What is an open pose? "Closed poses"

One of the means of communication is non-verbal communication. These are various body movements (gestures, facial expressions, pantomime) and other means of external non-verbal transmission of a person’s emotional states that help people exchange information.

The establishment of a business contact by a manager often depends not only on what he says, but also on how he behaves. That's why great importance have signals that our body sends, and you need to know them.

Nonverbal communication includes: tone of voice, timbre, pitch, speed, intonation, appearance, clothing, posture, facial expression, smile or lack thereof, gaze, movements, gait, depth and speed of breathing, gestures during conversation, nodding and shaking head, direction of arms and legs, applause, touching during a conversation, handshakes and hugs, behavior. As well as actions: self-confidence during a conversation, absence of aggressiveness or its presence, maintaining the personal space of the interlocutor.

On the one hand, during communication, conversations, negotiations, it is necessary to be able to control one’s own movements, one’s own behavior and facial expressions, on the other hand, to be able to read information from the client’s non-verbal means of communication. Therefore, the language of nonverbal communication must be studied by everyone who is interested in positive and effective negotiations.

Tell me, in what form is a reprimand perceived more easily - written or oral? Of course, in writing, because in orally the reprimand is also accompanied by a frown, menacing eyebrows, a stern figure, intonation, and voice. All this enhances Negative influence on a person and suppresses him.

In what form would you like to receive gratitude - written or oral? Verbally, since it is accompanied by a smile, a kind look, a handshake, intonation, etc. All this enhances the positive impact on a person, on his well-being, mood, and makes him want to work or do something even better than before.

Different people react differently to nonverbal cues. Some are sensitive to them, others either know nothing about this area of ​​communication or have no experience in recording and deciphering them. Women are believed to be more capable of perceiving and intuitively understanding non-verbal means than men. And as mentioned earlier, 70% of our target audience are women...

Below is a list of nonverbal communications, knowledge and understanding of which will allow you to successfully establish contact with a client, negotiate and achieve effective sales.

Pose and its details.

Significant information about inner mood a person is given by the static position of his body. Postures are static and dynamic elements performed by the torso, head and limbs.

All poses are divided into three groups:

ü Joining or leaving a conversation. If the client is ready to communicate, then he smiles slightly, his face and body are turned towards the interlocutor, and his body is slightly tilted forward. When leaving a conversation or disagreeing, hands are often clasped, crossed on the chest, or crossed legs in a sitting position. Often, they lean back backwards, i.e. “leave” the interlocutor by all acceptable means.

ü Authority or subordination. Authority in communication is manifested by appropriate behavior. One interlocutor can hang/stand over the other. Subordination is manifested by an uncertain posture - stooping, timid gaze and directed from bottom to top. It is important to control your posture, always communicating with the client “as an equal.”

ü Harmony or opposition. In harmony, the postures of communication partners are always similar. Both partners are free and open, periodically repeating each other’s gestures. Confrontation is expressed by sticking your feet forward, clenching your fists, pushing one shoulder forward, or placing your hands at your sides.

Poses are also divided into open and closed:

1) Open pose. A person in an open posture behaves at ease and is easy to communicate with. He is moderately relaxed and there is no excessive tension in him. An open pose can be recognized by turning the torso and head towards the interlocutor, open palms, free position of the legs (not crossed, feet with full support), muscles relaxed, gaze directed at the interlocutor’s face.

2) Closed poses. They are formed as a defensive reaction as a reluctance to continue communication, disagreement with the interlocutor’s statement. Closed poses can be different. For example, a person can cross his arms behind his head and thus express his superiority. Crossing your arms over your chest or legs (crossing your legs, at the ankles) shows a defensive reaction, a desire to stop communicating.

Possible bindings of body positions to mental state person are:

· hands clasped behind the back, head raised high, chin pointed out - a feeling of self-confidence and superiority over others;

· body leaned forward, hands on hips – self-confidence and readiness for active action, aggressiveness, nervousness during conversation, desire to defend one’s position to the end;

· standing, leaning your hands on a table or chair - a feeling of incomplete contact with your interlocutor;

· hands with elbows spread behind the head - awareness of superiority over others;

· pawning thumbs hands behind the belt or in the slots of pockets - a sign of aggressiveness and demonstrated self-confidence;

· sticking your thumbs out of your pockets is a sign of superiority;

· crossed limbs – skeptical protective installation;

· tilting the head down – negative attitude;

