Body Language Presentation_Mod8

Slide 1 : Copyright @ 2011 IILM Institute of Higher Learning. All rights Reserved. Business Communication BODY LANGUAGE

INTRODUCTION : INTRODUCTION Human beings are also known as ‘homo communicus’ because they communicate with other members of the species. Before spoken languages were developed, they communicated with other members by using various parts of our body – face, eyes, limbs, body and sounds to convey their feelings, emotions, ideas etc. However, interest in the subject started only after Charles Darwin wrote his book titled ‘Expressions of Emotions in Men and Animals’ in 1872 and has increased after Julius Fast wrote his book titled, ‘Body Language’ in 1970. Also called non-verbal communication, it is a complex process involving people and the gestures, expressions and sounds they make to communicate with others. Over time it is encompassing the related fields of ergonomics, neuro linguistic programming (NLP) related to impact of five basic senses and brain on human perception.   Charlie Chaplin and other famous actors of silent movies may be considered to be pioneers in non-verbal communication skills as they conveyed meaning of their acting without uttering any dialogue. Non-verbal communication specialists enjoy watching cues and clues about the attitude and responses of other people by simply watching them in social functions, formal gatherings and in television shows. It is like ‘birdwatchers’ studying birds in order to understand their movements. Much the same way, young people develop the hobby of ‘girl-watching’ or ‘boy-watching’ in order to understand the meanings of their body movements.   By studying the actions of fellow human beings, one can ultimately learn more about self. Words and movements of body parts occur together with such predictability that, according to Prof Birdwhistle, a trained person is able to tell what movement a person is making by listening to his voice only; conversely, he is able to tell the words and phrases he is speaking by watching his gestures and expressions only. For example, a mother can easily make out from the sound of her infant child as to whether it has wetted the bed or is hungry or is just missing her.

BODY LANGUAGE THROUGH AGES : BODY LANGUAGE THROUGH AGES Humans have been using body language to convey our thoughts since ancient times and have been aware of it as is evident from the following ancient sayings:   Actions speak louder than words Watch out for the man whose stomach does not move when he laughs The eyes of men converse as much as their tongues, with the advantage that the ocular dialect needs no dictionary but is understood the world over Learning is acquired by reading books but the much more necessary learning, the knowledge of the world, is only to be acquired by reading men and studying various editions of them Communication is like a dance, with every one engaged in the intricate and shared movements across many subtle dimensions, yet all strangely oblivious that they are doing so Mortals can keep no secrets. If their lips are silent, they gossip through their fingertips. Betrayal forces its way through every pose.   At any given moment, the brain assumes a certain attitude which gets communicated to people around through various parts of the body that respond instinctively with specific actions, gestures, expressions, sounds, movements, dress, perfume etc

IMPORTANCE OF BODY LANGUAGE : IMPORTANCE OF BODY LANGUAGE Researches have confirmed that verbal communication, both oral and written, primarily helps in conveying information and non-verbal communication assists in negotiating inter-personal attitudes and behaviour. In some cases, non-verbal communication even substitutes oral communication - a woman can give a man a ‘look to kill’ without speaking a word.In respect of body language and the rules it follows, human beings are at the same stage of development as other animals and are governed by the biological rules that control their actions in the form of gestures, expressions and sounds. It is rather interesting to know that human beings are rarely aware of their postures, expressions and sounds that accompany their oral messaging.  Persons trained well in body language can reap the following benefits: (1) Securing reliable feedback:Body does not lie although human beings can easily be swayed in to telling things that are not true. A perceptive and trained speaker can easily find out if he is speaking above, below or in line with the level of understanding of the audience and change / modify the message and his style to suit.  (2) Distinguishing truth from lie:Sensitive observers of body language can capture cues from non-verbal communication and compare it with the verbal communication and if they do not match, they get the uncanny feeling that the speaker is not telling the truth. There is a famous maxim, ‘Words may lie but the body seldom does’. Body language has been described as the language all speak but very few understand it (3) Women are more perceptive that men:Also called ‘women intuition’, they have an innate ability to pick up and decipher non-verbal signs and signals and have an eye for details. No wonder, few husbands can lie successfully to their wives. Conversely, most women can pull a fast one on their men without their realizing it. Female intuition is very high among women who have grown up children. Mothers solely rely on non-verbal communication to interact with the child for the first one year or so.    .

