Negotiators need to know how important body language is in the negotiation process. 

We are often advised to engage in small talk before  getting down to business.  The reason that we’re told to do this is  because according to negotiation research, it pays to engage with your  counterpart at the negotiation table. 

However, where things can get a  bit strange is when we realize that whether it benefits a negotiator or  not might depend on the negotiator’s gender.