body language - Wrapping Up

 Although this workshop is coming to a close, we hope that your

journey to improve your body language skills is just beginning.

Please take a moment to review and update your action plan. This

will be a key tool to guide your progress in the days, weeks,

months, and years to come. We wish you the best of luck on the

rest of your travels!

Words from the Wise

Include some quotes to wrap up the day.

 Terry Galloway: Deafness has left me acutely aware of both the duplicity

that language is capable of and the many expressions the body cannot hide.

 Dale Carnegie: There are four ways, and only four ways, in which we have

contact with the world. We are evaluated and classified by these four

contacts: what we do, how we look, what we say, and how we say it.

 Ralph Waldo Emerson: When the eyes say one thing, and the tongue another, a practiced

man relies on the language of the first.

body language - Matching Your Words to Your Movement

 The key to instilling trust is matching body language to the words

spoken. Movements will confirm or contradict what is said. Gestures

will easily match what is said if the words reflect genuine feeling.

Emotional awareness is necessary to communicate exactly what you

mean. Unresolved emotions can affect body language.

Involuntary Movements

We do not control our involuntary movements. Emotions can affect our breathing,

posture, gestures, and micro‐expressions. People subconsciously pick up on

involuntary movements, particularly when they contradict what is said. For

example, increased respiration can indicate stress or anxiety. When practicing body

language, be aware of involuntary movements. Reducing stress and finding healthy

ways to express emotion will help limit involuntary movements.

Ways to reduce stress:

 Exercise

 Meditation

 Sufficient sleep

 Journaling

 Healthy diet

...80% of what you understand in a

conversation is read through the body, not

the words.

Deborah Bull

Moreno Valley College ͟͠͞͡

Employment Placement | Body Language Basics 54

Say What You Mean

Deception is often part of polite communication. This will affect body

language and movement. Communication is much more effective when

you say what you mean. You should always practice being respectful and

honest in your speech.

Honest Communication:

 Be specific: Stick to the facts when communicating. Do not rely on your emotions.

 Self‐edit: Choose language that is not confrontational.

 Have a goal: Know the point of your communication, and do not ramble.

Always Be Consistent

Dependable communication creates trust. The key is to be consistently honest

and open when communicating with others. Here are a few tips that will

improve your communication style and increase consistency.

 Speak plainly: Avoid complex terms, and define any new terms used.

 Listen: Invite feedback and clarify information when necessary.

 Adapt: Pay attention to the body language and tone of others, and respond appropriately.

 Be open: Be open and honest in what is said and in your body language.

Actions Will Trump Words

People pay more attention to actions than words. We typically make decisions

about someone within four seconds of a meeting. This is largely based on body

language and behavior. If your body language is hostile, it does not matter how kind

your words or tone are. Be aware of what your actions and gestures are

communicating to those around you. Practice your body language skills and decode the body language

of others:

What People Decide?

 Intelligence

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Employment Placement | Body Language Basics 55

 Trustworthiness

 Likability

 Decision to buy

Case Study

Steve had a busy schedule, and he was under a great deal of stress. Rather than

helping his sales, the extra work was hindering them. His sales dropped five percent

over three months. His body language was affected by the stress on his system. A

colleague advised Steve to make stress reduction a priority. Steve made a healthy

lifestyle a priority. After eating well, exercising, and taking time to sleep, Steve’s confidence and body

language improved. He was more influential with new clients, and his sales increased by 15 percent six

months later.

Improve Your Body Language

 People make snap judgments about each other based on body

language. It is possible to improve your body language and the

way that others view you. Give an air of confidence when meeting

with colleagues and potential clients. Understanding the

subtleties of body language makes it easier to improve your own.

Simply pay attention to what you say and do.

Be Aware of Your Movements

It is important to be aware of your movements and what they mean. The

best way to do this, however, is to make sure that the movements are

genuine. Faked body language typically looks disjointed and unnatural.

People can subconsciously pick up on these movements.

Tips:

 Relax: Try to relax and implement open body language. This will help prevent any nervous

body signals.

 Watch your hands: Use comfortable gestures when talking. Do not hide your hands, and try to

avoid fidgeting or touching your face.

 Eye contact: Maintain eye contact, but do stare at people.