DIFFERENT NON-VERBAL STIMULI : DIFFERENT NON-VERBAL STIMULI Students, managers and leaders should become aware of a very large number of stimuli that come under the umbrella of body language. Following list is illustrative only: Smiling Hair style Yawn Scream Frowning Skin colour Snore Laughter Glances Perfume used Sigh Whistle Posture Dress Moan   Walking style Physical features Voice quality Spatial distance Accent Tone  Researchers in the West have already identified about 1,000.000 gestures, expressions and sounds that can provide valuable clues to managers and leaders while communicating and negotiating with others. Much of this research has been done without any major inputs from ancient civilizations like India which has very rich tradition of dancing, singing and performing. Indian dances have rich repertory of eye contacts, facial expressions and use of limbs for conveying simple as well as subtle emotions. In India live arts have been always woven around stories. (Much of the culture in India has also been passed down generation through these live art forms).

OBJECTIVES OF STUDYING BODY LANGUAGE : OBJECTIVES OF STUDYING BODY LANGUAGE Through the clever use of different parts of their body people are able to telegraph their private thoughts and emotions through their gestures, expressions and sounds. Learning to interpret other peoples’ body language can help conclude if the person was lying, bored, impatient, sympathetic, defensive or whether he was open, nervous, suspicious, angry, worried or insecure. This information can be of critical importance to every one who meets customers, colleagues, suppliers and those working in the enlarging sector of services industry where customers are invariably present. Learning body language can help managers and leaders in following ways:  (1) To gain knowledge of various non-verbal cues and clues, signs, symbols and signals so that they can modify their behaviour pattern for better, positive impact. (2) To grasp and understand others’ body language quickly and match with their oral communication and then respond quickly, appropriately and adequately. (3) To enhance ones’ total communication capability as people tend to emphasize the verbal part and ignore the non-verbal part. Knowledge of body language helps them to respond at both verbal and non-verbal level for total impact on the audience. (4) To monitor and enhance own non-verbal behaviour in interactions with other people. (5) To establish rapport with others by perceiving their body language and to know what pleases and offends them. (6) To bring out to conscious level own subconscious motivations and understand them completely.

IMPORTANT FACTS ABOUT BODY LANGUAGE : IMPORTANT FACTS ABOUT BODY LANGUAGE As stated above, already about one million different gestures, expressions and sounds have been identified. It would not be out of place to mention that English is the most widely understood language in the world and consequently most developed. It has about 750,000 words although the exact number keeps fluctuating as words are added and go out of use almost simultaneously.   According to Albert Meharbian, the average proportions of different types of communications are:   Words (verbal communication) = 07 % Tone, pitch of the sound (Vocal communication) = 38 % Non-verbal communication (body language) = 55 % ----- Total = 100 %  According to Prof Birdwhistle, it is estimated that the proportion between verbal (face to face) and non-verbal communication is:  verbal (face to face) communication = 35 % Non-verbal communication (Body Language) = 65 % ------ Total = 100 %

MAKING EFFECTIVE USE OF BODY LANGUAGE : MAKING EFFECTIVE USE OF BODY LANGUAGE Managers and leaders have to learn how to make effective use of the body language of gestures, expressions, sounds etc. A few useful tips are;   Remember that the body talks and communicates a great deal provided one is quick to catch the cues and clues. Be careful with the handshake – it tells a lot. Maintain a very good eye contact – it plays a major role in forming an impression. Communicate with the person at his level by judging and adjusting to his style. 4. Be sincere and genuine. Never fake it; it can be easily detected. 5. Always use graceful movements, gestures and expressions as they supplement the verbal communication.