A slight tilt of the head back is a sign of aggressiveness;

· crossing your legs over your legs with crossing your arms on your chest is a sign of “disconnecting” from the conversation;

· crossed ankles of a person sitting - restraining a disapproving attitude, fear or anxiety, an attempt at self-control, a negative defensive state;

· position (sitting or standing) with legs oriented towards the exit - a clear desire to stop talking and leave;

· frequent changes of posture, fidgeting in a chair, fussiness - internal restlessness, tension;

· standing up is a signal that a certain decision has been made, the conversation is boring, something has surprised or shocked;

· clasped fingers – disappointment and the desire to hide a negative attitude (the higher the hands are located, the stronger the negative);

· supporting the head with the palm of your hand – boredom.

Be attentive to the client’s postures, they will tell you a lot and allow you to move the conversation in the right direction.

When talking with a client, you should take a posture that characterizes openness in communication and attention to the interlocutor. Always control your posture; closed, aggressive movements are unacceptable in a conversation; it is forbidden to lean on exhibition samples; it is forbidden to talk to the client while sitting (when the client is standing).

Facial expressions of the manager-designer:

Most often, the main object of research is the human face. Studying basic facial expressions such as joy, anger, fear, disgust, surprise will allow you to quickly respond to the signals that the client gives.

Let's consider the most typical emotional states:

· protest – the corners of the mouth are slightly raised, the mouth may be slightly open, often accompanied by wide open eyes;

Surprise – the mouth is open as much as possible. If this expression is accompanied by wide open eyes, raised eyebrows, horizontal folds on the forehead, she is expressing highest degree surprise - stunned;

· preoccupation – the lips are elongated into a “tube”, often accompanied by an appraising gaze looking into emptiness;

· a pointedly closed, tense mouth indicates firmness of character, often a lack of desire to continue the conversation, a denial of the possibility of compromise;

· compressed mouth - often the lips are retracted, the mouth strip is narrow, means refusal, denial, stubbornness and even cruelty, stubbornness and annoyance;

· drooping corners of the lips with a tense mouth characterize an active-negative position, anger, neglect, disgust, ridicule.

The sincerity of human emotions is usually indicated by symmetry in the display of feelings on the face, and the stronger the falsehood, the more different the facial expressions of its right and left halves are. Even easily recognizable facial expressions are sometimes very short-lived (fractions of a second) and often go unnoticed; To be able to intercept it, you need practice or special training.

At the same time, positive emotions (joy, pleasure) are recognized more easily than negative ones (sadness, shame, disgust). A person’s lips are particularly emotional, and they are not difficult to read: for example, increased facial expressions or biting of lips indicate anxiety, and a mouth twisted to one side indicates skepticism or ridicule.

Smile

A smile on the face usually shows friendliness or a need for approval. A smile for a man is good opportunity show that he is in control of himself in every situation. A woman's smile is much more truthful and more often corresponds to her actual mood. Smiles display different motives, and it is advisable for you to know their interpretation:

Excessive smiling – need for approval;

· a crooked smile is a sign of controlled nervousness;

· smile with raised eyebrows - willingness to agree;

· smiling with lowered eyebrows - showing superiority;

· a smile without lifting the lower eyelids is insincerity.

Eyes

His eyes speak about a person’s inner experiences. People are usually given away by any changes in the usual expression of the eyes:

· involuntary eye movements, noticeably “shifty eyes” – anxiety, shame, deception, fear;

· brilliant look – fever, excitement;

· glassy look – extreme weakness;

· enlarged pupils – a feeling of interest and pleasure from information, communication and others external factors, acceptance of something;

· constriction of the pupils – a surge of irritation, anger, hatred, negative emotions;

· increased blinking – excitement, deception;

· absent look – concentrated thinking;

· Shifting your gaze to surrounding objects and to the ceiling - loss of interest in the conversation, an excessively long monologue of the partner;

· side view – distrust.

Knowing facial expressions during various emotions is useful not only in order to understand the client, but also for carefully practicing (usually in front of a mirror) your working imitations.

Gestures

A gesture is not a movement of the body, but a movement of the soul. It communicates a person’s desire and what he is experiencing at that moment, and a habitual gesture for someone testifies to a trait of his character.

In sign language, used in everyday communication, there are two types of gestures: gestures-signs and gestures-signals.

Gestures-signs are deliberately reproduced movements or postures of the hands and head, designed for someone's perception and intended to convey information.

