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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 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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Employment Placement | Body Language Basics 33

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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Employment Placement | Body Language Basics 34

 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.

body language Gender Differences

 Not all body language is universal. There are differences in the

way that men and women communicate. Body language is often

confused between genders. In order to prevent

miscommunications, it is important to understand the signals that

are common to most people as well as the different signals that

men and women communicate with their body language.

Facial Expressions

Facial expressions will be explored in a separate module. Men and women share

the universal facial expressions, but there are some differences in use and

perception. For example, women typically tend to smile more often than men.

Women frequently smile to be polite or fulfill cultural expectations. The meanings

behind smiles are often misinterpreted. Additionally, people judge the same facial

expressions on men and women differently. Women, for example, were thought to

be angrier and less happy than men, according to a study published by the American Psychological

Association, even though they all had the same facial expressions.

Personal Distances

Personal space and personal distance change with each individual.

Everyone has his or her own idea of personal distance, which is the

comfortable distance that someone wishes to keep from another person.

Gender, however, often affects one’s sense of personal distance.

Men: Men generally take more space than women, and they employ larger

personal distances. Men are less likely to stand close to each other, even when they are all friends.

Additionally, they create larger buffer zones using items such as coats, cups, papers, etc. Men usually

a blur of blinks, taps, jiggles, pivots and

shifts ... the body language of a man

wishing urgently to be elsewhere.

Edward R. Murrow

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Employment Placement | Body Language Basics 23

expect their buffer zones to be respected and do not respond well to someone invading their personal

space.

Women: Women generally employ smaller personal distances with each other or with male friends.

They tend to increase personal distance with strange men. Women also create buffer zones, but they

are typically smaller than male buffer zones. Women are more likely to draw back when their zones

are invaded, and female buffer zones are not always respected. People are more likely to move a

woman’s purse than a man’s coat.

Female Body Language

There are some subtle differences to note when interpreting female body language.

Culture plays a role in what is considered appropriate body language. Female body

language changes over time, and it is not universal to all women. There are,

however, some basic actions that many women have in common.

Body Language:

 Body Position and posture: Many women use closed body language. This may stem from a

cultural convention to appear smaller. Women, however, will straighten their posture to look

more attractive.

 Leaning: Women will lean forward when they are interested in something or someone. They

lean away when displeased or uncomfortable.

 Smiling: We have already mentioned that women are more likely to smile. While it is often a

friendly gesture, it is a probably a polite gesture when the eyes are not engaged.

 Eye contact: Eye contact indicates interest (either in what is said or the individual). Dilated

pupils are another sign of interest.

 Mirroring: Women often mirror, or copy, the actions of each other. They will occasionally

mirror men.

 Legs and feet: The legs and feet typically point in the direction of a woman’s interest. This

includes romantic interest.

 Touching: Women are more likely to touch each other than men are.

 Tapping: Tapping or fidgeting is a sign that a woman is annoyed or uncomfortable.

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Employment Placement | Body Language Basics 24

Male Body Language

Male body language is not universal to all men. There are, however, certain aspects

of body language that are common to many men. Male body language is often seen

as more aggressive and dominating. Women are sometimes encouraged to adapt

male body language in the workplace.

Body Language:

 Stance: Men often choose wide stances to increase their size. Spread legs and a straight back,

both sitting and standing, indicates confidence. Closed body language does not.

 Eye contact: Men will make eye contact, but eye contact can be seen as a dominating or

hostile act when it lasts too long. Occasional eye aversion is normal. Like women, pupils dilate

with interest.

 Mirroring: Men do not typically mirror each other. They often mirror women to show their

interest.

 Legs and feet: Like women, the legs and feet typically point in the direction of a man’s

interest. This includes romantic interest.

 Smiling: Men do not smile as often as women in social settings; their facial expressions are

often reserved. They do, however, occasionally use forced smiles. Men often smile when

happy or to engage someone’s interest.

 Hands: Men are more likely to fidget than women. This is not necessarily a sign of insecurity or

boredom, just a way to use energy.

Case Study

Tom was attracted to his coworker Lisa. Lisa always smiled when she saw him

come in. She even laughed at his jokes. Tom would spend time in her cubicle,

and she never told him to leave. She simply continued working, leaning toward

her computer while he talked to her back. Tom was certain that Lisa would go

out with him, and one day he asked her. To his surprise, Lisa was annoyed by his

request. She told him that she did nothing to encourage his attention and that

she would file a harassment report if he asked her out again.

