Since writing
“The Silent Language of Leaders” three years ago, and
“The Nonverbal Advantage”
a couple of years before that, I’ve spoken to over two hundred
business, university, association, and government audiences — and, in
the process of preparing to address these very savvy professionals, I’ve
discovered even more about the role of body language in business
success.
Here are my ten simple and powerful body language tips for 2014:
1) Before an important meeting, breathe through your mouth.
Right before you enter the meeting room, take a deep breath and
exhale through your mouth. (If you are unobserved, make a soft “ahh”
sound.) Doing so releases the tension in your neck, shoulders and jaw
that can make you look rigid or aggressive.
2) When making a formal presentation, move then pause.
Human beings are drawn to movement. If you move when you speak, you’ll
get people’s attention. It can be especially effective to move toward
the audience before making a key point, and away when you want to signal
a break or a change of subject. You can also use space to reinforce
your ideas. For example, if you’re presenting three issues, talk about
each of them from a different physical position. Or if you have “bad”
news and “good” news, you can present each from different sides of the
stage or platform. (Just be sure to make your closing remarks while
standing on the “good” side.) But don’t move while making a crucial
comment. You have the most impact when you combine movement with
physical pauses in which you stand absolutely still to highlight your
most important points.
3) To look decisive, rotate your palms down.
In essence, gestures with palms exposed show that you are open and
willing to negotiate on a particular point, while palms turned down
indicate that you are closed to negotiation. But people also
automatically pronate their hands when they feel strongly about
something. In fact, a definitive gesture of authority when you speak is
placing both hands, palms down, on or right above the conference table.
4) If you want to be taken seriously, speak up early.
When you hang back in a meeting, only to offer your opinion toward
the end of the conversation, your input is more likely to be discounted.
By speaking up early, even if it on some trivial matter, you establish
yourself as someone who is “at the table” and ready to participate. Then
later, when you present your insights and suggestions, they will be
better received.
5) To know when people want to leave, watch for seated readiness.
People often signal that they are ready to end a conversation by
assuming the position of someone ready to rise. (They may move to the
edge of the chair, or lean forward with hands on the arms of the chair
or hands on knees.) If you are aware of someone assuming these postures
while you are speaking, you should respect that signal by quickly
finishing what you are saying.
6) To sharpen your negotiating skills, notice how fast you can make or break rapport.
While seated at a conference table across from your counterpart, push
back from the table and lean away from him or her. You’ll most likely
see your counterpart react in kind by backing away from you. Now lean
forward and put your hands on the table (with your palms showing), look
him or her in the eyes and smile. Watch as the interaction warms up and
is much more friendly and open. That’s how fast your body language can
help you build or break rapport.
7) When you want your team to collaborate, start marching.
Ensemble marching, singing, dancing, and drumming are all examples of
activities that lead group members to act in synchrony with each other.
Stanford University conducted research that showed that synchronous
activity motivates members of a group to contribute toward the
collective good. Across three experiments, people acting in synchrony
with others cooperated more in subsequent group economic exercises, even
in situations requiring sacrifice on a personal level from the group.
8) To sound dynamic, widen your stance.
Your voice comes from your entire body, not just your mouth. Your
body helps you become a more dynamic speaker when it is grounded — feet
planted firmly on the floor, a hips-width apart, with your weight evenly
distributed. A broad stance like this calms your nervous system, allows
you to breathe with ease, and amplifies your voice. (This tip comes
from Rhoda Agin, a speech and voice therapist.)
9) To stay in control, back up.
Research at Radboud University, Netherlands, showed how backward
motion was a powerful way to enhance cognitive control. The researchers
found that when people encounter a difficult situation, getting them to
step back (literally) boosted their ability to cope.
10) To increase team productivity, keep your body language open.
People are constantly monitoring their leader for emotional cues. If
your body looks closed, depressed or angry, these postures (and their
corresponding emotions) will be subconsciously picked up and mimicked by
your team. It’s a process called “emotional contagion” – and it can
also work in your favor. If you keep your posture relaxed, inclusive and
open, your team will respond by being more cohesive, positive and
productive.
By the way: Just because these ten tips are simple, don’t
underestimate their power. Small nonverbal changes can make a big
difference in how people perceive and relate to you.
