Body Language - Business Etiquette

Welingkar’s Distance Learning Division

CHAPTER-05BODY LANGUAGE

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BODY LANGUAGE

Body language is non verbal communication conveyed by expressions, movements, gestures and body positioning

It can convey thoughts and views as powerfully as a shout

It can reveal our feelings about others and the surroundings

Your body language can be misread if your posture is wrong. Therefore its important to be conscious of posture.



Do not let your hands/legs fidget as that indicates nervousness or fear.

Face most telling part of body. Ensure that your expressions are in sync with what you are saying

When you are confident, you will walk into a room with head held high and a smile on your face. You will look into the eyes of the other person

If you are nervous, you may fidget and shuffle. This occurs when you are not being honest also.



Body language is not limited to walking in or out of a room with measured steps.

It conveys views and thoughts

It can suggest openness, friendliness or hostility.

It can reflect nervousness, lack of confidence or absolute command of the situation



If the others know that you are nervous then you are at disadvantage

Always breathe deep, convince yourself that you are the best

Do not slouch. While seated, be erect with your shoulders thrown back

Look at people in the eyes and smile

Even if you feel like cracking your knuckles you shouldn’t. this would exude confidence and dependibility



POSTUREPosture is the way you hold yourself up.

It conveys the way you feel

It affects the first impression that people have of you.

You slouch when you are tired, lazy or not confident

The “centre has been identified as the most important parts of a good posture



The centre is the intersection created at the mid-chest front to back

When a person is standing straight the centre is open to everyone, communicating confidence and transparency

When one slouches, it indicates a lack of confidence, enthusiasm or interest

That is why it is important to stand up straight with chest thrown back and with stomach in



A GOOD POSTURE

The stance would be erect with hands side by side

Legs should be straight but not rigid

Shoulders should be rolled back

Breathing should be even

Weight would be just forward of centre

Head would be held high



POSTURE

Your posture conveys a tremendous message



HOW TO READ A POSTURE

If you stand tall with back straight – self confidence

If you stand with a curved back and lower gaze – a feeling of inferiority

If you lean towards someone during a conversation – interest in the conversation or the person

If you lean away from the person in a conversation – disinterest or un-involvement



Relaxed posture-favorable attitude and status

When both the hands are folded across chest-protecting yourself from an unfavorable situation

If you are face to face with another with your arms folded across the chest – disagreement

If you cross legs and arms in a conversation – withdrawn from the conversation. Indicates displeasure from partner

If you stand with legs and arms closed – defensive



Legs are un crossed and feet are placed together – neutral

If your shoulders are pushed back with arms on hips and face the person directly – authoritarian

If you are standing with hands behind your back and slightly off centre from the speaker – submissive

If your arms and legs are uncrossed – open

If you are leading to one side – agreement

If your arms and legs are crossed - disagreement



To get across as confident and approachable you should appear relaxed and confident without being sloppy or stiff

This picture shows that the person is transparent

He has his arms open and chest exposed suggesting that he has nothing to hide

He is defenseless



These pictures show the difference what mind has to say through body language

Relaxed – when a person has his hands by his side and the weightIs evenly distributed

Uncomfortable – He has his armsProtecting his chest an is defensive.



These pictures are self-demonstrative



A confident person appears fully in control. He has his hands in his pockets, exposing his chest with head held high and his legs are relaxed

An insecure person has tied himself in knots. His hands protect his chest, his legs are knotted and he has a worried look



MOVEMENTS & STANCES

An assertive person takes long, slow strides.

A meek person either scurries or plods.

While sitting, one should sit squarely and neatly. One must not slouch or sprawl

The back should be parallel to the back of the chair.

The arm should be on the lap and not folded against the chest. The legs should be folded or crossed



Doing any of the following will show lack of confidence or anxiousness:

- Fiddling with objects- Touching hair- Constantly touching or rubbing your face- Crossing or uncrossing legs- Rubbing hands together- Shifting from one side to side



Lack of interest and boredom is assumed if:- Foot and fingers are tapping- Resting your head on your hand- Crossing and uncrossing legs- Folding and unfolding arms- Shrugging



It is important that….

Movements and gestures do not annoy others

An overt display of friendliness by draping hands over another may not be taken positively

This may be reflected in the voice or the position of the offended person



Face and eye contact The face is the most telling part of the body and the eye is

the mirror of the soul

Normal eye contact as opposed to false fixed stare put people at their ease

So does a warm and genuine smile

Facial expression should be relaxed. The tense of muscles reveals tension, anxiety and stress

Eye contact is necessary to build trust, to encourage honesty



Eye contactThere are three contacts that you can make

Professional gaze: You look at the eyes at a point in the middle of the forehead. You do this when you walk into a group or a room for the first time. This helps when you are making a presentation

Social gaze: You look at the eyes and around the face taking in the nose and the mouth. This effective when you communicate on a one to one basis

Personal gaze: After looking at the person your gaze falls to below the chin which make the person comfortable. This is for personal relationship and not for business.

In the west people usually place their hands below the chin and move it upwards to the side giving a clear message that the gaze should not fall below the chin.



Messages that actions sendThe action The message

Eyes Blinking Nervous Eye contact Fixed stare I am trying to intimidate

you Smile Doesn’t show in the eyes I will not let you get away Face Smile after every sentence I do not believe what I am

Contraction on forehead talkingTwitches I am unsure of myselfScrewed up eyes I am worriedTensed lips I do not understandFrequent blinking/chewing I am confident lips/biting I am stressed

I am nervous Scared



Keep in Mind It is not polite to stare

If there is a problem or a person is handicapped its ok to look but don’t stare out of curiosity.

Looking at a person at length indicates that the person looking wants to establish rapport with that person

The face communicates 6 emotions i.e., happiness, sadness, anger, disgust, surprise and fear

Business gaze is at eye level. Maintain an eye to eye contact.



Gestures Gestures communicate thoughts, feelings and ideas. They illustrate or

reinforce what we are saying

Gestures can also get the action or reaction that you want from those you are saying something to

Gestures involve various parts of the body including the head, arms, hands, face, parts of the face and legs.

It can be with an interaction of two or three body parts

Gestures are culture defined



Gestures can either be:Warm gestures Learning towards people when speaking Facing people directly Smiling Touching

Cold gestures Placing hands on hips Slumping Avoiding eye contact Not smiling Frowning



Actions that interpret anxiousness

Fiddling with objects Touching hair Constantly touching or rubbing your face Crossing or uncrossing legs Rubbing hands together Shifting from side to side Drumming fingers Looking at the watch Licking lips Scratching arms Tugging ears



What gestures interpret Plams up – openness or acceptance of an idea

Palms down – immediate authority

Upturned fist – reinforce point

Fist with index finger pointed – commands submission from person finger points to

Rubbing hands together – excitement

Fiddling with loose change – concern for money

Clenched hands – hostility

Gestures with thumb extended – superiority and authority



What gestures interpret… Covering mouth with hand – lying or lack of confidence

Nose touching – lying or lack of confidence

Chin-touching – making a decision

Rubbing back of neck – lying

Hands and fingers entwined – deep in thought

Tilting head – interested in what is being said

Tilting head downward – disagreement

Holding both hands behind head – confidence, control and superiority

Thumbs in belt – evaluating person



Points to remember Stand or sit erect

While standing throw your shoulders high and hold your head up

Keep your chin up

Always make eye contact

Smile



Never walk in a hurried manner. A confident person walks with measured steps

Do not be in very close physical contact

Do not appear restless

Be relaxed or give the impression of being relaxed

Keep your hands off your face and hair

Do not fidget


Body Language - Business Etiquette

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