ADVANTAGES AND LIMITATIONS OF BODY LANGUAGE : ADVANTAGES AND LIMITATIONS OF BODY LANGUAGE (1) Advantages of Body Language:Resourceful managers make effective use of the power of the body language. They are able to take several advantages by taking note of the signs and signals of body language: It is a visual form of communication and is readily visible to the receivers of the message and facilitates decoding the message more accurately. Body language happens simultaneous to oral communication and supplements it, especially in face-to-face communications. Since body talks subconsciously, it adds intensity to the message. Without these gestures, expressions and postures, the communication may be bland. People are generally mindful of the body language. Its proper use can enhance the environment for business negotiations. It is a very good tool in face-to-face communication among small groups. (2) Limitations of Body Language:Some notable limitations of body language are: Since it is a non-verbal communication, it is not relied upon completely and is used as a supportive add-on. Written or oral communications are taken more seriously. Body language is heavily influenced by the culture of the country or the region; hence one has to be very careful in their use and understanding. Listener has to be extra careful to make note of the gestures, expressions and postures to draw meanings out of them and if he is not attentive, he can go wrong. Body language is not effective in large gatherings. It is a very good tool in face-to-face communication among small groups.

ROLE OF APPEARNACES IN BODY LANGUAGE : ROLE OF APPEARNACES IN BODY LANGUAGE In the context of non-verbal communication, appearances should include: Clothing Hairdressing and style Jewellery and other accessories like watch, belt, shoes etc Cosmetics including choice of perfume Pair of spectacles   Initial thought may verge on the feeling that the above are quite unrelated to body language including movements, gestures, postures etc. However, a little deeper thought should convince that they are related to body language and can have serious influence on gestures, expressions and movements and change their meanings significantly.   It is said that a person is known by his dress and address. It emphasizes not only the kind of dress he wears but also the way he addresses his listeners. Perhaps it has some link with his postal address indicating his social status if he is residing in the upper class locality.

COMPONENTS OF BODY LANGUAGE : COMPONENTS OF BODY LANGUAGE Non-verbal communication has emerged as area of major interest to budding managers / leaders because they can exploit the knowledge successfully during negotiations and other major human interactions. Based on the developments in the broad field of body language, subject can be grouped in to the followings; (1) Kinesics :Kinesics is the study of movements of different parts of the body (2) Paralinguistics :Also called Para Language - it concerns with study of the role of the vocal aspects viz., volume, speed, modulation, clarity etc while speaking. (3) Proxemics :It relates to the role and importance of personal or spatial distance when people interact socially. (4) Chronomics :It relates to concept of time and its impact on humans in communication. (5) Neuro Linguistic Programming Effective communication is the perception of ‘what has been received’ rather than ‘what has been delivered’ and in this five human senses have significant role and influence. Neuro Linguistic Programming studies this aspect of human interaction. In this Unit, major aspects of Kinesics or movement of different parts of body have been described.

Slide 12 : KINESICS OR BODY MOVEMENTS:Kinesics literally means ‘body movements’ and has emerged as the most important area of non-verbal communication. Kinesics stands for the way the body communicates without words but with the use of movements of the body. It must be understood that the body movements are the reflections of ones’ feelings, emotions, thoughts and position in a given situation. By nodding their head or by shrugging their shoulders or by blinking their eyes, people are able to send messages that are often stronger than the spoken words. They are able to convey a large array of emotions, feelings and thoughts that need to be inferred from the signs and signals involving body movement.Although the list of different parts of the body is large, following aspects will be discussed in some details:   Facial expressions including smiling Eye contact, gazing, glancing and eye blocking Hands, palms, handshakes, double handshakes, arms, hands and fingers together Thumbs and fingers Legs and feet postures Walking styles