 Smile: Avoid fake smiles. Give genuine smiles to instill trust.

 Watch your head: Look ahead; tilting is submissive. Nod occasionally to signal your interest.

Our bodies are apt to be our

autobiographies.

Frank Gilete Burgess

Moreno Valley College ͟͠͞͡

Employment Placement | Body Language Basics 48

The Power of Confidence

Improve body language by increasing personal confidence. Everyone has a personal

level of confidence that is evident in body language. There are simple ways that can

help improve confidence and body language.

Tips:

 Exercise: A strong body will boost personal confidence. It can also improve posture.

 Dress: Our appearance affects our confidence. Dressing well will help improve our self‐

esteem.

 Posture: An open posture will induce confidence. It will also improve the way others see you.

 Speech: Speak in a confident tone to increase your feelings of confidence. Do not mumble.

Position and Posture

Posture and body position are effective forms of communication. Pay attention to

your position and posture and think about what they are communicating.

 Posture: Straight posture automatically increases confidence and

alertness. Avoid slouching, but remain relaxed.

 Position: Open body positions communicate a relaxed and confident

demeanor. Closed body positions indicate defensiveness.

Practice in a Mirror

Practice is the key to success. Many people have poor body mechanics. They do

not realize the mechanics alter their posture or positions. Practicing body

language in front of a mirror will give an accurate evaluation of what you are

communicating.

What to Practice:

 Note your posture: Pay attention to any tendencies to slouch or hunch over. Practice your

posture until it is correct.

 Note your gestures: Identify any nervous gestures you use, and consciously try to avoid them.

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 Practice talking: Your tone should match your gestures and body language.

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Case Study

A CEO had difficulty with his public image. This caused the stock price to drop. His

assistant suggested that he take the time to improve his body language. The CEO

began exercising and taking the time to relax. In addition, he took the time to

practice his body language in the mirror on a daily basis. As his posture and body

language improved, so did his public image. People began to view him as a strong

leader, and the stock price doubled the next year.

Lying and Body Language

 Body language can expose deception. Close observation of body

language can indicate that someone is hiding something. Be

careful about interpreting every action as a lie. A number of

factors, including stress and insecurity, will cause suspicious body

language. When there are multiple indications of deception in a

person’s body language, however, further investigation may be

warranted.

Watch Their Hands

We all communicate with our hands. We can even communicate deception without

knowing what we are doing. Several movements can indicate someone is hiding

something.

Hands:

 Palms down: Showing your palms is a sign of sincerity. Keeping the palms down signals that

someone is hiding something.

 Self‐touching: Self‐touching may be a calming action, but be alert when someone touches this

or her face. Hands at the nose and mouth are often seen as an attempt to hide the spoken lie.

 Hidden hands: Hand gestures are a natural part of communication. Many people will suddenly

hide their hands when telling lies. Lack of hand movement may also indicate lying.

You can tell a lot by someone's body

language.

Harvey Wolter

Moreno Valley College ͟͠͞͡

Employment Placement | Body Language Basics 43

Forced Smiles

We have already mentioned smiling. A forced smile does not reach the eyes. Alone, a

forced smile can simply indicate that someone is trying to be polite. Always pay close

attention when other deceptive movement clusters accompany a forced smile, as

they can add additional proof that a person could be lying.

Smiles:

 Tight smiles: A tight, thin‐lipped smile can indicate that someone is concealing information.

 Closed mouth: Genuine smiles are typically open. A closed smile, however, could be an effort

to hide bad teeth.

 Licking lips: Lying can cause the mouth to dry out. People who lie are more likely to lick their

lips after speaking.

Eye Contact

The eyes are called the “windows to the soul.” The eyes continually

communicate feelings. A person’s eye contact can betray that he or she is being

deceptive.

The Eyes:

 Little to no eye contact: A complete lack of eye contact may be an indication that someone is

nervous and being deceptive, but it is not always an indication of lying. There could be cultural

reasons for this behavior, so always be aware of any outside factors.

 Looking to the left: Moving the gaze to the left may indicate deception. It signals the

imagination is being engaged. Left‐handed individuals will shift their eyes to the right.

