Transcript Body Language and Its Impact on Juries
A Suitable Solution Presents Sara Canuso
What Percentage of Communication Is Non-Verbal?
90% or more!
First impressions hard-wired
Personal Branding: Present a Consistent Picture of
You.
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
Posture
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
Handshake
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:
All-American
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:
Twister
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:
Lingering
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
Gestures
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
Boredom
Drumming on table Tapping with feet Head in hand Doodling Swinging of crossed feet Head resting on hand, eyes downcast
BODY LANGUAGE: Nonverbal Communication
Nervousness
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
Openness
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
Evaluation
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
Honesty
Right hand over heart Palms uplifted Looking the person in the eye when speaking Touching gestures (also indicates anchoring)
BODY LANGUAGE: Nonverbal Communication
Confidence
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
Summary
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