Body Body LanguageLanguage

ByByRayan SequeiraRayan Sequeira(rayan@dnsconsulting.n(rayan@dnsconsulting.net)et)

Teach yourself how to read and interpretTeach yourself how to read and interpret

Non-Verbal Communication Non-Verbal Communication ““Clusters” Clusters” Eye Contact Eye Contact Less Eye contact Less Eye contact Eyebrows Eyebrows Mouth Mouth Head Head Smile Smile The body - seated The body - seated Attitudes and Gesture Attitudes and Gesture

Clusters Clusters

Confidence Confidence Cooperation Cooperation

willingness/relaxation willingness/relaxation Readiness / Expectancy Readiness / Expectancy Open-mindedness Open-mindedness Interest/evaluation Interest/evaluation Dominance Dominance

superiority/aggression superiority/aggression Frustration Frustration Anxiety/nervousness Anxiety/nervousness Boredom Boredom Defensiveness Defensiveness

Non-Verbal CommunicationNon-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...

““Clusters”Clusters” If the verbal and non-verbal behaviour If the verbal and non-verbal behaviour

does not match, then go carefully and does not match, then go carefully and be prepared not to believe!be prepared not to believe!

A key message can be dramatically A key message can be dramatically reinforced by supporting gestures reinforced by supporting gestures which are consistent with the spoken which are consistent with the spoken wordword

Remember the old saying:Remember the old saying: ““A Picture is worth a Thousand A Picture is worth a Thousand

Words”Words”

Eye ContactEye Contact Most of us look directly at other people Most of us look directly at other people

between 30% and 60% of the time while between 30% and 60% of the time while listeninglistening

More eye contact than this indicates More eye contact than this indicates greater interest in the person than in what greater interest in the person than in what he/she ishe/she issayingsaying

Lovers and Fighters often demonstrate Lovers and Fighters often demonstrate this high percentage of eye contact!!this high percentage of eye contact!! – In negotiation you should make your point and In negotiation you should make your point and

then keep silent but maintain eye contact – you then keep silent but maintain eye contact – you might feel the tension but the other person will might feel the tension but the other person will feel the pressure. Wait for them to ‘crack’ firstfeel the pressure. Wait for them to ‘crack’ first

Body Language and LyingBody Language and Lying Signs of Deception and LyingSigns of Deception and Lying Less eye contact will occur when we feel Less eye contact will occur when we feel

uncomfortable or guiltyuncomfortable or guilty Policemen or lawyers are working on this Policemen or lawyers are working on this

principle when they persistently look at principle when they persistently look at the suspect or defendantthe suspect or defendant

Hands touch their face, throat, nose, Hands touch their face, throat, nose, mouth, earmouth, ear

Physical expression will be limited and Physical expression will be limited and stiffstiff – The liar takes up less space with their hand, The liar takes up less space with their hand,

arm and leg movement facing towards their arm and leg movement facing towards their own bodyown body

The EyebrowsThe Eyebrows When eyebrows are lowered a person is When eyebrows are lowered a person is

usually frowningusually frowning This may signify worry, criticism or This may signify worry, criticism or

disagreementdisagreement But look for supporting evidence to make But look for supporting evidence to make

up the clusterup the cluster The frown may simply mean concentration The frown may simply mean concentration

or puzzlementor puzzlement Raised eyebrows can indicate surprise or Raised eyebrows can indicate surprise or

disbeliefdisbelief – One raised eyebrow suggests an element of One raised eyebrow suggests an element of

suspicion or challengesuspicion or challenge

The MouthThe Mouth When the mouth drops open this When the mouth drops open this

can suggest either astonishment or can suggest either astonishment or surprisesurprise

Or may simply be a question of Or may simply be a question of relaxationrelaxation

Tightened lips indicate a defensive Tightened lips indicate a defensive modemode

A rebellious streak can be identified A rebellious streak can be identified by thrusting out the chinby thrusting out the chin

The HeadThe Head Held straight up – indicates a neutral Held straight up – indicates a neutral

position – listening hard and evaluatingposition – listening hard and evaluating Small nods acknowledge that information Small nods acknowledge that information

is being received, but do not necessarily is being received, but do not necessarily mean agreementmean agreement

Tilting the head the head to one side Tilting the head the head to one side signals a developing interest.signals a developing interest. – A downcast head could mean a problem. A downcast head could mean a problem.

