50MINUTES - The Power of Body Language: Create positive impressions and communicate persuasively

One cannot not communicate (Watzlawick, Beavin and Jackson, 1972)

Our bodies are constantly sending information, and this represents a mode of communication in its own right. Body language can punctuate, reinforce, subtly change and even contradict what is expressed in words. This physical communication whether voluntary or involuntary, visual (gestures, posture, etc.) or vocal (tone of voice, speed of delivery, etc.) takes place through touch, speech, and hormonal pathways, and by means of gestures and movements which are interpreted correctly thanks to a shared culture.

Some apparently insignificant gestures can determine a career, as indicated in a study of 200 human resources directors carried out by the recruiter OfficeTeam in France in 2012. The study revealed that during a job interview, 90% of HR directors say that they pay attention to candidates gestures and posture. These results echo those of one of the classic studies on the subject, namely the study carried out by Albert Mehrabian (Iranian-born American psychologist, born in 1939), which claims that an emotional message (meaning one concerning feelings or states of mind) follows the 3 Vs rule (also known as the 7%-38%-55% rule) and is:

• 55% nonverbal (visual communication);
• 38% paraverbal (vocal communication);
• and only 7% verbal (content).

Nonetheless, these considerations must be qualified, because they have not been proven for all neutral speech (technical speech, classes, etc.).

Congruence

In order to optimise communication, these three forms of language must be coherent. If two kinds of speech which come from different channels and offer different signs are sent together, it is more than likely that the addressee will not receive the overall message correctly. For example, it is not recommended to shake somebodys hand and mumble hello without looking at them, or to say your salary offer is absolutely fine for me while avoiding eye contact with the other person, putting your hands over your mouth or faking a smile.

Now that we are aware of the bodys power of persuasion, we can analyse the grammar of the most revealing postures and gestures, as shown in positive and negative body language. Watch out, though: some gestures can have several different meanings depending on the situation!

Finally, beyond the fact that this approach allows you to understand new aspects of your communication, you must keep in mind that this knowledge of physical signals should also help you to interpret the gestures of the people you speak to. Based on a substantial body of research by leading experts in physical signals, in particular the Belgian psychologist Joseph Messinger (1945-2012), we can confirm that by being attentive to your body and to other peoples bodies, you will be able to give the desired impression and interpret nonverbal messages.

• The head. Although most people tend to naturally tilt their heads, they do not realise the message they are sending by doing this. Tilting the head towards the right is linked to the rational side; tilting it towards the left appeals to the emotional side; finally, holding it high conveys a self-assurance and self-confidence that can go as far as contempt. It is therefore not recommended to adopt this last posture too often, at the risk of appearing aggressive and arrogant. When you are interacting with someone, make sure that your body never shows physical submissiveness: for example, a bowed head conveys giving up or defeat, and brings to mind the attitude of a pupil or a child in the face of authority. It can also reveal sadness.

Quick tip

Tilting your head slightly to the side exposes the side of your neck, which encourages the other person to feel at ease and as though they are in a friendly environment. This stance indicates that you are attentive and receptive.