The Body Language of Listening

THE BODY LANGUAGE OF LISTENING

Remember to Be Gentler
by Patti Wood, MA, Professional Speaker  www.pattiwood.net

You’re sitting in the office with your client or customer as they talk about what they want or perhaps sharing the problems they are having with a product or service. You want them to know that you’re listening. You know it’s important to show concern, but you’re a little tired, or they’re going on and on or maybe they’re saying some negative things and you’re feeling a little defensive. What can you do to help focus and show that you are listening? What body language cues show that your listening? Just like your sixth-grade teacher told you: be polite –be a gentleman or gentlewoman. 

Or you might be wondering if the person you are with is into you.  How can you tell?  What body language cues show he/she is into you?

Below are some body language cues that will help you in your business and personal relationships:

Give Facial Feedback
It is so easy to zone out as a listener, but when you do you can give a blank, open-mouthed look that resembles the face of a kid after five hours of cartoons. You’re not winning friends and influencing people. Drool is not very appealing. You must work your abs to have toned stomach muscles, and you must work your face to have toned empathetic skills. Let your facial expressions show your emotional response to the message. If they are concerned, show understanding by furrowing your brow. If they are unhappy, frown and lower your eyes. If they are mad, close and flatten out your lip like a sealed envelope. Briefly matching their facial expressions not only shows your customers that you are listening, it creates the same chemicals in your brain that body language shifts are creating in theirs and you will feel what they are feeling and understand them more effectively.

Eye Contact
A listener should give more eye contact than the speaker. Research suggests that if you want to have good rapport you should maintain eye-contact 60 to 70 percent of the time that someone is speaking to you. Females have been shown to be better at this than men and actually need more eye contact from listeners in order to feel comfortable in the conversation. Even research on small children shows that little boys told to converse on a topic sat side by side and talked to each other staring off into space and little girls moved their chairs to face each other and watched each other with full attention for their entire conversation. This may be because dominance is communicated by either staring or a lack of eye contact. You need to make good eye contact. Research shows that a normal business gaze focuses on the eyes and the upper forehead and in a social gaze, the listener’s gaze drops down to include the nose and the mouth.

Eye contact is a good indicator of how interested someone is in you. For one thing, straight on eye contact makes people attractive. So, it follows that if your date is holding your gaze, they are both showing that they are interested in you as well as presenting their most attractive self.  That eye contact tends to be straight at you to show high attraction and to be highly attractive to you.

It's All in The Feet
If you really want to know how someone feels about you, Wood says to look down — all the way down — because feet don't lie. Feet pointed towards you is a clear sign that someone is into you. It’s a limbic brain response, where the feet point the heart follows.

Their Body Language is Open
There are windows all over your body. At your eyes at you neck, your heart, the palm of the hands your knees and the bottoms of your feet. They keep their windows open to you to show they feel safe and want to connect to you.

Nod Your Head
You do not have to have a bobble toy head, just occasionally nod your head to show you are listening and empathetic with the speaker’s message. A bonus of nodding your head is that it releases endorphin-like chemicals into your bloodstream to make you feel good and feel more affable about the speaker. Be aware that women nod their heads whether they agree with the speaker’s message or not. Men may think that you agree with them if you nod too much; so be careful not to give mere feedback “I’m Listening” nods if you disagree with what a man is saying.

Turn Off Technology
We have become so accustomed to answering the phone while looking at our computers, leaving our hands on the keyboards when someone comes into our offices to talk and leaving our cell phones and PDA’s on and attached to our waists at all times that we forget how rude all those things are. Signal your intent to really listen by turning away from your computer, letting phone calls go to voice mail, ignoring or turning off your cell phone or pager and saying out loud, “Let me turn this off while we talk.” It’s amazing what a difference it will make in the impression you will give to your customer--- because so few listeners take the time to be that polite

Lean Forward
Proximity, that is, being physically close, signals your desire to be emotionally or physiologically close. I don’t mean get in their face, but merely lean in toward the speaker. Research shows that in a seated conversation, a backward lean communicates that you are dominant. A forward lean shows interest.
In addition to keeping their body language open, the experts say to pay attention to the angle of their body. If your date tends to angle themselves toward you, that's a good sign. If someone is into you, they'll lean forward, their feet will point only to you and they may cross their legs towards you. This is especially true if the leaning occurs when you are the one doing the talking, since it shows real engagement and interest.

