Body Language and Its Impact on Juries

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Transcript Body Language and Its Impact on Juries

A Suitable Solution Presents Sara Canuso

[email protected]

What Percentage of Communication Is Non-Verbal?

90% or more!

First impressions hard-wired

Personal Branding: Present a Consistent Picture of


 Tells others who you are  Helps others know what you stand for  Communicates your reputation  Tells people thay can trust you  Creates Relationship Capital

Relationship Capital: The measurement of your reputation

 Confidence  Likeability  Respect  Honesty  Trust Trust is why people recommend you to others

Personal Branding: bare arms and sweaters …

Personal Branding: hats for over 50 years …

Personal Branding: Making the world safe for the pantsuit!

Personal Branding: ties since 1988

Remember: First impressions hard-wired


Brisk, erect walk — Confidence

 Walk with purpose and enthusiasm  Do not hide your hands. Hiding your hands sends a message you cannot be trusted, or you have something to hide


 Wash hands before going into a meeting  Keep your palms open until it is time to shake hands; fists generate heat and sweat  Carry a tissue in your pocket to wipe your hands if needed

Here are a few tips on handshakes and what message they may convey:


 Used by most leaders, executives and lawyers  Includes direct eye contact, a smile and two to three pumps  Communicates confidence, command and professionalism

Here are a few tips on handshakes and what message they may convey:


 Takes your hand and twists so they can be on top with their palms toward the floor  Someone who feels they are going to take control

Here are a few tips on handshakes and what message they may convey:


 This can mean openness  Firm shake, two to three pumps and a pause before your hand is released

Here are a few tips on handshakes and what message they may convey:

Dead Fish

 Cold, clammy and indifferent  Passive or apathetic

Facial Expressions

Facial Expressions


Eye Contact

Tone of Voice

BODY LANGUAGE: Nonverbal Communication – Possible Interpretations

 Arms crossed on chest; can also be a sign of disagreement  Closed fists; can also be a sign of nervousness  Sitting with a leg over the arm of a chair; can also be a sign of indifference  Crossed legs; moving of the crossed leg in a slight kicking motion signifies boredom or impatience

BODY LANGUAGE: Nonverbal Communication – Possible Interpretations

 Touching, slightly rubbing nose — Doubt, lying  Rubbing the eye — Doubt, disbelief  Hands clasped behind back — Frustration  Locked ankles — Apprehension

BODY LANGUAGE: Nonverbal Communication – Possible Interpretations

 Looking down, face turned away — Disbelief  Biting nails — Insecurity, Nervousness  Pulling or tugging at ear — Indecision

BODY LANGUAGE: Nonverbal Communication


 Drumming on table  Tapping with feet  Head in hand  Doodling  Swinging of crossed feet  Head resting on hand, eyes downcast

BODY LANGUAGE: Nonverbal Communication


 Clearing throat   “Whew” sound Whistling  Tugging at ear   Clenched fist Wringing of the hands     Smoking cigarettes Fidgeting in a chair  Playing with pencils, notebooks, or placing eyeglasses in mouth Tugging at pants while sitting  Frequent touching of self while speaking to others Jingling money in pockets  Swinging of crossed feet

BODY LANGUAGE: Nonverbal Communication


 Open hands with palms upward  A man, who is open or friendly and feels agreement is near, will unbutton his coat and then take it off  Arms and legs not crossed

BODY LANGUAGE: Nonverbal Communication


 Hand-to-cheek gestures; an interested person’s body leans forward and his head slightly tilts    A critical evaluation is given when the hand is brought to the face, the chin is in the palm, the index finger is extended along the cheek, and the remaining fingers are positioned below the mouth A tilted head is a definite sign of interest Stroking the chin indicates a thinking or evaluation process

BODY LANGUAGE: Nonverbal Communication


 Right hand over heart  Palms uplifted  Looking the person in the eye when speaking  Touching gestures (also indicates anchoring)

BODY LANGUAGE: Nonverbal Communication


 Steepling (hands or arms brought together to form a church steeple)  Hands joined together at waist behind back  Feet placed up on desk  Elevating oneself

Communicate with Color

 Color can be a very powerful business tool. Here are a few rules for controlling what you say with colors

Communicate with Color

Navy or Navy Pinstripe  Always worn when you want a commanding presence,  When meeting a client for the first time  When conducting a meeting of partners and senior managers  To a banquet in recognition of you or a colleague

Communicate with Color

Charcoal Gray or Charcoal Pinstripe  Wear when meeting for financial settlements  Pushing for policy changes  Visiting with a potential client for the second time

Communicate with Color

Black/White  Wear on detail days at the office  A casual day at the office for staff  At the end of the week

Communicate with Color

Earth tones  Wear when visiting an unhappy client  Meeting with your team

Communicate with Color

Blue/Gray  Wear when visiting a client out of town  When meeting in the company over administrative details  Any day you are not sure what to wear

What’s so casual about your future?

Defining Business Casual

Business Casual

 Business casual is crisp, neat, and should look appropriate ...

Business Casual

...even for a chance meeting with the CEO

Business Casual

 Remove your jacket  Look professional and comfortable  You should be able to meet with clients at a moments notice


 Up to 90% of communication is non verbal  Build your personal brand  Trust is why people will recommend you  Dress for confidence  Watch body language in others to measure your effectiveness

Sara Canuso

Thank you!