Ep Body Language Basics

Moreno
Valley College
BodyLanguageBasics
TrainingManual
Moreno Valley College
TABLE OF CONTENTS
ModuleOne:GettingStarted...............................................................................................................4
WorkshopObjectives................................................................................................................................4
ModuleTwo:CommunicatingwithBodyLanguage..............................................................................5
LearningaNewLanguage........................................................................................................................5
ThePowerofBodyLanguage...................................................................................................................5
MorethanWords......................................................................................................................................6
ActionsSpeakLouderthanWords............................................................................................................6
CaseStudy.................................................................................................................................................7
ModuleTwo:ReviewQuestions................................................................................................................8
ModuleThree:ReadingBodyLanguage.............................................................................................10
HeadPosition..........................................................................................................................................10
TranslatingGesturesintoWords............................................................................................................11
OpenVs.ClosedBodyLanguage.............................................................................................................11
TheEyesHaveIt......................................................................................................................................12
CaseStudy...............................................................................................................................................13
ModuleThree:ReviewQuestions...........................................................................................................14
ModuleFour:BodyLanguageMistakes..............................................................................................16
PoorPosture...........................................................................................................................................16
InvadingPersonalSpace.........................................................................................................................17
QuickMovements...................................................................................................................................17
Fidgeting.................................................................................................................................................19
CaseStudy...............................................................................................................................................19
ModuleFour:ReviewQuestions.............................................................................................................20
ModuleFive:GenderDifferences.......................................................................................................22
FacialExpressions...................................................................................................................................22
PersonalDistances..................................................................................................................................22
FemaleBodyLanguage...........................................................................................................................23
MaleBodyLanguage..............................................................................................................................24
CaseStudy...............................................................................................................................................24
ModuleFive:ReviewQuestions..............................................................................................................25
ModuleSix:NonverbalCommunication.............................................................................................27
CommonGestures..................................................................................................................................27
TheSignalsYouSendtoOthers..............................................................................................................28
ItsNotWhatYouSay,ItsHowYouSayIt.............................................................................................28
WhatYourPostureSays..........................................................................................................................29
CaseStudy...............................................................................................................................................29
ModuleSix:ReviewQuestions................................................................................................................30
ModuleSeven:FacialExpressions......................................................................................................32
LinkedwithEmotion...............................................................................................................................32
Microexpressions...................................................................................................................................32
FacialActionCodingSystem(FACS)........................................................................................................33
UniversalFacialExpressions...................................................................................................................33
CaseStudy...............................................................................................................................................34
ModuleSeven:ReviewQuestions...........................................................................................................35
ModuleEight:BodyLanguageinBusiness..........................................................................................37
CommunicatewithPower.......................................................................................................................37
CulturalDifferences................................................................................................................................38
BuildingTrust..........................................................................................................................................38
Mirroring.................................................................................................................................................39
CaseStudy...............................................................................................................................................39
ModuleEight:ReviewQuestions............................................................................................................40
ModuleNine:LyingandBodyLanguage.............................................................................................42
WatchTheirHands.................................................................................................................................42
ForcedSmiles..........................................................................................................................................43
EyeContact.............................................................................................................................................43
ChangesinPosture.................................................................................................................................44
CaseStudy...............................................................................................................................................44
ModuleNine:ReviewQuestions.............................................................................................................45
ModuleTen:ImproveYourBodyLanguage........................................................................................47
BeAwareofYourMovements................................................................................................................47
ThePowerofConfidence........................................................................................................................48
PositionandPosture...............................................................................................................................48
PracticeinaMirror.................................................................................................................................48
CaseStudy...............................................................................................................................................50
ModuleTen:ReviewQuestions..............................................................................................................51
ModuleEleven:MatchingYourWordstoYourMovement.................................................................53
InvoluntaryMovements..........................................................................................................................53
SayWhatYouMean...............................................................................................................................54
AlwaysBeConsistent..............................................................................................................................54
ActionsWillTrumpWords......................................................................................................................54
CaseStudy...............................................................................................................................................55
ModuleEleven:ReviewQuestions..........................................................................................................56
ModuleTwelve:WrappingUp............................................................................................................58
WordsfromtheWise..............................................................................................................................58
The human body is the best picture of the

human soul.
Ludwig Wittgenstein
Module One: Getting Started

Theabilitytointerpretbodylanguageisaskillthatwillenhance
anyonescareer.Bodylanguageisaformofcommunication,and
itneedstobepracticedlikeanyotherformofcommunication.
Whetherinsalesormanagement,itisessentialtounderstand
thebodylanguageofothersandexactlywhatyourownbodyis
communicating.
Workshop Objectives
Researchhasconsistentlydemonstratedthatwhencleargoalsareassociated
withlearning,itoccursmoreeasilyandrapidly.
Definebodylanguage.
Understandthebenefitsandpurposeofinterpretingbodylanguage.
Learntointerpretbasicbodylanguagemovements.
Recognizecommonmistakeswheninterpretingbodylanguage.
Understandyourownbodylanguageandwhatyouarecommunicating.
Practiceyourbodylanguageskills.
EmploymentPlacement|BodyLanguageBasics
The body never lies.
Martha Graham
Module Two: Communicating with Body Language
Weareconstantlycommunicating,evenwhenwearenotspeaking.
Unspokencommunicationmakesupoverhalfofwhatwetell
othersandtheytellus.Itaffectsourworkandpersonal
relationships.Improvesnegotiating,management,and
interpersonalskillsbycorrectlyinterpretingbodylanguageand
importantsignals.
Learning a New Language

Inmanywaysunderstandingbodylanguageislikelearningaforeignlanguage.There
areafewtipsthatmakelearninganylanguage,evenanonverbalone,easier.
Tips:
SetGoals:Makesurethatyourgoalsarerealisticandhavespecifictimelines.
Devotetimetolearning:Scheduletimetopractice.Donotrelyonsparetime.
Practicedaily:Honeskillsbycontinuedpractice.
Enjoytheprocess:Youarenotinschool.Relaxandhavefunwithyournewskill.
The Power of Body Language

Understandingbodylanguagedoesmorethanimproverelationships.Youwillget
insightintothethoughtsandfeelingsofthosearoundyou.Becauseitisnota
consciousformofcommunication,peoplebetraythemselvesintheirbody
language.Bodylanguageispowerfulinseveralways.
PowerofBodyLanguage:
Itishonest:Bodylanguageconveystruth,evenwhenwordsdonot.
Createsselfawareness:Understandingbodylanguagehelpsyouidentifyyourownactions
thathindersuccess.
Understandfeelings:Bodylanguageshowsfeelingsandmotivesuchasaggression,
submission,deception,etc.Usetheseascuestoyourcommunication.
Enhancelisteningandcommunicationskills:Payingattentiontobodylanguagemakes
someoneabetterlistener.Hearbetweenthewordsspokentowhatisbeingsaid.
More than Words

Muchofthewaypeoplecommunicateisnonverbal.Bodylanguagespecifically
focusesonphysical,nottone,orpitch.Itincludesthefollowingcharacteristics.
BodyLanguage:
Proximity:Thedistancebetweenpeople
Positioning:Positionofabody
Facialexpression:Theeyesareparticularlynoticed.
Touching:Thisincludesobjects,people,andthemselves.
Breathing:Therateofrespirationistelling.
Actions Speak Louder than Words

Ourimpressionsofeachotherarebasedonmorethanwords.Peoplecanhave
cordialconversationsandnotlikeeachother.Theactionsthatwetakearestronger
thanourwords.Forexample,apersonmaydismisssomeoneusingbodylanguage
andnotsayinganythingnegative.Likeitornot,orbodylanguagemakesalasting
impressiononthepeoplearoundus.
WhatActionsCanSay:
Deception
Confidence
Nerves
Boredom
Emotions
Attraction
Beingopen
Beingclosedoff
Pleasenotethatthisisnotanexhaustivelistofwhatbodylanguagecancommunicate.
Case Study
Jimhadtohireanewpersonalassistant.Heneededsomeoneorganizedand
personable.Jenansweredalloftheinterviewquestionsperfectly.Shehadthe
necessarytrainingandeducation,soJimhiredher.Afterafewweeks,someofJims
coworkerscomplainedaboutherbehavior.Theyaccusedherofbeingaggressive
andinsubordinate,butsheneversaidanythingspecificallyrudeorhostile.Hertone
andbodylanguage,however,wereextremelyaggressive.Forexample,sherolledhereyeswhen
peopleaskedherquestions.JimhadtocoachJenonhernonverbalcommunication,andheaddeda
bodylanguageevaluationtohisinterviewprocess.
Module Two: Review Questions

