Body Language By Rayan Sequeira (rayan@dnsconsulting.net)
Teach yourself how to read and interpret <ul><li>Non-Verbal Communication  </li></ul><ul><li>“ Clusters”  </li></ul><ul><l...
Non-Verbal Communication   <ul><li>Non-verbal behaviour can communicate more powerfully than the spoken word.   </li></ul>...
“ Clusters”   <ul><li>If the verbal and non-verbal behaviour does not match, then go carefully and be prepared not to beli...
Eye Contact   <ul><li>Most of us look directly at other people between 30% and 60% of the time while listening   </li></ul...
Body Language and Lying   <ul><li>Signs of Deception and Lying   </li></ul><ul><li>Less eye contact will occur when we fee...
The Eyebrows   <ul><li>When eyebrows are lowered a person is usually frowning   </li></ul><ul><li>This may signify worry, ...
The Mouth   <ul><li>When the mouth drops open this can suggest either astonishment or surprise   </li></ul><ul><li>Or may ...
The Head   <ul><li>Held straight up – indicates a neutral position – listening hard and evaluating   </li></ul><ul><li>Sma...
The Smile   <ul><li>We associate a smile with happiness but there are different kinds of smile!   </li></ul><ul><li>The gr...
The Body when seated   <ul><li>Crossed legs and crossed arms shout ‘resistance’ – but it can just mean that someone has be...
The Body when Standing   <ul><li>A receptive position is when a person's weight evenly distributed and the body is tilted ...
Attitudes and Emotions   <ul><li>Positive and Negative!   </li></ul><ul><li>The next pages will give you an insight into v...
Confidence   <ul><li>An erect stance or sitting position   </li></ul><ul><li>Confidence is conveyed by plenty of eye conta...
Willingness and Relaxed   <ul><li>Head is inclined to one side   </li></ul><ul><li>Body leans forward in chair   </li></ul...
Readiness and Expectancy   <ul><li>Starts to move closer   </li></ul><ul><li>Speaks confidently   </li></ul><ul><li>Hands ...
Open-minded Attitude   <ul><li>An Open-minded Attitude is conveyed by the following body language:   </li></ul><ul><li>The...
Interest and Evaluation   <ul><li>The Head is raised   </li></ul><ul><li>Chin is stroked slowly   </li></ul><ul><li>Hand i...
Dominance, Superiority and Aggression   <ul><li>Hands are clasped behind head   </li></ul><ul><li>The head is well back   ...
Frustration   <ul><li>Rubs the back of the neck   </li></ul><ul><li>Fingers are run through hair   </li></ul><ul><li>Breat...
Anxiety and Nervousness   <ul><li>The throat is cleared  </li></ul><ul><li>Fidgets in chair  </li></ul><ul><li>Tugs at ear...
Boredom   <ul><li>Doodles on pad   </li></ul><ul><li>Drums fingers on table   </li></ul><ul><li>Taps feet   </li></ul><ul>...
Defensiveness   <ul><li>Arms are tightly folded high on chest   </li></ul><ul><li>Ankles are locked   </li></ul><ul><li>Th...
Body Language Summary   <ul><li>Non-verbal behaviour communicates far more powerfully than the spoken word   </li></ul><ul...
Putting theory into Practice...   <ul><li>Presentation Skills   </li></ul><ul><li>Putting theory into Practice  </li></ul>...
