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

3. Teach 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 Clusters Attitudes and Gesture Clusters Confidence Confidence Cooperation willingness/relaxation Cooperation willingness/relaxation Readiness / Expectancy Readiness / Expectancy Open-mindedness Open-mindedness Interest/evaluation Interest/evaluation Dominance superiority/aggression Dominance superiority/aggression Frustration Frustration Anxiety/nervousness Anxiety/nervousness Boredom Boredom Defensiveness Defensiveness

4. 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...

5. “Clusters” If the verbal and non-verbal behaviour does not match, then go carefully and be prepared not to believe! 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 A key message can be dramatically reinforced by supporting gestures which are consistent with the spoken word Remember the old saying: Remember the old saying: “A Picture is worth a Thousand Words”

6. Eye Contact Most of us look directly at other people between 30% and 60% of the time while listening 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 is saying More eye contact than this indicates greater interest in the person than in what he/she is saying Lovers and Fighters often demonstrate this high percentage of eye contact!! 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

7. Body Language and Lying Signs of Deception and Lying Signs of Deception and Lying Less eye contact will occur when we feel uncomfortable or guilty 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 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 Hands touch their face, throat, nose, mouth, ear Physical expression will be limited and stiff 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

8. The Eyebrows When eyebrows are lowered a person is usually frowning When eyebrows are lowered a person is usually frowning This may signify worry, criticism or disagreement This may signify worry, criticism or disagreement But look for supporting evidence to make up the cluster But look for supporting evidence to make up the cluster The frown may simply mean concentration or puzzlement The frown may simply mean concentration or puzzlement Raised eyebrows can indicate surprise or disbelief Raised eyebrows can indicate surprise or disbelief –One raised eyebrow suggests an element of suspicion or challenge

9. The Mouth When the mouth drops open this can suggest either astonishment or surprise When the mouth drops open this can suggest either astonishment or surprise Or may simply be a question of relaxation Or may simply be a question of relaxation Tightened lips indicate a defensive mode Tightened lips indicate a defensive mode A rebellious streak can be identified by thrusting out the chin A rebellious streak can be identified by thrusting out the chin

10. The Head Held straight up – indicates a neutral position – listening hard and evaluating 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 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. 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!

11. The Smile We associate a smile with happiness but there are different kinds of smile! We associate a smile with happiness but there are different kinds of smile! The grimace, the wry, resigned sardonic or coy smiles The grimace, the wry, resigned sardonic or coy smiles These all represent very different emotions, particularly when linked with other associated gestures... These all represent very different emotions, particularly when linked with other associated gestures...

12. 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 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 Leaning forward – eager The right ankle resting on left knee – indicates an argumentative or competitive frame of mind 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 together, or slightly in front of the other is a positive signal Legs and feet pointing toward an exit is an unreceptive sign Legs and feet pointing toward an exit is an unreceptive sign

13. The Body when Standing A receptive position is when a person's weight evenly distributed and the body is tilted toward the speaker 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 Crossed legs indicate a negative stance Legs pointing away from the speaker or toward the exit is also a negative signal 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 Arms spread, hands open or relaxed are all positive signals

14. Attitudes and Emotions Positive and Negative! Positive and Negative! The next pages will give you an insight into varying attitudes and emotions The next pages will give you an insight into varying attitudes and emotions Learn to use them to your advantage! Learn to use them to your advantage! And remember the customer could be trying to read your body language! 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... Read on to teach yourself more about the fascinating subject of reading and interpreting Body Language...

15. Confidence An erect stance or sitting position An erect stance or sitting position Confidence is conveyed by plenty of eye contact Confidence is conveyed by plenty of eye contact Leaning back in a chair with hands clasped behind head Leaning back in a chair with hands clasped behind head ‘Pyramiding’ i.e. the hands effect a pyramid shape but with only the tips of the fingers and thumbs touching ‘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 Over emphasised gestures can convey arrogance

16. Willingness and Relaxed Head is inclined to one side Head is inclined to one side Body leans forward in chair Body leans forward in chair Jacket or coat is unbuttoned Jacket or coat is unbuttoned Palms of hands are opened and upturned Palms of hands are opened and upturned Sitting at right angles to or directly alongside other person (be careful not to invade ‘body space’) Sitting at right angles to or directly alongside other person (be careful not to invade ‘body space’) Remember this information during interviews Remember this information during interviews

17. Readiness and Expectancy Starts to move closer Starts to move closer Speaks confidently Speaks confidently Hands rests lightly on hips Hands rests lightly on hips Sits on edge of chair Sits on edge of chair Palms of hands rubbed on thighs Palms of hands rubbed on thighs Snaps fingers Snaps fingers Rubs palms of hands together Rubs palms of hands together

18. Open-minded Attitude An Open-minded Attitude is conveyed by the following body language: An Open-minded Attitude is conveyed by the following body language: The person will sit forward in front of chair The person will sit forward in front of chair The head is raised The head is raised Legs are uncrossed Legs are uncrossed

19. Interest and Evaluation The Head is raised The Head is raised Chin is stroked slowly Chin is stroked slowly Hand is raised to the cheek Hand is raised to the cheek Pinches the bridge of nose Pinches the bridge of nose The arm of spectacles placed in the mouth The arm of spectacles placed in the mouth Acceptance Acceptance The hand placed on the chest signifies loyalty, honesty and devotion The hand placed on the chest signifies loyalty, honesty and devotion

20. Dominance, Superiority and Aggression Hands are clasped behind head Hands are clasped behind head The head is well back The head is well back Legs are extended Legs are extended Ankles are crossed Ankles are crossed Holding the lapel of jacket Holding the lapel of jacket Coat is buttoned Coat is buttoned Hands are placed in pockets with thumbs pointing outwards Hands are placed in pockets with thumbs pointing outwards

21. Frustration Rubs the back of the neck Rubs the back of the neck Fingers are run through hair Fingers are run through hair Breaths are short Breaths are short Hands are clenched or wrung Hands are clenched or wrung One index finger is pointed One index finger is pointed

22. Anxiety 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 speaking Hands cover mouth when speaking Fiddles with tie, cufflinks, rings etc Fiddles with tie, cufflinks, rings etc

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

24. Defensiveness Arms are tightly folded high on chest Arms are tightly folded high on chest Ankles are locked Ankles are locked The head is down on the chest The head is down on the chest Twiddles with earlobe or nose – in a speaker these two gestures can signify exaggeration or even lies! Twiddles with earlobe or nose – in a speaker these two gestures can signify exaggeration or even lies! Fists are clenched Fists are clenched Coat is buttoned Coat is buttoned Hands grip the arm of a chair Hands grip the arm of a chair

25. Body Language Summary Non-verbal behaviour communicates far more powerfully than the spoken word Non-verbal behaviour communicates far more powerfully than the spoken word The problem is that is difficult to read and control 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 Body language signals our innermost feelings which we may try to mask by what we say

26. Putting theory into Practice... Presentation 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 Language including Putting theory into Practice 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 web training on Body Language including 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

27. Thank You