The importance of gestures in business communication
A large number of modern technologies entail the loss of live communication skills: much more often we write e-mail or communicate on the phone. Accordingly, we lose the ability to recognize sign language. However, scientists have proven that how you say matters much more than what you say.
When negotiating, it is important for the manager to notice the boredom or dissatisfaction of the client in time, or vice versa - even minor trifles can play a decisive role. Therefore, having mastered the sign language, you will be able to recognize the interlocutor's hidden signals and turn things in the right direction in time.
We take the right position
To begin with, it is very important to properly seat the interlocutor in order to subconsciously influence his decision:
- opposite each other - this is a "conflict" arrangement. This position is advantageous when rivalry is planned. In peace negotiations, however, such a provision is categorically prohibited. But if you still find yourself in this position, then, if possible, move a little to the side, with such a gesture you will reveal friendliness to the interlocutor;
- the face-to-face position (with the corner of the table between you) is the location of cooperation. Such a position prompts a search for a compromise;
- but the position on one side of the table (as at a school desk) is a position of intimacy, sometimes even intimacy, so you should not take such a position with a client. Most likely, your interlocutor will “close up” and productive negotiations will not work;
- having seated the interlocutor with his back to the door, he will subconsciously feel vulnerable and insecure.
Gestures and postures speak volumes
Here are some commonly used gestures that can be used to figure out the interlocutor or give hidden hints yourself.
- Gesture of openness - slowly nod your head in time with the story of the interlocutor. This is one of the "active listening" techniques, so you make it clear that you are very interested in what is being said.
- In order to quickly end the conversation - speed up the nodding of the head. This gesture means: "Yes, yes, I understand everything, goodbye."
- Other ways to decently get rid of the interlocutor: start fiddling with the keys in your hands or drop them - a ringing noise will make your opponent pause, and in the meantime, you can report that you urgently need to leave for a very good reason.
- To effectively and quickly resolve a short but important enough issue, do it not sitting at the table, but standing.
- Tapping your fingers or a pen on the table indicates that the interlocutor is tired of listening to you. In this case, go to the most important points and summarize your thoughts.
- A shrug of the shoulders indicates that the interlocutor does not believe in what you said.
- Constant touching of the face indicates nervousness or dishonesty.
- The “hands to hips” pose testifies to the aggressive mood of the interlocutor - he is ready to stand his ground to the last.
- If the interlocutor constantly pulls his hair - this is a sign of uncertainty, perhaps even fear. But if your interlocutor is a representative of the fair sex, then winding strands around your finger is a sign of flirting.
These and many other gestures and postures also have a logical explanation. For example, wiping your glasses may only mean that the glasses are actually foggy or dirty, and not be a signal of "pause to think." And excessive sweating is not at all a sign of excitement, but a biological feature. Therefore, gestures can only be correctly interpreted when they occur on a subconscious level.
Body language is very important in business communication. By learning to understand it correctly, you will be able to “read” the emotions of the interlocutor and conduct negotiations as efficiently as possible. In order to learn this language, always pay attention to the behavior of other people, and carefully study your own habits.