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Body language-12010870466930-4

  1. 1. Body Language By Rayan Sequeira (rayan@dnsconsulting.net)
  2. 2. Teach yourself how to read and interpret <ul><li>Non-Verbal Communication </li></ul><ul><li>“ Clusters” </li></ul><ul><li>Eye Contact </li></ul><ul><li>Less Eye contact </li></ul><ul><li>Eyebrows </li></ul><ul><li>Mouth </li></ul><ul><li>Head </li></ul><ul><li>Smile </li></ul><ul><li>The body - seated </li></ul><ul><li>Attitudes and Gesture Clusters </li></ul><ul><li>Confidence </li></ul><ul><li>Cooperation willingness/relaxation </li></ul><ul><li>Readiness / Expectancy </li></ul><ul><li>Open-mindedness </li></ul><ul><li>Interest/evaluation </li></ul><ul><li>Dominance superiority/aggression </li></ul><ul><li>Frustration </li></ul><ul><li>Anxiety/nervousness </li></ul><ul><li>Boredom </li></ul><ul><li>Defensiveness </li></ul>
  3. 3. Non-Verbal Communication <ul><li>Non-verbal behaviour can communicate more powerfully than the spoken word. </li></ul><ul><li>The problem is that it is difficult to read and control. </li></ul><ul><li>Look for ‘clusters’ of non-verbal communication to help you to interpret correctly </li></ul><ul><li>In communication, seeing is more important than hearing. What you see will corroborate the verbal message – and may also convey new, interesting information... </li></ul>
  4. 4. “ Clusters” <ul><li>If the verbal and non-verbal behaviour does not match, then go carefully and be prepared not to believe! </li></ul><ul><li>A key message can be dramatically reinforced by supporting gestures which are consistent with the spoken word </li></ul><ul><li>Remember the old saying: </li></ul><ul><li>“ A Picture is worth a Thousand Words” </li></ul>
  5. 5. Eye Contact <ul><li>Most of us look directly at other people between 30% and 60% of the time while listening </li></ul><ul><li>More eye contact than this indicates greater interest in the person than in what he/she is saying </li></ul><ul><li>Lovers and Fighters often demonstrate this high percentage of eye contact!! </li></ul><ul><ul><li>In negotiation you should make your point and then keep silent but maintain eye contact – you might feel the tension but the other person will feel the pressure. Wait for them to ‘crack’ first </li></ul></ul>
  6. 6. Body Language and Lying <ul><li>Signs of Deception and Lying </li></ul><ul><li>Less eye contact will occur when we feel uncomfortable or guilty </li></ul><ul><li>Policemen or lawyers are working on this principle when they persistently look at the suspect or defendant </li></ul><ul><li>Hands touch their face, throat, nose, mouth, ear </li></ul><ul><li>Physical expression will be limited and stiff </li></ul><ul><ul><li>The liar takes up less space with their hand, arm and leg movement facing towards their own body </li></ul></ul>
  7. 7. The Eyebrows <ul><li>When eyebrows are lowered a person is usually frowning </li></ul><ul><li>This may signify worry, criticism or disagreement </li></ul><ul><li>But look for supporting evidence to make up the cluster </li></ul><ul><li>The frown may simply mean concentration or puzzlement </li></ul><ul><li>Raised eyebrows can indicate surprise or disbelief </li></ul><ul><ul><li>One raised eyebrow suggests an element of suspicion or challenge </li></ul></ul>
  8. 8. The Mouth <ul><li>When the mouth drops open this can suggest either astonishment or surprise </li></ul><ul><li>Or may simply be a question of relaxation </li></ul><ul><li>Tightened lips indicate a defensive mode </li></ul><ul><li>A rebellious streak can be identified by thrusting out the chin </li></ul>
  9. 9. The Head <ul><li>Held straight up – indicates a neutral position – listening hard and evaluating </li></ul><ul><li>Small nods acknowledge that information is being received, but do not necessarily mean agreement </li></ul><ul><li>Tilting the head the head to one side signals a developing interest. </li></ul><ul><ul><li>A downcast head could mean a problem. Basically the gesture signals evaluation but with negative overtone leading perhaps to submission </li></ul></ul><ul><ul><li>You cannot see their eyes & they cannot pick up on your non-verbal signals - say something to get their attention! </li></ul></ul>
  10. 10. The Smile <ul><li>We associate a smile with happiness but there are different kinds of smile! </li></ul><ul><li>The grimace, the wry, resigned sardonic or coy smiles </li></ul><ul><li>These all represent very different emotions, particularly when linked with other associated gestures... </li></ul>
  11. 11. The Body when seated <ul><li>Crossed legs and crossed arms shout ‘resistance’ – but it can just mean that someone has been sitting for a long time and are feeling uncomfortable </li></ul><ul><li>Leaning forward – eager </li></ul><ul><li>The right ankle resting on left knee – indicates an argumentative or competitive frame of mind </li></ul><ul><li>Legs together, or slightly in front of the other is a positive signal </li></ul><ul><li>Legs and feet pointing toward an exit is an unreceptive sign </li></ul>