Gestures-signals are involuntary and unconscious, not designed for anyone’s perception (although they have meaning for an experienced observer).

When determining the client's thoughts and emotions, involuntary gestures should be especially noted:

· demonstration of open palms – an indicator of frankness;

clenching of fists - internal excitement, aggressiveness;

· touching the nose – uncertainty in what is being communicated, lying, searching for a new counterargument during the discussion;

· rubbing the eyelid with a finger – a feeling of suspicion and lies on the part of the partner;

· rubbing and scratching various parts of the head (forehead, cheeks, back of the head, ear) – concern, embarrassment, uncertainty;

· stroking the chin – the moment of decision making;

· various movements of the hand across the body (adjusting a watch, touching a cufflink, playing with a button on a cuff) – masked nervousness;

· picking up lint from clothes is a gesture of disapproval;

· pulling the obviously interfering collar away from the neck – lack of air when angry;

· wiping the lenses of glasses, or placing the frame of their frames in the mouth - pause to think, please wait;

· tilting the head to one side - awakening interest;

· Constantly pushing away “interfering” hair from the forehead – anxiety.

A manager's gestures should always correspond to his verbally expressed thoughts. Therefore, when selecting gestures you need to be very careful.

Thus, we can conclude that nonverbal means of communication are no less important in the communication process than verbal ones and carry a huge amount of information. The peculiarity of body language is that its manifestation is determined by the impulses of our subconscious, and the absence of the ability to fake these impulses allows us to trust this language more than the usual speech channel of communication. Learning different means of nonverbal communication will help you understand not only the people around you, but also yourself. Knowing and being able to apply these skills in nonverbal communication, you can easily and pleasantly communicate with other people.

Rules business etiquette

In the studio you are constantly faced with repeating standard situations (greeting a client, presenting, phone calls, farewell, etc.). For them, there are established forms and rules of behavior - business etiquette. The effectiveness of work, the degree of mutual understanding with colleagues, clients and managers, as well as employee satisfaction with their work, and the moral and psychological climate in the team depend on how well communication is structured.

Business etiquette is established order behavior of company employees with clients and the basis of staff relations among themselves: managers and subordinates, as well as colleagues of equal positions.

Remember the basic rules of business etiquette:

1. Time is money.

Punctuality and respect for other people's time are fundamental in the business world. Save your clients' time! Plan meetings in advance, manage time by creating a “workday card” in advance. Late to labor activity unacceptable, learn to manage time by planning not only your working hours, but also preparing for them.

2. Compliance with the dress code.

The first impression of a person is easy to form by his appearance. Appearance determines the status and position in society, can tell about the character and inner world there is much more to a man than his words. Observe the instructions specified in paragraph 1.3.1.

3. The desktop is like a mirror of the inner world.

Order on your desk means order in your head. This old postulate should be carved in golden letters on the doors of any office, study, or studio. Strict order, even stacks of papers, catalogs and folders, everything in its place - this is the ideal of a manager’s workplace.

4. Grammatically correct speech, business writing style.

5. Respect for the interlocutor, partner, client.

A manager who slammed the door in the face of a client who approached him at the end of the working day or before lunch; an employee talking loudly on the phone, where his colleagues are working or relaxing - these are psychological portraits of characters who do not know business etiquette. The manager-designer of the Maria company is always able to help and solve the problem that has arisen.

6. Maintaining commercial secrets.

The company has confidential information that is not subject to disclosure. An old poster from 1941 by artist Nina Vatolina “Don’t talk!” today it gets its second life and fits perfectly into the interior of many modern enterprises and organizations. Keep your information confidential!

7. At work - work!

Your colleague set a “personal record” for the number of completed projects? The secret of his success is simple: he works 80% of the time while others “rest.”

8. The ability to listen and hear your opponent.

A rare gift given by nature: the ability to hear another, to understand him. In business, this gift brings in millions, he has precise definition- “a rumor for money.” Each client will definitely talk about what he needs, what torments him, what he needs help with. It is only important to be able to hear and make a counter offer. This skill is also important for you because it helps to save the client’s time, which is more valuable than money, since it cannot be accumulated.

9. Telephone etiquette

Many customers judge a company based on telephone conversations and employee responses over the phone. You need to prepare for a telephone dialogue in advance: prepare questions to ask your interlocutor, clarify the time, names and dates that may be needed in the conversation. Personal calls to work time are allowed only in cases of extreme necessity. An empty conversation on the phone disturbs colleagues, distracts the attention of employees and creates the image of a frivolous, empty person.