Basically the gesture signals evaluation but with Basically the gesture signals evaluation but with negative overtone leading perhaps to submissionnegative overtone leading perhaps to submission

– You cannot see their eyes & they cannot pick up You cannot see their eyes & they cannot pick up on your non-verbal signals - say something to on your non-verbal signals - say something to get their attention!get their attention!

The SmileThe Smile We associate a smile with We associate a smile with

happiness but there are different happiness but there are different kinds of smile!kinds of smile!

The grimace, the wry, resigned The grimace, the wry, resigned sardonic or coy smilessardonic or coy smiles

These all represent very different These all represent very different emotions, particularly when linked emotions, particularly when linked with other associated gestures...with other associated gestures...

The Body when seatedThe Body when seated Crossed legs and crossed arms shout Crossed legs and crossed arms shout

‘resistance’ – but it can just mean that ‘resistance’ – but it can just mean that someone has been sitting for a long someone has been sitting for a long time and are feeling uncomfortabletime and are feeling uncomfortable

Leaning forward – eagerLeaning forward – eager The right ankle resting on left knee – The right ankle resting on left knee –

indicates an argumentative or indicates an argumentative or competitive frame of mindcompetitive frame of mind

Legs together, or slightly in front of Legs together, or slightly in front of the other is a positive signalthe other is a positive signal

Legs and feet pointing toward an exit Legs and feet pointing toward an exit is an unreceptive signis an unreceptive sign

The Body when StandingThe Body when Standing

A receptive position is when a person's A receptive position is when a person's weight evenly distributed and the body weight evenly distributed and the body is tilted toward the speaker is tilted toward the speaker

Crossed legs indicate a negative stanceCrossed legs indicate a negative stance Legs pointing away from the speaker or Legs pointing away from the speaker or

toward the exit is also a negative signaltoward the exit is also a negative signal – Other negative signals are hands clenched, Other negative signals are hands clenched,

arms crossed in front of the chest or rubbing arms crossed in front of the chest or rubbing the neckthe neck

Arms spread, hands open or relaxed are Arms spread, hands open or relaxed are all positive signalsall positive signals

Attitudes and EmotionsAttitudes and Emotions

Positive and Negative!Positive and Negative! The next pages will give you an insight The next pages will give you an insight

into varying attitudes and emotionsinto varying attitudes and emotions Learn to use them to your advantage! Learn to use them to your advantage! And remember the customer could be And remember the customer could be

trying to read your body language!trying to read your body language! Read on to teach yourself more about Read on to teach yourself more about

the fascinating subject of reading and the fascinating subject of reading and interpreting Body Language ...interpreting Body Language ...

ConfidenceConfidence An erect stance or sitting positionAn erect stance or sitting position Confidence is conveyed by plenty of eye Confidence is conveyed by plenty of eye

contactcontact Leaning back in a chair with hands Leaning back in a chair with hands

claspedclaspedbehind headbehind head

‘‘Pyramiding’ i.e. the hands effect a Pyramiding’ i.e. the hands effect a pyramid shape but with only the tips of pyramid shape but with only the tips of the fingers and thumbs touchingthe fingers and thumbs touching

Over emphasised gestures can convey Over emphasised gestures can convey arrogancearrogance

Willingness and RelaxedWillingness and Relaxed

Head is inclined to one sideHead is inclined to one side Body leans forward in chairBody leans forward in chair Jacket or coat is unbuttonedJacket or coat is unbuttoned Palms of hands are opened and Palms of hands are opened and

upturnedupturned Sitting at right angles to or directly Sitting at right angles to or directly

alongside other person (be careful alongside other person (be careful not to invade ‘body space’)not to invade ‘body space’)

Remember this information during Remember this information during interviewsinterviews

Readiness and ExpectancyReadiness and Expectancy

Starts to move closerStarts to move closer Speaks confidentlySpeaks confidently Hands rests lightly on hipsHands rests lightly on hips Sits on edge of chairSits on edge of chair Palms of hands rubbed on thighsPalms of hands rubbed on thighs Snaps fingersSnaps fingers Rubs palms of hands togetherRubs palms of hands together

