You have just taken on a new management position. Refer to the photo in Exhibit 11.3.(https://openstax.org/books/organizational-behavior/pages/11-2-types-of-communications-in-organizations#ch16fig03)

A uth ors :

S ourc e:

D ocu m en t T yp e:

S ubje cts :

A bstr a ct:

L exile :

F ull T ext W ord C ount:

IS SN :

Accessio n N um ber:

P ers is te n t lin k t o t h is r e co rd

(P erm alin k):

C ut a n d P aste :

D ata b ase:

T he lin k in fo rm atio n b elo w p ro vid es a p ers is te nt lin k to th e a rtic le y o u'v e r e queste d.

P ers is te nt lin k to th is r e co rd : F ollo w in g th e lin k b elo w w ill b rin g y o u to th e s ta rt o f th e a rtic le o r c it a tio n.

C ut a nd P aste : T o p la ce a rtic le lin ks in a n e xte rn al w eb d ocu m ent, s im ply c o py a nd p aste th e H TM L b elo w , s ta rtin g w it h " < a h re f"

T o c o ntin ue, in In te rn et E xp lo re r, s e le ct F IL E th en S AVE A S fr o m y o ur b ro w se r's to olb ar a bove . B e s u re to s a ve a s a p la in te xt file ( .tx t) o r a 'W eb P age, H TM L o nly ' file

( .h tm l) . In F ir e F ox, s e le ct F IL E th en S AVE F IL E A S fr o m y o ur b ro w se r's to olb ar a bove . In C hro m e, s e le ct rig ht c lic k (w it h y o ur m ouse ) o n th is p age a nd s e le ct S AVE

A S

Reco rd : 1

B O DY L A N G UAG E.

Lars on, A lin a

P osit iv e T hin kin g. N ov/D ec2006, p 46-5 2. 7 p.

A rtic le

B O DY la nguage

E M PLO YM EN T in te rv ie w in g

P R O M OTIO NS

PO W ER ( S ocia l s cie nces)

E YE c onta ct

T he a rtic le d is cusses s evera l b ond-b uild in g b ody-la nguage te chniq ues. T o m ake a p osit iv e in it ia l im pre ssio n d urin g a jo b

in te rv ie w , th is a rtic le s uggests tr y in g to a ppear c alm a nd a t e ase a nd a lig nin g th e r ig ht e ase w it h th e in te rv ie w er's r ig ht

eye. M eanw hile , to o bta in p ro m otio ns, th is a rtic le s ta te s th at s m all, c ontr o lle d m ovem ents p ro je ct p ow er. S o d oes s it tin g

at e it h er e nd o f a r e cta ngula r ta ble d urin g m eetin gs.

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M aste rF IL E P re m ie r

B ODY L A NGUAGE What Y ours S ays A bout Y ou " L et m e h ear y o ur b ody t a lk ," s an g O liv ia N ew to n-J o hn. T ru th is , f a cia l e xp re ssio ns, p ostu re a n d g estu re s s ay a s m uch

as w ord s--a n d s o m etim es m ore

T H E M OST E FFE C TIV E W AY F O R P EO PLE T O com munic ate fa ce-to -fa ce is th ro ugh th e w ord s w e u se. R ig ht? W ell, th is m ig ht n ot b e th e b est th in g fo r

som eone w ho w ork s w it h w ord s to a dm it , b ut th e a nsw er is : n ot e xactly . A U CLA s tu dy fo und th at c om munic atio n is 7 p erc ent v erb al ( th e w ord s a ctu ally

s poken), 3 8 p erc ent v ocal ( to ne o f v oic e) a nd 5 5 p erc ent n onverb al.

S till h ave d oubts a bout th e im porta nce o f b ody la nguage? J ust a sk p ro fe ssio nal p oker p la yers w hat th ey s tu dy m ost c are fu lly a bout o pponents --th ey lo ok fo r

te lls , s m all c hanges in b ehavio r th at in dic ate a p la yer's c onfid ence in h is h and. O r ta lk to a v ete ra n s tr e et c op a bout h ow , e ven in a c ro w d, s he c an s pot

som eone w ho's u p to n o g ood--it u sually h as v ery lit tle to d o w it h w hat th e p ers on's s ayin g a nd a lo t to d o w it h h ow h e's a ctin g.

