Ready? Ok, here we go...
1. Surprise
2. Anger
3. Happiness
4. Fear
5. Boredom
6. Confidence
7. Sadness
8. Disgust
Well, how did you do? I bet you managed to convey the meaning of all, or certainly most, of the words just through the use of body language, am I right? Body language, or 'non-verbal communication' to give it its proper name and keep my social scientist readers happy, is pretty important for anyone working in a role that involves them communicating with people face-to-face.
The Importance of Non-Verbal Communication
As a percentage, how much of the meaning we convey, do you think, is communicated through non-verbal communication? Ten percent? Twenty percent? Fifty percent? You may be surprised to hear that much research suggests seventy or eighty percent is a more accurate estimate. What we say, and how we say it, is of importance. Of more importance though, tends to be the non-verbals we communicate. Things like; making eye contact, which is the non-verbal way of communicating the message "I am interested in what you are saying and I am listening" (or not); smiling, which is infectious and sends messages to the brain relating to enjoyment of the social interaction (or frowning, which is also infectious and sends the opposite message); or using your hands to express yourself, which conveys a level of passion and enthusiasm (or staying rigid and motionless, which conveys dullness and disinterest).
A Hand-Shake is Just a Hand-Shake - Right?
A hand shake, believe it or not, can be particularly meaningful to the subconscious mind. In most business interactions, particularly in western cultures, the hand shake is the only physical contact between parties. The degree of firmness on the grip, the depth of the interlock and the duration, are all important elements. This is particularly true when it comes to two parties entering into a negotiation and trying to get the 'upper hand' early on. Or when it comes to a sales person introducing themselves and trying to convey an air of confidence. Have you ever shook a sweaty palm? It doesn't tend to leave you with fond memories of the experience, does it?
The Decisions We Make About Others Based on Non-Verbals
One piece of research, carried out by Michael Solomon in the Graduate School of Business in New York, suggested that humans tend to make up to 11 decisions about someone inside the first 7 seconds of meeting them, based on their non-verbal communication. Their economic status, level of education, trustworthiness, sexual orientation, even whether or not we like the person, are all things, Solomon suggests, we decide inside the first 7 seconds. Pretty incredible when you think about it.
There are two sides to this story; reading other people's and being aware of our own non-verbal communication. We can become quite skilled at reading other people's body language, and conferring meaning, if we watch out for the signs. And the next time you interact with a colleague or customer, make sure it is not just your words you choose wisely.
PS. If you are interested in learning more about non-verbal communication, watch Amy Cuddy's fascinating TED Talk. She has conducted much research in the area and has proved that, although our non-verbals influence others' perception of us, they also influence our own thoughts and behaviours. In other words, your body language sub-consciously shapes who you are. If you have 20 minutes to spare, this video is well worth a watch.
Gavin Fox MSc
Connect with me...
LinkedIn... http://ie.linkedin.com/in/gavindfox/
Twitter... https://twitter.com/gavindfox
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