Body Language Mistakes

 There are different factors that will create false body language

signals. This is why it is so important to examine the positions and

gestures as a whole when attempting to interpret body language.

To prevent body language mistakes, become aware of these

factors and think carefully when reading body language.

Poor Posture

Posture can lead to unfair judgments and prejudices. Often, poor posture

is seen as a closed body language that people assume is caused by a lack

of confidence. There are, however, many different reasons why someone

can have poor posture. While it is true that most people can improve on

their posture, the changes that can be made to a person’s

musculoskeletal structure are limited. Always pay attention to other cues,

and do not make rash judgments based solely on posture.

Some Causes of Poor Posture:

 Injury: Both acute injuries and repetitive motion injuries can alter someone’s posture.

 Illness: Autoimmune diseases, such as arthritis, can damage the skeletal structure.

 Skeletal structure: Scoliosis and other problems with the spine will affect posture.

 Temperature: People may take a closed posture when they are cold.

The biggest single problem in

communication is the illusion it is taking

place.

George Bernard Shaw

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Invading Personal Space

Invading personal space is seen as an act of hostility. Western societies typically

use five different zones, depending on the social situations.

1. 12 feet: This zone is for the public. The purpose is to avoid physical

interaction.

2. 4 feet: This zone is reserved for social interactions such as business settings. Touching requires

the individual to move forward.

3. 18 inches: This is a personal zone. It allows contact, and it is reserved for friends and family.

4. 6 inches: This zone is reserved for close relationships. This zone can be invaded in crowds or

sports.

5. 0 to 6 inches: This zone is reserved for intimate relationships.

It is essential to remember that these zones are part of most Western cultures. There are reasons why

people will invade personal space that have nothing to do with hostility.

Personal Space Differences:

 Culture: Each culture has different boundaries and personal space.

 Background: Personal history and background will affect an individual’s concept of personal

space.

 Activity: Some activities require people to work closely. This should be considered before

assuming someone is invading personal space.

Quick Movements

Quick movements may be interpreted as a sign of nervousness. They may,

however, be used to draw attention to specific information when speaking.

Consistent jerking movements, however, do not always indicate nerves or

negative emotions. Do not make a snap judgment about quick movements.

There are reasons why movements may seem quick or jerking.

May alter movement:

 Stress

 Illness

 Exhaustion

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 Cold

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Fidgeting

Most people fidget from time to time. In interviews and social settings, fidgeting can

indicate nervousness, boredom, frustration, stress, or self‐consciousness. It is an

outlet to release feelings or an attempt at self‐comfort. Besides emotions, there are a

number of other reasons why people may fidget.

Other Reasons for Fidgeting:

 Attention deficit disorder: ADD and ADHD are often accompanied by fidgeting.

 Hormone imbalances: These may be accompanied by nervous energy.

 Blood sugar imbalances: Fidgeting accompanies sugar highs.

 Imbalanced brain chemistry: These may increase tension.

 Medications: Steroids and other medications can cause imbalances

Case Study

Sara was not impressed with Jon when she first saw him. His shoulders

were hunched over in a closed off position. She went into the interview

knowing that it would be a waste of her time. Jon’s head position,

however, showed interest. He had an engaging smile and was genuinely

interested in the position. Given his skills and complete body language

assessment, Sara became more positive about Jon as a candidate. The

interview revealed that Jon had worked a manufacturing job where his upper back was injured.

Reading Body Language

 We are constantly reading the body language of others, even

when we are not aware of it. Actively reading body language,

however, will provide valuable insight and improve

communication. Pay attention to the positions and movements

of people around you. Specifically their head positions, physical

gestures, and eyes.

Head Position

The head is an obvious indicator of feelings and thoughts. The position of the head

speaks volumes, making it the perfect place to start. While it takes practice to

accurately interpret head position, the basic positions, and movements that are not

extremely difficult to identify.

Movement and Position:

 Nodding: Nodding typically indicates agreement. The speed of the nod, however, indicates

different things. A slow nod can be a sign of interest or a polite, fake signal. Look to other eyes

for confirmation. A fast nod signals impatience with the speaker.

