BODY LANGUAGE

ABSTRACT• This book explains the importance

of body language in the context of the workplace and its role in office life.

• It gives managers advice on how an understanding of body language can be helpful in a number of different work settings

• It also addresses the question of how body language can help when working with people from different cultures.

ABOUT THE AUTHORS• GEOFF RIBBONS has over 30 years

experience in management education, training and consultancy.

• For 21 years he has specialized in organizational behaviour providing in-company management qualifications for many large organizations.

• He has concentrated in recent years on Performance Management, Team Building, the Management of Change and Coaching/Mentoring for senior managers and directors, diagnosing business leadership development and business strategy needs

• Greg Whitear is the Managing Director of Mind zone Consulting.

• He is an international consultant in business performance and management development.

• He has special skills in organizational learning and the design and delivery of programs that promote change, leadership, teamwork and employee effectiveness.

• He is the author of 'The NVQ and GNVQ Handbook' published in 1995 by Pitman Publishing.

Body language is a form of mental and physical ability of human non-verbal communication

BODY LANGUAGE

• It is body language that conveys meanings, feelings, attitudes and emotions of the other person.

• It can often be more truthful of the “real situation” than the selected words that people use.

• Most people cannot hide their true feelings, it leaks out through their body language.

Body language is a very powerful tool. We had body language before we had speech, and apparently, 80% of what you understand in a conversation is read through the body, not the words.

EYE MOVEMENTS

When people process information, movement of their eyes provides clues to internal body states they are accessing

BUILDING A RAPPORT

NEURO LINGUISTIC PROGRAMMING• Neuro-Linguistic programme is a body language relating

to how people perceive their world and react to it. • It involves taking in information through our senses of

sight, sound, touch, smell and taste, interpreting the information and acting on it.

HHOW MANAGERS ACQUIRE AND USE POWER

• Position Power: Their position in the organization

• Coercive Power: How tough they are, use of threats

• Reward Power: How supportive they are, rewards they give their subordinates

• Expert Power: How informed they are, technically or managerially

• Referent Power: How unique they are, personality and charisma

BODY LANGUAGE AND LEADERSHIP

AGGRESSIVE BODY LANGUAGE

SUBMISSIVE BODY LANGUAGE

ASSERTIVE BODY LANGUAGE

AVOIDING OUTRIGHT LYING

• Fail to answer the question asked• Pretend not to understand the question• Remain silent• Feign Emotion• Pretend they feel ill

BODY LANGUAGE OF DECEPTION

Eyebrows, forehead, face Eye Smiles

Postures/Gestures Voice Gestures

BODY LANGUAGE IN SECURITY AND CONTROL

INTERVIEW

• FIRST IMPRESSION

• ESTABLISHING RAPPOT

• BREAKING THE ICE

• ACTIVE LISTENING

COUNSELLINGBody language gives us clues about “something is wrong”.

Characteristics of stressed individuals in terms of body language.• Hypersensitivity to mild situations• Displaying tense posture• Showing irritation• Appearing restless• Nervous laughter• Tiredness, exhaustion and listlessness• Tense muscles

FEEDBACKFeedback is an interpersonal skill involving exchange of information, a willingness to listen, to learn and to modify behavior to achieve the outcome that is needed.

• Readiness• Self-review• Own your feedback• Specific• Constructive• Achievable• Acceptable• Priorities• Time• Place

BODY LANGUAGE DURING MEETINGSThere are two areas that should be focused on during meetings: Body language of chairpersons, Body language of members.

BODY LANGUAGE DURING PRESENTATION

• Body language of the presenter• Power of hands gestures to make a

point• Behaviors to avoid• Keeping an eye contact with the

audience• Signs of boredom• Being distracted

SELLING

BODY LANGUAGE AND NEGOTIATION

DEMANDING

CONCEEDING

BARGAINING

PUSH BEHAVIOUR

PULLBEHAVIOUR

MEETING YOUR NEEDS

MEETING YOUR NEEDS

WORK PERSONALITIES

CONTROLLER INFLUENCER

SUPPORTER ANALYSER

GREETING OTHERS

APPEARANCE

CULTURAL DIVERSITY

• KOREA: IT MEANS APPROVAL OR ACCEPTANCE

• USA: MEANS WELL DONE, THAT’S GREAT

• LATIN AMERICA, GREECE, SOUTH ITALY: IT HAS AN OPPOSITE MEANING

• IRAQ: REGARDED AS OBSCENE GESTURE

• USA: CONSIDERED AS VICTORY OR PEACE OR LOVE

• JAPAN: USED WHILE POSING FOR PHOTOGRAPHS

• UK, AUSTRALIA, IRELAND: REGARDED AS SIGN OF INSULT

JAPANMONEY

RUSSIAZERO

USA/ UKO.K

BRAZILINSULTS

POSITIVES

• Gives a detailed description of positive and negative body language

• The language used is simple, easy to understand

• Author makes use of pictures to demonstrate various kinds of body language

• The exact body language needed at the work scenario is explained

NEGATIVES

• The instances in the book do not represent the India scenario.

YOU NEED NOT ALWAYS SAY WHAT YOU FEEL. SOMETIMES YOUR BODY LANGUAGE CAN EXPRESS IT !!!!

WHEN SPEECHLESS, LET BODY DO THE TALK