Slide 13 : Facial expressions including smiling;Face is the index of heart. It is the most expressive part of the body and is also the one that is observed most by the audience. Persons’ feelings and emotions get immediately transferred in to some form of expressions on the face. Facial expressions include the parts played by head, heart, eyes, nose, mouth and lips. Everyone, almost intuitively, recognizes the facial expressions associated with:  Happiness Fear Surprise Anger Sadness Astonishment Bewilderment Similarly, observers can easily detect smile, frown etc. In conjunction with nose and nostrils, ears, mouth, lips etc they are able to decipher many other expressions and movements very quickly. These thoughts, feelings and emotions may be either positive or negative – being able to read them from the facial and related expressions, managers and leaders are able to use the knowledge to their advantage. It is said that ‘every face tells a story’ and managers and leaders must learn the kinesics to grasp that story quickly and react accordingly.The muscles of the face have a nerve center in the stem of the human brain and it contains 7,000 to 10,000 nerve cells that are spread out in different parts of the face. The facial muscles that control a smile are similar to the muscles that control posture, voice tone and pitch, movements and expressions that are triggered by emotions from emotions of the heart (right side of the brain) or thoughts (from the left side of the brain).Very often, facial expressions involve more than one part of the face. For example, an extremely aggressive person will have his lips closed tightly, eyes wide open, eyes and eyebrows turned down, teeth clenched and he will speak with his lips barely moving! Similarly, a defiant person will have his head and chin thrust forward, lips tensed up and pushed forward so that any person can see that he is in angry mood.

Slide 14 : (i) Smiling faceSmile is a specific feature of facial expression. It is the most universal sign, common among all cultures. It has following characteristics:  Ordinarily, smile is related to happiness of a person Smile is also used when we recognize a person or accept the presence of another person A smiling face often appears to be friendly and cooperative Oblong smile happens when lips are drawn fully back from the upper and lower teeth. It expresses politeness. It also conveys respect to the teacher or the boss A simple smile also shows love, interest or attention to a person or an object If used properly, a smile can make a tense situation friendly and relaxed Smiling plays a very crucial role in human interactions: Smile creates a lasting first impression. A smile says, ‘I like you. I am glad to see you’. 2 Smile is a messenger of your goodwill; it brightens the lives of all who see it. For those who often see people frown, scowl or turn their faces away, smile is like a sun breaking through the clouds. It costs nothing but creates much – it enriches those who receive without impoverishing those who give. It happens in a flash but the memory of it sometimes lasts forever! One is not dressed for the day if he has not worn his smile. Nobody needs a smile so much as those who have nothing to give. Smile creates happiness at homes, fosters goodwill in business and is the countersign of friendship.

Slide 15 : (ii) Laughter:It is another allied expression where face plays a very dominant role. Laughter has been classified in to different types:   Humorous laughter Social laughter Ignorance laughter Evasion laughter Embarrassment laughter Apologetic laughter Anxiety laughter Derisive laughter Joyous laughter

Slide 16 : (2) Eye contacts including gazing, glancing and eye blocking:Although eyes are a part of the face and can be read along with many other facial expressions, they have a crucial role in body language and hence, merit special treatment. Owing to the critical importance of eye movements and their impact on facial expressions, this area has developed in to a science called ‘occulesics’ – study of eye language and its grammar. Following features of the occulesics highlight their role: Eyes have been referred to as ‘the mirror of the soul’. They express innermost thoughts of a person. Knowing them by looking at the eyes can be a very rewarding skill and ability. Eyes react instantaneously to any external stimuli. They react faster than other parts of the body, Actions and contents of speech can be ‘faked’ quickly but it is very difficult to ‘fake’ the expression of eyes. Eyes also play a significant role in execution, action taking and collecting feedback. Eyes provide feedback that is instantaneous. (76 % of the sensory feedback happens through seeing) Eyeballs produce a great emotional impact from the way they affect the area of the face around the eyes. Eye contact is also important in oral presentations – confidence of the presenter is judged from his eyes; eye contact with the audience is also required for keeping their interest alive during presentation. Collective eye contact is also critical to the successful running of meetings, seminars etc. Eyes of a painting give an accurate picture of what it communicates – sadness, happiness, hunger, desire, anxiety or contentment. Various dance forms especially Indian dances emphasize eye movements a great deal to express the theme and the mood of the dance.

