Body Language in Business
President George Bush, who is in need of a "communications skills makeover" demonstrated his need again this past week. In case you missed it, he gave an impromptu neck massage to German Chancellor Merkel at the G8 conference. You can see more at this web site CLICK HERE.
This is certainly not appropriate behavior for business or even casual communications.The proper use of space and body language in communication can determine if you are a success or failure. Here are some guidelines for body language in business:
Proxemics
Proxemics is the amount of space around or between others and us. How closely people position themselves to others during a discussion communicates what type of elationship exists between the two people. This space and meaning differs from culture to culture but in American culture the following standards exist.
18 inches to 4 feet is personal space used in most interpersonal interactions. This is the best place for effective communication for both business and friendly meetings. When you get more than 4 feet away, you begin to loose that connection that is essential for sales or other business communications.
4-12 feet is social-consultative space used in more formal interactions. This is effective for presentations and gatherings when you want to address several people at one. When you are in a large area, be careful not to stray outside the 12 foot distance, or you will begin to loose all connection with the other person.
Facial Expressions
A simple smile can make others feel more at ease where a frown can make people see that you are aggressive or unsure of something. We use facial expressions to get our points across in the right context. For example, your message would suffer if you were saying how angry you are with a huge smile.
Eye Contact
When someone talks to you, do they look directly at you or look away? Maintaining eye contact when talking (or listening) to someone gives an impression that you/they are confident and honest.
Making little eye contact can say that the other person doesn't like you, is nervous or shy, or perhaps believe that they are higher in status and think that eye contact isn't necessary. Also, look out for it if you believe that someone isn't being truthful, as most people can't keep eye contact when they are bending the truth.
However, someone looking at you non-stop is stressful and in these situations you should throw your hands around a bit more or point to brochures and objects to distract them. Staring is basically seen as an aggressive act and can also be interpreted as being unbalanced.
If talking to people outdoors, avoid wearing sunglasses as this can be very uncomfortable for the other person and can give an image of trying to hide your identity (a shifty salesman, for example). In addition, try to blink as less as possible as this can make it difficult for the other person to understand you (due to being distracted). Blinking less also gives an image of confidence.
Posture
You may immediately think of this as standing tall and up right as much as possible. In fact, it is the natural alignment of your head and body without the use of tension and 'locking'. Everyone has a different posture and it usually develops through habit over the years. This may be slumping your shoulders forward or hanging your head: anything that has come to feel natural.
Your posture may show how you will approach a situation. For example, if you stand with your shoulders hanging, arms folded, and leaning to one side, it will look as if you aren't ready for or interested in the task in question. Should you stand with strong shoulders, head up, arms out by the side and closed fists, you will look as if you are ready for anything no matter how much stress is involved.
Looking at a persons feet when they are sitting down will tell you who is an extrovert (out-going) and who is an introvert (withdrawn). Extrovert - toes pointing out, introvert - toes pointing in.
