UNDERSTANDING BODY LANGUAGE

Presented by: Group No. 9, Section S3 Ankit Goel (FT13305) Brinda Sethi (FT13318) Guneet Gyani (FT13330) Kriti Sharma (FT13342) Prateek Parashar (FT13355) Sankalp S Parihar (FT13367) Sudeshna Banerjee (FT13379) A Suresh Kumar (FT13392)

Communication

An activity of sending and receiving messages between two or more individuals through a common system of speech, visuals, signals, writing, or behavior that allows them to share knowledge, attitudes and skills.

Types of Communication

Oral or Verbal Communication: Information flows through verbal medium like words, speeches, discussions & presentations. Written Communication: Interaction that makes use of the written word or symbol. Non-verbal communication: Communication made through gestures, facial expressions, hand movements, touch, body posture and eye contact. Visual communication: Communication of information through visual forms or aids like drawings, signs and images.

http://www.managementstudyguide.com/different-types-of-communication.htm

Body language

A type of non-verbal communication in which silent messages are communicated through the sender's body movements, facial expressions, voice tone and loudness, etc.

http://www.businessdictionary.com/definition/body-language.html

Types of Body Language

Body language is usually grouped along two lines: Parts of the body Intent

Parts of the Body

The Head: Movement and placement of head. Facial Expressions: Eyebrows, Nose, Lips, Tongue, Jaw. Body Posture: Includes Body proximity, Shoulder movements, Arm placement, Leg & feet placement. Hand and finger gestures: Handling and placement of objects(eg. pens, papers, etc).

Intent
Voluntary/Intentional movements: Also called "Gestures". These are the movements you intended to make. Eg. Shaking a hand. Involuntary movements: Also called "tells", but "ticks" also fall into this category. These are the movements you have no control over. Eg. Sweating.
http://www.simplybodylanguage.com/types-of-body-language.html

Body Language Signals

One can tell how someone is feeling by their body language signs. Its useful to be able to read peoples body language because what people say and what they feel are often not the same. Studies have shown that of the information that we receive from other people: 10% is from what they actually say; 40% is from the tone and speed of their voice; 50% is from their body language.

http://www.bodylanguage.net/

Reading and Analyzing Body Language

Up to 93 % of communication is non-verbal Including tone of voice, eye movement, posture, hand gestures, facial expressions and more. Body language usually prevails over words. Hence it is important to be able to read and analyze body language. Some tips and traps are:

Multiple meanings

A problem with reading people is that body language can have multiple meanings. Eg.

People who are relaxed fold their arms, as do people who are cold

Touching your face may signify thinking and a whole host of other things

http://www.nonverbal-world.com/2011/11/reading-body-language-clusters.html

Reading and Analyzing Body Language

Synchrony

One secret of reading body language is to look for things that happen at the same time.

Eg.

If you ask someone a searching question and they close their body, then this may be an indication that they do not want to tell the truth. It may also, of course, mean that they do not like your aggressive style, so you should be aware of your part in the dance and change your style accordingly Clusters

Interpreting body language by clusters is very crucial to understand overall mood or conditions of person in any given circumstance. Most of us mistake to interpret each of them in isolation and that completely misleads. Eg.

When a person folds his arms. This could mean several things. To get the real picture one should also observe the facial expressions, posture and gaze
http://changingminds.org/explanations/behaviors/body_language/reading_non-verbals.htm#clu

Head

A tilted head symbolises interest in someone or something.

A lowered head is a negative signal that communicates acceptance of defeat.

Running fingers through hair can mean that someone is frustrated or that they're preening themselves because they feel attractive. Fondling or patting down hair demonstrates insecurity and a lack of self-confidence. The occasional nod from a listener to a speaker is a positive message; its an indication that they are listening and are interested. Too much nodding implies that a listener has lost interest, is not really listening and is simply nodding to be polite. Touching or tugging an ear indicates indecision; though its also sometimes done when a person is being untruthful. Someone may touch or slightly rub their nose if they are doubtful about what is being said or if they are rejecting an idea.