10. Relationships in the team between employees.

The microclimate in the team largely depends on the kind of relationships that have developed between colleagues in the company. Smooth, friendly, respectful relationships are the basis of a healthy team.

Interaction with colleagues

The postures of the participants in the conversation reflect their subordination. Psychological subordination is very important - the desire to dominate or, on the contrary, to submit, which may not coincide with status. Sometimes the interlocutors occupy an equal position, but one of them seeks to show his superiority. Let us describe the characteristic situation. There are two interlocutors: one sat on the edge of a chair with his hands on his knees, the other lounged, casually crossing his legs. The relationship between these people is easily understood, even if you cannot hear what is being said: the second considers himself the master of the situation, the first - the subordinate (the true relationship of the positions they occupy is not important).

The desire for dominance is evidenced by such poses as:

* both hands on hips, legs slightly apart

* one hand on the hip, the other resting on the door frame or wall

* head slightly raised, arms thrown at the waist

On the contrary, if you want to emphasize agreement with your partner, you can observe a kind of copying of his gestures. For example, U. Yuri notes that if during a friendly conversation one of the partners sits with his head resting on his hand, then the other almost automatically does the same, as if saying I’m the same as you. Such synchronization of partners’ actions is especially noticeable if the video recording of their conversation is viewed at an accelerated pace.

A gesture is a sign made by the movement of the hands, head or face, which has its own meaning, its own meaning. A gesture is a kind of means of communication if its content (meaning, significance) is understandable to the one who makes the gesture and to the one to whom it is addressed. No wonder L. Lévy-Bruhl wrote that “speaking with your hands is, to a certain extent, literally thinking with your hands.” The studies of A. L. Leontyev provide convincing arguments in favor of the fact that sign language can sometimes successfully replace sound language.

A gesture affects a communication partner through the visual channel of perception, that is, gestures are a visually perceived message. A separate gesture will be perceived as a word-gesture. The flow of individual gestures is a kind of proposal in external form, a judgment in content.

However, gestures are not only a semantic amplifier of speech, but also a kind of signal from the “non-speaking partner” - a signal expressing an attitude towards the communication situation.

Therefore, D. I. Nierenberg and G. X. Calero emphasize: “to be understood, a person must combine words into sentences that express thoughts. The same is with gestures. Understanding the consistency of gestures allows us to more accurately see the position of the person with whom we are communicating ".

Reading gestures thus has a clear functional purpose in communication processes - this is monitoring changes in the partner’s positions in the holistic process of interaction. Gestures are signals: they constantly signal how a partner reacts to our words and gestures. A gesture is an external manifestation of a person’s internal emotional and psychological state.

A lawyer should consider the following groups of gestures.

Gestures expressing aggressiveness:

* closely intertwined fingers (if they are on the knees, such a posture and gesture are almost unambiguously perceived by the other person as a state of aggressiveness of the interlocutor);

* clenched fist (the more tightly the fingers are clenched in the fist, the higher the degree of internal arousal. If the fist is behind the back or the communication partner clenches the fingers into a fist in his pocket, then his determination and readiness to act are thereby manifested);

* “pointing finger” (directed at the partner “Here you are...”, “Did you understand me well?”);

* pose on a chair “astride”.

Gestures of confidence:

* hands are connected by fingertips, palms do not touch;

* hands clasped behind, chin raised high.

Gestures of disagreement:

* side glance - a gesture of distrust (if the gaze is averted and returned again, then such a movement is perceived by others as a gesture of disagreement, distrust);

* the legs and feet of a sitting or standing partner are directed towards the exit (the partner wants to stop talking and leave);

* touching the nose or lightly rubbing it (demonstrates uncertainty about the correctness of speech. If there is a discussion between partners, then one of them touches the nose, usually when he has counterarguments).

Gestures of uncertainty, irritation:

* coughing (with uncertainty or fear);

* whistling (but not artistic);

* fidgeting in the chair (usually when stressful situation);

* hand to the mouth at the moment of speaking (as if surprise, uncertainty in one’s own words. The gesture can also mean that the interlocutor wants to convey something confidential).

Gestures of disappointment:

* scratching the back of the head;

* weakening of the collar (“the collar gets in the way”);

* kicks (on the ground, air, etc.).

