Everyone has heard the saying: “You never get a second chance to make a first impression.”

First impressions are powerful, especially in a business negotiation. A first impression could affect how you perceive the other party (and how they perceive you) and could change the path of the negotiation.

First impressions are crucial because most everyone forms an opinion of the other person within the first minute they have met each other. We judge the other person’s clothes, handshake, general appearance or how she/he introduces him/herself. If we are in a team, we sense (and judge) group dynamics.

Some of these first impressions are biased—you have a personal dislike of the color green for instance, and your new acquaintance is decked out in green clothes. There is little we can do to counteract personal (and perhaps irrational) biases; but in general, you should aim to give the best first impression you can. It will set the tone for your business negotiation.

How do you make the best first impression? Start with the basics:

1) Good grooming—Do you look fresh and crisp or are you rumpled?
2) Good posture—No slouching!
3) Positive energy—Avoid negativity and anxiety and focus on positive thoughts.
4) Watch your body language—Are you signaling hostility or do you seem approachable?
5) Firm handshakes speak volumes—No one likes to shake a clammy, limp hand!
6) Be on time—Show respect for the other party by not making them wait for you.
7) Be polite—Politeness shows mindfulness and emotional intelligence.

For more tips on making a good first impression, check out:
The Positivity Blog: http://www.positivityblog.com/index.php/2007/03/16/how-to-make-a-great-first-impression/ Mindtools: http://www.mindtools.com/CommSkll/FirstImpressions.htm
If you are a manager, make it part of your checklist to make sure everyone on the negotiation team understands the power of first impressions. This goes beyond appearance, and encompasses team/group dynamics. In a negotiation, it is important for each team to show a united front. If one party senses that there is internal conflict and disagreement in the other team, it could provide an opening for a power play.

Once a first impression is made, it is very hard to change. Start off on the best possible footing.

What has been your experience with first impressions? Aided your negotiation or derailed it?