1. Goalsshouldbe_____?
a)
b)
c)
d)
Concurrent
Compatible
Revised
Realistic
2. Howoftenshouldbodylanguagebepracticed?
a)
b)
c)
d)
Hourly
Weekly
Daily
Monthly
3. WhatdoesbodylanguageNOTimprove?
a)
b)
c)
d)
Sight
Listening
Success
Understanding
4. Whatshouldprovidecuestoyourcommunication?
a)
b)
c)
d)
Yourownfeelings
Feelingsofothers
Thetoneofvoice
Thetruth
5. Whatisthetermforthedistancebetweenpeople?
a)
b)
c)
d)
Respiration
Proximity
Positioning
Screening
6. WhatisNOTincludedintouching?
a)
b)
c)
d)
Self
Others
Positioning
Objects
7. _____makesalastingimpression.
a)
b)
c)
d)
Bodylanguage
Words
Appearance
Clothing
8. Bodylanguagecancommunicate_____.
a)
b)
c)
d)
Experience
Estimation
Expectations
Deception
9. WhatunacceptableformofbodycommunicationdidJenexhibit?
a)
b)
c)
d)
Yelling
Aggression
Eyerolling
Crossedarms
10. WhatdidJimaddtohisinterview?
a)
b)
c)
d)
Doubleinterview
Bodylanguageassessment
Internalinterviews
Skillsassessment
Emotion always has its roots in the

unconscious and manifests itself in the
body.
Irene Claremont de Castillejo

Module Three: Reading Body Language
Weareconstantlyreadingthebodylanguageofothers,even
whenwearenotawareofit.Activelyreadingbodylanguage,
however,willprovidevaluableinsightandimprove
communication.Payattentiontothepositionsandmovements
ofpeoplearoundyou.Specificallytheirheadpositions,physical
gestures,andeyes.
Head Position
Theheadisanobviousindicatoroffeelingsandthoughts.Thepositionofthehead
speaksvolumes,makingittheperfectplacetostart.Whileittakespracticeto
accuratelyinterpretheadposition,thebasicpositions,andmovementsthatarenot
extremelydifficulttoidentify.
MovementandPosition:
Nodding:Noddingtypicallyindicatesagreement.Thespeedofthenod,however,indicates
differentthings.Aslownodcanbeasignofinterestorapolite,fakesignal.Looktoothereyes
forconfirmation.Afastnodsignalsimpatiencewiththespeaker.
Headup:Thispositionindicatesthatthepersonislisteningwithoutbias.
Headdown:Thispositionindicatesdisinterestorrejectionforwhatissaid.Whendoneduring
anactivity,itsignalsweaknessortiredness.
Tiltedtotheside:Thismeansapersonisthoughtfulorvulnerable.Itcansignaltrust.
Headhigh:Holdingtheheadhighsignalsconfidenceorfeelingsofsuperiority.
Chinup:Thechinupindicatesdefianceorconfidence.
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Headforward:Facingsomeonedirectlyindicatesinterest.Itisapositivesignal.
Tilteddown:Tiltingtheheaddownsignalsdisapproval.
Shaking:Ashakingheadindicatesdisagreement.Thefastertheshaking,thestrongerthe
disagreement.
Translating Gestures into Words

Scientificstudiesshowthatthepartofthehumanbrainthatcomprehendswordsis
thesamepartofthebrainthatcomprehendsgestures.Gesturesarealsocalled
movementclustersbecauseitismorethanabodyposition.Weusegestureswhen
wespeak,typicallyhandgestures.Theyenhancemeaning,orcanbeusedby
themselves.
Translations:
Pointingfinger:Thisisanaggressivemovement.Whenawinkisadded,however,itisa
positiveconfirmationofanindividual.
Fingermovessidetoside:Thismotionactsasawarningtostopsomething.
Fingermovesupanddown:Thisactsasareprimandorplacesemphasisonwhatissaid.
Thumbsup:Thumbsupisasignofapproval.
Thumbsdown:Thisisasignofdisapproval.
Touchindexfingertothumb:ThesignindicatesOK.
Open Vs. Closed Body Language

Bodylanguageisoftendefinedasopenorclosed.Beingopenorclosedhasmany
differentcauses.Openbodylanguagecancomefrompassivity,aggression,
acceptance,supplication,orrelaxation.Closedbodylanguagemaybecausedby
thedesiretohide,selfprotection,cold,orrelaxation.
Closedbodylanguage:
Armscrossed:Thisstanceisoftendefensiveorhostile.
Legscrossedwhenseated:Crosslegscanindicatecaution.Onelegovertheotherattheknee
mayindicatestubbornness.
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Armorobjectinfrontofthebody:Thiscancoincidewithnervousnessandisaformofself
protection.
Legscrossedwhenstanding:Thismaymeansomeoneisinsecurewhencombinedwith
crossedarms.Byitself,itcansignalinterest.
Openbodylanguage:
Legsnotcrossed:Thisisanopen,relaxedposition.
Armsnotcrossed:Openarmsindicateopenness;althoughthehandsmayindicateaggression,
supplication,orinsecurity,dependingontheirposition.
The Eyes Have It

Peoplegiveagreatdealawaythroughtheireyes.Theeyesareanimportant
factorwhenreadingapersonsbodylanguage.Whencombinedwithbody
position,theeyeswillprovideamoreaccuratetranslationofbodylanguage.
Looks:
Lookingtotheleft:Eyesinthisdirectioncanmeansomeoneisrememberingsomething.
Combinedwithadownwardlook,itindicatestheselfcommunication.Whenlookingup,it
meansfactsarebeingrecalled.
Sideways:Lookingsidewaysmeanssomeoneisconjuringsounds.Right,isassociatedwith
imagination,andmaymeanastory.Leftisaccessingmemory.
Lookingtotheright:Lookstotherightindicatesimagination.Itcanmeanguessingorlying.
Combinedwithlookingdown,itmeansthereisaselfquestion.Combinedwithlookingup,it
canmeanlying.
Directeyecontact:Whenspeaking,thismeanssincerityandhonesty.Whenlistening,it
indicatesinterest.
Wideeyes:Wideningeyessignalinterest.
Rolledeyes:Rolledeyesmeanfrustration.Theycanbeconsideredasignofhostility.
Blinking:Frequentblinkingindicatesexcitement.Infrequentblinkingsignalsaboredomor
concentration,dependingfocus.
Winking:Awinkisafriendlygestureorsecretjoke.
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Rubbingeyes:Rubbingeyesmaybecausedbytiredness.Itcanalsoindicatedisbelieforbeing
disturbed.
Case Study
Markisasalesexecutivewholedameetinghopingtoreachnewclientsand
increasehissales.Hethoughtthepresentationwentwell.Manypeople
attendingbegantonodvigorously.Hetookthisasasignofagreementand
addedafewmorefactstocementhisposition,whichlengthenedthe
presentationafewminutes.Afterthepresentation,however,onlytwo
attendeeschosetosignup.Mostmadecommentsaboutbeinglateandpromisedtomeetwithhim
later.
13
Module Three: Review Questions