 Head up: This position indicates that the person is listening without bias.

 Head down: This position indicates disinterest or rejection for what is said. When done during

an activity, it signals weakness or tiredness.

 Tilted to the side: This means a person is thoughtful or vulnerable. It can signal trust.

 Head high: Holding the head high signals confidence or feelings of superiority.

 Chin up: The chin up indicates defiance or confidence.

Emotion always has its roots in the

unconscious and manifests itself in the

body.

Irene Claremont de Castillejo

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 Head forward: Facing someone directly indicates interest. It is a positive signal.

 Tilted down: Tilting the head down signals disapproval.

 Shaking: A shaking head indicates disagreement. The faster the shaking, the stronger the

disagreement.

Translating Gestures into Words

Scientific studies show that the part of the human brain that comprehends words is

the same part of the brain that comprehends gestures. Gestures are also called

movement clusters because it is more than a body position. We use gestures when

we speak, typically hand gestures. They enhance meaning, or can be used by

themselves.

Translations:

 Pointing finger: This is an aggressive movement. When a wink is added, however, it is a

positive confirmation of an individual.

 Finger moves side to side: This motion acts as a warning to stop something.

 Finger moves up and down: This acts as a reprimand or places emphasis on what is said.

 Thumbs up: Thumbs up is a sign of approval.

 Thumbs down: This is a sign of disapproval.

 Touch index finger to thumb: The sign indicates OK.

Open Vs. Closed Body Language

Body language is often defined as open or closed. Being open or closed has many

different causes. Open body language can come from passivity, aggression,

acceptance, supplication, or relaxation. Closed body language may be caused by

the desire to hide, self‐protection, cold, or relaxation.

Closed body language:

 Arms crossed: This stance is often defensive or hostile.

 Legs crossed when seated: Cross legs can indicate caution. One leg over the other at the knee

may indicate stubbornness.

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 Arm or object in front of the body: This can coincide with nervousness and is a form of self‐

protection.

 Legs crossed when standing: This may mean someone is insecure when combined with

crossed arms. By itself, it can signal interest.

Open body language:

 Legs not crossed: This is an open, relaxed position.

 Arms not crossed: Open arms indicate openness; although the hands may indicate aggression,

supplication, or insecurity, depending on their position.

The Eyes Have It

People give a great deal away through their eyes. The eyes are an important

factor when reading a person’s body language. When combined with body

position, the eyes will provide a more accurate translation of body language.

Looks:

 Looking to the left: Eyes in this direction can mean someone is remembering something.

Combined with a downward look, it indicates the self‐communication. When looking up, it

means facts are being recalled.

 Sideways: Looking sideways means someone is conjuring sounds. Right, is associated with

imagination, and may mean a story. Left is accessing memory.

 Looking to the right: Looks to the right indicates imagination. It can mean guessing or lying.

Combined with looking down, it means there is a self‐question. Combined with looking up, it

can mean lying.

 Direct eye contact: When speaking, this means sincerity and honesty. When listening, it

indicates interest.

 Wide eyes: Widening eyes signal interest.

 Rolled eyes: Rolled eyes mean frustration. They can be considered a sign of hostility.

 Blinking: Frequent blinking indicates excitement. Infrequent blinking signals a boredom or

concentration, depending focus.

 Winking: A wink is a friendly gesture or secret joke.

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 Rubbing eyes: Rubbing eyes may be caused by tiredness. It can also indicate disbelief or being

disturbed.

Case Study

Mark is a sales executive who led a meeting hoping to reach new clients and

increase his sales. He thought the presentation went well. Many people

attending began to nod vigorously. He took this as a sign of agreement and

added a few more facts to cement his position, which lengthened the

presentation a few minutes. After the presentation, however, only two

attendees chose to sign up. Most made comments about being late and promised to meet with him

later.

Communicating with Body Language

 We are constantly communicating, even when we are not speaking.

Unspoken communication makes up over half of what we tell

others and they tell us. It affects our work and personal

relationships. Improves negotiating, management, and

interpersonal skills by correctly interpreting body language and

important signals.

Learning a New Language

In many ways understanding body language is like learning a foreign language. There

are a few tips that make learning any language, even a nonverbal one, easier.

Tips:

 Set Goals: Make sure that your goals are realistic and have specific timelines.

 Devote time to learning: Schedule time to practice. Do not rely on spare time.