Slide 17 : (i) Reading eyes:Eyes form the focal point of the face and body movements. Proper reading of the eyes can reveal the following states of mind: (a) Positive feedback:If the eye contact gives a positive feedback to the speaker, it boosts his confidence and imparts a new zeal to the presentation. (b) Negative feedback:If the feedback through the eye contacts is negative, it leads to demoralizing of the speaker, resulting in his faltering and fumbling. (c) Positive eye contact:A positive eye contact especially during gatherings like seminars, meetings etc, makes them interesting and lively. (d) Blank looks:A person with a blank look, when eyes do not blink, appears to be bored. It means he is not listening. (e) Avoiding glances:Generally people do not exchange glances with the strangers to avoid opening of any conversation or contact with them. (f) Avoiding eye contact:A person avoiding eye contact may not be feeling comfortable or he may be attempting to deceive or hide something. He may have guilty conscience. (g) IndifferenceEyes can easily give the idea whether the person is showing indifference to the topic being discussed or happenings in the vicinity. (h) Index of state of mindEyes can effectively reveal anger, authority, fear, disgust, timidity, confidence, love, intimacy etc

Slide 18 : Index of emotional state:Eyes can also convey the emotional states of happiness, sadness, surprise, fear, disgust or pain. (j) Staring eyesAlthough people do not like staring, a person in love stares often. (k) Sidelong glances:A person engaged in sidelong glances may be suspicious, doubtful or distrusting of what is happening around. (l) Concentrated eyes:A person with concentrated eyes, accompanied by lowering of eyelids, is not concealing the eyes; instead, he is focusing on some interesting object as is often used by artists and lovers. (m) Wearing glasses on eyes:It does not come in the way of reading the eyes. On the contrary, it may yield additional information to the watcher. A person removing glasses and then wearing it again quickly wants quick decisions. (n) Eyes lighting up:Eyes light up when one is happy or excited about something or when he wants to share someone’s happiness. (o) Eyes welling up:When a person empathizes with another individual, eyes well up. (p) Dilation and contraction of pupils of the eyes:If a person is very excited, the pupil can dilate up to four times its normal size. Contracted eyes make them look beady or like snake eyes that shows anger. Babies and small children use dilation of pupils to gain attention. Dilation of pupil by kids makes them appear more desirable.

Slide 19 : (q) Expression of anger and hostility through eyes:The expression of anger and hostility through other parts of the body is largely controllable but it is very difficult to control the anger and hostility through the eyes. It invariably leads to serious conflicts. Almost every adult must have experienced: ‘A look that would kill’ ‘A come-hither look’ ‘I am available look’ ‘A fist eye’ As a rule, successful managers develop a good understanding with their subordinates through eye contact. It leads to better rapport between the manager and his subordinates. This kind of relationship with subordinates enhances human potential, their output and productivity. Eye movements form the lifeblood of Indian classical dances – they use a permutation and combination of eyebrows, eyelids, eyelashes and pupil and make eyes the potent instrument for suggestions and other emotional feelings. In most situations of business interest, managers should look in to the eyes when they are talking to someone. It is interesting to note that the late A Onassis, a Greek shipping magnate who often emerged as a successful negotiator of deals, wore dark glasses while negotiating!

Slide 20 : (ii) Gaze behaviour:Real process of communication gets established when people make eye to eye with other individuals. This is known as gaze behaviour and its important features are:   (a) Some people can make you feel comfortable when you are conversing with them by their gaze behaviour. (b) Some people can make you feel ill at ease with their gaze behaviour when conversing with you. (c) When a person is not maintaining eye contact and the duration of eye contact is less that one-third of the time, they arouse a feeling of untrustwortiness in them as they seem to be holding back information and are not honest or forthright. (d) When the gaze continues for more than two-third of the time, it can imply one of the followings:   If the gaze leads to dilated eye pupils, it means the other person finds you interesting If the gaze leads to contracted eye pupils, it means the other person is hostile to you. (e) Gazing helps to build rapport with colleagues, subordinates and bosses. If gazing continues for more than two-third of the total time, it leads to positive results. If a person continues gazing for over two-third of the time with the boss, he can win his confidence. (f) A nervous person who holds the gaze for less than one-third of the time cannot be trusted.

