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PPT slides from the Realtor Clock Hour Class: Body Language; How To Listen With Your Eyes
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Body Language: How to Listen with your Eyes
Jillayne SchlickeM.A., PsychologyCE Forward, Inc.
Class SponsorMichael GoodheimCommission Express
206-829-2440Commissionexpress.com/wa
“I really appreciate the value and the exceptional level of service you provide…just what I needed to get through this market.”
Course: Body Language; How to Listen with your
EyesCourse Number C-8164
School:CE Forward, Inc.
School Number: S-1655
Instructor: Jillayne Schlicke
Instructor Number: I-0651
Agenda
• Introductions• Objectives• Boundaries• Small group assignment• Intro to non-verbal comm• Gender, purpose, attention
span• Non-verbal awareness• Small group assignment:
Signals• Hand and arm gestures• Hand to face gestures• Arm and leg barriers• Eye signals and clusters• Breakthrough strategy• Role play• Quiz• Recap, Close, Certificates
How to listen with your eyes
C-8164
Objectives for Today
•How to recognize and understand the signals that clients are sending.
•How to monitor our own signals
that we send out to clients (signals that may not be serving me.)
•Learn how to positively influence a communicative encounter by changing your body posture and the resulting non-verbal signals that you send.
Boundaries
Non-VerbalCommunication
FamilyCultural context
Diagnose
Time
Small group assignment
•Break into small groups
•Share an experience with each other about when a real estate client was sending odd, conflicting, negative, non-verbal signals.
•Proxemics….using space to communicate•Gender issues•Gender issues•mirroring
•Video recording….role playing pen…up and down….picture
•Diff types of learners•How do the react when walking into a
home?•Seller white…Chinese buyers. The arm
cross. The silent treatment…•Intuition…v indigestion
•Single man….meet at a restaurant….buz or more?
•Insecure person….hands/fist to mouth….•Monotone voice (poker voice)•Korea…americanized 5 yrs…..•Large hand gestures, animated faces
Small group assignment•Back turn and then Eye roll:
Lying….disrespectful…bored….arrogant….honest
•No eye contact….lack of respect? Have I offended him?
•Back turned…arms folded…away from Realtor•Two ppl…out w/one first….create
rapport….often w second person…they are different. Mimic/mirror?
•Client is unreliable re his behavior. Controlling•He wants to be in control….negotiator
Introduction
• Many problems occur interpersonally and professionally due to different assumptions
• Non-verbal signals can be both intentional and unintentional
• Over 90% of our communication is • non-verbal
55% is body language38% is voice inflection7% is the actual words we say
Non-verbal Communication is…
•Emotional •Instinctual•From the limbic brain
system
• 5 Core Human Emotions
• Sad• Fear• Anger• Joy• Disgust
Differences in Communication Styles Between Men and Women•Men often think contractually.
▫“well, I said this.”
•Women often think in a non-verbal way.
•e.g., Men nod their head when listening to signal that they agree with the talker.
•Women nod their head when listening to signal that they are listening.
• (stereotyping)
Purpose of the Training
•We live in a fast-paced society
•Reactive vs. reflective
•Not being reactive gives you an opportunity to reflect before formulating your response
Attention Span•The attention span of the average
person is short
•Continuous partial attention
•If we tune out our client, and tune into our own thoughts, our non-verbal signals may change to mirror whatever is on our mind.
How we send signals
•Acceptance: Leaning forward•Doubt: Leaning away from•Defensiveness: leaning back and away
from. Arms or legs crossed
•What to do when our client sends mixed signals?
Three stages of non-verbal awareness:•1. Awareness of our client•2. Awareness of self•3. Management of our client
•Section 4 handout•Complete the Body Language quiz with
the members of your small group
•Question on the 5 core human emotions
•Anger•Sadness•Joy•Fear•Disgust
Section 4 Handout Answers1. Staring in Silence
Anger or agitation2. Leaning forward across the table
Interest, commitment, or curiosity3. Blushing
Embarrassment, anger, or aggression4. Tapping a pencil on a table
Nervousness, anxiety, or impatience5. Looking out of the window
Boredom, disinterest, lack of concentration6. Maintaining a blank expression or poker
faceAn emotional reaction that is intentionally stifled.
