BODY LANGUAGE

Think about your own body language when delivering a presentation and how it will appear to the audience. Body language signals might show resistance, aggression or skepticism. Be aware of the following:

a) Hand to face movements - frequently indicate discomfort or tension

b) Clenched fits - a sign of aggression

c) Ankle lock - tension

d) Lack of eye contact - dishonesty

e) Arms folded - resistance

f) Legs crossed - resistance, particularly if turned sideways.

Non-Verbal Behaviors

“Speech is important in most human social interactions, and it is what most distinguishes our social activities from those of animals; however, even when an encounter is primarily conversational, non-verbal cues of various kinds play an essential role in the process”.

This is a detailed area and in some ways, considered far too esoteric by many managers. However, research has shown that in ambiguous situations, given the choice between accepting non-verbal evidence of intent, or verbal evidence, most people prefer to trust their perception on the non-verbal cues and act accordingly.

Broadly speaking non-verbal behaviors can be examined under the following categories:

Body position/posture

Gestures

Facial expressions

Eye contact

Tone of voice / speed of delivery

Touch

Here are some examples of attitudes, which communicated non-verbally.

Openness: Open hands

Unbuttoned coat

Defensiveness: Arms crossed on chest

Legs over chair while seated

Crossing legs

Fist-like gestures

Pointing

Karate chops

Frustration: Short breaths

Tightly clenched hands

Wringing hands

Fist-like gestures

Pointing index finger

Running hand through hair

Kicking at an imaginary object or at the ground

Self-Control: Holding arm behind one’s back - Gripping wrist

Boredom: Doodling or Drumming

Legs crossed/foot kicking

Head in palm of hand(s)

Blank stare

Acceptance: Hand to chest

Open arms and hands

Touching gestures

Moving closer to another

Sitting on one leg (female)

Expectancy: Rubbing palms

Jingling money

Crossed fingers

Moving closer

Co-operation: Sprinter’s position

Open hands

Sitting on edge of chair

Hand to face gestures

Confidence: Steepling

Hands in back/authority position

Back stiffened

Hands in coat pockets with thumbs out

Hands on lapels of coat

Territorial Dominance: Feet on desk or Feet on chair

Leaning against/ touching object

Placing object in a desired space

Nervousness: Clearing throat or Whistling

Cigarette-smokers

Picking - pinching flesh

Fidgeting in chair

Hands covering mouth while speaking

Not looking at the other person

Perspiration/wringing of hands

Evaluation: Hand to face gestures

Head tilted

Stroking chin

Peering over glasses

Taking glasses - cleaning

Getting up from table - walking

Putting hand to bridge of nose

Suspicion: Not looking at you

Arms crossed

Moving away from you

Sideway glance

Feet/body pointing towards exit

Touch / rub nose

Rubbing eye (s)

Readiness: Hands on hips

Hands on mid thigh when seated

Sitting on edge of chair

Arms spread gripping edge of table / desk

Moving closer

Sprinter’s position

Reassurance: Touching

Pinching flesh

Chewing pen / pencil

Thumb over thumb rubbing

Touching back of chairs

Biting fingernails

Hands in pockets

Positive personal signals
Behaviour / Reason / Circumstances / Response
Leaning forward / Concentration
increased emphasis / Sales meetings
Negotiation
Putting ideas across / Make points clearly
State your own case
Maintain a win-win approach
Leaning back / Taking time to
think inviting
expansion, looking for conclusion / After a proposition/ exploration
Towards end of meeting / Allow silence for thought
Ask if more information is needed
Wait for the other to speak first
Clasping both
hands behind neck, Steepling
fingers / Extreme
confidence
Relaxation / Non-threatening situations
In charge of situation
Can be patronizing / Ensure the occasion doesn’t dawdle
Maintain openness of situation
Be positive about your own case
Stroking chin
Leaning chin on knuckles / Great interest/
confidence
Relaxation / Leaning situation
Need to absorb
Check / Allow time for thought/ absorption
Make points clearly
Tilted Head / Interest
Listening / Discussion
Instruction / Maintain positive attitude
Test Understanding

Negative Personal Signals

Behaviour / Reason / Circumstances / Response
Yawning
Cupping chin in
Hands / Boredom
Fatigue / Long meeting
Inactivity/
No participation
No stimulation / Invite people for particular topics only keeping the meeting on course to the point
Direct questions to individuals
Give individuals a specific role
Scowling / Annoyance
Disagreement
Confusion / Exchange of opinions/ideas
Unwelcome instruction
Poor communication / Clarify the message
Acknowledge the dis- agreement but give your reasons and benefits of co-operation
Continued straight gaze, no head movement / Failing attention
Dislikes what is
communicated Lack of cooperation / Disciplinary/dispute occasions
Unwelcome instruction / Ask for reactions/ feelings
Ask for suggestions to improve the acceptability of what you say
One hand on back on neck / Disagreement
Annoyance / Discussion of views actions etc
Wants to put a different view / Allow expression of views
Show you appreciate there are differences and give your reasons for your stance
Drumming fingers taping foot etc / Impatience boredom / Log, drawn-out meeting
Topic irrelevant to them / Keep concise and to the point
Invite for specific topics only
Give a specific role
Looking over spectacles Narrowing eyes / Disapproval
Disbelief
Dislike / Expects to challenge
Patience may be short / Allow expression of opinion
Show you acknowledge a difference
Give your reasons
Behaviour / Reason / Circumstances / Response
Glasses removed and put down / No longer
listening Has made a decision / Has heard all that is necessary
Does not want to hear more / Ask for the conclusion/ decision
Acknowledge their reluctance to continue but say there are other points
Keep the rest brief and relevant
Shifting position continually Avoiding eye contact / Not relaxed
Disagreement
(different from just staring into space) / Difficult situation
Wants to end the interaction
Wants to challenge / Encourage verbal participation
Ask open questions
Direct questions to the individual
Ask for a response or alternative
Keep the atmosphere positive
Stroking nose
Rapid blinking / Exaggeration
Laying / Defensive occasions
Negotiations / Ask for clarifying detail
Maintain a confident attitude
Challenge concisely but not threateningly