 Unmoving eyes: Some people who lie can look directly ahead without moving their eyes. They

will not always shift their gaze or look away.

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Changes in Posture

Posture can easily signal when a person is being deceptive. Lying will cause

someone to focus more on his or her body language. This can cause people to

exercise too much control or shift posture.

Posture:

 Being still: People who try to control their movements may be very still. Slight changes in

positioning are normal. Abnormally still individuals may be hiding something.

 Extreme changes: Deception causes anxiety in most people. When body language changes

from defensive positions to open, friendly postures. The clumsier these transitions increase

the likelihood of deception.

 Voice and movements do not correspond: Body language typically reflects the voice and

message of a speaker. When this is not the case, lying is indicated. For example, someone uses

closed, defensive body language with a friendly tone and interaction.

Case Study

Susan has to choose between two qualified candidates to run the new office for

DEF Corporation. Both have the experience and skills necessary. Susan needs to

give the job to someone she can trust because they will be working closely

together. She knows from experience that it is possible for people to pass an

interview with flying colors by being less than honest. She has regretted more than

one hiring decision. To prepare, she brushed up on her body language.

In the first interview, she noted that the candidate looked forward without moving her eyes when

asked about her relationships with her coworkers. Additionally, the tone of her voice did not match

the closed body language. The second candidate matched her body language with her tone. She also

had an open smile when answering questions about her past interpersonal relationships.

Body Language in Business

 Body language can provide people in business with a key

advantage. Learn how to adjust your body language to each

situation, as you identify the needs, thoughts, and feelings of

those you do business with every day. A basic understanding of

body language will strengthen negotiating strategies and other

business tactics.

Communicate with Power

Powerful communication breeds confidence and respect. It is important that people

sense power without aggression. Communicating with power requires practice, but it

is an effective business tool.

Powerful Movements:

 Stance: A wide stance with the feet apart indicates power. Hands on the hips

with the elbows out take up more space and also indicates power.

 Positioning: Avoid open space at your back. It is known to elevate stress. Open spaces can be

used to make others more vulnerable.

 Walk: Walk quickly and take long strides. Be careful not to run, and keep the back and neck

erect.

 Handshake: Offer a firm handshake, and keep the hand vertical. Placing the palm up because

it is a submissive gesture. The palm down is a dominating gesture.

The more elaborate our means of

communication, the less we communicate.

Joseph Priestly

Moreno Valley College ͟͠͞͡

Employment Placement | Body Language Basics 38

 Sitting: Sit with the legs slightly apart. Another powerful pose is sitting with one leg crossed

over the other and hands behind the head. Be careful, however, because

this position makes many women uncomfortable.

Cultural Differences

International business means working with different cultural backgrounds. While

certain expressions are universally recognized, many gestures are cultural. It is

essential to research the etiquette and communication style of any culture you do business with

ahead of time.

Examples of Differences:

 Feet: Pointing feet at people or showing the soles of the feet is disrespectful in many Middle

East and Asian cultures.

 Eye contact: Different cultures view prolonged eye contact as disrespectful.

 Hand gestures: Avoid Western hand gestures when communicating with people from

different cultures. Many of them, such as thumbs up, are rude.

 Head: Individuals from certain parts of India may move their heads to the side when they

agree.

Building Trust

Monitor body language to build trust with business partners. Personal

perception builds trust. There are steps that anyone can take to create a

rapport of trust.

Steps:

 Remove barriers: Physical barriers create a defensive line and do not increase trust.

 Smile: A genuine smile helps build trust. People can typically pick up on fake smiles, and

insincerity does not engender trust.

 Body position: Remain relaxed to build trust.

 Listen: Active listening and repeating information helps connect with people.

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Mirroring

Mirroring helps build rapport. Mirroring occurs when we copy the movements and

gestures of others to show similarities. The perception that people are similar

creates trust. Typically mirroring comes easier to women. Women will mirror each

other in social settings. Men usually mirror women in romantic situations. In the

business setting, consciously mirroring a client or colleague will have dramatic

results.

What to Mirror:

 Smile: Smile when the client does.

 Height: Some people mirror height by stooping or stretching their bodies.

 Gestures: Copy the gestures used.

 Speech: Monitor the tone, pitch, and rhythm the individual uses.

