Body Language

Slide 1: Body Language By Rayan Sequeira (rayan@dnsconsulting.net)

Slide 2: Teach yourself how to read and interpret Non-Verbal Communication Confidence   “Clusters” Cooperation willingness/relaxation   Eye Contact Readiness / Expectancy   Less Eye contact Open-mindedness   Eyebrows Interest/evaluation   Mouth Dominance superiority/aggression   Head Frustration   Smile Anxiety/nervousness   The body - seated Boredom   Attitudes and Gesture Clusters Defensiveness  

Slide 3: Non-Verbal Communication Non-verbal behaviour can communicate more  powerfully than the spoken word. The problem is that it is difficult to read and control.  Look for ‘clusters’ of non-verbal communication to help  you to interpret correctly In communication, seeing is more important than  hearing. What you see will corroborate the verbal message – and may also convey new, interesting information...

Slide 4: “Clusters”  If the verbal and non-verbal behaviour does not match, then go carefully and be prepared not to believe! A key message can be dramatically reinforced by  supporting gestures which are consistent with the spoken word Remember the old saying:  “A Picture is worth a Thousand Words”

Slide 5: Eye Contact Most of us look directly at other people between 30% and 60% of  the time while listening More eye contact than this indicates greater interest in the person  than in what he/she is saying Lovers and Fighters often demonstrate this high percentage of eye  contact!! – 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

Slide 6: Body Language and Lying Signs of Deception and Lying  Less eye contact will occur when we feel uncomfortable  or guilty Policemen or lawyers are working on this principle  when they persistently look at the suspect or defendant Hands touch their face, throat, nose, mouth, ear  Physical expression will be limited and stiff  – The liar takes up less space with their hand, arm and leg movement facing towards their own body

Slide 7: The Eyebrows When eyebrows are lowered a person is usually  frowning This may signify worry, criticism or disagreement  But look for supporting evidence to make up the cluster  The frown may simply mean concentration or  puzzlement Raised eyebrows can indicate surprise or disbelief  – One raised eyebrow suggests an element of suspicion or challenge

Slide 8: The Mouth When the mouth drops open this can suggest  either astonishment or surprise  Or may simply be a question of relaxation Tightened lips indicate a defensive mode  A rebellious streak can be identified by thrusting  out the chin

Slide 9: The Head Held straight up – indicates a neutral position – listening hard and  evaluating Small nods acknowledge that information is being received, but do not  necessarily mean agreement Tilting the head the head to one side signals a developing interest.  – A downcast head could mean a problem. Basically the gesture signals evaluation but with negative overtone leading perhaps to submission – You cannot see their eyes & they cannot pick up on your non-verbal signals - say something to get their attention!

Slide 10: The Smile We associate a smile with happiness but there  are different kinds of smile!  The grimace, the wry, resigned sardonic or coy smiles These all represent very different emotions,  particularly when linked with other associated gestures...

Slide 11: The Body when seated 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 Leaning forward – eager  The right ankle resting on left knee – indicates an  argumentative or competitive frame of mind Legs together, or slightly in front of the other is a  positive signal Legs and feet pointing toward an exit is an unreceptive  sign

Slide 12: The Body when Standing A receptive position is when a person's weight evenly  distributed and the body is tilted toward the speaker Crossed legs indicate a negative stance  Legs pointing away from the speaker or toward the exit  is also a negative signal – Other negative signals are hands clenched, arms crossed in front of the chest or rubbing the neck Arms spread, hands open or relaxed are all positive  signals

Slide 13: Attitudes and Emotions Positive and Negative!  The next pages will give you an insight into varying  attitudes and emotions Learn to use them to your advantage!  And remember the customer could be trying to read your  body language! Read on to teach yourself more about the fascinating  subject of reading and interpreting Body Language ...

Slide 14: Confidence  An erect stance or sitting position  Confidence is conveyed by plenty of eye contact Leaning back in a chair with hands clasped  behind head ‘Pyramiding’ i.e. the hands effect a pyramid  shape but with only the tips of the fingers and thumbs touching Over emphasised gestures can convey arrogance 

Slide 15: Willingness and Relaxed  Head is inclined to one side  Body leans forward in chair Jacket or coat is unbuttoned  Palms of hands are opened and upturned  Sitting at right angles to or directly alongside  other person (be careful not to invade ‘body space’) Remember this information during interviews 

Slide 16: Readiness and Expectancy Starts to move closer  Speaks confidently   Hands rests lightly on hips Sits on edge of chair  Palms of hands rubbed on thighs  Snaps fingers   Rubs palms of hands together

Slide 17: Open-minded Attitude An Open-minded Attitude is conveyed by the  following body language:  The person will sit forward in front of chair The head is raised  Legs are uncrossed   

Slide 18: Interest and Evaluation The Head is raised  Chin is stroked slowly  Hand is raised to the cheek  Pinches the bridge of nose  The arm of spectacles placed in the mouth  Acceptance  The hand placed on the chest signifies loyalty, honesty  and devotion

Slide 19: Dominance, Superiority and Aggression Hands are clasped behind head  The head is well back  Legs are extended  Ankles are crossed  Holding the lapel of jacket  Coat is buttoned  Hands are placed in pockets with thumbs  pointing outwards

Slide 20: Frustration Rubs the back of the neck  Fingers are run through hair   Breaths are short Hands are clenched or wrung  One index finger is pointed 

Slide 21: Anxiety and Nervousness The throat is cleared  Fidgets in chair   Tugs at earlobe Hands cover mouth when speaking  Fiddles with tie, cufflinks, rings etc 

Slide 22: Boredom  Doodles on pad  Drums fingers on table Taps feet  Ballpoint pen continuously clicking  Head rests in hands   The eyes droop The blank stare – the person is almost asleep with eyes open, illustrated by lack of blinking!

Slide 23: Defensiveness Arms are tightly folded high on chest  Ankles are locked  The head is down on the chest  Twiddles with earlobe or nose – in a speaker these two  gestures can signify exaggeration or even lies! Fists are clenched  Coat is buttoned  Hands grip the arm of a chair 

Slide 24: Body Language Summary Non-verbal behaviour communicates far more  powerfully than the spoken word  The problem is that is difficult to read and control Body language signals our innermost feelings  which we may try to mask by what we say

Slide 25: Putting theory into Practice... Presentation Skills Putting theory into Practice  Interesting, Interactive PowerPoint slideshow format  Free Interactive Training on Putting theory into Practice  Easy techniques - Eye Contact and Body Signs  Improve your skills - easy Interactive training format  Helpful information about reading & interpreting Body Language  including Putting theory into Practice Free online web training on Body Language including Putting theory  into Practice Free online PowerPoint style training presentation  How to interpret and read body language  Teach yourself males and female signs 

Slide 26: Thank You