  12. 12. The Body when Standing <ul><li>A receptive position is when a person's weight evenly distributed and the body is tilted toward the speaker </li></ul><ul><li>Crossed legs indicate a negative stance </li></ul><ul><li>Legs pointing away from the speaker or toward the exit is also a negative signal </li></ul><ul><ul><li>Other negative signals are hands clenched, arms crossed in front of the chest or rubbing the neck </li></ul></ul><ul><li>Arms spread, hands open or relaxed are all positive signals </li></ul>
  13. 13. Attitudes and Emotions <ul><li>Positive and Negative! </li></ul><ul><li>The next pages will give you an insight into varying attitudes and emotions </li></ul><ul><li>Learn to use them to your advantage! </li></ul><ul><li>And remember the customer could be trying to read your body language! </li></ul><ul><li>Read on to teach yourself more about the fascinating subject of reading and interpreting Body Language ... </li></ul>
  14. 14. Confidence <ul><li>An erect stance or sitting position </li></ul><ul><li>Confidence is conveyed by plenty of eye contact </li></ul><ul><li>Leaning back in a chair with hands clasped behind head </li></ul><ul><li>‘ Pyramiding’ i.e. the hands effect a pyramid shape but with only the tips of the fingers and thumbs touching </li></ul><ul><li>Over emphasised gestures can convey arrogance </li></ul>
  15. 15. Willingness and Relaxed <ul><li>Head is inclined to one side </li></ul><ul><li>Body leans forward in chair </li></ul><ul><li>Jacket or coat is unbuttoned </li></ul><ul><li>Palms of hands are opened and upturned </li></ul><ul><li>Sitting at right angles to or directly alongside other person (be careful not to invade ‘body space’) </li></ul><ul><li>Remember this information during interviews </li></ul>
  16. 16. Readiness and Expectancy <ul><li>Starts to move closer </li></ul><ul><li>Speaks confidently </li></ul><ul><li>Hands rests lightly on hips </li></ul><ul><li>Sits on edge of chair </li></ul><ul><li>Palms of hands rubbed on thighs </li></ul><ul><li>Snaps fingers </li></ul><ul><li>Rubs palms of hands together </li></ul>
  17. 17. Open-minded Attitude <ul><li>An Open-minded Attitude is conveyed by the following body language: </li></ul><ul><li>The person will sit forward in front of chair </li></ul><ul><li>The head is raised </li></ul><ul><li>Legs are uncrossed   </li></ul>
  18. 18. Interest and Evaluation <ul><li>The Head is raised </li></ul><ul><li>Chin is stroked slowly </li></ul><ul><li>Hand is raised to the cheek </li></ul><ul><li>Pinches the bridge of nose </li></ul><ul><li>The arm of spectacles placed in the mouth </li></ul><ul><li>Acceptance </li></ul><ul><li>The hand placed on the chest signifies loyalty, honesty and devotion </li></ul>
  19. 19. Dominance, Superiority and Aggression <ul><li>Hands are clasped behind head </li></ul><ul><li>The head is well back </li></ul><ul><li>Legs are extended </li></ul><ul><li>Ankles are crossed </li></ul><ul><li>Holding the lapel of jacket </li></ul><ul><li>Coat is buttoned </li></ul><ul><li>Hands are placed in pockets with thumbs pointing outwards </li></ul>
  20. 20. Frustration <ul><li>Rubs the back of the neck </li></ul><ul><li>Fingers are run through hair </li></ul><ul><li>Breaths are short </li></ul><ul><li>Hands are clenched or wrung </li></ul><ul><li>One index finger is pointed </li></ul>
  21. 21. Anxiety and Nervousness <ul><li>The throat is cleared </li></ul><ul><li>Fidgets in chair </li></ul><ul><li>Tugs at earlobe </li></ul><ul><li>Hands cover mouth when speaking </li></ul><ul><li>Fiddles with tie, cufflinks, rings etc </li></ul>
  22. 22. Boredom <ul><li>Doodles on pad </li></ul><ul><li>Drums fingers on table </li></ul><ul><li>Taps feet </li></ul><ul><li>Ballpoint pen continuously clicking </li></ul><ul><li>Head rests in hands </li></ul><ul><li>The eyes droop The blank stare – the person is almost asleep with eyes open, illustrated by lack of blinking! </li></ul>
  23. 23. Defensiveness <ul><li>Arms are tightly folded high on chest </li></ul><ul><li>Ankles are locked </li></ul><ul><li>The head is down on the chest </li></ul><ul><li>Twiddles with earlobe or nose – in a speaker these two gestures can signify exaggeration or even lies! </li></ul><ul><li>Fists are clenched </li></ul><ul><li>Coat is buttoned </li></ul><ul><li>Hands grip the arm of a chair </li></ul>
  24. 24. Body Language Summary <ul><li>Non-verbal behaviour communicates far more powerfully than the spoken word </li></ul><ul><li>The problem is that is difficult to read and control </li></ul><ul><li>Body language signals our innermost feelings which we may try to mask by what we say </li></ul>
  25. 25. Putting theory into Practice... <ul><li>Presentation Skills </li></ul><ul><li>Putting theory into Practice </li></ul><ul><li>Interesting, Interactive PowerPoint slideshow format </li></ul><ul><li>Free Interactive Training on Putting theory into Practice </li></ul><ul><li>Easy techniques - Eye Contact and Body Signs </li></ul><ul><li>Improve your skills - easy Interactive training format </li></ul><ul><li>Helpful information about reading & interpreting Body Language including Putting theory into Practice </li></ul><ul><li>Free online web training on Body Language including Putting theory into Practice </li></ul><ul><li>Free online PowerPoint style training presentation </li></ul><ul><li>How to interpret and read body language </li></ul><ul><li>Teach yourself males and female signs </li></ul>
  26. 26. Thank You
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