1. Aheadpositionedforwardfacingsomeoneindicates______.
a)
b)
c)
d)
Interest
Superiority
Approval
Disinterest
2. Aheadheldhighcanindicate________.
a)
b)
c)
d)
Interest
Superiority
Approval
Disinterest
3. WhatisthesignalforOK?
a)
b)
c)
d)
Pointedfinger
Thumbsup
Touchthumbandindexfinger
Thumbsdown
4. Thumbdownisagestureof______.
a)
b)
c)
d)
Interest
Approval
Disinterest
Disapproval
5. Crossedarmsareanexampleof________.
a)
b)
c)
d)
Closedbodylanguage
Aggression
Openbodylanguage
Approval
14
6. Crossedlegswhilestandingcombinedwithcrossedarmindicate_______.
a)
b)
c)
d)
Interest
Insecurity
Approval
Disapproval
7. Lookstotherightindicate_________.
a)
b)
c)
d)
Memory
Sound
Thought
Imagination
8. Whatsignalsdisbelief?
a)
b)
c)
d)
RolledEyes
Blinking
Rubbingeyes
Winking
9. HowmanyattendeesdidMarkpersuadewithhispresentation?
a)
b)
c)
d)
0
1
2
3
10. Describethenoddingoftheattendees?
a)
b)
c)
d)
Barelynoticeable
Shaking
Slow
Fast
15
The biggest single problem in

communication is the illusion it is taking
place.
George Bernard Shaw

Module Four: Body Language Mistakes
Therearedifferentfactorsthatwillcreatefalsebodylanguage
signals.Thisiswhyitissoimportanttoexaminethepositionsand
gesturesasawholewhenattemptingtointerpretbodylanguage.
Topreventbodylanguagemistakes,becomeawareofthese
factorsandthinkcarefullywhenreadingbodylanguage.
Poor Posture
Posturecanleadtounfairjudgmentsandprejudices.Often,poorposture
isseenasaclosedbodylanguagethatpeopleassumeiscausedbyalack
ofconfidence.Thereare,however,manydifferentreasonswhysomeone
canhavepoorposture.Whileitistruethatmostpeoplecanimproveon
theirposture,thechangesthatcanbemadetoapersons
musculoskeletalstructurearelimited.Alwayspayattentiontoothercues,
anddonotmakerashjudgmentsbasedsolelyonposture.
SomeCausesofPoorPosture:
Injury:Bothacuteinjuriesandrepetitivemotioninjuriescanaltersomeonesposture.
Illness:Autoimmunediseases,suchasarthritis,candamagetheskeletalstructure.
Skeletalstructure:Scoliosisandotherproblemswiththespinewillaffectposture.
Temperature:Peoplemaytakeaclosedposturewhentheyarecold.
16
Invading Personal Space

Invadingpersonalspaceisseenasanactofhostility.Westernsocietiestypically
usefivedifferentzones,dependingonthesocialsituations.
1. 12feet:Thiszoneisforthepublic.Thepurposeistoavoidphysical
interaction.
2. 4feet:Thiszoneisreservedforsocialinteractionssuchasbusinesssettings.Touchingrequires
theindividualtomoveforward.
3. 18inches:Thisisapersonalzone.Itallowscontact,anditisreservedforfriendsandfamily.
4. 6inches:Thiszoneisreservedforcloserelationships.Thiszonecanbeinvadedincrowdsor
sports.
5. 0to6inches:Thiszoneisreservedforintimaterelationships.
ItisessentialtorememberthatthesezonesarepartofmostWesterncultures.Therearereasonswhy
peoplewillinvadepersonalspacethathavenothingtodowithhostility.
PersonalSpaceDifferences:
Culture:Eachculturehasdifferentboundariesandpersonalspace.
Background:Personalhistoryandbackgroundwillaffectanindividualsconceptofpersonal
space.
Activity:Someactivitiesrequirepeopletoworkclosely.Thisshouldbeconsideredbefore
assumingsomeoneisinvadingpersonalspace.
Quick Movements
Quickmovementsmaybeinterpretedasasignofnervousness.Theymay,
however,beusedtodrawattentiontospecificinformationwhenspeaking.
Consistentjerkingmovements,however,donotalwaysindicatenervesor
negativeemotions.Donotmakeasnapjudgmentaboutquickmovements.
Therearereasonswhymovementsmayseemquickorjerking.
Mayaltermovement:
Stress
Illness
Exhaustion
17
Cold
18
Fidgeting
Mostpeoplefidgetfromtimetotime.Ininterviewsandsocialsettings,fidgetingcan
indicatenervousness,boredom,frustration,stress,orselfconsciousness.Itisan
outlettoreleasefeelingsoranattemptatselfcomfort.Besidesemotions,therearea
numberofotherreasonswhypeoplemayfidget.
OtherReasonsforFidgeting:
Attentiondeficitdisorder:ADDandADHDareoftenaccompaniedbyfidgeting.
Hormoneimbalances:Thesemaybeaccompaniedbynervousenergy.
Bloodsugarimbalances:Fidgetingaccompaniessugarhighs.
Imbalancedbrainchemistry:Thesemayincreasetension.
Medications:Steroidsandothermedicationscancauseimbalances
Case Study
SarawasnotimpressedwithJonwhenshefirstsawhim.Hisshoulders
werehunchedoverinaclosedoffposition.Shewentintotheinterview
knowingthatitwouldbeawasteofhertime.Jonsheadposition,
however,showedinterest.Hehadanengagingsmileandwasgenuinely
interestedintheposition.Givenhisskillsandcompletebodylanguage
assessment,SarabecamemorepositiveaboutJonasacandidate.The
interviewrevealedthatJonhadworkedamanufacturingjobwherehisupperbackwasinjured.
19
Module Four: Review Questions

1. Repetitivemotionswill________posture.
a)
b)
c)
d)
Createanill
Notaffect
Injure
Improve
2. Aclosedpostureiscommonwhenpeopleare____.
a)
b)
c)
d)
Cold
Happy
Hot
Warm
3. Whatshouldbeevaluatedbeforeassumingsomeoneisinvadingpersonalspace?
a)
b)
c)
d)
Goals
Activity
Space
Relationship
4. Whatwillnotaffectapersonsconceptofpersonalspace?
a)
b)
c)
d)
Culture
Activity
Background
Space
5. Whatisnotafactorthatcausesquickmovements?
a)
b)
c)
d)
Illness
Activity
Exhaustion
Cold
6. Whatdoquickmovementstypicallyindicatetoobservers?
a)
b)
c)
d)
Activities
Deception
Nerves
Happiness
20
7. Whatisnotanemotionalreasonforfidgeting?
a)
b)
c)
d)
Nerves
Boredom
Happiness
Frustration
8. Employeesneedtobeabletocommunicatetheir______.
a)
b)
c)
d)
Requirements
Feedback
Frustration
Needs
9. WhatwasSarasinitialimpressionofJon?
a)
b)
c)
d)
Positive
Helpful
Negative
Optimistic
10. WhatexplainedJonsposture?
a)
b)
c)
d)
Injury
Illness
Age
Medication
21
a blur of blinks, taps, jiggles, pivots and

shifts ... the body language of a man
wishing urgently to be elsewhere.
Edward R. Murrow
Module Five: Gender Differences
Notallbodylanguageisuniversal.Therearedifferencesinthe
waythatmenandwomencommunicate.Bodylanguageisoften
confusedbetweengenders.Inordertoprevent
miscommunications,itisimportanttounderstandthesignalsthat
arecommontomostpeopleaswellasthedifferentsignalsthat
menandwomencommunicatewiththeirbodylanguage.
Facial Expressions
Facialexpressionswillbeexploredinaseparatemodule.Menandwomenshare
theuniversalfacialexpressions,buttherearesomedifferencesinuseand
perception.Forexample,womentypicallytendtosmilemoreoftenthanmen.
Womenfrequentlysmiletobepoliteorfulfillculturalexpectations.Themeanings
behindsmilesareoftenmisinterpreted.Additionally,peoplejudgethesamefacial
expressionsonmenandwomendifferently.Women,forexample,werethoughtto
beangrierandlesshappythanmen,accordingtoastudypublishedbytheAmericanPsychological
Association,eventhoughtheyallhadthesamefacialexpressions.
Personal Distances
Personalspaceandpersonaldistancechangewitheachindividual.
Everyonehashisorherownideaofpersonaldistance,whichisthe
comfortabledistancethatsomeonewishestokeepfromanotherperson.
Gender,however,oftenaffectsonessenseofpersonaldistance.
Men:Mengenerallytakemorespacethanwomen,andtheyemploylarger
personaldistances.Menarelesslikelytostandclosetoeachother,evenwhentheyareallfriends.
Additionally,theycreatelargerbufferzonesusingitemssuchascoats,cups,papers,etc.Menusually
22
expecttheirbufferzonestoberespectedanddonotrespondwelltosomeoneinvadingtheirpersonal
space.
Women:Womengenerallyemploysmallerpersonaldistanceswitheachotherorwithmalefriends.
Theytendtoincreasepersonaldistancewithstrangemen.Womenalsocreatebufferzones,butthey
aretypicallysmallerthanmalebufferzones.Womenaremorelikelytodrawbackwhentheirzones
areinvaded,andfemalebufferzonesarenotalwaysrespected.Peoplearemorelikelytomovea
womanspursethanamanscoat.
Female Body Language