Gestures related to the assessment of what was said:

* hand near the cheek (at the moment of reflection);

* finger placed above, the rest - under the chin (with a critical assessment of what was said or a negative attitude towards the partner in this moment);

* tilted head (interest in the interlocutor. A slight forward movement indicates that the thought is clear. If the partner’s head, previously tilted, begins to straighten, then interest in the process or subject of communication increases. When interest in communication dries up or the partner’s monologue is prolonged, the other partner - begins to look at surrounding objects, look at the ceiling);

* scratching the chin (in conflict discussions, combined with a sidelong glance, is associated with thinking about the next move in the dialogue);

* scratching the back of the nose with a finger (means concern, doubt);

* manipulations with glasses (the partner wipes the glasses or, having removed them, brings them to his mouth, creating a pause to think about what he heard and, as if inviting him to take his time. If the glasses are wrinkled and placed on the table, then the conversation has become too heated, or the topic raised in it , unpleasant for the partner).

Gestures and postures expressing readiness for any action:

* body forward, hands on hips (usually self-confidence and readiness for active action. This posture also indicates the partner’s excitement in a conversation and the desire to defend one’s opinion “to the end”);

* the interlocutor sits at the end of the chair (when he is ready to either jump up from his seat at any moment, or leave at the first opportunity, or remove the excessive excitement that arises in the conversation with a movement, or draw attention to himself and enter into a conversation).

Gestures that reveal self-esteem:

* chest forward (with a high assessment of oneself);

* drooping shoulders (show that a person does not rate himself highly);

* moving the hand behind the back, wrapping one hand around the wrist with the other (if you are unsure of yourself or about the correctness of your behavior).

Gestures in which certain character traits and attitude to the situation are manifested:

* healthy man seeks to lean on or lean against something (most likely, the situation in which he finds himself is complex and incomprehensible to him, or he cannot find the right answer, a worthy way out of it. A person especially needs support in such cases. Leaning on anything, he feels more confident);

* a person standing leans on his hands (on a table, chair, etc. - he is not sure how carefully his partner is listening, i.e. he feels incomplete contact);

* manner of holding hands (a closed person usually puts his hands in his pockets, behind his back, crosses them on his chest; a straight, open person constantly holds his hands, the palms of his hands in the field of view of his communication partner);

* closed jacket (closed people wear such jackets even when there is no particular need for it);

* crossing the ankles (typical for people with internal anxiety, expecting trouble).

Gestures that interfere with or make communication difficult:

* arms crossed on the chest (perceived as fatigue or withdrawal. Such a gesture often destroys the already formed contact and pushes the interlocutor away. The degree of tension in the crossed arms indicates internal tension);

* crossed legs and arms (generate a feeling of uncommunicativeness and demonstrativeness of his behavior);

a leg thrown over the armrest of a chair - a clear disregard for the surrounding partner.

Peculiarities of behavior and gestures characteristic of women:

* if a woman is bored, or communication makes her indifferent, or she loses interest in the conversation, then she, sitting cross-legged, begins to wiggle her leg;

* if a woman takes a purse or any object during a conversation, then she is almost certainly uncomfortable or confused by the topic of the conversation or her partner’s questions - as if she wants to isolate herself from him.

Here it should be noted that the psychotechnology of communication considers gesture not only as an expression of certain personality states, but also as a means of influence in communication. The communication process is not limited to the exchange of oral or written information. Important role Various manifestations of emotions, manners of partners and their gestures play in this process.

contact pose gesture interpersonal

The specialists who make up psychological picture personality according to her external signs, unanimously claim that the most difficult thing to analyze is a person’s posture and gait. Indeed, these elements provide little information about the character of the individual; for example, by looking at the position taken, one can judge how natural it is, as well as the person’s attitude towards the people around him. Gait gives a little less in terms of understanding the character of a person, by which it is still possible to recognize some characteristics and make a portrait of the person being studied. Let's figure out together what a certain posture and gait can tell us about a person.

Poses

Postures include certain positions of body parts (torso and head, upper and lower limbs), as well as movements that affect body position. Each of us has a set of favorite poses, and therefore it is difficult for a stranger to immediately determine whether a pose expresses a specific state of personality or is it just a habit. However, preferences for certain postures provide insight into which conditions a person is more likely to be exposed to.

