Risk & Business Magazine Nesbit Agencies Magazine Summer 2018 - Page 11

BODY LANGUAGE TIPS unconsciously pick up on the fact that you aren ’ t present and don ’ t really want to talk to them .
• Do triple nod . Dale Carnegie , the master of winning friends and influencing people , advised his students to be interested in the people you are speaking with . This means getting them to open up and tell you more . One way you can do this nonverbally is to use the triple head nod . Three quick small nods in a row is the nonverbal sign for “ tell me more ,” or “ I hear you , explain .” It is a great way to show that you are interested and engaged .
ENTREPRENEUR BODY LANGUAGE TIP # 2 : PITCHING
Whether you are giving an elevator pitch to new friends or pitching to a panel of investors , the idea of selling your idea and your business can strike terror in the hearts of many entrepreneurs . I will go in depth into pitching for my course , but here is the most important part of pitching : nonverbal in addition to verbal . Researcher Mehrabian found that up to 55 percent of our communication is nonverbal . But , what do most entrepreneurs focus on when they are pitching ? Their verbal content . What you say is important , but just as important is how you say it . When practicing your pitch think about some nonverbal ways to explain your point . For example , if you are talking about growth , move your hands in the hockey stick formation every investor wants to see . If you talk about breaking something down into steps , use your hands to segment your steps . This actually helps the people listening to you remember and comprehend your pitch .
ENTREPRENEUR BODY LANGUAGE TIP # 3 : HIRING
Finding the right employee is one of the most important parts of an entrepreneur ’ s job . As you build your team you need to make sure you have the right person who can help bring your company success . The best thing you can do while hiring is to get your interviewee to speak as much and as honestly as possible . Here is how you can get to know someone in an interview :
• Use angled seating . How you sit actually affects behavior more than anyone realizes . Studies show that when people are seated directly across from one another at a table subjects recall less of what is said . The other person is also always perceived to be more antagonistic . When our bodies are positioned directly opposing someone else , our brains follow suit . Therefore , in an interview it is best to sit or stand at a slight angle . This is much less threatening and lowers the heart rate of both participants . So be sure to set your office up so that your chairs are angled .
• Make sure you can see all of them . Sit with your interview in an open space or with a glass table . This way you can see jiggling feet , odd shifts or noticeable differences in body language when you ask the tough questions . You want to make sure you make note of any nervous tics when you bring up important issues like previous experience , trust , salary and expectations .
ENTREPRENEUR BODY LANGUAGE TIP # 4 : NEGOTIATING
Researcher Amy Cuddy has argued that your nonverbal behavior not only affects others ' perception of how powerful you are , but it also changes your own feelings of confidence and power . Before going into a negotiation , you need to prep your argument and your body language to feel in control and powerful .
• Stand tall and straight . The more space you take up the more powerful you feel . Put your hands on your hips and firmly plant your feet when walking into the negotiation room .
• Try steepling . Steepling is when someone brings their hands up towards their chest or face and presses the tips of their fingers together . This is a gesture of confidence , selfassuredness and even superiority . This can easily be done to inspire confidence in yourself and others during a negotiation . This is an easy one for females in particular since it is seen as assertive , not aggressive .
• Sit high : In addition to choosing seats at an angle instead of directly opposing your partner , you should also avoid sitting on low sofas or chairs — they make you look small and weak . If you have to sit on a sofa sit on the edge so you are not forced to slouch . Also be sure to make use of chair arms instead of resting arms against your body . Keeping arms close to your body also makes you look weak and childlike .
ENTREPRENEUR BODY LANGUAGE TIP # 5 : MANAGING
Managing a team is one of the most important parts of an entrepreneur ’ s job . To manage effectively there are a few body language tips you can use . However , the most important one is being approachable . You want team members to feel comfortable with you to report what is going on accurately . Here are some body language ideas for being open :
• Uncrossed arms
• Smiling often
• Loose shoulders and arms
• Unclenched fists
• Leaning towards someone as they are speaking to you
• Uncrossed legs
Try some of these moves and notice how much more people open up to you . Being an entrepreneur is five full time jobs .
I hope these nonverbal tips help you be a Jack ( or Jane ) of all Trades in your business . +
Vanessa Van Edwards is lead investigator at the Science of People — a human behavior research lab . She is the national best-selling author of Captivate : The Science of Succeeding With People , which was chosen as one of Apple ’ s Most Anticipated Books of 2017 . She writes a monthly column on the science of success for Entrepreneur Magazine and the Huffington Post . As a human behavior hacker , she runs original research experiments on topics such as the science of leadership , human lie detection , body language hacks , the psychology of attraction and successful people skills at ScienceofPeople . com .