 Breathe: Matching breathing rates will help create a bond.

Case Study

William was in charge of international accounts. He was sure that his ability to read

body language would give him an advantage. The company was expanding into

Asian markets. At his first meeting, William focused on his body language. He gave

the associate his full attention, even pointing his body and feet at the direction of

the associate. The meeting did not go as well as expected, and his associate

seemed uncomfortable. William researched the cultural conventions of his

associate and learned that he was being insulting with his feet. The subsequent meetings were much

more effective.

body language - Facial Expressions

 Facial expressions are an important part of body language. We use

our faces to express ourselves, and we all interpret the facial

expressions we see. While some facial expressions are cultural,

some facial expressions are universal. Understanding the basics of

facial expressions and decoding them will help you determine what

people are feeling and facilitate better communication.

Linked with Emotion

Many scientists agree that facial expressions are linked to emotions. Different

feelings create physical responses within the body, and facial expressions are

emotional responses to situations. Because of the emotional connection, it is not

easy to continually fake facial expressions. A flash of true emotion will typically

flicker across the face, even when feelings are kept in check. Not only are emotions

shown with facial expressions; the degree of emotion a person feels is visible on the face. For

example, you can see the difference between a face that shows sadness and one that shows sorrow.

Micro‐Expressions

We all hide negative or unwanted emotions from time to time. We can even mask

our facial expressions to fit social situations. Feelings can occasionally slip out in

the form of micro‐expressions. These brief, involuntary expressions betray

emotions, and they typically last 1/25 of a second. For example, someone gives a

brief sneer but smiles when running into an acquaintance. Most people do not

consciously notice micro‐expressions. In fact, roughly ten percent of people will

knowingly pick up on the micro‐expressions of others.

Most micro‐expressions are based on universal facial expressions. Being aware of these facial

expressions will make micro expressions easier to catch. Noticing micro‐expressions can help

Beauty without expression is boring.

Ralph Waldo Emerson

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determine if someone is lying. It is not foolproof, however. For example, someone can be afraid of

being caught in a lie or of not being believed.

Facial Action Coding System (FACS)

The Facial Action Coding System (FACS) is a complex system attributed to Dr. Paul

Ekman. This system breaks down the muscle movements of micro‐expressions into

numbered action units (AUs). The muscles that relax or contract with emotion are

identified to show the feeling behind each movement of the face. There are AUs identified in the

upper and lower face. The meanings behind these involuntary muscle movements are interpreted by

the FACS system. The intensity, duration, and asymmetry of expressions are also noted.

Upper Face:

 Eyebrows

 Forehead

 Eyelids

Lower Face:

 Up/Down

 Horizontal

 Oblique

 Orbital

 Miscellaneous

Example:

 An insincere smile will only trigger the zygomatic major muscle. A sincere smile will also

include the lower part of the orbicularis oculi.

Universal Facial Expressions

Many facial expressions are learned from one’s family and culture. There are,

however, facial expressions that all people are believed to share in common. These

are the universal facial expressions. Success with FACS and interpreting micro‐

expressions requires an understanding of universal facial expressions. There are

different lists of universal facial expressions, but most lists include the same six facial expressions.

Facial Expressions:

 Happiness: More than a smile is needed to indicate happiness. Genuine happiness should

include the eyes. Eyelids crinkle a crow’s feet become visible.

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 Anger: A frown typically accompanies anger. Additionally, the eyes narrow, the chin points

forward, and the eyebrows furrow.

 Fear: Wide eyes and slightly raised eyebrows signal fear. The lips may be parted or stretched

when the mouth is closed.

 Surprise: Surprise is similar to fear. The eyebrows fully raise and the eyes are wide with

surprise. The mouth, however, is usually open.

 Sadness: The mouth turns down when someone is sad. A crease in the forehead and quivering

chin accompany this slight frown.

 Disgust: The expression of disgust includes the nose. The nose wrinkles, the lips part, and the

eyes narrow.

Note: Contempt is not always a universally recognized facial expression. It is useful to recognize,

however, and includes a sneer with the side of the mouth elevated.