The most typical poses

Let’s study the features by which experts “read” human postures, considering the most typical of them:

• If a person stands with his legs wide apart, we can conclude that he lacks self-affirmation, needs to increase his self-esteem and wants to compensate for his feelings of inferiority.
• the most comfortable position that a person takes when sitting down on a chair or armchair hints that he wants to enjoy peace, he is drawn to “make himself more comfortable.”
• a person who sits on the edge of a chair, in a tense posture and with a straight back, is usually concentrated and ready for action. If at the same time his face is turned to the interlocutor, this indicates that he is extremely interested in the correct outcome of the negotiations.
• If a sitting person’s legs are crossed or pressed together, this fact indicates his pedantic character, or that he is in a helpless situation.
• a person holding his hands under the table during a conversation - classic example a nervous and self-doubting person who is simply not ready to negotiate.

Pay attention to small details

To more accurately understand what a particular posture is saying, you need to pay attention to small details, such as a raised or lowered head, a slouch, or straightened shoulders. Eg:

• If a person sits back in a chair, while holding his head high, his legs are thrown over his legs or his legs are imposingly apart, with a high probability we can say that in front of you is a self-confident, arrogant person who treats the other participant in the conversation with disdain.
• When, during communication, a person’s shoulders are raised, and his arms are spread to the sides or slightly bent at the elbows, such a posture can indicate confusion, as well as a lack of understanding of what is happening, surprise and bewilderment.

General classification of poses

• by the moment of communication (postures from which contact begins or postures ending the conversation);
• in relation to the opponent (postures that express disdain or respect, sympathy or antipathy, control or submission, as well as interest in communication or lack thereof);
• By psychological state(active pose or passive pose, relaxed or tense);
• by the direction of the posture (faces facing each other, or a face facing the back of the listener);
• according to the correspondence of the poses of communicating persons (simultaneously occupied or non-coinciding poses).

Building communication and assessing the interlocutor’s posture

To line up effective communication, which should help to find mutual understanding with a partner, it is necessary to take into account the same postures as the interlocutor. Moreover, they can be consistent or inconsistent, as well as identical or mirrored.

The presence of identical postures among interlocutors indicates that their views on a specific issue are largely similar, and inconsistent body gestures hint at serious differences in views. Here you should take into account the time that partners spend in agreed positions, because the longer this time, the better people understand each other and treat each other more kindly.

Separately, it should be said about which pose is called open and which closed. In an open position, a person turns his face and body to the interlocutor, he boldly looks into the eyes of his partner, does not cross his legs, does not clench his fists or hide his hands behind his back. As a rule, this position indicates a manifestation of sympathy for the partner, which means it is conducive to establishing sincere contact. But in a closed pose, a person moves his body back a little, keeps his arms and legs crossed, his muscles are tense, and his head often turns from side to side.

It’s not that difficult to notice hostility in a person’s posture. This personality attitude is revealed by the “arms on hips” pose or the position with arms crossed on the chest. In addition, when greeting a pleasant and attractive person, a person bends his body with a smaller amplitude than when greeting an unpleasant person. It should be noted here that the manifestations of antipathy in postures among people of different sexes differ significantly. For example, if the same representative of the stronger sex shows hostility towards a man, his body freezes in place, while hostility towards a woman is accompanied by the inability to stand in one place and frequent turns of the body. At the same time, a representative of the fairer sex often turns her body, regardless of the gender of the person for whom she feels antipathy.

There is one more characteristic feature. If, in moments of the highest intensity of passions, a man is tense to the limit and sits in a chair “as if on springs,” then a woman in such a situation tries to take an imposing pose, “throwing” her body into the chair.

Another important factor in determining a person's character is the frequency with which a person adopts certain postures. This factor can indicate a person’s status, as well as his tendency to subordinate or control. For example, people with high status in society produce much more movements compared to their low-status opponents. various parts bodies, i.e. more relaxed and free to choose non-verbal manifestations of their character. When communicating, persons with different statuses slightly deviate their bodies, while when individuals with equal statuses communicate, they keep their bodies straight.

Many people are familiar with the posture of a subordinate who, in an attempt to protect himself from the leader’s aggression, freezes in place, presses his head into his shoulders, slightly bends his knees and looks down at the floor.

Thus, wanting to find mutual understanding and support, a person takes open poses, leaning forward a little and trying to copy the gestures of his interlocutor. On the contrary, not wanting to maintain communication and delve into the essence of the problem, a person takes postures that block contact, that is, he turns away from the interlocutor, often turns his head to the side, or crosses his legs while sitting.