People often pinch the bridge of their nose and close their eyes when making a negative evaluation.
People place their hand on their cheek when theyre thinking or evaluating. A genuine smile engages the whole face (including the eyes) and is usually larger on the right side. A false smile will often only engage the lips, and will be fairly symmetrical or larger on the left side. A person stroking their chin is evaluating or making a decision. Projecting the chin towards another person demonstrates defiance or aggression.
http://www.businessballs.com/body-language.htm

Upper Body

Pushing the chest forward draws attention to it; for women this is seen as a provocative romantic display whereas for men its a show of strength and power. A person may push their shoulders back to demonstrate their power and signify that they dont fear attack. A pulled back chest with forward curled shoulders is a defensive position taken by people who want others to know that they are no threat to them. A person with folded / crossed arms is placing a barrier between themselves and their surroundings; indicating that theyre not happy with what is being said or done. Open arms, particularly when combined with showing palms, mean that someone is approachable and willing to communicate with others. Upward facing palms signify that a persons defences are down and that theyre speaking sincerely with an open heart. Outward, upward hand movements express an open and positive message. Open palms occasionally touching the chest imply honesty. Using hands with downward facing palms symbolises a calming action. A palm facing outwards towards someone signals to that person to stop what they are doing or not come any closer. Positioning hands behind the back shows that someone is relaxed and comfortable; though it can also be used on purpose to convey a message of power and confidence. Finger pointing is interpreted as either a sign of assertiveness or a sign of aggression. Tapping or drumming fingers communicates impatience or frustration. Biting fingernails represents insecurity and nervousness. Fiddling with items (e.g. keys or a pen) can be a sign of nerves or anxiety; alternatively it may be done as a result of boredom or impatience. Interlinked fingers, finger tips touching or index fingers pressed together, are positive gestures that show a person is thinking, evaluating or deciding. Sides of the palms close together with extended fingers (forming the shape of a plate) is an action often used when offering thoughts or ideas to people. Fingers held together and curled upwards (forming the shape of a cup) is a gesture used when someone is pleading for something.
http://www.mindtools.com/pages/article/Body_Language.htm

Lower Body

Walking briskly with an upright posture shows confidence. A normal, relaxed standing pose is with the feet positioned at shoulder width. The wider a persons feet are positioned from each other, the more dominant and powerful they feel. Standing with hands on hips expresses either readiness or aggression. Leaning back with the hips pushed forward is a provocative and suggestive gesture; it can also signify that a person feels powerful. In a relaxed sitting pose, the thighs are typically slightly open, with legs running in parallel from the hips. Sitting with legs open / apart means that a person is comfortable and is feeling secure in their surroundings. Sitting legs may point (with knees or feet) at the most interesting person in a room or in a persons desired direction of travel (i.e. towards a door). Crossed legs can be either a negative, defensive position or a relaxed, comfortable one; it depends on how tense a persons leg muscles are. Legs crossed towards someone suggest a greater level of interest in them than legs crossed away from them. A slightly kicking / bouncing foot when sitting with crossed legs suggests boredom or impatience. Crossing ankles is a sign of being fairly relaxed, especially when the legs are stretched forward and the person is leaning back. The figure-of-four cross occurs when one ankle is placed on top of the other legs' knee, with the top leg's knee pointing sideways; this signals confidence and power.

Eye Contact
When the eyes say one thing, and the tongue another, a practiced man relies on the language of the first - Ralph Waldo Emerson Eye contact is a strong indication of focus of attention, interest, attraction, and honesty. You can spot somebody lying to you if he or she cannot hold an eye contact for a period of time. When the eyes would look away, it signifies lack of interest, dishonesty, and boredom. Looking away may also signify attraction or simply an occurrence of a slight distraction, for as long as the person will look back to the person he is talking to. Interpreting eye movement: Widely placed eyes - resistant to stress, sociable, perhaps slow behavioral reactions, outward simplicity, firm moral principles. Closely placed eyes - hot temper, quick behavioral reactions, non-resistant to stress. Small, deeply placed cold eyes - emotionally restraint, logical type of behavior, serious. Large, open, radiant eyes - enthusiastic, sensitive, emotional type of behavior. External corners of eyes are lowered - critical perception, skeptic. External corners eyes are raised - enthusiastic, trustful, perhaps naive in relations with people. Eyebrows are close to eyes - affable, sociable.
Source:http://www.victoriya-security.ru/eng/consultation.php?id=28; http://body-language.bafree.net/body-language-from-head-to-foot.php; http://www.sideroad.com/Business_Etiquette/business-body-language.html