Therearesomesubtledifferencestonotewheninterpretingfemalebodylanguage.
Cultureplaysaroleinwhatisconsideredappropriatebodylanguage.Femalebody
languagechangesovertime,anditisnotuniversaltoallwomen.Thereare,
however,somebasicactionsthatmanywomenhaveincommon.
BodyLanguage:
BodyPositionandposture:Manywomenuseclosedbodylanguage.Thismaystemfroma
culturalconventiontoappearsmaller.Women,however,willstraightentheirposturetolook
moreattractive.
Leaning:Womenwillleanforwardwhentheyareinterestedinsomethingorsomeone.They
leanawaywhendispleasedoruncomfortable.
Smiling:Wehavealreadymentionedthatwomenaremorelikelytosmile.Whileitisoftena
friendlygesture,itisaprobablyapolitegesturewhentheeyesarenotengaged.
Eyecontact:Eyecontactindicatesinterest(eitherinwhatissaidortheindividual).Dilated
pupilsareanothersignofinterest.
Mirroring:Womenoftenmirror,orcopy,theactionsofeachother.Theywilloccasionally
mirrormen.
Legsandfeet:Thelegsandfeettypicallypointinthedirectionofawomansinterest.This
includesromanticinterest.
Touching:Womenaremorelikelytotoucheachotherthanmenare.
Tapping:Tappingorfidgetingisasignthatawomanisannoyedoruncomfortable.
23
Male Body Language

Malebodylanguageisnotuniversaltoallmen.Thereare,however,certainaspects
ofbodylanguagethatarecommontomanymen.Malebodylanguageisoftenseen
asmoreaggressiveanddominating.Womenaresometimesencouragedtoadapt
malebodylanguageintheworkplace.
BodyLanguage:
Stance:Menoftenchoosewidestancestoincreasetheirsize.Spreadlegsandastraightback,
bothsittingandstanding,indicatesconfidence.Closedbodylanguagedoesnot.
Eyecontact:Menwillmakeeyecontact,buteyecontactcanbeseenasadominatingor
hostileactwhenitlaststoolong.Occasionaleyeaversionisnormal.Likewomen,pupilsdilate
withinterest.
Mirroring:Mendonottypicallymirroreachother.Theyoftenmirrorwomentoshowtheir
interest.
Legsandfeet:Likewomen,thelegsandfeettypicallypointinthedirectionofamans
interest.Thisincludesromanticinterest.
Smiling:Mendonotsmileasoftenaswomeninsocialsettings;theirfacialexpressionsare
oftenreserved.Theydo,however,occasionallyuseforcedsmiles.Menoftensmilewhen
happyortoengagesomeonesinterest.
Hands:Menaremorelikelytofidgetthanwomen.Thisisnotnecessarilyasignofinsecurityor
boredom,justawaytouseenergy.
Case Study
TomwasattractedtohiscoworkerLisa.Lisaalwayssmiledwhenshesawhim
comein.Sheevenlaughedathisjokes.Tomwouldspendtimeinhercubicle,
andshenevertoldhimtoleave.Shesimplycontinuedworking,leaningtoward
hercomputerwhilehetalkedtoherback.TomwascertainthatLisawouldgo
outwithhim,andonedayheaskedher.Tohissurprise,Lisawasannoyedbyhis
request.Shetoldhimthatshedidnothingtoencouragehisattentionandthat
shewouldfileaharassmentreportifheaskedheroutagain.
24
Module Five: Review Questions

1. _____aremorelikelytosmile?
a)
b)
c)
d)
Women
Theold
Men
Theyoung
2. Howarefacialexpressionsbetweenmenandwomenviewed?
a)
b)
c)
d)
Thesame
Equally
Differently
Incontext
3. Womentypicallyhavelargerpersonaldistanceswith_____?
a)
b)
c)
d)
Eachother
Malestrangers
Friends
Malefriends
4. Whosepersonaldistanceismorelikelytoberespected?
a)
b)
c)
d)
Aboys
Awomans
Agirls
Amans
5. Whatissignaledwhenawomanonlysmileswithhermouth?
a)
b)
c)
d)
Politeness
Attraction
Interest
Happiness
6. Awomanisannoyedifsheis_____?
a)
b)
c)
d)
Leaningforward
Tapping
Smiling
Touching
25
7. Menaremorelikelytomirror______?
a)
b)
c)
d)
Women
Eachother
Noone
Anyone
8. Whatcanprolongedeyecontactindicate?
a)
b)
c)
d)
Domination
Friendship
Interest
Boredom
9. HowyoudescribeLisassmile?
a)
b)
c)
d)
Polite
Genuine
Happy
Engaging
10. WhatindicatedthatLisawasnothappywithTom?
a)
b)
c)
d)
Leaningawayfromhim
Leaningtowardhim
Smiling
Laughing
26
What you do speaks so loud that I cannot

hear what you say.
Ralph Waldo Emmerson

Module Six: Nonverbal Communication
Weallcommunicatenonverbally.Theimagethatweprojectfrom
ournonverbalcommunicationaffectsthewaythatourspoken
communicationisreceived.Whileinterpretingbodylanguageis
important,itisequallyimportanttounderstandwhatyour
nonverbalcommunicationistellingothers.Ittakesmorethan
wordstopersuadeothers.
Common Gestures
Manygesturesthatwemakeareunconsciousmovementsormannerisms.Being
awareofwhatourgesturesmeanwillmakeusawareofwhatwecommunicating.
Thefollowinglistisnotcomprehensive,butitisagoodplacetostart.
UnconsciousGestures:
Bitingnails:Thismaymeaninsecurityornerves.
Turningaway:Lookingawayindicatesthatyoudonotbelievesomeone.
Pullingears:Tuggingatearscanindicateindecision.
Headtilt:Abriefheadtiltmeansinterest.Holdingatiltequalsboredom.
Openpalms:Showingpalmsisasignofinnocenceorsincerity.
Rubbinghandstogether:Rubbinghandstogetherisasignofexcitementoranticipation.
Touchingthechin:Thissignalsthatadecisionisbeingmade.
Handonthecheek:Touchingthecheekindicatessomeoneisthinking.
Drummingfingers:Thisisasignofimpatience.
27
Touchingthenose:Peopleoftenassociatetouchingthenosewithlying.Itcanalsosignal
doubtorrejection.
The Signals You Send to Others

Youarealwayssendingsignalstootherpeople.Thesesignalscomethroughbody
language,voice,appearance,andpersonaldistance.
Bodylanguage:Bodylanguageincludesposture,gestures,andfacial
expressions.
Appearance:Apersonshygieneanddresssendsignalstoothers.Peoplemakenegative
assumptionsbasedonadisheveledappearance.
Personaldistance:Toogreatapersonaldistancemakespeopleappearcold.Ontheother
hand,notrespectingthepersonaldistanceofotherswillhavenegativeconsequences.
Voice:Toneisimportanttothewaywecommunicate.Emotionsareconveyedthroughtone.
Its Not What You Say, Its How You Say It

Miscommunicationisacommonprobleminpersonalandbusiness
relationships.Payingattentiontothewaythatyoucommunicatewill
helppreventanymiscommunications.Youmusttakenoteofthetone,
pitch,andtimbreofyourvoice.
Pitch:Peopletendtonaturallyrespectdeepervoices.High
pitchedvoicesareviewedasasignofimmaturity.Tryalower,evenpitch.Evenaneutraltone
canmakeapersonappearweakorinsecurewhenthereisahigherpitchattheendofa
statement,likequestionshave.
Speed:Keepamoderatepace.Speakingtooquicklywillcauseconfusion,andspeakingtoo
slowingwillmakeitdifficulttokeepattention.
Loudness:Speakup;quietvoicescanbeviewedassubmissive.Becareful,however,not
accidentallyyell.
Tone:Toneconveysemotion,soavoidsarcasmandcondescension.Varyyourtonetoprevent
boringlistenerswithamonotonepresentation.
28
What Your Posture Says