 Practice daily: Hone skills by continued practice.

 Enjoy the process: You are not in school. Relax and have fun with your new skill.

The Power of Body Language

Understanding body language does more than improve relationships. You will get

insight into the thoughts and feelings of those around you. Because it is not a

conscious form of communication, people betray themselves in their body

language. Body language is powerful in several ways.

The body never lies.

Martha Graham

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Power of Body Language:

 It is honest: Body language conveys truth, even when words do not.

 Creates self‐awareness: Understanding body language helps you identify your own actions

that hinder success.

 Understand feelings: Body language shows feelings and motive such as aggression,

submission, deception, etc. Use these as cues to your communication.

 Enhance listening and communication skills: Paying attention to body language makes

someone a better listener. Hear between the words spoken to what is being said.

More than Words

Much of the way people communicate is nonverbal. Body language specifically

focuses on physical, not tone, or pitch. It includes the following characteristics.

Body Language:

 Proximity: The distance between people

 Positioning: Position of a body

 Facial expression: The eyes are particularly noticed.

 Touching: This includes objects, people, and themselves.

 Breathing: The rate of respiration is telling.

Actions Speak Louder than Words

Our impressions of each other are based on more than words. People can have

cordial conversations and not like each other. The actions that we take are stronger

than our words. For example, a person may dismiss someone using body language

and not saying anything negative. Like it or not, or body language makes a lasting

impression on the people around us.

What Actions Can Say:

 Deception

 Confidence

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 Nerves

 Boredom

 Emotions

 Attraction

 Being open

 Being closed off

Please note that this is not an exhaustive list of what body language can communicate.

Case Study

Jim had to hire a new personal assistant. He needed someone organized and

personable. Jen answered all of the interview questions perfectly. She had the

necessary training and education, so Jim hired her. After a few weeks, some of Jim’s

coworkers complained about her behavior. They accused her of being aggressive

and insubordinate, but she never said anything specifically rude or hostile. Her tone

and body language, however, were extremely aggressive. For example, she rolled her eyes when

people asked her questions. Jim had to coach Jen on her nonverbal communication, and he added a

body language evaluation to his interview process.

Body language

Module One: Getting Started

The ability to interpret body language is a skill that will enhance

anyone’s career. Body language is a form of communication, and

it needs to be practiced like any other form of communication.

Whether in sales or management, it is essential to understand

the body language of others and exactly what your own body is

communicating.

Workshop Objectives

Research has consistently demonstrated that when clear goals are associated

with learning, it occurs more easily and rapidly.

 Define body language.

 Understand the benefits and purpose of interpreting body language.

 Learn to interpret basic body language movements.

 Recognize common mistakes when interpreting body language.

 Understand your own body language and what you are communicating.

 Practice your body language skills.

body language analysis

 Body language is instinctively interpreted by us all to a limited degree, but the subject is

potentially immensely complex. Perhaps infinitely so, given that the human body is said to be

capable of producing 700,000 different movements (Hartland and Tosh, 2001 - see references).

As with other behavioural sciences, the study of body language benefited from the development

of brain-imaging technology in the last part of the 20th century. This dramatically accelerated

the research and understanding into connections between the brain, feelings and thoughts, and

body movement. We should expect to see this effect continuing and providing more solid

science for body language theory, much of which remains empirical, i.e., based on experience

and observation, rather than scientific test.

Given the potential for confusion, here are some considerations when analysing body language:

context

Body language also depends on context: body language in a certain situation might not mean

the same in another.

Some 'body language' isn't what it seems at all, for example:

• Someone rubbing their eye might have an irritation, rather than being tired - or

disbelieving, or upset.

• Someone with crossed arms might be keeping warm, rather than being defensive.

• Someone scratching their nose might actually have an itch, rather than concealing a lie.

sufficient samples/evidence

A single body language signal isn't as reliable as several signals:

As with any system of evidence, 'clusters' of body language signals provide much more reliable

indication of meaning than one or two signals in isolation.

Avoid interpreting only single signals. Look for combinations of signals which support an overall

conclusion, especially for signals which can mean two or more quite different things.

culture/ethnicity

Certain body language is the same in all people, for example smiling and frowning (and see the

six universally recognizable facial expressions above), but some body language is specific to a

culture or ethnic group.