When to look Begin as soon as you engage someone in a conversation. Continue it throughout the conversation. Maintain direct eye contact as you are saying "good-bye Where to look Imagine an inverted triangle in your face with the base of it just above your eyes. The other two sides descend from it and come to a point between your nose and your lips. That's the suggested area to "look at" during business conversations. Socially, the point of the triangle drops to include the chin and neck areas. How long to look 80 - 90 percent of the time Less than that can be interpreted as discomfort, evasiveness, lack of confidence or boredom. It's okay to glance down occasionally as long as your gaze returns quickly to the other person. Avoid looking over the other person's shoulders as if you were seeking out someone more interesting to talk with.

Eyebrows are far from eyes - fastidious about personal contacts, keeping distance, anxious.

Handshake

A sign of trust and welcome

3 main palm command gestures
Palm-up submissive, non-threatening gesture Palm-down projects authority Palm-closed i-finger-pointed signifies insult, annoying
signal part of body possible meaning(s) dominance submission, accommodating seeking to convey trustworthiness and honesty, seeking to control non-threatening, relaxed enthusiasm

While a handshake, one of the 3 subconscious attitudes get transferred: 1. Dominance 2. Submissive 3. Equality

handshake - palm handshake down handshake - palm handshake up handshake - both Handshake hands

Taking control

Submissive

Equality

handshake - equal Handshake and vertical pumping handshake Handshake

Palm-down thrust - gives the receiver a little chance of establishing equal relationship. Cold, clammy handshake no one likes, hands lose temperature and begin to sweat in case of nervousness, keep a handkerchief always.

handshake with arm clasp

handshake

seeking control, paternalism

When men and women shake hands there still exist degrees of fumbling and embarrassment in male/female greetings: Hold your hand as early as possible to give clear notice of your intention to shake hands and this will avoid fumbling.
Handshakes of control any two-handed handshake is to try to show sincerity, trust and depth of feeling for the receiver

http://westsidetoastmasters.com/resources/book_of_body_language/chap2.html

The Elbow Grasp

The Upper Arm Grip

The Shoulder Hold

The Wrist Hold

Unless you and the other person have a personal or emotional-bond, only use a single-handed handshake

Leg & Feet Movement

As per a research, managers, regardless of gender, increase the unconscious leg movements when they lied. Psychologist Paul Ekman explains why many business executives feel comfortable only when sitting behind a desk with a solid front, where their lower body is hidden.
signal leg direction, sitting general uncrossed legs, sitting general parallel legs together, sitting (mainly female) crossed legs, sitting general crossing legs, sitting specific change part of body legs/knees legs legs legs legs possible meaning(s) interest, attentiveness (according to direction) openness properness caution, disinterest interest or disinterest in direction of upper crossed knee independent, stubborn

The leg clamp locking a competitive attitude in place

The Ankle Lock A women minimizes her space and a man taking up more space

The leg twine shy, timid; mostly used by women

He is coming on strong with onefoot forward and crotch display; shes either undecided or not keen

American or figure-4 leg legs cross American or figure-4 leg legs / arm / hand resistant, stubborn cross with hand clamp open legs, sitting (mainly legs arrogance, combative, sexual male) posturing ankle lock, sitting splayed legs, standing standing 'at attention' legs intertwined, sitting(female) legs crossed, standing (scissor stance) knee buckle, standing feet or foot direction or pointing foot forward, standing shoe-play(female) legs legs legs / body legs legs defensiveness aggression, ready for action respectful insecurity or sexual posing insecurity or submission or engagement under pressure foot direction indicates direction of interest directed towards dominant group member relaxation, flirting, sexual