F ro m th e w ay y our h ead is tilt e d to w here y our to es a re p oin tin g, y our w hole b ody is s endin g m essages. W heth er y ou'r e ta lk in g to y our b oss, y our k id s o r y our

new n eig hbor, y ou c an s ay, " I'm c onfid ent, s m art, fr ie ndly a nd tr u stw orth y"--a ll w it h out a w ord .

"I'm t h e o ne f o r t h e jo b"

You'v e r e hears ed b rillia nt lin es fo r th e jo b in te rv ie w , th e fo llo w -u p m eetin gs w it h m anagers a nd th e e le vato r r id e w it h th e h ead h oncho. B ut w hat's y our b ody

la nguage s ayin g to y our p ote ntia l e m plo yer--"G iv e m e a le g u p" o r " B oot m e o ut th e d oor"?

T he fir s t im pre ssio n y ou m ake is c ru cia l. R esearc h s how s th at n ot o nly d o p eople m ake ju dgm ents w it h in 1 0 s econds o f m eetin g s om eone, b ut a ls o th at th ose

in it ia l im pre ssio ns s tic k.

Try y our b est to a ppear c alm a nd a t e ase. D ir e ct e ye c onta ct is im porta nt b ut d on't m ake it a s ta re dow n, w hic h c an b e c onstr u ed a s a c halle nge to a uth orit y .

In ste ad, lo ok a t th e c ente r o f th e tr ia ngle fo rm ed b y th e e yes a nd n ose o f th e o th er p ers on. C ount to th re e a s y ou g iv e a fir m , b ut n ot v is e-g rip , h andshake.

A lig n y our r ig ht e ye w it h th e in te rv ie w er's r ig ht e ye, s uggests b ody la nguage e xpert T o nya R eit m an. T hat w ay y ou'r e r e achin g h is le ft b ra in , th e lo gic al, n on-

em otio nal h alf . If th e in te rv ie w er is in a b ad m ood, h is r ig ht b ra in ( th e e m otio nal h alf ) m ig ht p ro je ct th at n egativ e s ta te o nto y ou.

If y ou'v e g ot a g ood jo b, h ere 's h ow to p ut y ours elf in lin e fo r th at b ig r a is e o r p ro m otio n. W hen y ou'r e s peakin g, s ave th e h uge h and m otio ns fo r y our b uddie s.

S m all, c ontr o lle d m ovem ents p ro je ct p ow er. S o d oes s it tin g a t e it h er e nd o f a r e cta ngula r ta ble d urin g m eetin gs. If y ou c an't s nag th ose s eats , a void th e o nes

rig ht n ext to th em --th ey'r e c onsid ere d th e s id ekic k s pots . G iv in g a s peech o r a s ale s p it c h? K eep th e to ne a nd p it c h o f y our v oic e r e la xed. R eit m an

re com mends c hillin g o ut b efo re hand b y b re ath in g d eeply 1 0 tim es.

A nd M om w as r ig ht: G ood p ostu re w ork s w onders ! S ta nd u p s tr a ig ht, w it h y our n eck a lig ned w it h y our s hould ers a nd h ead. S lo uchin g o r le anin g m akes y ou

appear m ore c are le ss th an r e la xed, th e la st im pre ssio n y ou w ant to g iv e.

"I'm f r ie n dly "

O kay, y ou'v e m aste re d th e a rt o f s m all ta lk ( s ee p age 1 7). D on't y ou w ant y our b ody to p ro je ct a n e qually v iv acio us v ib e in s ocia l s it u atio ns? W it h y our h ead

lo w ere d, a rm s fo ld ed a nd s hould ers s lu m ped, fo lk s w on't r e aliz e h ow fr ie ndly y ou a re . T ry th is s ta nce, w hic h is a lo t m ore w elc om in g: h ead u p, a rm s r e la xed, chest a nd s hould ers o pen.

In it ia te c onvers atio n w it h th at m ost b asic o f ic e-b re akers : a s m ile . A s ecre t s m ile , a dds D oe L ang, P h.D ., a uth or o f T he N ew S ecre ts o f C haris m a. F ir s t th in k o f

som eth in g y ou r e ally lo ve, s om eth in g th at m akes y ou g rin . T hen r e la x y our m outh , le avin g th e tr a ces o f th at e xpre ssio n o n y our c heeks a nd in y our e yes. T his

r e sult in g s m ile is a n in vit in g c om bin atio n o f w arm a nd m yste rio us.

