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Most people think that reading body language is as easy as watching a smile, eye twitch, or eyebrow raise. They know from experience that observing gestures and movements can provide invaluable insight into the intentions of the decision makers behind the boardroom table. That’s what we’ve been taught, right?
Actually, that’s wrong.
Imagine a meeting with an important investor or partner. Ms. Johnson is seated at the head of the table. Mr. Johnson is a potential partner whose partnership could take your company to new heights. When you’re proposing, she touches the necklace a little. You think it’s a sign of doubt. But her posture is straight, her gaze is unbroken, her lips are pressed together in contemplation, and all this shows that she is very determined and has strong opinions. I am.
This mosaic of gestures – the touch of a necklace, fixed eyes, calm posture – is the essence of a body language cluster. Focusing on a single gesture can lead to errors in interpretation and, in turn, errors in presentation and negotiation strategies. But understanding the collective message of these cues provides valuable insight into Ms. Johnson’s thinking. Body language clusters are essential in business communication.
Individual gestures can be misleading when taken out of context. But when multiple nonverbal gestures come together at once or within a short period of time (and the time frame in which they appear makes all the difference), they can be used to express a person’s inner dialogue, decision-making process, or Reveal a more comprehensive story about your emotions.
For entrepreneurs looking to grow their businesses, this nuanced understanding can be the difference between entering into a partnership and walking away with a missed opportunity.
Consider reading body language in clusters to better understand what someone is thinking or feeling. These insights come from my multi-faceted career spanning over 35 years spent thousands of hours in meetings, observing pitches, and presenting.
Related article: A negotiation expert shares 4 body language tips every entrepreneur should be aware of
1. Overall observation
Instead of focusing on a single gesture, try to understand the person’s overall demeanor. If your co-worker looks away but remains open, the mood may be coming from outside rather than reflecting on the discussion. It’s your job to look beyond just her one gesture and see what else is going on with that person (or group of people). Is the gesture done in isolation? Rarely. But that one clue about her may be the most obvious, so that’s where the attention will be focused. You need to look more holistically and try to find other signals being sent to you.
2. Background of the situation
A clenched fist in a relaxed environment can be very different and indicate anger than the same gesture in a heated boardroom discussion. In contrast, others may show impatience or a tendency to hold back. Always adjust your measurements to your environment and be aware of other conditions that cause the behavior. Gestures are not isolated from other gestures, but they are also not isolated from the environment or the conversation that occurs. Be sure to balance all of these factors when determining the meaning of a clue.
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 more reserved individual. Try to identify deviations from the other person’s standards (as much as possible if you’ve just met), as that often contains the most important messages. This can be done during the “chat” phase at the beginning of the meeting. If the topic is something other than the meeting topic, try to force attention to someone’s actions. It gives an insight into their basic behavior and manner.
4. Distinguish between emotion and cognition
Body language clusters can reveal both emotions and thoughts. Crossing your arms and frowning can indicate physical discomfort. However, crossing your arms and nodding in the same manner may indicate agreement, despite possible reservations. Observe the person (or people) and try to detect whether the signals they are sending are an emotional response to what was just said, or whether they result from the thought that triggered them. It’s your job to do that. Knowing which body language cues help you decide how to pivot your presentation to your advantage. The only way to learn is to silently start asking yourself, “Are they reacting emotionally or logically?” In a meeting. Just by being mindfully aware of it, you will get better and better at understanding it.
Related: Body language is powerful — making these 4 mistakes will silently sabotage your interactions
5. Make careful observations
During the conversation, take time to just observe. In your next important meeting, set aside a short time to study a collection of nonverbal cues. This deliberate practice will help you hone your skills and ensure you become a habit when it matters most. You can also practice this every day at a coffee shop or grocery store. Observation is a skill that can only be honed with the necessary and deserved cultivation.
For experienced entrepreneurs, nonverbal communication is full of insights that can change the way you approach negotiations and presentations. The body language cluster is one of his high-level tools that turns fleeting observations into deeper understanding of human behavior and decision-making.
When preparing for an important meeting or business interaction, remember that while a single gesture can give you a glimpse into someone’s mind, clusters can reveal the complete story. The essence of communication and successful outcomes lies within these patterns. Consider and practice the concepts above to take the first steps you need to become aware of clusters. Every interaction thereafter becomes evidence of mastery during development.