7. Clenched JawAggravation, irritation, impatience
8. Gesturing or moving hands excessivelyAgitation, tension, nervousness
9. Maintaining eye contact with you when you speakInterest, candor, agreement
10.Getting up from the table and moving around the roomAgitation, entrapment, tension, frustration
11.Blinking very frequentlyanger, excitement, or frustration
Class Sponsor
Rhonda [email protected]
Hand and Arm Gestures
3. Hands clenched together a.
b.
c.
This shows frustration, a negative attitude, and/or fright. The higher the hands, the more difficult the person is to handle.
4. Hands steepled
This conveys confidence, superiority, or self-assurance.
(while talking)
(while listening)
5. Gripping hands, arms, and wrists
This is a signal of frustration and an attempt at self control. The further the hand is moved up the back, the angrier the person is becoming. If the self control gesture is changed to the palm in palm position in the front of the body, calmness and confidence results.
6. Thumb Displays
These express dominance and superiority, or possibly aggression.
7. Hand Parades
Open and relaxed hands indicate openness.
Self-touching gestures indicate tension.
Involuntary hand gestures may contradict a facial expression, and they indicate true feelings.
Hand to Face Gestures
1.
Mouthguard
This indicates lying. However, if the other person covers his mouth while you are speaking, he believes you are lying.
This is a disguised version of the mouthguard.
2. Nose touching 3. Eye Rub
This indicates lying. Sometimes women will look at the ceiling when lying (in order to avoid smudging their makeup).
4. Ear rub
This indicates a desire to block out the other’s words.This person wants to be the one who’s talking!
5. Neck scratch
This indicates doubt, uncertainty, or lack of agreement.
6. Collar pull
This shows that you believe that the other person thinks you are lying. (You believe you’ve been caught!)
7. Fingers in the mouth
This indicates insecurity, and a need for reassurance.
8.a. Boredom
This is an attempt to hold one’s head up in order to prevent one from falling asleep.
8.b. Evaluation When the index
finger points up the cheek, and the thumb supports the chin, the listener is having critical (not necessarily negative) thoughts about the speaker or the subject.
8.c. Chin stroking This signals that
the listener is making a decision. If crossed arms and legs follow, this indicates a “no.” If chin stroking is followed by leaning forward and open palms, this indicates a “yes.”
9. Variations of decision-making gestures
These indicate uncertainty and require reassurance.
10. Gestures with glasses
This is used to delay a decision.
This indicates a critical or judgmental attitude.
11. Head-rubbing and head-slapping gestures
Both of these signals are a response to being told that you have forgotten something. Slapping the back of the neck indicates that you think the other is a pain in the neck for pointing out your forgetfulness. Slapping the forehead indicates that you are not critical of the other who has pointed out your forgetfulness; instead, you are critical of yourself.
Arm Barriers
1. Standard Arm Cross 2. Reinforced 3. Arm gripping
This indicates a defensive or negative attitude, even if the other person verbally agrees with you.
This indicates not only defensiveness, but hostility and aggression.
This indicates a negative and restrained attitude.
4. Partial Arm Cross 5. Disguised
This indicates a lack of self-confidence and the need for reassurance.
These indicate a lack of self-confidence, as well.
Leg Barriers
1. Crossed-leg (crossed very tight)
For men, this signals a negative or defensive attitude. For women, this usually indicates a traditional gender role behavior. This gesture should always be interpreted in relation to other gestures.
This indicates a stubborn, resistant, or
argumentative attitude.
Leg lock Lock and clamp
5. Standing leg cross
Most people stand this way when they are among people whom they do not know well.
6. Ankle lock
This indicates a negative or defensive attitude.
7. Foot lock
Women who are shy commonly use this gesture. The top of one foot locks around the other leg to reinforce a defensive attitude.
8. Feet on desk
This indicates ownership, superiority, or dominance.
This indicates that the other person is not receptive to what you are saying.
This will encourage the other person to assume
an open posture.
10. Legs crossed towards
9. Legs crossed away from
11. Uncrossed
This indicates an attitude of cooperation, confidence, and friendly
interest in the other person.
Eye Signals
a. Business gaze
The business gaze creates a serious atmosphere and is limited to the area between the other person’s eyes and up to his forehead.
The social gaze drops to the area between the eyes and mouth and creates a social atmosphere.
