Body language in business.

• Author: Croucher, John S.

1. INTRODUCTION

   With virtually everything that we do, our body is sending out subconscious non-verbal communication in the form of body posture, hand gestures, facial expressions and the movements of our eyes. It has been estimated by some researchers (Borg, 1997) that body language accounts for up to 93 per cent of communication between humans while others (Engleberg, 2006) put it slightly lower at between 60 to 70 per cent. In any case, most agree that it is not the words themselves that give the message but the state of your body when they are delivered.

   Many books have been written on the subject (Pease, 2004 and Hagen, 2008) and these have a theme that provides their own impressions of how to read a person's thoughts and attitudes simply by their behaviour. In particular, when viewing even a group of strangers, the claim is that an analysis of body language is enough to ascertain the feelings that they are experiencing and the relationships between them.

   This paper concentrates on the use of body language in the business world and some of the important signals to look out for as well as how to conduct yourself in the most efficient and productive way. And if this point needs re-enforcement, research (Croucher, 2007) reveals that in speed dating situations, 30 per cent of women make up their mind within 3 seconds of seeing a man whether he is suitable for them and whether they want to see him again. It isn't so much what he says but how he says it that counts.

2. PERSONAL SPACE

   It is very important when speaking to someone that you do not invade what they may perceive as their 'personal space'. If you do so, then you run the risk that your message will be lost and the person feels uncomfortable in your presence. Indeed, if you are conversing with a member of the opposite sex then you can even be accused of harassment. So how close is too close? You want to be friendly and personable but not come on too strong.

   Some guidelines are:

   * Anywhere up to 18 inches is considered to be an 'intimate space' and you would be well advised to avoid it unless you know the person very well. This is usually reserved for lovers, or would be lovers, and can involve touching. It can also include family and very close friends.

   * Between 18 inches and 4 feet is called 'personal distance' and is quite normal for a friendly chat with an acquaintance of some standing, a work colleague or someone you know reasonably well.

   * Between 4 feet and 8 feet is called 'social distance' and is usually reserved for people you have only just met or can even be wary of without making that fact obvious.

   * More than 8 feet is considered a 'public space' and is reserved for an address to a group of people rather than an individual. There is little or no intimacy implied at this distance.

   If somebody enters your personal space, however, it is a sign, particularly in a social setting, that they have an interest in you. Indeed, it is their way of flirting with you. This is also not uncommonly used when a member of the opposite sex is trying to sell you something, particularly if they are attractive and sense that you may have more than a passing interest in them. Signals can include:

   * They angle their body towards you

   * They use prolonged eye contact, but not enough as to make you uncomfortable

   * They tilt their head as you speak with them, creating an impression that they are hanging on your every word

   * They occasionally touch you on the body, either the shoulder or arm, for several seconds

   By holding you head high, smiling and making eye contact you will create an impression that you are confident and secure. And you will in fact feel that way and go a long way to clinching that important deal. But the following gestures are all a sign that you lack self-worth and will often lead to failure. These can include:

   * Angling you head down

   * Slouching in your chair

   * Failing to look the other person in the eye

   * Angling your body away from them as if you are trying to escape

   Another...