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Body language is a form of non-verbal communication,consisting of body

pose,gestures,and eye movements. Humans send and interpret such signals


subconsciously .
Three elements in any face to face communication:
1. Actual words (Verbal) 7 %
2. Tone,pitch,pace of voice (Vocal) 38%
3. Facial Expression,gesture,posture (Visual) 55%

Words are used primarily for conveying information,while body language is used for
negotiating interpersonal attitudes and as a substitute for verbal messages.
Nonverbal signals vary from culture to culture

Showing this American football gesture is a jailable offence in Italy

This is OK to a Westerner,
Money to a Japanese,
Zero to the French
And insulting to the Turks and Brazilians.

Basic positions
OPEN/BACK, people are interested and receptive, but not actively accepting. Tryin to
close the sale or asking for an agreement now may drive them into fugitive mode.
This is the time to present further facts and incentives. It may also be a good time
to keep quiet and let them think.
REFLECTIVE

OPEN /FORWARD the person is actively accepting. This is the time to close the sale,
ask for agreement, demand a concession.
RESPONSIVE

CLOSED/BACK, people are trying to escape physically through the door or mentally
into bedroom. This is the time to spark interest in any way you can, even irrelevant
to the message.
FUGITIVE

CLOSED/FORWARD,there is active resistance. This is the time to defuse anger,avoid


contradiction and outright argument and to steer them into reflective mode.
COMBATIVE

UNIVERSAL GESTURES
-exposed palms to show nothing is being concealed in the hands
-hunched shoulders to protect the throat from attack
-raised brow which is a universal, submissive greeting
SHOULDER SHRUG

THREE RULES for Accurate Reading


RULE 1. Read Gestures in clusters
Scratching the head can mean uncertainty but its also a sign of dandruff
Critical evaluation

-Legs tightly crossed and arm crosses body thus implicated listener is defensive
-Head and chin are down implicate hostility
-I dont like what you are saying and I disagree with you

Let me first evaluate you

Hillary Clinton uses this cluster when shes not convinced

RULE 2. Look for Congruence

When a persons words and body language are in conflict, women ignore what is
said.

RULE 3. Read gestures in context


The man is cold,not defensive.

The child telling a lie

The teenager telling a lie

The adult telling a lie

Or they can just bite lower lip,purse lips,or skew mouth from side to side

Bill Clinton answering questions about Monica Lewinsky in front of the Grand Jury

Modern humans are worse at reading body signals than their ancestors because we
are now distracted by words.
When men lie their body language can be obvious.
Women prefer to look busy as they lie.

Body language is easier to fake with men than with women because,overall, men
arent good readers of body language.
Fakers can only pretend for a short period of time.
How to detect openness
The palms are intentionally used everywhere to infer an open,honest approach

trust me-Im a doctor

PALM POWER
Palm u p= non threating

Palm down=authority

Adolf Hitler using one of historys most notable Palm-Down signals

The Palm-Closed-Finger-Pointed gesture is one of the most annoying gestures

The pointing finger creates negative feelings in most listeners. But often it can
inspire the listeners.

Hand shakes

Dominant

submissive

Equal

The Double-Handler is like a miniature hug and it may produce discomfort in


unfamiliar recipient

Hand Shakes that invades the personal space of the recipient


The wrist hold

The elbow grasp

The upper-arm grip

The shoulder Hold

Hand Shakes that produce discomfort in recipient


The vice: a desire to dominate

Bone-Crusher: a desire to dominate

The socket wrencher:pulling the receiver into the initiators territory

The finger-tip grab: personal space difference

The Stiff-arm thrust: aggression

The pump handle:lack of sophistication

The Dutch Treat: giving a handshake like a bunch of carrots

The Arm Signals

Crossed-Arms-on-Chest: hes not coming out and youre not coming in

Fists-Clenched-Arms-Crossed (standard arm cross): shows a hostile attitude exists

The Double-Arm-Grip (reinforced arm cross): feeling insecure and not buying what
youre selling

Thumbs-Up:defensive,but he still thinks hes pretty cool

The Broken Zipper Position: makes a man feel secure

Handbag used to form a barrier

The arm barrier says NO

Hes now open to your ideas

Hand and thumb gestures

Rubbing the palms together


Showing positive expectancy

Have I got a deal for you

Thumb and finger rub


We can make money out of this

Hands clenched together


Hands clenched in raised position reveals frustration,even when smiling

Hands clenched in centre position: moderate degree of frustration

Hands clenched in lower position : mild degree of frustration

The Steeple
Confident he has the right answers

Lowered steeple: confident while listening

Holding Hands Behind the Back


Back and front views of the superiority-confidence gesture

The Hand-gripping-wrist gesture:frustration and an attempt at self control

The upper arm grip:more frustration