Body Language Speaks A LOT MORE Than Words

When Bill Clinton insisted, “I did not have an affair with that woman,” body language specialists slipped off chairs like cooked potatoes from a kitchen bench.

A well known expert broke down human communication into 7 percent spoken words, 38 percent modulation of voice, and 55 percent body language. While some disagree on those figures, all agree body language dominates verbal communication.

Understanding non-verbal conversation is vital for an entrepreneur. Your daily life and business are highly influenced by successful conversation with others. Inexperience in reading clients body gestures could mean making an offer that’s not only premature, but potentially blow your deal.

Pay attention to following during your next deal negotiation

Negative facial expressions (dislike, stress, nervousness and contempt)

  • nose crinkle
  • furrowed forehead
  • lips pursing
  • jaw moving aside
  • eye flutter
  • searching in a different direction while responding verbally
  • a smirk, corner of the lip raised
  • repeated touching of the nose or eyelid 

Positive facial expressions

  • raised eyebrows
  • consisten attention
  • perked head placement, nodding in agreement
  • a member of family head tilt aside is a submissive signal
  • a tilt of the head is a submissive signal
  • exposing the throat and neck shows inquisitiveness and interest

Unfavourable torso expressions

  • the “Lint-Picker, facing down with irrelevant actions i ”.e. picking imaginary lint, indicates  disapproval and dismissal
  • shoulders slowly rising and turned inward indicates too little confidence in what’s presented, and discomfort

Positive torso expressions

  • an upright, however, not stiff open chest that parallels your partner is a sign of agreement and congruence.
  • leaning inward is a positive sign of interest

Adverse arm expressions

  • placed behind the trunk is a indication of authority and wanting distance.
  • freeze, stiffness, complete lack of arm movement, can be an attempt to conceal, to deflect, and refuse attention.
  • arms across the upper body in any way is an expression of concern and threat

Positive arm expressions

  • arms rested over the belly is a open and relaxed position.
  • arms in the waist, or slightly tucked into pockets with thumbs pointing forward shows interested

Unfavourable hand expressions:

  • nail biting is an indicator of nervousness and insecurity
  • interlocked fingers with palms pressed together conveys stress or tension
  • rubbing palms collectively shows doubt, stress, or the need to find out more

Positive Hand expressions

  • palms showing conveys rapport and agreement
  • hand stippling displays confidence

Unfavourable Legs and feet expressions

  • feet pointed toward the door, that’s where a person wants to head
  • a shift from foot jiggling to feet kicking (front to back motion) is a non-agreement indication.
  • hands rubbing legs and feet locked behind legs expresses stress and response to conceal feelings.
  • feet under the chair instead of in front of the chair is a distancing response with discomfort

Positive legs and feet expressions

  • legs uncrossed in a neutral position-not overly spread aside, nor are the knees jointly touching.
  • The foot-forwards position, body weight is shifted to one hip, and the lead foot is pointing toward the presenter, means attraction and interest.

With reading body language, one of the most crucial parts is to determine a baseline. At the beginning of meeting, pay careful attention of your partner’s normal mannerisms. Otherwise, it could be easy to misinterpret their behaviors as exaggerated if they are in fact normal.

Love and Light

Carina Beger

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Categories: Training and motivation

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