Slide 21 : (g) Some gazing is culture-centric. South Europeans gaze longer that may be offensive in some cultures. Japanese gaze at the neck rather than at the face! (h) The geographical area on which the gaze is focused has profound meaning especially during negotiations:  If directed at the other person’s forehead, it creates serious atmosphere and the other person can sense you mean business. If the manager wants to reprimand his subordinate, gaze will focus on the forehead. If gaze does not drop below the eye level, person is able to maintain control over the interactions. When gaze falls below the eye levels, it leads to creation of social atmosphere. It the area of focus is across the eyes and below the chin of the other person, it is an intimate gaze. (i) If salespersons can find out what is on customers’ mind, it is valuable to them: If prospects’ eyes are downcast and face is turned away, he is shutting you away. If prospects’ eyes engage yours for several seconds at a time, he is weighing your proposal. If prospects’ head is shifted to the same level as yours, the sale is virtually made.

Slide 22 : (iii) Glance behaviour:Glances are part and parcel of everyday communication. They are also used in dancing and other live arts. They are the dramatic versions of the glances of everyday life:  Sideway glances combined with a smile communicate interest and is frequently a signal of courtship Sideway glance combined with slightly raised eyebrows convey hostility Sideway glances combined with down-turned eyebrows and furrowed signal suspicion and critical attitude Sideway glance combined with corners of the mouth turned down also signal suspicion and critical attitude.   (iv) Eye blocking:It is very irritating to deal with people who use eye-blocking gesture as they speak:  When a person attempts to block other person from sight, he is eye-blocking because either he is bored or feels superior. An average person blinks 6 to 8 times in a minute. If the person is closing his eyes longer, he is momentarily trying to wipe you off his mind. The ultimate eye blocking occurs when the other person keeps his eyes closed. If one experiences eye blocking from his boss, it is a danger signal – it should immediately tell him that the approach he is following is causing negative reaction. He must switch to another approach or tactics if the communication has to proceed in an effective manner!

Slide 23 : (iii) Glance behaviour:Glances are part and parcel of everyday communication. They are also used in dancing and other live arts. They are the dramatic versions of the glances of everyday life:  Sideway glances combined with a smile communicate interest and is frequently a signal of courtship Sideway glance combined with slightly raised eyebrows convey hostility Sideway glances combined with down-turned eyebrows and furrowed signal suspicion and critical attitude Sideway glance combined with corners of the mouth turned down also signal suspicion and critical attitude.   (iv) Eye blockingIt is very irritating to deal with people who use eye-blocking gesture as they speak:   When a person attempts to block other person from sight, he is eye-blocking because either he is bored or feels superior. An average person blinks 6 to 8 times in a minute. If the person is closing his eyes longer, he is momentarily trying to wipe you off his mind. The ultimate eye blocking occurs when the other person keeps his eyes closed. If one experiences eye blocking from his boss, it is a danger signal – it should immediately tell him that the approach he is following is causing negative reaction. He must switch to another approach or tactics if the communication has to proceed in an effective manner!