Uncertain about each other

Openness and acceptance

legs / knees feet

feet feet

Proxemics

Personal space, the portable bubble we can carry around with us.
The amount of distance we need and the amount of space we perceive as belonging to us is influenced by a number of factors including social norms, situational factors, personality characteristics and level of familiarity
zone 1. Close intimate distance 0-15cm 0-6in for lovers, and physical touching relationships physical touching relationships detail Sometimes included with the 2nd zone below, this is a markedly different zone in certain situations, for example face-to-face contact with close friends rarely encroaches within 6 inches, but commonly does with a lover. Usually reserved for intimate relationships and close friendships, but also applies during consenting close activities such as contact sports, and crowded places such as parties, bars, concerts, public transport, queues and entertainment and sports spectating events. Non-consenting intrusion into this space is normally felt to be uncomfortable at best, or very threatening and upsetting at worst. Within the intimate zone a person's senses of smell and touch (being touched) become especially exercised. Touching is possible in this zone, but intimacy is off-limits. Hence touching other than handshaking is potentially uncomfortable. Significantly hand-shaking is only possible within this zone only if both people reach out to do it. Touching is not possible unless both people reach to do it. People establish this zonal space when they seek to avoid interaction with others nearby. When this space is intruded by another person is creates a discomfort or an expectation of interaction.

2. Intimate

15-45cm 6-18in

3. Personal

45-120cm family and 18in-4ft close friends non-touch interaction, social, business no interaction, ignoring

4. Social1.2-3.6m consultative 4-12ft

Others will invite or reject you, depending on the respect that you have for their personal space
http://www.businessballs.com/body-language.htm#handshakes-body-language

5. Public

3.6m+ 12ft+

Arms

Facial Expression

Hands to Face I

Hands to Face II

Head

Standard Close Arm Gesture This kind of gesture is seen when a person is generally between a group of strangers or feels insecure. Partial Arm Cross Gesture It tells that the person is fearful. It an be seen in meeting when a person is stranger to the group. The Raised Steeple The position is normally taken when the steepler is giving his opinions or ideas and is doing the talking. The Lowered Steeple The position is normally used when the steepler is listening rather than speaking.

Arms

Facial Expression

Hands to Face I

Hands to Face II

Head

Arms

Facial Expression

Hands to Face I

Hands to Face II

Head

The Mouth Guard If a person speaking uses this gesture indicates that he is telling a lie and if you are speaking and other person covers his mouth then it indicates that he thinks that you are lying. Nose Touching and Eye Rub These can be used both by the speaker to disguise his own deceit and by the listener who doubts the speakers words. The Ear Rub This is attempt by the listener to convey that he will hear no evil . The Neck Scratch This gesture is a signal of doubt or uncertainty and is characteristic of the person who says, "I'm not sure I agree."

Arms

Facial Expression

Hands to Face I

Hands to Face II

Head

The Collar Pull When a person is feeling angry or frustrated he uses this collar pull method. Fingers in Mouth Shows that the person is under pressure. Boredom Gesture When a person tries to support his head with his hand ,It shows lack of interest. Interested Gesture Interested Gesture is shown when hands are on cheeks but not for support Pain in Neck Gesture When a person is lying he usually stops gazing and looks down. Forgetfulness Gesture Slapping of head suggest forgetfulness.

Arms

Facial Expression

Hands to Face I

Hands to Face II

Head

Neutral Head Position The position taken by the person who has a neutral attitude about what he is hearing. The head usually remains still and may occasionally give small nods.

Disapproved Position When the head is down, it signals that the attitude is negative and even judgmental. Critical evaluation clusters are normally made with the head down and, unless you can get the persons head up or tilted, you may have a communication problem.

Interested Position When head tilts to one side it shows that interest has been developed.