They Give You A True Smile
If someone is really attracted to you, the experts say their smile is a dead giveaway — that is, if it's a true smile. But what is a true smile? “A smile with both eyebrows raised extra high for a moment or a longer look than he or she gives anyone else. A true smile is one that also extends beyond the mouth and into the eyes. The easiest sign to look for is the smile with the mouth only, not with the eyes. True engagement is shown all with a smile in the eyes!”

Expose Your Heart
You do not need to unbutton your shirt and show your superman “S” to show you’re listening; just make sure that you turn towards the speaker. Orient the heart and ideally the upper portion of your body toward the speaker. People self-disclose more to listeners facing toward them. Even a quarter turn away signals a lack of interest to the speaker and makes the speaker shut down. It also says something about your response to the message. Research shows that when people feel under attack and/or defensive or have low self-esteem they protect their vulnerable heart area on their chest. Body language is a wonderfully symbolic language. To communicate you are an open, confident speaker and listener, you need to show your heart. 

There are gender differences. When men are sitting directly across a table or desk from one another, the desk or table almost acts as a castle wall and the direct heart-to-heart message changes to a challenge, creating a feeling of competition between men and making them share less than they do when they are seated side to side.

Remove Barriers
That means take away things that block the access or view of the speaker and you. The barrier used most often is the arms. Though we have over sixty different motivations for folding our arms, speakers see any arm fold as a barrier and a cue that you are not listening. In fact, of all the different body language postures, the arm fold is the most obvious indication of a lack of interest. You retain 30 percent less information from the speaker when you listen with your arms crossed. So, unfold your arms. In addition, move the phone, books or stacks of papers on the desk that sit between the front of your body and the speaker’s view. You can even show that you are blocking a speaker’s message by holding your beverage glass in front of your upper chest.

There is no greater gift to give to someone than your interest. Be GENTLER with your listening.

To learn more about using body language to increase your business success or  contact Patti Wood at www.pattiwood.net.



Patti Wood, MA - The Body Language Expert. For more body language insights go to her website at www.PattiWood.net. Check out Patti's website for her new book "SNAP, Making the Most of First Impressions, Body Language and Charisma" at www.snapfirstimpressions.com.
     

Ariana Grande & Mikey Foster’s Body Language In The “Boyfriend” Music Video


This was an interesting body language read to do.

https://www.elitedaily.com/p/ariana-grande-mikey-fosters-body-language-in-the-boyfriend-music-video-is-sweet-18551190

Patti Wood, MA - The Body Language Expert. For more body language insights go to her website at www.PattiWood.net. Check out Patti's website for her new book "SNAP, Making the Most of First Impressions, Body Language and Charisma" at www.snapfirstimpressions.com.
     

Body Language of Joe Biden and Kamla Harris in the Democratic Presidential Candidate Debate

Body Language of Joe Biden and Kamla Harris in the Democratic Presidential Candidate Debate

The three key exchanges that I analyzed for the media are here.  Note the power dynamics in the interactions and tell me what you think about their paralanguage that is his calm voice and her anger. I shared with the reporter the research on how women's voices are heard in the men's brains and how we interrupt anger differently when it is shown in a woman as opposed to a man and said that some people will look at the last two exchanges and say she sounds angry and shrill and criticize her and say he is more restrained and presidential and others are going to hear her voice and say she sounds appropriately angry and powerful. I will put up the research as well.
2. Exchange about health care: https://www.youtube.com/watch…
3. Exchange about the Hyde amendment:
https://twitter.com/CNN/status/1156766937705340929Body Language in the Biden Harris Debate


Patti Wood, MA - The Body Language Expert. For more body language insights go to her website at www.PattiWood.net. Check out Patti's website for her new book "SNAP, Making the Most of First Impressions, Body Language and Charisma" at www.snapfirstimpressions.com.
     