Postureisthebasisofbodylanguagecommunication.Peoplerespondwelltogood
posture,andhavinggoodpostureimprovesphysicalandemotionalhealth.Slouching
isseenasasignofinsecurityorweakness.Confidentbodylanguagedemandsgood
posture.
PostureCommunication:
Standingorsittingerect:Standingstraightcommunicatesconfidence.Itwillalsoprevent
musculoskeletalpain.
Hunchingover:Thisisclosedbodylanguageandcansignalunhappinessorinsecurity.
Duckingorshruggingthehead:Thisisaprotectiveorsubmissivemovetoappearsmaller.Itis
notequatedwithconfidence.
CorrectPosture:
Standandsitstraight:Straightposturemaintainsthenaturalcurveofthespine.Thisis
achievedbypullingintheabdominalmuscles,pushingtheshouldersback,andliftingthe
chest.
Headposition:Holdtheheaduprightandlooktothefront.Thiswillprotectthenaturalshape
oftheneck.
Relaxation:Postureshouldnotbeforcedorstiff.Someonewithstraightpostureshouldlook
andfeelrelaxed.
Case Study
AsupervisorofNutimeProductionconsistentlyhaslowemployeeevaluations.
Employeesfeltthathewasrudeandauthoritative.Thesupervisorattempted
tobemorecarefulinhischoiceofwords,andhescheduledanassessmentto
pointouthisproblem.Theassessmentshowedthatthesupervisorstoneoftenconveyed
condescensionandsarcasm.Additionally,hisbodylanguageandgesturesindicatedimpatienceand
aggression.Hisnonverbalcommunicationwasstrongerthanhiswords.Thesupervisorwasassigneda
communicationscourse.
29
Module Six: Review Questions

1. Whatdoesitmeanwhensomeonebitesnails?
a)
b)
c)
d)
Thought
Doubt
Insecurity
Anticipation
2. Tuggingonearscanbeasignof________.
a)
b)
c)
d)
Insecurity
Anticipation
Decision
Indecision
3. Whattypeofimpressiondoesadisheveledappearancemake?
a)
b)
c)
d)
Negative
None
Positive
Lasting
4. Whatdoesagreatpersonaldistanceindicate?
a)
b)
c)
d)
Warmth
Friendliness
Coldness
Confidence
5. Apersonendsastatementonahigherpitch,anditisnotaquestion.Whatdoesthissignal?
a)
b)
c)
d)
Aggression
Insecurity
Security
Strength
6. Toneshould_____whenspeaking.
a)
b)
c)
d)
Staythesame
Besarcastic
Beemotionless
Vary
30
7. Whatdoesahunchedpostureindicate?
a)
b)
c)
d)
Aggression
Confidence
Insecurity
Submission
8. Theheadshouldbepositioned_______.
a)
b)
c)
d)
Forward
Atatilt
Down
Totheside
9. Whatdescribesthesupervisorstone?
a)
b)
c)
d)
Confident
Monotone
Friendly
Condescending
10. Whatdescribesthesupervisorsgestures?
a)
b)
c)
d)
Passive
Confident
Aggressive
Insecurity
31
Beauty without expression is boring.
Ralph Waldo Emerson

Module Seven: Facial Expressions
Facialexpressionsareanimportantpartofbodylanguage.Weuse
ourfacestoexpressourselves,andweallinterpretthefacial
expressionswesee.Whilesomefacialexpressionsarecultural,
somefacialexpressionsareuniversal.Understandingthebasicsof
facialexpressionsanddecodingthemwillhelpyoudeterminewhat
peoplearefeelingandfacilitatebettercommunication.
Linked with Emotion

Manyscientistsagreethatfacialexpressionsarelinkedtoemotions.Different
feelingscreatephysicalresponseswithinthebody,andfacialexpressionsare
emotionalresponsestosituations.Becauseoftheemotionalconnection,itisnot
easytocontinuallyfakefacialexpressions.Aflashoftrueemotionwilltypically
flickeracrosstheface,evenwhenfeelingsarekeptincheck.Notonlyareemotions
shownwithfacialexpressions;thedegreeofemotionapersonfeelsisvisibleontheface.For
example,youcanseethedifferencebetweenafacethatshowssadnessandonethatshowssorrow.
MicroExpressions
Weallhidenegativeorunwantedemotionsfromtimetotime.Wecanevenmask
ourfacialexpressionstofitsocialsituations.Feelingscanoccasionallyslipoutin
theformofmicroexpressions.Thesebrief,involuntaryexpressionsbetray
emotions,andtheytypicallylast1/25ofasecond.Forexample,someonegivesa
briefsneerbutsmileswhenrunningintoanacquaintance.Mostpeopledonot
consciouslynoticemicroexpressions.Infact,roughlytenpercentofpeoplewill
knowinglypickuponthemicroexpressionsofothers.
Mostmicroexpressionsarebasedonuniversalfacialexpressions.Beingawareofthesefacial
expressionswillmakemicroexpressionseasiertocatch.Noticingmicroexpressionscanhelp
32
determineifsomeoneislying.Itisnotfoolproof,however.Forexample,someonecanbeafraidof
beingcaughtinalieorofnotbeingbelieved.
Facial Action Coding System (FACS)

TheFacialActionCodingSystem(FACS)isacomplexsystemattributedtoDr.Paul
Ekman.Thissystembreaksdownthemusclemovementsofmicroexpressionsinto
numberedactionunits(AUs).Themusclesthatrelaxorcontractwithemotionare
identifiedtoshowthefeelingbehindeachmovementoftheface.ThereareAUsidentifiedinthe
upperandlowerface.Themeaningsbehindtheseinvoluntarymusclemovementsareinterpretedby
theFACSsystem.Theintensity,duration,andasymmetryofexpressionsarealsonoted.
UpperFace:
Eyebrows
Forehead
Eyelids
LowerFace:
Up/Down
Horizontal
Oblique
Orbital
Miscellaneous
Example:
Aninsinceresmilewillonlytriggerthezygomaticmajormuscle.Asinceresmilewillalso
includethelowerpartoftheorbicularisoculi.
Universal Facial Expressions

Manyfacialexpressionsarelearnedfromonesfamilyandculture.Thereare,
however,facialexpressionsthatallpeoplearebelievedtoshareincommon.These
aretheuniversalfacialexpressions.SuccesswithFACSandinterpretingmicro
expressionsrequiresanunderstandingofuniversalfacialexpressions.Thereare
differentlistsofuniversalfacialexpressions,butmostlistsincludethesamesixfacialexpressions.
FacialExpressions:
Happiness:Morethanasmileisneededtoindicatehappiness.Genuinehappinessshould
includetheeyes.Eyelidscrinkleacrowsfeetbecomevisible.
33
Anger:Afrowntypicallyaccompaniesanger.Additionally,theeyesnarrow,thechinpoints
forward,andtheeyebrowsfurrow.
Fear:Wideeyesandslightlyraisedeyebrowssignalfear.Thelipsmaybepartedorstretched
whenthemouthisclosed.
Surprise:Surpriseissimilartofear.Theeyebrowsfullyraiseandtheeyesarewidewith
surprise.Themouth,however,isusuallyopen.
Sadness:Themouthturnsdownwhensomeoneissad.Acreaseintheforeheadandquivering
chinaccompanythisslightfrown.
Disgust:Theexpressionofdisgustincludesthenose.Thenosewrinkles,thelipspart,andthe
eyesnarrow.
Note:Contemptisnotalwaysauniversallyrecognizedfacialexpression.Itisusefultorecognize,
however,andincludesasneerwiththesideofthemouthelevated.
Case Study
JaneattendedaFACSclasstoimproveherssales.Aftertheclass,shebeganto
closesalesquickly.Hersalesincreasedby20percentafterthefirstquarter.Jane
learnedtostopspendingtimewithpotentialclientswhoshowedcontemptand
disgust.Theskillshelpedheridentifywhatmadeclientshappyandaddress
potentiallydifficultsituationsbeforeangerboiledover.Duetoherresults,her
departmentinvestedinfurtherFACStraining.
34
Module Seven: Review Questions