Mirroring Body Language

Mirroring: Mirroring is the behavior in which one person copies another person usually while in social interaction with them. It may include miming gestures, movements, body language, muscle tensions, expressions, tones, eye movements, breathing, tempo, accent, attitude, choice of words or metaphors, and other aspects of communication. Types : Crossover mirroring: Occurs where one person's movement is matched with another type of action, sound, or different movement. Direct mirroring: Occurs where a person is facing right on at another. It is used by lovers, people with high familiarity or interest in one another such as opponents in a contest. Postural mirror-image: Mirroring occurs where one person's left side "matches" the other person's right side shows strong rapport and typically affinity (sociology) or empathy and increasing your own synchronicity with someone can also smooth conversation. Example of Mirroring: If someone says "Great" but looks or sounds downtrodden, a mirroring reply would be to incongruently say "Good" with a similar down attitude like them.

Business Implications
To create rapport with someone. Ep. Bosses / Clients Unconsciously make the person feel, "This person is like me and agrees with the way I am. I like this person because we are similar, and he/she likes me too." To make them feel comfortable with Mirroring team members facial expressions and body positions instantly communicates empathy and signals that you understand the feelings of the people around you and will take those feelings into account as you decide how to respond. The resultant feeling of being connected is such a powerful part of building a collaborative team. To gain empathy or connect at an emotional level

Thinking alike

How to Mirror Someones Body Language

Synchronize body, vocal and tone pace etc. If you can determine people's sensory preferences, you can then speak their language. Just listen and start observing. A boss who perceives a Do-not merely copy
subordinate mirroring behavior as arrogance

Who generally Mirrors in a Business Context

A group mirroring a leader A customer mirroring a sales personal indicating agreement. Superior authority

Mirroring the other persons body language to gain acceptance

Basic Seating Positions

Corner Position This position is used by people when they are engaged in friendly, casual conversation. It allows good eye contact and the opportunity to observe gestures of the other person.

Independent Position This position is used when people dont want to interact with one another. It occurs between strangers in places like libraries or park benches.

Competitive/Defensive Position In this position, competitors face each other. It is used when we need to take a firm stand on our point of view.

Co-operative Position This position is used when people are working together on tasks.

King Arthurs Concept

Round tables are better than square or oblong tables for group and team meetings. Provides an equal amount of authority and status. Creates an atmosphere of relaxed informality for people of equal status. Helps to grab most attention. Sitting at a diagonal angle of about 45 degrees to another person is a comfortable and cooperative arrangement.

Cultural differences in body language

Cultural differences often convey a myriad of meaning via body language. The prime being:

Posture
While Bowing refers to being criticized in US, it shows rank in Japan. South Americans tend to stand much closer than their North American counterparts, who tend to seek a greater amount of personal space than other cultures.

Gestures
In Arab cultures the Thumbs-up rule is considered offensive. The ring gesture by hand means OK to a westerner, money to a Japanese, zero to a French & insulting to Turks and Brazilians. Pointing with one figure is considered rude in some Asian countries, as is the common American "come here" gesture. Germans point with their little finger, whereas Japanese residents point with their whole hand.
Ref: Body Language by Allan Pease

Cultural differences in body language(contd.)

Eye contact and Gaze

Western cultures see direct eye to eye contact as positive. Japan, Africa, Latin American, Caribbean avoid eye contact to show respect.

Touch

Touch is culturally determined! But each culture has a clear concept of what parts of the body one may not touch. In Western Cultures handshake is common, while Islamic cultures generally dont approve of any touching between genders. Arabic cultures generally dont approve of the land hand usage in greetings etc. To do so is an insult.

Paralanguage

Loudness indicates strength in Arabic cultures and softness indicates weakness; indicates confidence and authority to the Germans,; indicates impoliteness to the Thais; indicates loss of control to the Japanese Vocal Characteristics indicate different messages in different cultures. In Japan giggling indicates embarrassment.

Cultural differences in body language(concluded)

Things to keep in mind:

People do business with people who make them feel comfortable and it comes down to sincerity and good manners. When entering a foreign country, concentrate on reducing the broadness of your body language until you have the opportunity to observe the locals. A simple way to learn and understand cultural body language differences is to record several foreign films and replay them with the sound off, but don't read the subtitles. Try to work out what is happening then watch again and read the subtitles to check your accuracy.

The Golden Rule

If you're not sure how to be polite in someone else's culture, ask.

Thank You.