Slide 24 : (g) Clasping of the hands behind the back :It implies that the individual is very confident of himself. He is not used to taking orders and is in the habit of issuing directions. (h) Either hand behind the neckThe individual is trying to analyze the problem and evaluating the proceedings of the interaction. The other person should be careful in interactions as the issues are being evaluated. (i) Both hands clasping behind the neck It is a danger signal because it means as if the spine or backbone is being straightened before the final plunge! (j) Both hands behind the headPositioning of both hands behind the head is a gesture of superiority, confidence and possible arrogance. This gesture if combined with the expression on the face and eyes can be interpreted as under: If the individual maintains eye contact, he feels superior and is confident. If the individual turns his head away but continues to position his hands behind the head, he is dismissing your position without much ado. It is pointless to continue further interaction with the person. (k) Scratching the headAs is the proverb, individual is confused and would like to sort things out as they are causing a lot of discomfort. (l) Stroking the chinIt implies that the ideas brought up in the discussions are being pruned and being given due consideration. Issues will be taken to their logical conclusions.

Slide 25 : (m) Scratching or lightly rubbing one side of the neckRubbing one side of the neck may involve one or two fingers only. It means the individual is insecure and is looking for some kind of assurance that he would get from stroking the self or being in close proximity of his own self. (n) Clenching of handsIt conveys different meanings if the person is speaking and listening:If speaking, it implies frustration about the issue and also uncertainty about how long the interaction would continue If listening, it means that he is responding rather negatively to whatever is being said. (o) Thumbs hidden inside the fists:This gesture implies that the person is not able to resolve the issue or reach an amicable solution. Additionally, if the thumbs are well covered, it means the person is depicting his inability to face the situation or come up with a satisfactory solution. (p) One or both the hands on the hip If a person is standing erect with one or both the hands on the hip, it denotes two things (q) Hands down and fists clenched:It means that the person is getting ready for a quarrel and is ready for the final outburst. The other person can give him a break before he lets off his steam because, otherwise, he is likely to be very aggressive and hostile. (r) Rubbing handsThere are several interpretations:If the rubbing of hands is quick, it implies that the person is excited about something that is satisfying too. Slower the rubbing of hands, more dangerous is the implication. It indicates that some kind of deception is going to take place. It also implies that something is going on in the mind of the person that needs close watching.Still slower rubbing of the hands similar to when they are cleaned or washed, indicates that the individual is deciding to steer clear of the situation.

Slide 26 : (ii) PalmsHuman palms are used to give one of the most powerful signals given by human palms. Some of these are:  (a) Open palm gesture while talking or speaking:This stands for openness and frankness. It is very valuable when you are making an oral presentation. It shoes a positive personality. (b) An open palm pointing upwards:It indicates submissiveness, as if asking for alms. (c) An open palm but pointing downwards :It reflects authority. The person is in command. If request is given to subordinate, it is acceptable. However, if request is given to a colleague with open palm pointing downwards, he may feel annoyed. (d) Palm closed in to a fist but forefinger pointingBy this gesture, the speaker is beating his listener in to submission. It is one of the most irritating gestures a speaker can use. If you are a habitual finger pointing type, try palm up or palm down positions. These lead to more relaxed attitude that has a more positive effect on others. (iii) Handshakes:Shaking hands is a relic from the old caveman age. Whenever they came out of their cave and saw others, they shook their hands to let the other persons know that they are not carrying arms. Over time, this got modified in to a handshake that involves interlocking and shaking of palms. Internationally, this has become a popular way of greeting on meeting and once again, when departing excepting some older civilizations as in India where ‘namaskar’ is still popular. There are several types of handshakes: (a) Normal (Equal) handshake with thumbs pointing sidewaysIt indicates good grip with a good degree of professionalism in approach. It reflects equality in attitude and in behaviour. All managers and leaders must learn how to do handshake professionally.