The intimate gaze indicates romantic interest.
b. Social gaze
c. Intimate gaze
4. Sideways glance
When this glance is combined with slightly raised eyebrows or a smile, it communicates interest. If it is combined with down-turned eyebrows, furrowed brow, or down-turned corners of the mouth, it signals a suspicious, hostile, or critical attitude.
a. Interest b. Hostility
5. Eye block
This indicates that the other person has become bored or uninterested in you and feels that she is superior to you.
6.a. Up (neutral)
The up position indicates a neutral attitude. Look for hand-to-cheek evaluation gestures.
The tilt position shows interest. If the other person leans forward using hand-to-chin evaluation gestures, you are getting your point across.
The down position indicates a negative, judgmental, or critical attitude.
6.b. Tilt (interest)
6.c. Down (negative)
7. Both hands behind the head
This indicates confidence, dominance, or superiority.
8. Straddling a chair
This indicates an aggressive, domineering and overbearing individual who tries to take control of other people when she becomes bored with the conversation.
9. Picking imaginary lint
This indicates person who disapproves of what is being said but who feels inhibited in giving her point of view. Her verbal agreement of what is being said cannot be trusted.
10.a. Closed
Closed coat shows aggressive frustration.
Open coat shows direct aggression and fearlessness.
It is reinforced when the feet are placed evenly on the ground or the fists are clenched.
This displays critical evaluation and impatience.
10.b. Open 10.c. Female version
11. Seated readiness
This indicates agreement and interest.
12. Starter’s position
This indicates a desire to end the conversation.
a. Hands on knees b. Hands on chair
Breakthrough Strategy
•Do not react•Do not argue•Maintain an open, compassionate body
posture.•Listen•When the client is finished….•Ask the client “what do you think is
best for you?”
Role Play
•Client•Realtor•Observer
Role Play
•Client: Your job is to send lots of non-verbal signals!
•Realtor: Your job is to read the signals and use the breakthrough strategy.
•Observer: Your job is to carefully watch what happens and take lots of notes
Possible Scenarios
•Use one of the scenarios from this morning•Home seller who has to leave a large home
on acreage for a small condo•Home seller facing foreclosure•Home buyer who is frustrated due to lack
of inventory•Nervous first time home buyer worried
that home values will continue to go down.
Breakthrough Strategy
•Do not react•Do not argue•Maintain an open, compassionate body
posture.•Listen•When the client is finished….•Ask the client “what do you think is
best for you?”
Role Play
•What worked?•What didn’t work?•What did you learn?
Quiz
Revisit Opening Case Study
•Revisit the case studies we talked about at the beginning of class.
•What was your client trying to say?
Last Exercise
•One non-verbal communication signal that you would like to work on▫With clients▫Or within other interpersonal relationships
Recap• Patience
If we move too fast we might miss important cues
• Reflection v. being reactive
• Compassion Is our own body language conveying compassion?
• Understand DiversityIn A Different Mirror by Ronald Takaki $11. on amazon
Recap• What about the client whom we rarely see
face to face?Space and time. Silence v. chatter.
• ResistanceIf you’re feeling resistance, this might be a growth area.
• Whatever we choose to do, whether it’s the
words we say or our own non-verbal language, we are either moving closer to our clients or we’re moving farther away.
Final individual assignment
•Write a narrative description about your experience in class.
Intercultural Communication
•Asian•Chinese, Japanese, •India •Vietnamese•Indonesia•Middle eastern•Hispanic
•Italian, Spain, eye rub = lying gesture.
Expectations• How to watch for signs that a client is getting hostile. • How to watch my own body language…what signals am I sending?• What does a slow, fast voice inflection mean?• How to approach a seller (with news they may not want to hear) to maximize a
positive outcome. • How to open up communication channels at an open house situation• How do I re-sensitize myself to cueing in to the non-verbal.• Non-verbal cues I send off when making formal presentations• Increase my awareness of when I need to (((( listen ))) better.• Non-face-to-face client interactions…phone, email• I want to learn the most I can about my clients the fastest way possible• Reading the non-verbal communication of my kids• How to tell when I shouldn’t waste time with a new client
Public Speaking
•Simple gestures to help with nervousness and display confidence.▫Steepling▫Research shows this has a calming effect
on ourselves when we steeple.