Open-minded AttitudeOpen-minded Attitude

An Open-minded Attitude is An Open-minded Attitude is conveyed by the following body conveyed by the following body language:language:

The person will sit forward in The person will sit forward in front of chairfront of chair

The head is raisedThe head is raised Legs are uncrossedLegs are uncrossed

  

Interest and EvaluationInterest and Evaluation

The Head is raisedThe Head is raised Chin is stroked slowlyChin is stroked slowly Hand is raised to the cheekHand is raised to the cheek Pinches the bridge of nosePinches the bridge of nose The arm of spectacles placed in the The arm of spectacles placed in the

mouthmouth AcceptanceAcceptance The hand placed on the chest signifies The hand placed on the chest signifies

loyalty, honesty and devotionloyalty, honesty and devotion

Dominance, Superiority and Dominance, Superiority and AggressionAggression Hands are clasped behind headHands are clasped behind head The head is well backThe head is well back Legs are extendedLegs are extended Ankles are crossedAnkles are crossed Holding the lapel of jacketHolding the lapel of jacket Coat is buttonedCoat is buttoned Hands are placed in pockets with Hands are placed in pockets with

thumbsthumbspointing outwardspointing outwards

FrustrationFrustration Rubs the back of the neckRubs the back of the neck Fingers are run through hairFingers are run through hair Breaths are shortBreaths are short Hands are clenched or wrungHands are clenched or wrung One index finger is pointedOne index finger is pointed

Anxiety and NervousnessAnxiety and Nervousness

The throat is cleared The throat is cleared Fidgets in chair Fidgets in chair Tugs at earlobe Tugs at earlobe Hands cover mouth when Hands cover mouth when

speaking speaking Fiddles with tie, cufflinks, Fiddles with tie, cufflinks,

rings etc rings etc

BoredomBoredom Doodles on padDoodles on pad Drums fingers on tableDrums fingers on table Taps feetTaps feet Ballpoint pen continuously clickingBallpoint pen continuously clicking Head rests in handsHead rests in hands The eyes droopThe eyes droop

The blank stare – the person is The blank stare – the person is almost asleep with eyes open, almost asleep with eyes open, illustrated by lack of blinking!illustrated by lack of blinking!

DefensivenessDefensiveness Arms are tightly folded high on chestArms are tightly folded high on chest Ankles are lockedAnkles are locked The head is down on the chestThe head is down on the chest Twiddles with earlobe or nose – in a Twiddles with earlobe or nose – in a

speaker these two gestures can speaker these two gestures can signify exaggeration or even lies!signify exaggeration or even lies!

Fists are clenchedFists are clenched Coat is buttonedCoat is buttoned Hands grip the arm of a chairHands grip the arm of a chair

Body Language SummaryBody Language Summary

Non-verbal behaviour Non-verbal behaviour communicates far more communicates far more powerfully than the spoken wordpowerfully than the spoken word

The problem is that is difficult to The problem is that is difficult to read and controlread and control

Body language signals our Body language signals our innermost feelings which we may innermost feelings which we may try to mask by what we saytry to mask by what we say

Putting theory into Practice...Putting theory into Practice...

Presentation SkillsPresentation Skills Putting theory into Practice Putting theory into Practice Interesting, Interactive PowerPoint slideshow format Interesting, Interactive PowerPoint slideshow format Free Interactive Training on Putting theory into Practice Free Interactive Training on Putting theory into Practice Easy techniques - Eye Contact and Body Signs Easy techniques - Eye Contact and Body Signs Improve your skills - easy Interactive training format Improve your skills - easy Interactive training format Helpful information about reading & interpreting Body Helpful information about reading & interpreting Body

Language including Putting theory into Practice Language including Putting theory into Practice Free online web training on Body Language including Free online web training on Body Language including

Putting theory into Practice Putting theory into Practice Free online PowerPoint style training presentation Free online PowerPoint style training presentation How to interpret and read body language How to interpret and read body language Teach yourself males and female signs Teach yourself males and female signs

Thank YouThank You