can do the opposite — signaling doubt or hesitation before you’ve even spoken.
Smile = Trust Cue 😊A genuine smile triggers positive emotions in the other person. In high-stakes negotiations, trust is currency. Without it, deals collapse. With it, conversations open.
Posture = Dominance Marker 🪑Your posture communicates authority. Leaning back, slouching, or crossing arms may project defensiveness or weakness. Sitting tall, open, and calm communicates confidence and leadership.

The Brain Decides Before the Data

The fascinating reality is this:By the time you show a proposal, present numbers, or defend your terms, the brain has already decided who’s leading and who’s following.

This doesn’t mean numbers don’t matter. But they will always be interpreted through the lens of the first impression you created.

This is why negotiation skills training must go beyond tactics and techniques. True mastery comes from controlling both what you say and how you show up in the critical first five minutes.

How to Apply This in Your Next Negotiation

Prepare your presence, not just your proposal.Walk in with confidence, clarity, and calm energy.
Master your body language.Practice your handshake, eye contact, and posture as deliberately as you prepare your numbers.
Use the power of the pause.Silence in the first few moments can project composure and authority.
Anchor trust early.A warm smile and open demeanor make you approachable while still keeping authority intact.

From PowerFULL Negotiator – My Upcoming Book

This insight is just one part of what I share in my upcoming book:PowerFULL Negotiator: How Top Performers Close Bigger, Faster, and Smarter Deals — Every Time.

The book dives deep into the psychology of negotiation, proven strategies from real case studies, and frameworks I’ve used to help organizations close billion-dollar deals and save millions through smarter negotiation.

Why This Matters for You and Your Team

In my 25+ years of training across 12 countries, I’ve seen companies transform once they understand how critical the opening minutes are in negotiation.

A ship repair company in the Middle East saved $1 million in just 3 weeks by applying negotiation principles.
A luxury real estate firm grew its revenue by $4.5 billion in 12 months with structured negotiation and sales strategies.