Create your very own Auto Publish News/Blog Site and Earn Passive Income in Just 4 Easy Steps
Opinions expressed by Entrepreneur contributors are their own.
Most people think reading body language is as simple as looking at a smile, twitching an eye, or raising an eyebrow. They know from experience that observing a gesture or movement can help them accurately assess the intentions of the decision maker sitting across the boardroom table. That's how we're taught, right?
Actually it's wrong.
Imagine an important investor or partner meeting. At the head of the table sits Ms. Johnson, a potential partner whose alliance could take your company to new heights. As you propose marriage, she briefly touches her necklace. A sign of doubt, you suspect. Nevertheless, her posture remains straight, her gaze unbroken, and her lips pressed together in thought – all signs that she is very determined and has strong opinions.
This mosaic of gestures – the touch of the necklace, the calm look, the balanced posture – is the essence of clusters in body language. Focusing on a single gesture may have led to a misstep in your interpretation and therefore in your presentation or negotiation strategy. However, understanding the collective message of these clues provides invaluable insight into Ms. Johnson's mindset. Body language “clusters” are indispensable in business communication.
Individual gestures can be misleading if taken out of context. However, when multiple nonverbal gestures come together simultaneously or within a short period of time (and the time frame in which they occur makes all the difference), they reveal a larger narrative about a person's inner dialogue, decision-making process, or mood.
For an entrepreneur looking to grow their business, this nuanced understanding can mean the difference between sealing a partnership and walking away from a missed opportunity.
Let's explore ways to read body language in clusters to understand more accurately what someone is thinking or feeling. These insights come from my multifaceted career spanning more than 35 years, during which I have spent thousands of hours in meetings, observing pitches and presenting.
Related: A Negotiation Expert Shares the 4 Body Language Cues Every Entrepreneur Should Recognize
1. Holistic observation
Instead of focusing on a single gesture, try to understand the person's overall behavior. If a colleague looks away but maintains an open stance, the distraction may be external rather than a reflection of the discussion. It's your job to look beyond the individual gesture and see what else is happening to that person (or group of people). Is the gesture isolated? That is rarely the case. But this one clue may be the most obvious, so your attention is on it. You need to be more holistic in your observation and try to figure out all the other signals that are being sent to you.
2. Situational context
A clenched fist in a relaxed atmosphere is very different from the same gesture in a heated meeting – this could indicate anger. In contrast, another may indicate impatience or a desire to interfere. Always adapt your readings to the environment and be aware of any other circumstances that influence behavior. The gesture is not isolated from other gestures, but neither is it isolated from the environment and the conversation taking place. Be sure to calibrate all of these elements as you determine the meaning of the clues.
3. Establish a baseline
Recognize people's habitual behavior. The gestures of a naturally lively person may not carry the same weight as those of a reserved person. Try to recognize deviations from the norm (as best you can when you've just met someone), because that's often where the most critical messages lie. You can do this at the start of a meeting in the “chat” phase. Try to force yourself to notice a person's behavior when the topic is something other than the topic of the meeting. This will give you insight into their basic behavior and behavior.
4. Distinguish between emotion and cognition
Body language clusters can illuminate both feelings and thoughts. Crossed arms with a frown can indicate physical discomfort. However, the same folded arms with a nod could signal agreement despite possible reservations. It's your job to observe the person (or people) and then recognize whether the signal they are sending is an emotional response to something that was just said or whether it results from a triggered thought. Knowing which of these gives body language clues will make it easier for you to decide how to shape your presentation to your advantage. The only way to learn anything is to silently ask yourself, “Are they reacting emotionally or logically?” during meetings. Just being mindful will help you figure it out better and better.
Related: Body language is powerful—make any of these four mistakes and you'll be silently sabotaging your interactions
5. Engage in conscious observation
During your interactions, take time to observe exclusively. At your next important meeting, take a few quick moments to study collections of nonverbal cues. This deliberate practice will help you hone your skills and ensure they become second nature when it matters most. You can even practice this every day – at the coffee shop or the grocery store. Observation is a skill that is only honed when given the care it needs and deserves.
For the experienced entrepreneur, nonverbal communication is full of insights that can transform your approach to negotiations and presentations. Body language clusters are one of the high-level tools that transform fleeting observations into a deeper understanding of human behavior and decision-making.
When preparing for important meetings and business interactions, remember that while a single gesture can provide a glimpse into a person's mind, clusters reveal the entire story. The true essence of communication and successful results lies in these patterns. Consider and practice the concepts above to familiarize yourself with the initial steps needed to identify clusters, and then let each interaction be a testament to the mastery you develop.
Create your very own Auto Publish News/Blog Site and Earn Passive Income in Just 4 Easy Steps