H ere 's a noth er b ond-b uild in g b ody-la nguage te chniq ue: m ir ro rin g. T he n ext tim e y ou m eet s om eone y ou'd lik e to b ecom e c lo ser to , c opy th eir g estu re s. N ot a t

th e s am e tim e th ey d o it . B ut if th ey fo ld th eir a rm s o r r a is e th eir v oic e, m im ic th e b ehavio r a fe w m in ute s la te r to in cre ase r a pport.

B e s ure to s ta y a t a c om fo rta ble d is ta nce, th ough. T hat d is ta nce is d if fe re nt in d if fe re nt c ountr ie s a nd c ult u re s. In th e U nit e d S ta te s, it 's g enera lly tw o to th re e

fe et a w ay. D on't w orry : Y ou'll k now y ou'r e s ta ndin g to o c lo se if th e o th er p ers on ta kes a s te p b ack.

"I'm in te re ste d "

Lookin g fo r lo ve? M any o f th e s am e b ody la nguage c ues th at y ou u se in o th er s ocia l s it u atio ns a pply w hen y ou'r e m eetin g a p ote ntia l d ate . S ta nd u p s tr a ig ht

and k eep y our s hould ers b ack to in dic ate y ou'r e r e ceptiv e. If y ou'r e s it tin g, k eep y our le gs c ro ssed o r to geth er ( th is g oes fo r b oth g enders ). A nd d on't fo rg et to

s m ile th at a llu rin g s ecre t s m ile w e to ld y ou a bout.

S how y our o penness a nd v uln era bilit y b y to uchin g y our n eck. T his g estu re h as a n a lm ost u niv ers al a ppeal. Y ou'r e d ra w in g a tte ntio n to a w eak s pot, a nd th at

sends th e m essage, " I tr u st y ou."

H ere 's a noth er g estu re th at a ppeals to b oth w om en a nd m en. C ock y our h ead to th e s id e w hile lif tin g o ne s hould er s lig htly . O ne, th is le ts th e o th er p ers on k now

you'r e in te re ste d in th em . T w o, it lo oks a bsolu te ly a dora ble . ( If y ou h ave a d og, y ou k now h ow e ffe ctiv e th is is !)

M ir ro rin g w ork s p artic ula rly w ell in a r o m antic c onte xt. W e u nconscio usly m im ic th e a ctio ns o f th ose w e fin d a ttr a ctiv e, a nd m ir ro rin g p la ys r ig ht in to th at

in stin ct. O nce y ou s ense y ou'v e m ade a r e al c onnectio n w it h s om eone, tr y s om e fr ie ndly to uch. T o uchin g s om eone's a rm o r h and to e m phasiz e a v erb al p oin t

show s w arm th a nd s ays o nce a gain , " Y es, I'm in te re ste d."

" I'm in c h arg e"

B ody la nguage s eem s to b e a n a lm ost in tu it iv e fo rm o f c om munic atio n. A ll c hild re n, e ven b lin d c hild re n, g estu re b efo re th ey le arn h ow to s peak. K id s a re k een

re aders o f b ody la nguage. If th ey'r e in n eed o f a lit tle d is cip lin e, g o b ack o nce m ore to w hat y ou le arn ed fr o m M om : G ood p ostu re c onveys a uth orit y . B ut if y ou

w ant to m ake s ure y our c hild re n u nders ta nd y ou a nd s ee th at y ou c are , g et d ow n to th eir le vel. C om munic atin g fa ce-to -fa ce w it h k id s te lls th em , " I'm g iv in g y ou

m y fu ll a tte ntio n" a nd it w ill g et y ou th eir s in r e tu rn .

T here 's e vid ence th at g estu re s g o h and-in -h and w it h le arn in g e ven a s k id s g et o ld er. A r e cent C olg ate U niv ers it y s tu dy r e veale d th at c olle ge s tu dents h ave a

b ette r u nders ta ndin g o f m ate ria l ta ught b y p ro fe ssors w ho u se g estu re s w hile th ey'r e le ctu rin g. N ot o nly th at, th ey r e ta in th e in fo rm atio n lo nger.