See examples of cultural body language differences below.

Awareness of possible cultural body language differences is especially important in

today's increasingly mixed societies.

Management and customer service staff are particularly prone to misreading or reacting

inappropriately to body language signals from people of different ethnic backgrounds, a

situation made worse because this sort of misunderstanding tends to peak when emotions are

high.

Personal space preferences (distances inside which a person is uncomfortable when someone

encroaches) can vary between people of different ethnicity.

In general this article offers interpretations applicable for Western culture.

If you can suggest any different ethnic interpretations of body language please send

them and I'll broaden the guide accordingly.

body language is relative to age and gender

Many body language signals are relative.

A gesture by one person in a certain situation can carry far more, or very little meaning,

compared to the same gesture used by a different person in a different situation.

Young men for example often display a lot of pronounced gestures because they are naturally

energetic, uninhibited and supple. Older women, relatively, are less energetic, adopt more

modest postures, and are prevented by clothing and upbringing from exhibiting very

pronounced gestures.

So when assessing body language - especially the strength of signals and meanings - it's

important to do so in relative terms, considering the type of person and situation involved.

faking/deception

Some people artificially control their outward body language to give the impression they seek to

create at the time.

A confident firm handshake, or direct eye contact, are examples of signals which can be quite

easily be 'faked' - usually temporarily, but sometimes more consistently.

However while a degree of faking is possible, it is not possible for someone to control or

suppress all outgoing signals.

This is an additional reason to avoid superficial analysis based on isolated signals, and to seek

as many indicators as possible, especially subtle clues when suspecting things might not be

what they seem. Politicians and manipulative salespeople come to mind for some reason.

Looking for 'micro gestures' (pupils contract, an eyebrow lifts, corner of the mouth twitch) can

help identify the true meaning and motive behind one or two strong and potentially false

signals.

These micro gestures are very small, difficult to spot and are subconscious, but we cannot

control them, hence their usefulness.

boredom, nervousness and insecurity signals

Many body language signals indicate negative feelings such as boredom, disinterest,

anxiousness, insecurity, etc.

The temptation on seeing such signals is to imagine a weakness on the part of the person

exhibiting them.

This can be so, however proper interpretation of body language should look beyond the person

and the signal - and consider the situation, especially if you are using body language within

personal development or management. Ask yourself:

What is causing the negative feelings giving rise to the negative signals?

It is often the situation, not the person - for example, here are examples of circumstances which

can produce negative feelings and signals in people, often even if they are strong and confident:

• dominance of a boss or a teacher or other person perceived to be in authority

• overloading a person with new knowledge or learning

• tiredness

• stress caused by anything

• cold weather or cold conditions

• lack of food and drink

• illness or disability

• alcohol or drugs

• being in a minority or feeling excluded

• unfamiliarity - newness - change

Ask yourself, when analysing body language:

Are there external factors affecting the mood and condition of the individual concerned?

Do not jump to conclusions - especially negative ones - using body language analysis alone.

the six universal facial expressions - recognized around the world

 It is now generally accepted that certain basic facial expressions of human emotion are

recognized around the world - and that the use and recognition of these expressions is

genetically inherited rather than socially conditioned or learned.

While there have been found to be minor variations and differences among obscurely isolated

tribes-people, the following basic human emotions are generally used, recognized, and part of

humankind's genetic character:

These emotional face expressions are:

• Happiness

• Sadness

• Fear

• Disgust

• Surprise

• Anger

Charles Darwin was first to make these claims in his book The Expressions of the Emotions in

Man and Animals, published in 1872. This book incidentally initially far outsold The Origin of

Species, such was its wide (and controversial) appeal at the time.

Darwin's assertions about genetically inherited facial expressions remained the subject of much

debate for many years.

In the 1960s a Californian psychiatrist and expert in facial expressions, Paul Ekman, (with

Sorenson and Friesen - see references) conducted and published extensive studies with people

of various cultures to explore the validity of Darwin's theory - that certain facial expressions and

man's ability to recognize them are inborn and universal among people. Ekman's work notably

included isolated tribes-people who could not have been influenced by Western media and

images, and essentially proved that Darwin was right - i.e., that the use and recognition of facial

expressions to convey certain basic human emotions is part of human evolved nature,

genetically inherited, and not dependent on social learning or conditioning.