Body Language Flashcards
Why is body language important?
Your gestures, voice tone, rate, and volume can all have a profound effect on the success of your negotiations, job interviews, and sales meetings.
You have only seven seconds to make a first impressions and establish credibility, trust, power, status, warmth, and empathy.
Lean back or forward?
Lean forward. It signals commitment in the conversation and shows you’re engaged and paying attention.
Closed arms or open arms?
Crossing arms is defensive and ignorant.
Keep your arms open so that you seem to be fully involved.
Point or don’t point?
Don’t point, it can be rude. Soften your gestures with a full hand point or chop unless you are actively trying to convey aggression.
Smile or don’t smile?
Really smile!
A genuine smile uses the eyes. There is nothing more powerfully addictive than a genuine smile. It can melt hearts and soothe nerves.
Eye contact or not?
Making good eye contact can build trust and show that you are engaged and interested.
More gestures or fewer gestures?
Use fewer gestures. The focus stays on you when you don’t fidget or distract with too many gestures.
Let your hands rest naturally at your sides or on your lap. Avoiding doing things like cracking knuckles or rubbing hands.
High or low vocal range?
Use a lower vocal range.
Do this by saying “um hum, I’m him, um him” before a big talk to bring voice down to optimal range.
Speak fast or slow?
Speak slowly.
Why strike a pose?
Research shows that if you do a high power pose (think Wonder Woman) and hold it for two minutes, your testosterone level raises and cortisol level lowers.
Touch or don’t touch?
Embrace the power of touch. When you reach out to someone, they are more likely to say yes and comply with your request.
Why should you watch the feet?
They are the least rehearsed. Feet point to the person they prefer.
Feet close together = timid stance.
Feet wide apart = confident stance.
What does Match and Move mean?
Match
Reflect back the matching body language and use a similar verbal style in order to create an emotional bond with them.
Keep your body at the same level as them. (Standing up to greet and sitting at the same time)
Move
Then move or speak differently. If they have bonded, they will now be following you. If they don’t, keep matching until they do. Do not move to close until they are following you.
When and how do we use subtle moves? (Eyebrows, breath, lips, wincing, smiling, eye contact)
Generally send negative messages with muted subtlety.
Be large and open with positive signals.
It can help to be slightly apologetic when sending negative signals.
How do we Honest Abe?
By not touching the face, covering the mouth, rubbing eyes, or scratching the nose. These signal that a person is lying.
