The Art of Body Language Overview Whether meeting with a customer, negotiating a salary, or collaborating in a team environment, our ability to succeed in a professional environment is reliant upon our ability to effectively communicate. Too often the focus of communication is directed at the words we say and how well we articulate our message when, according to research, the words we say account for a mere 7-10% of what people react to in a face-to-face meeting. The remaining 90-93% of our message is conveyed through body language, to include: Pitch, speed, tone and volume of voice Gestures and facial expressions Body posture, stance and proximity to the listener Eye movements and contact Dress and appearance The purpose of this session is to evaluate in what ways we may be inadvertently sending a message about ourselves that contradicts the image or message we intend or wish to send. These basic rules can also be applied to how we read others, improving our emotional intelligence and sense of awareness in both professional and personal situations. UCLA research has shown that only 7% of communication is based on the actual words we say. As for the rest, 38% comes from tone of voice and the remaining 55% comes from body language. Page 1
Session Pre-Discussion The primary objective of this Session is to increase your understanding of the message you and others purposefully or inadvertently convey through non-verbal communication. Pre-Discussion Exercise: Think of an individual or individuals you respect and admire. List below some characteristics of those people, without using quotes of things they have said or their life accomplishments. Think of an individual or individuals who you do not respect, or who you find to be annoying or bothersome. Again without quoting, list some characteristics of these people. What percentage of people that you know and interact with fall into the first category? What percentage of people that you know and interact with fall into the second category? Page 2
Volume, Pitch, Speed and Tone of Voice Use the tables below, list personality characteristics associated with each variation in voice. Volume Speaking loudly conveys: Speaking quietly conveys: Pitch High pitch conveys: Lower pitch conveys: Monotone conveys: Pitch fluctuation conveys: Speed Speaking quickly conveys: Speaking slowly conveys: Tone A pleasant tone of voice can be created by: An authoritative tone of voice can be created by: Self-Reflection: Identify which of these are areas of strength and which are areas of improvement within yourself. Page 3
Volume, Pitch, Speed and Tone of Voice Notes: Page 4
Gestures and Facial Expressions LEADSeminar 2018 The Power of Authentic Smiles Using each pair of photos below, circle the smile that is considered authentic. What is the consistent difference in each of these pairings? Self-Reflection: Preening and Pacifying List examples below of preening and pacifying that apply specifically to you. How could these gestures be perceived as positive or negative? Page 5
Gestures and Facial Expressions Identify the following gestures and facial expressions as being negative, positive or both, depending on the situation. Brushing hair from face Blinking more than usual Blinking less than usual Head tilting Emphasizing, palms up Emphasizing, palms down Touching, full palm Touching, fingertips only Steepling fingers Interlaced fingers, thumbs up Interlaced fingers, thumbs relaxed Interlaced fingers, thumbs hidden Negative Positive Both Hand Shakes Look at the images of two handshakes below. Of the two-handed handshakes, which one conveys sincerity and a desire for closeness? Which handshake conveys dominance over the other person? Page 6
Gestures and Facial Expressions LEADSeminar 2018 Notes: Page 7
Body Posture, Stance and Proximity to the Listener Body Posture Identify which photos below demonstrate confidence (i.e. the power poses). Identify which photos demonstrate insecurity (i.e. powerless poses). Page 8
Body Posture, Stance and Proximity to the Listener Body Posture Based on class discussion and what you know of power/powerless poses, which 2016 Presidential Candidate below demonstrates the least amount of power and confidence in this image? Our bodies change our minds, and our minds can change our behavior, and our behavior can change our outcomes. So if the goal is confidence don t fake it till you make it fake it till you become it. Amy Cuddy, Social Psychologist Page 9
Body Posture, Stance and Proximity to the Listener Using the image below and class discussions, define the distances to the listener as they are associated with intimate space, personal space, social space and public space. Intimate Space Personal Space Social Space Public Space The Power of Mirroring: Class Exercise Refer to the Forbes article entitled The Art and Science of Mirroring. Working in pairs, take turns describing your responsibilities within your organization to the other person. As you discuss your role and what an average week consists of, shift your pose or position periodically (no more than once/minute). The listener should practice effective mirroring without disturbing the conversation. Page 10
Body Posture, Stance and Proximity to the Listener Use the diagram below and class discussion to designate seating arrangements in a conference room meeting. Each scenario will be based on formal vs. informal meetings, quantity and status of participants, and whether the meeting is internal only or with customers. What are some important rules of thumb for taking a seat in the meeting? 1. 2. 3. 4. 5. Page 11
Body Posture, Stance and Proximity to the Listener Notes: Page 12
Eye Movements and Contact LEADSeminar 2018 List characteristics you associate with someone who has difficulty making eye contact. List characteristics you associate with someone who makes effective eye contact. Following class discussion, indicate whether it s appropriate to hold constant eye contact during the following scenarios by marking a Y or N in the column to the right. Scenario Y/N When listening to someone talking. When speaking to an individual person. When speaking to a group of people. When taking a bite of an apple. When shaking hands. For any scenario(s) above where the correct answer was No, describe below the appropriate amount of eye contact to use. Professional poker players wear sunglasses to conceal any tells unintentionally shown through the emotion in the eyes. Page 13
Eye Movements and Contact Notes: When the eyes say one thing and the tongue another, a practiced man relies on the language of the first. Ralph Waldo Emerson Page 14
Dress and Appearance LEADSeminar 2018 Label the images below as Business Professional or Business Casual. What sets these two apart? Describe below the difference between Business Casual and Casual Casual. I came prepared. I care. Page 15
Dress and Appearance List below the do s and don t s of personal grooming for a professional appearance. DO: DON T: List below the do s and don t s of Casual Friday. DO: DON T: Invest in Yourself! Page 16
Dress and Appearance LEADSeminar 2018 Notes: Page 17