1. Facialexpressionsshow_______.
a)
b)
c)
d)
Degreeofemotion
Emotionalchange
Thoughts
Motives
2. Whatismosttrueaboutemotionsandfacialexpressions?
a)
b)
c)
d)
Facialexpressionscanalwaysbefaked
Facialexpressionsshowemotions
Facialexpressionscanneverbefaked
Facialexpressionscannotberead
3. Howlongdomicroexpressionstypicallylast?
a)
b)
c)
d)
.5second
1second
1/25second
.25second
4. Whatdomicroexpressionstypicallyshow?
a)
b)
c)
d)
Fakedemotions
Complexemotions
Newfeelings
Universalemotions
5. WhatdoesFACSbreakmusclemovementsinto?
a)
b)
c)
d)
Actionunits
Autonomicunderstanding
Automaticunit
Actionsunderstood
6. Whatispartofthelowerface?
a)
b)
c)
d)
Eyes
Nose
Orbital
Eyebrows
35
7. Eyebrowsrisewithbothfearand_____.
a)
b)
c)
d)
Anger
Surprise
Contempt
Disgust
8. Whathappenstothechinwhensomeoneisangry?
a)
b)
c)
d)
Forward
Down
Straight
Tilted
9. WhattrainingdidJanereceive?
a)
b)
c)
d)
Microexpression
FACE
Universalfacialexpressions
FACS
10. HowmuchdidtheJanessalesincrease?
a)
b)
c)
d)
15percent
30percent
20percent
25percent
36
The more elaborate our means of

communication, the less we communicate.
Joseph Priestly
Module Eight: Body Language in Business

Bodylanguagecanprovidepeopleinbusinesswithakey
advantage.Learnhowtoadjustyourbodylanguagetoeach
situation,asyouidentifytheneeds,thoughts,andfeelingsof
thoseyoudobusinesswitheveryday.Abasicunderstandingof
bodylanguagewillstrengthennegotiatingstrategiesandother
businesstactics.
Communicate with Power

Powerfulcommunicationbreedsconfidenceandrespect.Itisimportantthatpeople
sensepowerwithoutaggression.Communicatingwithpowerrequirespractice,butit
isaneffectivebusinesstool.
PowerfulMovements:
Stance:Awidestancewiththefeetapartindicatespower.Handsonthehips
withtheelbowsouttakeupmorespaceandalsoindicatespower.
Positioning:Avoidopenspaceatyourback.Itisknowntoelevatestress.Openspacescanbe
usedtomakeothersmorevulnerable.
Walk:Walkquicklyandtakelongstrides.Becarefulnottorun,andkeepthebackandneck
erect.
Handshake:Offerafirmhandshake,andkeepthehandvertical.Placingthepalmupbecause
itisasubmissivegesture.Thepalmdownisadominatinggesture.
37
Sitting:Sitwiththelegsslightlyapart.Anotherpowerfulposeissittingwithonelegcrossed
overtheotherandhandsbehindthehead.Becareful,however,because
thispositionmakesmanywomenuncomfortable.
Cultural Differences
Internationalbusinessmeansworkingwithdifferentculturalbackgrounds.While
certainexpressionsareuniversallyrecognized,manygesturesarecultural.Itis
essentialtoresearchtheetiquetteandcommunicationstyleofanycultureyoudobusinesswith
aheadoftime.
ExamplesofDifferences:
Feet:PointingfeetatpeopleorshowingthesolesofthefeetisdisrespectfulinmanyMiddle
EastandAsiancultures.
Eyecontact:Differentculturesviewprolongedeyecontactasdisrespectful.
Handgestures:AvoidWesternhandgestureswhencommunicatingwithpeoplefrom
differentcultures.Manyofthem,suchasthumbsup,arerude.
Head:IndividualsfromcertainpartsofIndiamaymovetheirheadstothesidewhenthey
agree.
Building Trust
Monitorbodylanguagetobuildtrustwithbusinesspartners.Personal
perceptionbuildstrust.Therearestepsthatanyonecantaketocreatea
rapportoftrust.
Steps:
Removebarriers:Physicalbarrierscreateadefensivelineanddonotincreasetrust.
Smile:Agenuinesmilehelpsbuildtrust.Peoplecantypicallypickuponfakesmiles,and
insinceritydoesnotengendertrust.
Bodyposition:Remainrelaxedtobuildtrust.
Listen:Activelisteningandrepeatinginformationhelpsconnectwithpeople.
38
Mirroring
Mirroringhelpsbuildrapport.Mirroringoccurswhenwecopythemovementsand
gesturesofotherstoshowsimilarities.Theperceptionthatpeoplearesimilar
createstrust.Typicallymirroringcomeseasiertowomen.Womenwillmirroreach
otherinsocialsettings.Menusuallymirrorwomeninromanticsituations.Inthe
businesssetting,consciouslymirroringaclientorcolleaguewillhavedramatic
results.
WhattoMirror:
Smile:Smilewhentheclientdoes.
Height:Somepeoplemirrorheightbystoopingorstretchingtheirbodies.
Gestures:Copythegesturesused.
Speech:Monitorthetone,pitch,andrhythmtheindividualuses.
Breathe:Matchingbreathingrateswillhelpcreateabond.
Case Study
Williamwasinchargeofinternationalaccounts.Hewassurethathisabilitytoread
bodylanguagewouldgivehimanadvantage.Thecompanywasexpandinginto
Asianmarkets.Athisfirstmeeting,Williamfocusedonhisbodylanguage.Hegave
theassociatehisfullattention,evenpointinghisbodyandfeetatthedirectionof
theassociate.Themeetingdidnotgoaswellasexpected,andhisassociate
seemeduncomfortable.Williamresearchedtheculturalconventionsofhis
associateandlearnedthathewasbeinginsultingwithhisfeet.Thesubsequentmeetingsweremuch
moreeffective.
39
Module Eight: Review Questions

1. Whatdescribesapowerfulwalk?
a)
b)
c)
d)
Slow
Running
Quick
Leisurely
2. Legsneedtobe______toindicatepower.
a)
b)
c)
d)
Together
Closed
Apart
Crossed
3. WhatdirectionmayaclientsheadmoveifheorsheisfromIndia?
a)
b)
c)
d)
Side
Forward
Backward
Down
4. Handgesturesare_______.
a)
b)
c)
d)
Universal
Natural
Cultural
Learned
5. Whattypeofbodypositionbuildstrust?
a)
b)
c)
d)
Tense
Relaxed
Authoritative
Closed
6. Whatwilldecreasetrust?
a)
b)
c)
d)
Smiles
Relaxation
Listening
Barriers
40
7. Whatisnotmirroredinspeech?
a)
b)
c)
d)
Pattern
Tone
Pitch
Rhythm
8. Mirroringinabusinesssettingistypicallyaconsciouschoicefor____?
a)
b)
c)
d)
Women
CEOs
Men
Colleagues
9. WhatwasWilliamsbodylanguagereallysignaling?
a)
b)
c)
d)
Interest
Disrespect
Aggression
Respect
10. Whatimprovedthemeetings?
a)
b)
c)
d)
Time
Culturalawareness
Personalfriendship
Powerfulbodylanguage
41
You can tell a lot by someone's body

language.
Harvey Wolter
Module Nine: Lying and Body Language
Bodylanguagecanexposedeception.Closeobservationofbody
languagecanindicatethatsomeoneishidingsomething.Be
carefulaboutinterpretingeveryactionasalie.Anumberof
factors,includingstressandinsecurity,willcausesuspiciousbody
language.Whentherearemultipleindicationsofdeceptionina
personsbodylanguage,however,furtherinvestigationmaybe
warranted.
Watch Their Hands