Case Study

Jane attended a FACS class to improve hers sales. After the class, she began to

close sales quickly. Her sales increased by 20 percent after the first quarter. Jane

learned to stop spending time with potential clients who showed contempt and

disgust. The skills helped her identify what made clients happy and address

potentially difficult situations before anger boiled over. Due to her results, her

department invested in further FACS training.

body language - Nonverbal Communication

 We all communicate nonverbally. The image that we project from

our nonverbal communication affects the way that our spoken

communication is received. While interpreting body language is

important, it is equally important to understand what your

nonverbal communication is telling others. It takes more than

words to persuade others.

Common Gestures

Many gestures that we make are unconscious movements or mannerisms. Being

aware of what our gestures mean will make us aware of what we communicating.

The following list is not comprehensive, but it is a good place to start.

Unconscious Gestures:

 Biting nails: This may mean insecurity or nerves.

 Turning away: Looking away indicates that you do not believe someone.

 Pulling ears: Tugging at ears can indicate indecision.

 Head tilt: A brief head tilt means interest. Holding a tilt equals boredom.

 Open palms: Showing palms is a sign of innocence or sincerity.

 Rubbing hands together: Rubbing hands together is a sign of excitement or anticipation.

 Touching the chin: This signals that a decision is being made.

 Hand on the cheek: Touching the cheek indicates someone is thinking.

 Drumming fingers: This is a sign of impatience.

What you do speaks so loud that I cannot

hear what you say.

Ralph Waldo Emmerson

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Employment Placement | Body Language Basics 28

 Touching the nose: People often associate touching the nose with lying. It can also signal

doubt or rejection.

The Signals You Send to Others

You are always sending signals to other people. These signals come through body

language, voice, appearance, and personal distance.

 Body language: Body language includes posture, gestures, and facial

expressions.

 Appearance: A person’s hygiene and dress send signals to others. People make negative

assumptions based on a disheveled appearance.

 Personal distance: Too great a personal distance makes people appear cold. On the other

hand, not respecting the personal distance of others will have negative consequences.

 Voice: Tone is important to the way we communicate. Emotions are conveyed through tone.

It’s Not What You Say, It’s How You Say It

Miscommunication is a common problem in personal and business

relationships. Paying attention to the way that you communicate will

help prevent any miscommunications. You must take note of the tone,

pitch, and timbre of your voice.

 Pitch: People tend to naturally respect deeper voices. High‐

pitched voices are viewed as a sign of immaturity. Try a lower, even pitch. Even a neutral tone

can make a person appear weak or insecure when there is a higher pitch at the end of a

statement, like questions have.

 Speed: Keep a moderate pace. Speaking too quickly will cause confusion, and speaking too

slowing will make it difficult to keep attention.

 Loudness: Speak up; quiet voices can be viewed as submissive. Be careful, however, not

accidentally yell.

 Tone: Tone conveys emotion, so avoid sarcasm and condescension. Vary your tone to prevent

boring listeners with a monotone presentation.

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What Your Posture Says

Posture is the basis of body language communication. People respond well to good

posture, and having good posture improves physical and emotional health. Slouching

is seen as a sign of insecurity or weakness. Confident body language demands good

posture.

Posture Communication:

 Standing or sitting erect: Standing straight communicates confidence. It will also prevent

musculoskeletal pain.

 Hunching over: This is closed body language and can signal unhappiness or insecurity.

 Ducking or shrugging the head: This is a protective or submissive move to appear smaller. It is

not equated with confidence.

Correct Posture:

 Stand and sit straight: Straight posture maintains the natural curve of the spine. This is

achieved by pulling in the abdominal muscles, pushing the shoulders back, and lifting the

chest.

 Head position: Hold the head upright and look to the front. This will protect the natural shape

of the neck.

 Relaxation: Posture should not be forced or stiff. Someone with straight posture should look

and feel relaxed.

Case Study

A supervisor of Nutime Production consistently has low employee evaluations.

Employees felt that he was rude and authoritative. The supervisor attempted

to be more careful in his choice of words, and he scheduled an assessment to

point out his problem. The assessment showed that the supervisor’s tone often conveyed

condescension and sarcasm. Additionally, his body language and gestures indicated impatience and

aggression. His nonverbal communication was stronger than his words. The supervisor was assigned a

communications course.