Design that Gives the Middle Seat Passenger a Few More Inches

This is interesting. This is a design that gives the middle seat passenger a few more inches in width but lowers the seat and pushes it behind the other two seats which would lower the passenger in that middle seat's power and status nonverbally. This is one of the many times I wish a designer of a product had consulted an expert in nonverbal communication or just called me as an expert at being short! Seriously, as a professional speaker who every single week I can give you my short girl Million Miler opinion. 


Patti Wood, MA - The Body Language Expert. For more body language insights go to her website at www.PattiWood.net. Check out Patti's website for her new book "SNAP, Making the Most of First Impressions, Body Language and Charisma" at www.snapfirstimpressions.com.
     

How Can a Group Accept and Even Defend a Member in the Group with Despicable Behavior?

As many of you know as a body language expert I write and speak to my corporate clients about honesty, integrity, and credibility as well as deception, narcissism, and psychopathology. 

I have a chapter in my forthcoming book about how other people respond to “dark triad” behaviors like Malignant Narcissism and it struck me that most people don't understand how a group can they tolerate someone. they know has done great harm. How can it happen? In group narcissism, we see an unquestioning loyalty and admiration for the group and an intense fervor in the persecution of any person who questions the authority of the overarching ideals of the group. The group will do anything to ignore any bad behavior of their fellow narcissists, give him a pass and then another pass, normalize unhealthy behaviors bullying, abusive and dangerous behavior. They will defend one of their own kind, for fear of losing the group. They will even attack any innocent person or persons who threaten the group status quo. The group is their breath, their life, their sustenance, their "supply." In the presence of other narcissists, who reflect back “like” behaviors they don't see their dark selves. In the group, they are whole and belong. They may see damage in others, yet it only serves to make them feel superior. And in fact, their very acceptance of the dark damage in their fellow tribe members may make them think they are good people! They don’t consider the fact that in a healthy group dark damage behavior are called out as unacceptable. 

Fromm explains, “[an] individual narcissist, who is out on his own, comparing himself to normal people may see he lacks a moral core unless he is mentally very sick, he may have at least some doubts about his image. But, if he joins a group that has other narcissists, he has none, since his narcissism is shared by the majority” (ibid., p.204). They feed each other giving each other narcissistic supply. If they lose members, they will seek out new supply, some just like them, or "Empaths" (honest trusting people) the group can use and abuse. Narcissists love the "supply" being in a group gives them. "...it works as protection and amplification of their own narcissism.” One would expect the narcissist to be ‘above’ such social conformity, but this group represents a “stepping up.” of his pathology. It is also gratifying to the weak and untalented narcissist since he becomes a giant by belonging to the group."


"The group members are often mistaken for nice fellows, who are socially mature and respectful towards other people. Nothing could be further from the truth. It is a chimera. Such people are only providing for their own narcissism by way of reflection in the group. Scratch on the surface, and a nasty intolerance appears.” (They will gossip about and stab members in the back) 


Many psychologists tend to view the social group as an ideal for the individual to attain. What is true is that a healthy group filled with loving honest caring people is the ideal. But, as you know, marriage is an ideal as well and there are unhealthy abusive marriages, in which an abusive spouse may brag about his great marriage He gains social status from being in marriage that is not what it seems. In the same way there are group members, who brag about their group membership that are in toxic groups, pathological version of bonding called group narcissism. 


So if you have read this far, you may get a greater understanding of why some political party members may cling to their group memberships, some church or teams or clubs may do anything to protect the group even if it means or protecting a member known abusing women and known pedophiles.  So, what can you do?


Think of your tribe first. Are you speaking well of or badly about others behind their backs? Does your group allow constant complaining? Is their complaining without positive action that creates positive change? Is their anger mongering, shouting, shutting people down, bullying, gossiping, name calling, sexual discrimination, judging? Do members talk badly about others behind their back? What do you think is ok? What are you accepting?

Patti Wood, MA - The Body Language Expert. For more body language insights go to her website at www.PattiWood.net. Check out Patti's website for her new book "SNAP, Making the Most of First Impressions, Body Language and Charisma" at www.snapfirstimpressions.com.