Weallcommunicatewithourhands.Wecanevencommunicatedeceptionwithout
knowingwhatwearedoing.Severalmovementscanindicatesomeoneishiding
something.
Hands:
Palmsdown:Showingyourpalmsisasignofsincerity.Keepingthepalmsdownsignalsthat
someoneishidingsomething.
Selftouching:Selftouchingmaybeacalmingaction,butbealertwhensomeonetouchesthis
orherface.Handsatthenoseandmouthareoftenseenasanattempttohidethespokenlie.
Hiddenhands:Handgesturesareanaturalpartofcommunication.Manypeoplewillsuddenly
hidetheirhandswhentellinglies.Lackofhandmovementmayalsoindicatelying.
42
Forced Smiles
Wehavealreadymentionedsmiling.Aforcedsmiledoesnotreachtheeyes.Alone,a
forcedsmilecansimplyindicatethatsomeoneistryingtobepolite.Alwayspayclose
attentionwhenotherdeceptivemovementclustersaccompanyaforcedsmile,as
theycanaddadditionalproofthatapersoncouldbelying.
Smiles:
Tightsmiles:Atight,thinlippedsmilecanindicatethatsomeoneisconcealinginformation.
Closedmouth:Genuinesmilesaretypicallyopen.Aclosedsmile,however,couldbeaneffort
tohidebadteeth.
Lickinglips:Lyingcancausethemouthtodryout.Peoplewholiearemorelikelytolicktheir
lipsafterspeaking.
Eye Contact
Theeyesarecalledthewindowstothesoul.Theeyescontinually
communicatefeelings.Apersonseyecontactcanbetraythatheorsheisbeing
deceptive.
TheEyes:
Littletonoeyecontact:Acompletelackofeyecontactmaybeanindicationthatsomeoneis
nervousandbeingdeceptive,butitisnotalwaysanindicationoflying.Therecouldbecultural
reasonsforthisbehavior,soalwaysbeawareofanyoutsidefactors.
Lookingtotheleft:Movingthegazetotheleftmayindicatedeception.Itsignalsthe
imaginationisbeingengaged.Lefthandedindividualswillshifttheireyestotheright.
Unmovingeyes:Somepeoplewholiecanlookdirectlyaheadwithoutmovingtheireyes.They
willnotalwaysshifttheirgazeorlookaway.
43
Changes in Posture
Posturecaneasilysignalwhenapersonisbeingdeceptive.Lyingwillcause
someonetofocusmoreonhisorherbodylanguage.Thiscancausepeopleto
exercisetoomuchcontrolorshiftposture.
Posture:
Beingstill:Peoplewhotrytocontroltheirmovementsmaybeverystill.Slightchangesin
positioningarenormal.Abnormallystillindividualsmaybehidingsomething.
Extremechanges:Deceptioncausesanxietyinmostpeople.Whenbodylanguagechanges
fromdefensivepositionstoopen,friendlypostures.Theclumsierthesetransitionsincrease
thelikelihoodofdeception.
Voiceandmovementsdonotcorrespond:Bodylanguagetypicallyreflectsthevoiceand
messageofaspeaker.Whenthisisnotthecase,lyingisindicated.Forexample,someoneuses
closed,defensivebodylanguagewithafriendlytoneandinteraction.
Case Study
Susanhastochoosebetweentwoqualifiedcandidatestorunthenewofficefor
DEFCorporation.Bothhavetheexperienceandskillsnecessary.Susanneedsto
givethejobtosomeoneshecantrustbecausetheywillbeworkingclosely
together.Sheknowsfromexperiencethatitispossibleforpeopletopassan
interviewwithflyingcolorsbybeinglessthanhonest.Shehasregrettedmorethan
onehiringdecision.Toprepare,shebrusheduponherbodylanguage.
Inthefirstinterview,shenotedthatthecandidatelookedforwardwithoutmovinghereyeswhen
askedaboutherrelationshipswithhercoworkers.Additionally,thetoneofhervoicedidnotmatch
theclosedbodylanguage.Thesecondcandidatematchedherbodylanguagewithhertone.Shealso
hadanopensmilewhenansweringquestionsaboutherpastinterpersonalrelationships.
44
Module Nine: Review Questions

1. Whatdoesshowingpalmssignal?
a)
b)
c)
d)
Deception
Submission
Authority
Sincerity
2. Wherewillhandsgowhensomeoneislying?
a)
b)
c)
d)
Side
Lap
Face
Together
3. Whatissomeonelikelytodoafteralie?
a)
b)
c)
d)
Smile
Licklips
Laugh
Frown
4. Whatisanotherreasonforaclosedsmilethatdoesnotsignalalie?
a)
b)
c)
d)
Nerves
Hideteeth
Authority
Passivity
5. Whatdirectionwilleyeslookifsomeoneislefthandedandusingimagination?
a)
b)
c)
d)
Up
Right
Down
Left
6. Whatisasignthatdirecteyecontactindicatesalie?
a)
b)
c)
d)
Whenitisunmoved
Whenitglances
Whenlooksup
Whentherearemanychanges
45
7. Deceptionisindicatedwhenposturechangesare______.
a)
b)
c)
d)
Natural
Relaxed
Clumsy
Smooth
8. Whatdoesextremestillnessindicate?
a)
b)
c)
d)
Honesty
Deception
Submission
Authority
9. Whatsigndidthesecondcandidategive?
a)
b)
c)
d)
Unmovingeyecontact
Tonedidnotmatchbodylanguage
Closedbodylanguage
Tonematchedbodylanguage
10. Whatsigndidthefirstcandidategive?
a)
b)
c)
d)
Tonematchesbodylanguage
Unmovingeyes
Opensmile
Shiftingeyes
46
Our bodies are apt to be our

autobiographies.
Frank Gilete Burgess
Module Ten: Improve Your Body Language

Peoplemakesnapjudgmentsabouteachotherbasedonbody
language.Itispossibletoimproveyourbodylanguageandthe
waythatothersviewyou.Giveanairofconfidencewhenmeeting
withcolleaguesandpotentialclients.Understandingthe
subtletiesofbodylanguagemakesiteasiertoimproveyourown.
Simplypayattentiontowhatyousayanddo.
Be Aware of Your Movements

Itisimportanttobeawareofyourmovementsandwhattheymean.The
bestwaytodothis,however,istomakesurethatthemovementsare
genuine.Fakedbodylanguagetypicallylooksdisjointedandunnatural.
Peoplecansubconsciouslypickuponthesemovements.
Tips:
Relax:Trytorelaxandimplementopenbodylanguage.Thiswillhelppreventanynervous
bodysignals.
Watchyourhands:Usecomfortablegestureswhentalking.Donothideyourhands,andtryto
avoidfidgetingortouchingyourface.
Eyecontact:Maintaineyecontact,butdostareatpeople.
Smile:Avoidfakesmiles.Givegenuinesmilestoinstilltrust.
Watchyourhead:Lookahead;tiltingissubmissive.Nodoccasionallytosignalyourinterest.
47
The Power of Confidence

Improvebodylanguagebyincreasingpersonalconfidence.Everyonehasapersonal
levelofconfidencethatisevidentinbodylanguage.Therearesimplewaysthatcan
helpimproveconfidenceandbodylanguage.
Tips:
Exercise:Astrongbodywillboostpersonalconfidence.Itcanalsoimproveposture.
Dress:Ourappearanceaffectsourconfidence.Dressingwellwillhelpimproveourself
esteem.
Posture:Anopenposturewillinduceconfidence.Itwillalsoimprovethewayothersseeyou.
Speech:Speakinaconfidenttonetoincreaseyourfeelingsofconfidence.Donotmumble.
Position and Posture

Postureandbodypositionareeffectiveformsofcommunication.Payattentionto
yourpositionandpostureandthinkaboutwhattheyarecommunicating.
Posture:Straightpostureautomaticallyincreasesconfidenceand
alertness.Avoidslouching,butremainrelaxed.
Position:Openbodypositionscommunicatearelaxedandconfident
demeanor.Closedbodypositionsindicatedefensiveness.
Practice in a Mirror
Practiceisthekeytosuccess.Manypeoplehavepoorbodymechanics.Theydo
notrealizethemechanicsaltertheirpostureorpositions.Practicingbody
languageinfrontofamirrorwillgiveanaccurateevaluationofwhatyouare
communicating.
WhattoPractice:
Noteyourposture:Payattentiontoanytendenciestoslouchorhunchover.Practiceyour
postureuntilitiscorrect.
Noteyourgestures:Identifyanynervousgesturesyouuse,andconsciouslytrytoavoidthem.
48
Practicetalking:Yourtoneshouldmatchyourgesturesandbodylanguage.
49
Case Study
ACEOhaddifficultywithhispublicimage.Thiscausedthestockpricetodrop.His
assistantsuggestedthathetakethetimetoimprovehisbodylanguage.TheCEO
beganexercisingandtakingthetimetorelax.Inaddition,hetookthetimeto
practicehisbodylanguageinthemirroronadailybasis.Ashispostureandbody
languageimproved,sodidhispublicimage.Peoplebegantoviewhimasastrong
leader,andthestockpricedoubledthenextyear.
50
Module Ten: Review Questions

