Body language and non-verbal cues account for over 90% of communication. Eye contact, facial expressions, posture, gestures, and physical appearance all convey messages even when nothing is said. Different styles of eye contact, positions of the body, or hand gestures can communicate varying levels of interest, confidence, agreement and other states. Non-verbal signals are important to understand as the same gestures can have different meanings in different contexts or cultures.

1. Body Language

2. Studies show that your words account for only 7% of the messages you convey. The remaining 93% is non-verbal. 55% of communication is based on what people see and the other 38% is transmitted through tone of voice. “ The most important thing is to hear what isn’t being said.” Peter Drucker

10. Same Sign, Different Meanings

14. Positive body language signals Looking for conclusion, thinking, inviting 12. Leaning backward Extreme confidence, relaxation 13. Clasping both hands behind the neck Concentrating, increases emphasis 11. Leaning forward Great interest, concentration 10. Stroking chin Not relaxed, disagreement 7. Shifting position continually to avoid eye contact Negotiations, defensive, exaggeration, lying 8. Stroking nose/rapid blinking Interested, listening 9. Tilting head No longer listening, already made the decision 6. Glasses removed and put down Not attentive, dislikes what is said, no cooperation 3.Continued gaze, no head movement Impatience, boredom 4. Drumming fingers, tapping foot Disapproval, disbelief, dislike 5. Looking over spectacles/Narrowing eyes Annoyance, disagreement 2. Frowning Boredom, fatigue 1. Yawning/cupping chin in hands

15. Nonverbal Behavior and Perception A “Matching” Quiz 1. Insecurity 2. Defensiveness 3. Cooperation 4. Confidence 5. Nervousness 6. Frustration Short breaths, “tsk” sound, clenched hands, wringing hands Hands behind back, hands on lapels of coat, broad gestures Arms crossed, sideways stance, touching and rubbing nose, rubbing eyes, drawing away Open hands, upper body in sprinter’s position, sitting on edge of chair, hand-to-face gestures Clearing throat, “whew” sound, whistling, smoking, fidgeting, tugging ears Pinching flesh, chewing pen, biting fingernails

17. Nonverbal Behavior and Perception A “Matching” Quiz 1. Insecurity 2. Defensiveness 3. Cooperation 4. Confidence 5. Nervousness 6. Frustration Short breaths, “tsk” sound, clenched hands, wringing hands Steepled hands, hands behind back, hands on lapels of coat, broad gestures Arms crossed, sideways stance, touching and rubbing nose, rubbing eyes, drawing away Open hands, upper body in sprinter’s position, sitting on edge of chair, hand-to-face gestures Clearing throat, “whew” sound, whistling, smoking, fidgeting, tugging ears Pinching flesh, chewing pen, biting fingernails