Gait

You can also learn a lot about a person by gait, because consciousness practically does not control it. To begin with, let’s define what gait can give in terms of knowledge about a person. First of all, it can say a lot about a person’s character and provide detailed information about his condition at the moment. At the same time, a person trying to determine the character of a person based on such an individual characteristic Special attention should be paid to the speed and rhythm of gait, the sweep of the step, the nature of the movement of the arms, or even the position of the head when walking.

Classifications of features of existing gaits

Pay attention to the gait pattern. For example, it can be light or heavy, energetic or dragging, silent or ringing.

Gender differences play an important role in determining gait. Classically, men have a masculine gait, and the fair sex has a feminine gait. Although, there are options when a male representative has a female gait, and vice versa.

It is impossible not to take into account the characteristics of age. For example, in accordance with age, a person has a childish or infantile, youthful or senile gait. However, they do not always correspond to their age, which also says a lot about the owner of such a gait.

Some personalities are given away by their so-called “professional” gaits, i.e. the gait of a military man, a sailor, or the gait of a top model.

But the characterological features of a particular gait speak best about a person’s character. There are, for example, cowardly or sycophantic gait, confident or sneaking, lazy or cheerful.

The status of gait also plays an important role in assessing personality. This is how one encounters a royal gait or a commander’s gait, which betrays individuals of power, those invested with dignity or those belonging to a privileged society.

Elements of gait that you need to pay attention to

Individual elements of gait cannot be specified independently, and therefore those who give characteristics of gait should pay attention to them. Let's look at examples:

• An active springy gait indicates good mood, inspiration and positive thoughts in a person’s head.
• If a short person walks with a sweeping gait, this is a hint of his activity and determination, sociability and desire to help others.
• Calculating and cautious individuals move in small steps, keep their emotions to themselves and are not too sociable.
• Unconfident, timid people who do not know how to make decisions and rarely take responsibility for anything walk with a stumbling, faltering gait.
• A tired person moves with a dragging gait, as well as a person who is difficult to surprise and interest with anything. Such individuals have no interest in everything around them.
• A man walking slowly (with his head down) is going through the solution to a serious issue in his head.
• A gait accompanied by strong swings of the arms is characteristic of strong natures, purposeful and energetic individuals. Such individuals tend to be dominant and secretive.

As you can see, the poses a person takes and his gait can say a lot about a person and give a lot useful information regarding his character, as well as his mood at the moment. You may find this valuable information useful in business negotiations or when hiring new employees. Good luck and observation!

It is common for a person to express his emotions and feelings in the process of communication, regardless of oral presentation or in the form of written messages. People, in direct contact with each other, using facial expressions, body language and gestures contribute to the narrative bright colors. It becomes possible to understand whether the interlocutor was interested in this topic or left indifferent.

Non-verbal communication. Truth or myth?

Some doubt the existence of body language, considering all conversations on this topic to be empty fiction.

Opponents of the theory of postures and gestures argue that changes in body position occur for completely different reasons. For example, when sitting, it is more convenient for a person to cross his arms if there are no armrests, and not at all because he is a misanthrope.

People start yawning not only because they start to get bored. Lack of oxygen in a cramped office or overwork can trigger this process. Therefore, before formulating conclusions, it is necessary to understand why the interlocutor began to actively gesticulate or rotate an object in his hands.

An experiment will help reveal sign language. And the subjects can be friends and relatives, whose facial expressions, postures and gestures change in different life situations. But in no case should you impose and put pressure, otherwise you can damage many years of friendship and good relationships.

Nonverbal Communication

Nonverbal means of communication is the process of transmitting thoughts without the use of speech - the second signaling system. It absorbs 60–80% of veiled information.

Each of us, when communicating with an opponent who competently sets out the essence of the matter and argues with facts, often feels some kind of catch in his words. But, despite the reliability and veracity of the information, intuition suggests that you should not rely entirely on this person. And with further communication, discomfort is felt, the person is looking for something to complain about.

And, indeed, the interlocutor is betrayed by changes in facial expressions, posture and gestures that contradict his smooth presentation. A certain inconsistency appears and serious concerns arise that he is not acting in your interests at all.

It is difficult for a person to hold back emotions for a long time; they must find a way out. But due to circumstances, rules of decency and norms of society, we are not free to surrender to the will of feelings and express them by changing posture, facial expressions and gestures. Often this behavior becomes the norm and turns into a habit.