T his p ro bably c om es a s n o s urp ris e to a nyone w ho's liv ed w it h a d og: C om munic atio n w it h o ur c anin e c om panio ns is m ostly n onverb al. It's a ll a bout b ody

la nguage, e ye c onta ct a nd to ne o f v oic e. A s d og tr a in er S ara h H odgson p uts it in h er b ook D ogP erfe ct, " a r e la xed, u prig ht b ody p ostu re c om munic ate s p urp ose and u nders ta ndin g. T e nsin g u p… te lls y our d og y ou'r e o ut o f c ontr o l. A nd if y ou'r e o ut o f c ontr o l, w ho's g oin g to s et th e e xam ple ?"

"W hat a re y o u s ayin g?"

N ow th at y ou'r e c onscio us o f th e m essages y our b ody la nguage is c onveyin g, h ere 's h ow to in te rp re t th at o f o th ers .

If th ey'r e p re enin g--fix in g th eir h air o r s tr a ig hte nin g th eir c lo th es, fo r e xam ple --th ey'r e p re ppin g fo r a n a ppro ach a nd w ant to lo ok th eir b est. A d efin it e s ig n o f

in te re st. S o is e ye c onta ct. A w om an w ill o fte n s w eep h er e yes u p, d ow n a nd b ack u p a gain . D ila te d p upils a nd r a is ed e yebro w s a re b oth in dic ato rs o f a ttr a ctio n.

A w om an w ill tilt h er h ead if s he's in to w hat y ou'r e s ayin g; a m an w ill r u b h is c hin . B ut w atc h o ut fo r a m an w ho lo oks lik e h e's s tr o kin g a fa ke b eard . H is

m essage is , " Y ou'r e s o lo ng-w in ded, I c ould g ro w a b eard w ait in g fo r y ou to g et to th e p oin t!"

L eg jig glin g, to e ta ppin g a nd fr e quent b lin kin g c an r e veal n erv ousness o r im patie nce. R ubbin g th e h ead o r n eck m ig ht m ean b ore dom . D efe nsiv e s ta nces

in clu de c ro ssed a rm s o r h ands in p ockets . P en c hew ers d on't fe el c onfid ent a bout s peakin g a nd u se th is m ove to o ccupy th eir m outh s. W om en te nd to fid dle

w it h th eir h air if th ey n eed to c om pose th eir th oughts .

A nd d on't fo rg et to lo ok a t th e fe et. If s om eone w ants to h ead fo r th e d oor, h is fe et w ill p oin t th at w ay.

T he b ig gest m is conceptio ns a bout b ody la nguage h ave to d o w it h ly in g a nd e ye c onta ct. A n a verte d g aze d oesn't n ecessarily m ean d is honesty . P eople w ho a re

ly in g o fte n s cra tc h th eir n oses, to uch o th er p arts o f th eir fa ce o r g iv e a fa ke y aw n--a ll w ays to d is tr a ct fr o m w hat th ey'r e s ayin g. If y ou'r e tr y in g to fig ure o ut

w heth er s om eone's fib bin g, w atc h fo r th e le ft h and r u bbin g th e le ft s id e o f th e fa ce, s ays b ody la nguage e xpert J an H arg ra ve. T he r ig ht, o r c re ativ e, s id e o f th e

bra in c ontr o ls th e le ft s id e o f th e b ody. S o th e le ft s id e b ecom es a ctiv e w hen a lia r e xerc is es c re ativ it y a nd s pin s a ta le . A n h onest p ers on, th ough, e m phasiz es

his w ord s b y p uttin g h is r ig ht h and o ver h is h eart. T hat g iv es a w hole n ew m eanin g to s peakin g r ig ht fr o m th e h eart, d oesn't it ?

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B y A lin a L ars on

P hoto gra phs b y J osh C am pbell

C opyrig ht o f P osit iv e T hin kin g is th e p ro perty o f G uid eposts a C hurc h C orp ora tio n ( G PC ) a nd it s c onte nt m ay n ot b e c opie d o r e m aile d to m ult ip le s it e s o r

poste d to a lis ts erv w it h out th e c opyrig ht h old er's e xpre ss w rit te n p erm is sio n. H ow ever, u sers m ay p rin t, d ow nlo ad, o r e m ail a rtic le s fo r in div id ual u se.