1. Whatwillpreventnervousbodylanguage?
a)
b)
c)
d)
Smiles
Gestures
Practice
Relaxation
2. Whatwillsignalinterest?
a)
b)
c)
d)
Shakinghead
Beingstill
Occasionalnodding
Smile
3. Whatwillimproveselfesteem?
a)
b)
c)
d)
Relaxation
Dressingwell
Smiling
Tone
4. Whatdoesnotimproveconfidence?
a)
b)
c)
d)
Mumbling
Posture
Exercise
Appearance
5. Whattypeofpostureshouldbeavoided?
a)
b)
c)
d)
Slouching
Straight
Relaxed
Closed
6. Whatwillpostureimprove?
a)
b)
c)
d)
Strength
Communication
Alertness
Understanding
51
7. Whatwillpoorbodymechanicsaffect?
a)
b)
c)
d)
Age
Strength
Posture
Speaking
8. Whatshouldbeavoided?
a)
b)
c)
d)
Opencommunication
Nervousgestures
Honestcommunication
Relaxation
9. Whatcausedthepriceofthestocktodrop?
a)
b)
c)
d)
Bodylanguage
Disasters
Poorcommunication
Publicimage
10. WhathappenedtothestockaftertheCEOworkedonhisbodylanguage?
a)
b)
c)
d)
Nothing
Doubled
Slightlyimproved
Dropped
52
80% of what you understand in a

conversation is read through the body, not
the words.
Deborah Bull
Module Eleven: Matching Your Words to Your Movement
Thekeytoinstillingtrustismatchingbodylanguagetothewords
spoken.Movementswillconfirmorcontradictwhatissaid.Gestures
willeasilymatchwhatissaidifthewordsreflectgenuinefeeling.
Emotionalawarenessisnecessarytocommunicateexactlywhatyou
mean.Unresolvedemotionscanaffectbodylanguage.
Involuntary Movements
Wedonotcontrolourinvoluntarymovements.Emotionscanaffectourbreathing,
posture,gestures,andmicroexpressions.Peoplesubconsciouslypickupon
involuntarymovements,particularlywhentheycontradictwhatissaid.For
example,increasedrespirationcanindicatestressoranxiety.Whenpracticingbody
language,beawareofinvoluntarymovements.Reducingstressandfindinghealthy
waystoexpressemotionwillhelplimitinvoluntarymovements.
Waystoreducestress:
Exercise
Meditation
Sufficientsleep
Journaling
Healthydiet
53
Say What You Mean

Deceptionisoftenpartofpolitecommunication.Thiswillaffectbody
languageandmovement.Communicationismuchmoreeffectivewhen
yousaywhatyoumean.Youshouldalwayspracticebeingrespectfuland
honestinyourspeech.
HonestCommunication:
Bespecific:Sticktothefactswhencommunicating.Donotrelyonyouremotions.
Selfedit:Chooselanguagethatisnotconfrontational.
Haveagoal:Knowthepointofyourcommunication,anddonotramble.
Always Be Consistent
Dependablecommunicationcreatestrust.Thekeyistobeconsistentlyhonest
andopenwhencommunicatingwithothers.Hereareafewtipsthatwill
improveyourcommunicationstyleandincreaseconsistency.
Speakplainly:Avoidcomplexterms,anddefineanynewtermsused.
Listen:Invitefeedbackandclarifyinformationwhennecessary.
Adapt:Payattentiontothebodylanguageandtoneofothers,andrespondappropriately.
Beopen:Beopenandhonestinwhatissaidandinyourbodylanguage.
Actions Will Trump Words

Peoplepaymoreattentiontoactionsthanwords.Wetypicallymakedecisions
aboutsomeonewithinfoursecondsofameeting.Thisislargelybasedonbody
languageandbehavior.Ifyourbodylanguageishostile,itdoesnotmatterhowkind
yourwordsortoneare.Beawareofwhatyouractionsandgesturesare
communicatingtothosearoundyou.Practiceyourbodylanguageskillsanddecodethebodylanguage
ofothers:
WhatPeopleDecide?
Intelligence
54
Trustworthiness
Likability
Decisiontobuy
Case Study
Stevehadabusyschedule,andhewasunderagreatdealofstress.Ratherthan
helpinghissales,theextraworkwashinderingthem.Hissalesdroppedfivepercent
overthreemonths.Hisbodylanguagewasaffectedbythestressonhissystem.A
colleagueadvisedStevetomakestressreductionapriority.Stevemadeahealthy
lifestyleapriority.Aftereatingwell,exercising,andtakingtimetosleep,Stevesconfidenceandbody
languageimproved.Hewasmoreinfluentialwithnewclients,andhissalesincreasedby15percentsix
monthslater.
55
Module Eleven: Review Questions

1. Whatisnotawaytoreducestress?
a)
b)
c)
d)
Exercise
Journal
Diet
Communication
2. Whatcanaffectgestures?
a)
b)
c)
d)
Actions
Communication
Emotions
Movement
3. Whatshouldbeaddressedwhencommunicating?
a)
b)
c)
d)
Meetings
Facts
Sentiment
Emotions
4. Whatisimportanttoknowbeforecommunicating?
a)
b)
c)
d)
Goal
Feelings
Language
Emotions
5. Honestymustbeperceivedinthewordsand_______.
a)
b)
c)
d)
Bodylanguage
Actions
Emotions
Language
6. Responsesshouldbeguidedby______.
a)
b)
c)
d)
Personaltone
Emotions
Bodylanguageofothers
Instinct
56
7. Whatismoreeffectiveatcommunicating?
a)
b)
c)
d)
Words
Bodylanguage
Language
Feelings
8. Bodylanguageand_____determinehowweviewpeople.
a)
b)
c)
d)
Instinct
Feelings
Words
Behavior
9. Stevessalesinitiallydropped_____.
a)
b)
c)
d)
5percent
15percent
10percent
20percent
10. Howmuchdidhissalesincrease?
a)
b)
c)
d)
10percent
15percent
30percent
40percent
57
If you dont understand that you work for

your mislabeled subordinates, then you
know nothing of leadership. You know only
tyranny.
Dee Hock
Module Twelve: Wrapping Up

Althoughthisworkshopiscomingtoaclose,wehopethatyour
journeytoimproveyourbodylanguageskillsisjustbeginning.
Pleasetakeamomenttoreviewandupdateyouractionplan.This
willbeakeytooltoguideyourprogressinthedays,weeks,
months,andyearstocome.Wewishyouthebestofluckonthe
restofyourtravels!
Words from the Wise

Includesomequotestowrapuptheday.
TerryGalloway:Deafnesshasleftmeacutelyawareofboththeduplicity
thatlanguageiscapableofandthemanyexpressionsthebodycannothide.
DaleCarnegie:Therearefourways,andonlyfourways,inwhichwehave
contactwiththeworld.Weareevaluatedandclassifiedbythesefour
contacts:whatwedo,howwelook,whatwesay,andhowwesayit.
RalphWaldoEmerson:Whentheeyessayonething,andthetongueanother,apracticed
manreliesonthelanguageofthefirst.
58

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Moreno Valley College

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The human body is the best picture of the

Module One: Getting Started

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The body never lies.

Learning a New Language

The Power of Body Language

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More than Words

Actions Speak Louder than Words

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Module Two: Review Questions

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Emotion always has its roots in the

Irene Claremont de Castillejo

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Translating Gestures into Words

Open Vs. Closed Body Language

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The Eyes Have It

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Module Three: Review Questions

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The biggest single problem in

George Bernard Shaw

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Invading Personal Space

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Module Four: Review Questions

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a blur of blinks, taps, jiggles, pivots and

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Female Body Language

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Male Body Language

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Module Five: Review Questions

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What you do speaks so loud that I cannot

Ralph Waldo Emmerson

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The Signals You Send to Others

Its Not What You Say, Its How You Say It

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What Your Posture Says

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Module Six: Review Questions

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Beauty without expression is boring.

Ralph Waldo Emerson

Linked with Emotion