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

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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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Employment Placement | Body Language Basics 39

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.