Slide 27 : (b) Handshake with your thumb on top of the other person’s hand:It suggests you are in control of the situation (c) Handshake with other person’s thumb on top of your hand:It means that the other person is in control (d) Handshake with person offering hand with open palm pointing downwards It suggests that the person is presenting a dominant handshake. To counter it, the other party should catch the hand from the top and shake it. With this, the other party becomes the dominant partner! (e) If offered a dominant handshake, step forward with left foot:When the second party steps forward on the left foot, it allows him to strengthen the handshake position. The second party can even turn other person’s hand in to submissive position. (iv) Double handshakes:These are also happening with a great deal of regularity. A few of the gestures fall under the intimate level of relationship and may not be useful in business and formal arena. A few well know ones are: (a) Glove (politician) handshake:The gesture means that the receiver of handshake holds your hand with both the hands. The person is trying to give the impression that he is sincere and trustworthy. However, if this is done with someone who is not known, the person should become cautious and suspicious. (b) Left hand on the wrist while shaking with the right hand:Left hand is used to show sincerity, trust and depth of feelings. (c) Left hand on the forearm near the elbow while shaking with right handHigher the level of point at which the left hand is while shaking with right hand, more intimate and intense are the feelings being conveyed. (d) Left hand on the upper arm while shaking with the right hand:This takes the handshake in to the area of personal / intimate zone. It may not be used in business and other similar interactions. (e) Left hand on the shoulder while shaking with the right hand:This takes the person in to more personal and intimate zone.

Slide 28 : (v) ArmsArms are often used as barriers to defend ones’ position or to hide self. A few common gestures involving arms are as below: (a) Standard arm-cross gesture :When both hands are folded across the chest, attempt is to hide from unfavourable situations. It is a universal gesture signifying negative or defensive attitude. When a person is among strangers in a public meetings, queues, cafeterias, lifts etc, people feel uncertain and insecure.A simple but effective method to avoid this is to hand the person a pen, a book or something that forces him to open his arms. Another method is to reach him and ask if he wanted to ask a question. Successful salespersons do not proceed with the presentation about their product until they have uncovered the reasons for customer folding his arms. (b) Reinforced arm-cross gesture:If in addition to the above he has clenched his fists with a red face, a verbal or physical attack is imminent. A submissive palm open up approach is required to discover the reason if it is not known already. (c) Arms folded and gripping the upper arms:Often the arms are gripped so tight that fingers and knuckles turn white because the blood circulation is cut off. This gesture is common among people waiting in doctors’ / dentists’ clinics. A first time traveller prior to plane taking off also exhibits this gesture as it shows negative restrained attitude. (d) Arms folded in front and thumbs pointing vertically upwards:When a young executive among unfamiliar people does a handshake with the top boss and then stands aside with arms folded with thumbs pointing vertically upwards, it represents a defensive gesture but with a cool approach. It reflects self confidence with folded arms giving a sense of protection (e) Arms folded partially in front with one hand in the otherThis is a partial arm-cross barrier and often seen in meetings among strangers. It is a common gesture used by people who stand before a crowd to receive an award or give a speech. This gesture reminds people of their childhood days when parents held his hand under fearful circumstances!

Slide 29 : (6) Walking styles:Style of walking can help detect the type of personality traits of individuals. However, walking style alone should not be used as the determining factor. This has to be taken together with other postures, gestures etc. Some of the common styles of walking are: Walking with hands in pocket:This is a portrayal of a macho image. He may be shy, withdrawn and critical of happenings around. (ii) Walking with hands in pocket, disorganized walk with head bent:The person may be depressed. (iii)Walking with hands in pocket, disorganized walk and kicking animaginery objectThe person might be upset and angry. (iv) While walking, his eyes are focused on the ground:The person is lost in his thoughts. (v) While walking, his eyes are focusing in the air:He is pre-occupied and is looking for solution to problems. (vi) Strutting style of walkingHe is a person of extreme certainty of opinion and very confident of himself.

Slide 30 : Acknowledgments We wish to acknowledge the people who actively contributed to the writing and delivery of the learning material Author Prof. Manohar L. Gulati Presenter M.Sadiqur Rahman, Fullbright Scholar, Lecturer, Employability Skills & Business Communication A special thanks to the technical support team who were instrumental in the design and implementation of this presentation.

Slide 31 : Contact Details For further information, please contact: IILM Institute for Higher Education 3, Lodhi Institutional Area, Lodhi Road, New Delhi- 110003 Email: learning@iilm.edu Web : www.iilm.edu

THANK YOU : THANK YOU