Body language is a form of non-verbal communication,consisting of body pose,gestures,and eye movements. Humans send and interpret such signals subconsciously .Three elements in any face to face communication:1. Actual words (Verbal) 7 %2. Tone,pitch,pace of voice (Vocal) 38%3. Facial Expression,gesture,posture (Visual) 55%

Words are used primarily for conveying information,while body language is used for negotiating interpersonal attitudes and as a substitute for verbal messages.Nonverbal signals vary from culture to culture

Showing this American football gesture is a jailable offence in Italy

This is OK to a Westerner,Money to a Japanese,Zero to the FrenchAnd insulting to the Turks and Brazilians.

Basic positionsOPEN/BACK, people are interested and receptive, but not actively accepting. Tryin to close the sale or asking for an agreement now may drive them into fugitive mode. This is the time to present further facts and incentives. It may also be a good time to keep quiet and let them think.REFLECTIVE

OPEN /FORWARD the person is actively accepting. This is the time to close the sale, ask for agreement, demand a concession.RESPONSIVE

CLOSED/BACK, people are trying to escape physically through the door or mentally into bedroom. This is the time to spark interest in any way you can, even irrelevant to the message.FUGITIVE

CLOSED/FORWARD,there is active resistance. This is the time to defuse anger,avoid contradiction and outright argument and to steer them into reflective mode.COMBATIVE

UNIVERSAL GESTURES-exposed palms to show nothing is being concealed in the hands-hunched shoulders to protect the throat from attack-raised brow which is a universal, submissive greetingSHOULDER SHRUG

THREE RULES for Accurate ReadingRULE 1. Read Gestures in clustersScratching the head can mean uncertainty but its also a sign of dandruffCritical evaluation-Legs tightly crossed and arm crosses body thus implicated listener is defensive-Head and chin are down implicate hostility-I dont like what you are saying and I disagree with you

Let me first evaluate you

Hillary Clinton uses this cluster when shes not convinced

RULE 2. Look for CongruenceWhen a persons words and body language are in conflict, women ignore what is said.

RULE 3. Read gestures in contextThe man is cold,not defensive.

The child telling a lie

The teenager telling a lie

The adult telling a lie Or they can just bite lower lip,purse lips,or skew mouth from side to side

Bill Clinton answering questions about Monica Lewinsky in front of the Grand Jury

Modern humans are worse at reading body signals than their ancestors because we are now distracted by words.When men lie their body language can be obvious.Women prefer to look busy as they lie.Body language is easier to fake with men than with women because,overall, men arent good readers of body language.Fakers can only pretend for a short period of time.How to detect opennessThe palms are intentionally used everywhere to infer an open,honest approach

trust me-Im a doctor

PALM POWERPalm u p= non threating

Palm down=authority

Adolf Hitler using one of historys most notable Palm-Down signals

The Palm-Closed-Finger-Pointed gesture is one of the most annoying gestures

The pointing finger creates negative feelings in most listeners. But often it can inspire the listeners.

Hand shakes Dominant submissive

Equal

The Double-Handler is like a miniature hug and it may produce discomfort in unfamiliar recipient

Hand Shakes that invades the personal space of the recipientThe wrist hold

The elbow grasp

The upper-arm grip

The shoulder Hold

Hand Shakes that produce discomfort in recipientThe vice: a desire to dominate

Bone-Crusher: a desire to dominate

The socket wrencher:pulling the receiver into the initiators territory

The finger-tip grab: personal space difference

The Stiff-arm thrust: aggression

The pump handle:lack of sophistication

The Dutch Treat: giving a handshake like a bunch of carrots

The Arm SignalsCrossed-Arms-on-Chest: hes not coming out and youre not coming in

Fists-Clenched-Arms-Crossed (standard arm cross): shows a hostile attitude exists

The Double-Arm-Grip (reinforced arm cross): feeling insecure and not buying what youre selling

Thumbs-Up:defensive,but he still thinks hes pretty cool

The Broken Zipper Position: makes a man feel secure

Handbag used to form a barrier

The arm barrier says NO

Hes now open to your ideas

Hand and thumb gesturesRubbing the palms togetherShowing positive expectancy

Have I got a deal for you

Thumb and finger rubWe can make money out of this

Hands clenched togetherHands clenched in raised position reveals frustration,even when smiling

Hands clenched in centre position: moderate degree of frustration

Hands clenched in lower position : mild degree of frustration

The SteepleConfident he has the right answers

Lowered steeple: confident while listening

Holding Hands Behind the BackBack and front views of the superiority-confidence gesture

The Hand-gripping-wrist gesture:frustration and an attempt at self control

The upper arm grip:more frustration