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BODY LANGUAGE TIPS unconsciously pick up on the fact that you aren’t present and don’t really want to talk to them. • Do triple nod. Dale Carnegie, the master of winning friends and influencing people, advised his students to be interested in the people you are speaking with. This means getting them to open up and tell you more. One way you can do this nonverbally is to use the triple head nod. Three quick small nods in a row is the nonverbal sign for “tell me more,” or “I hear you, explain.” It is a great way to show that you are interested and engaged. ENTREPRENEUR BODY LANGUAGE TIP #2: PITCHING Whether you are giving an elevator pitch to new friends or pitching to a panel of investors, the idea of selling your idea and your business can strike terror in the hearts of many entrepreneurs. I will go in depth into pitching for my course, but here is the most important part of pitching: nonverbal in addition to verbal. Researcher Mehrabian found that up to 55 percent of our communication is nonverbal. But, what do most entrepreneurs focus on when they are pitching? Their verbal content. What you say is important, but just as important is how you say it. When practicing your pitch think about some nonverbal ways to explain your point. For example, if you are talking about growth, move your hands in the hockey stick formation every investor wants to see. If you talk about breaking something down into steps, use your hands to segment your steps. This actually helps the people listening to you remember and comprehend your pitch. ENTREPRENEUR BODY LANGUAGE TIP #3: HIRING Finding the right employee is one of the most important parts of an entrepreneur’s job. As you build your team you need to make sure you have the right person who can help bring your company success. The best thing you can do while hiring is to get your interviewee to speak as much and as honestly as possible. Here is how you can get to know someone in an interview: • • Use angled seating. How you sit actually affects behavior more than anyone realizes. Studies show that when people are seated directly across from one another at a table subjects recall less of what is said. The other person is also always perceived to be more antagonistic. When our bodies are positioned directly opposing someone else, our brains follow suit. Therefore, in an interview it is best to sit or stand at a slight angle. This is much less threatening and lowers the heart rate of both participants. So be sure to set your office up so that your chairs are angled. Make sure you can see all of them. Sit with your interview in an open space or with a glass table. This way you can see jiggling feet, odd shifts or noticeable differences in body language when you ask the tough questions. You want to make sure you make note of any nervous tics when you bring up important issues like previous experience, trust, salary and expectations. ENTREPRENEUR BODY LANGUAGE TIP #4: NEGOTIATING Researcher Amy Cuddy has argued that your nonverbal behavior not only affects others' perception of how powerful you are, but it also changes your own feel w0b6fFV6RBvW"&Vf&RvpFVvFFRVVBF&WW &wVVBBW"&GwVvRFfVV6G&BvW&gV( ( 7FBFB7G&vBFR&P76RRFRWFR&RvW&gVRfVVWBW"G2W 2Bf&ǒBW"fVWBvVvƶrFFRVvFF&G'7FVWƖr7FVWƖr2vV6VR'&w2FV"G2WFv&G2FV"6W7B"f6RB&W76W0FRF2bFV"fvW'2FvWFW"F22vW7GW&Rb6fFV6R6VbЦ77W&VFW72BWfV7WW&&GF26V6ǒ&RFRF7&P6fFV6RW'6VbBFW'0GW&rVvFFF22V7Rf"fVW2'F7V"66RB06VV276W'FfRBvw&W76fR( 6BvFFFF66p6VG2BvR7FVBbF&V7Fǐ6rW"'FW"R6VB6fB6GFrr6f2"6'>( @FWRR6BvV`RfRF6B6f6BFRVFvP6R&RBf&6VBF6V66&P7W&RFRW6Rb6"&27FV@b&W7Fr&2v7BW"&GशVWr&266RFW"&G6W2RvVB6FƖRTE$U$TUU"$EuTtRD3StpvrFV2RbFR7@'FB'G2bVG&W&VWW.( 0"FvRVffV7FfVǒFW&R&RfWr&GwVvRF2R6W6RआvWfW"FR7B'FBR2&Vp&6&RRvBFVV&W'2FfVV6f'F&RvFRF&W'Bv@2vr67W&FVǒW&R&R6R&GwVvRFV2f"&VrV㠮( ( ( ( ( V7&76VB&0( V7&76VBVw06֖ƖrgFV6R6VFW'2B&0V6V6VBf7G0VrFv&G26VR2FW&P7VrFPG'6RbFW6RfW2BF6RpV6&RVRVWFR&VrVG&W&VWW"2ffRgVFR'2ऒRFW6RfW&&F2VR&R6"RbG&FW2W"'W6W72fW76fVGv&G22VBfW7FvF"BFR66V6RbV^( FV&Vf"&W6V&6"6R2FRF&W7B6VƖrWF"b6FfFSFR66V6Rb7V66VVFrvFVRv6v266V2Rb^( 27BF6FVB&2b#r6Rw&FW2Fǒ6VFR66V6Rb7V66W72f"VG&W&VWW"vRBFRVffwF7B2V&Vf 6W"6R'V2&v&W6V&6WW&VG2F727V62FR66V6RbVFW'6VƖRFWFV7F&GwVvR62FR76wbGG&7FB7V66W76gVVR62@66V6VeVR6