Body Language

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

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

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...

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”

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 issaying • 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

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

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

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

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!

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...

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

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

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 ...

14. Confidence • An erect stance or sitting position • Confidence is conveyed by plenty of eye contact • Leaning back in a chair with hands claspedbehind 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

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

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

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

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

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 thumbspointing outwards

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

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

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

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

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

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

26. Thank You