Examples of nonverbal communication

• If a girl, showing off her wrist, communicates with a member of the opposite sex, she lets him know that she is ready to get closer to him. And if he also paints his lips with bright lipstick, then he has truly become the object of her passion.

• There is a common method of establishing contact with new acquaintances: you should copy his gestures and postures. If the interlocutor crossed his arms, you can repeat this body movement. This manipulation promotes non-verbal unity. There is a whole set of such small tricks.

To catch true meaning, it is necessary to pay close attention to the position of the interlocutor’s arms and legs.

Mainly gestures and postures emphasize the truth, and sometimes contradict what was said.

It is difficult to believe a person with crossed limbs convincing another of good intentions. It is unlikely that he will fulfill his promise. Surely he uses the location and trust of his partners for his personal interests.

Through gestures and posture you can hide some information from your opponents. Despite the casualness and ease of communication, the posture makes it clear that the owner does not intend to share important information with anyone.

Psychology of Gestures

Alan Pease, a famous psychologist, is called "Mr. Body Language." The author has published his works in millions of copies. Alana Pease set out to not only teach the reader to “decipher” body language, but also to apply the acquired knowledge in practice. Even the slightest changes do not escape his attention, up to the dilation of the pupils and the closing of the eyelids.

Firstly, there is an opportunity to establish communications.

Secondly, it is possible with a high degree of probability to calculate a person’s further actions.

From the perspective psychological knowledge Alan focuses on distinctive features behavior and gestures in women and men.

In addition to gender differences, the body movements of managers and subordinates differ sharply. Watching a conversation, you can record the rapid change of emotions.

Nonverbal behavior and gestures

• If a friend is hunched over, this indicates that he has been severely offended or has experienced severe stress. The exorbitant “severity of the problems” does not allow him to straighten his shoulders. He feels discomfort because he cannot cope with the situation and thus closes down.

• If the interlocutor leans towards the speaker, this means that he is interested in the topic of the conversation. So he tries to get closer to the source of information.

• By tilting his head and simultaneously lowering his eyelids, the interlocutor expresses complete approval. There is no doubt about his respectful attitude. On the contrary, if a person often touches his face with his hands, touching his eyes or the corners of his mouth, he does not trust you.

• An individual's condition is revealed by his hands. When excited and irritated, it is common for a person to stroke himself, straighten his hair, or roll and fiddle with the first objects he comes across in his hands. Sometimes he puts his fingers in his mouth. In this case, he needs the support and approval of his opponent.

• Trust, openness, and willingness to cooperate are demonstrated by open palms. If he doesn't cross his elbows or legs, he will appeal to you. And if he puts his hands behind his back and raises his chin high, he thereby demonstrates his superiority.

• To convince your partner of a serious and responsible approach to further cooperation, you should use the following method. During business negotiations, it is necessary to mentally draw a potential partner a triangle between the eyes above the bridge of the nose and look into this area.

75 signs of body language according to Max Eggert

	Physical sign	Possible values
	Adam's apple movements	Anxiety, lies
	Hands in front of the body, touching a purse, jewelry, shirt collar, etc.	Uncertainty
	One arm across the body, secured to the other arm	Uncertainty
	Hands and palms open	Openness, sincerity
	Arms crossed on chest	Shutting off someone or something not recognized, expressing a negative attitude
	Hands crossed, one holding the other	Uncertainty
	Hands holding a purse, cup, etc. like behind a barrier	Uncertainty
	Shrinking	Desire to protect yourself
	Blinking (fast)
	Deep breath	Relaxation, agreement
	Stroking the chin	Thinking about a decision, evaluating
	Sincere smile	Greeting, desire for rapprochement, approval
	Rubbing eyes	Confusion, fatigue
	Extinguished look	Boredom, overthinking
	Touching the face (including mouth, eyes, ears, neck)	Trying to hide the truth or nervousness
	Finger (glasses, etc.) in the mouth	Evaluation or waiting for confirmation
	Direction of toes	Indication of where attention is directed (toward the door, if the person wants to leave, to the interlocutor, if he is attractive)
	Stomping
	Stroking your interlocutor	Desire for intimacy
	Preening	Showing interest in your interlocutor
	Palm chopping	Aggressiveness
	Wrist circumference behind back	Complete trust or vice versa - frustration
	Hand resting on head	Interested evaluation
	Stroking the back of the neck	Feeling threatened or angry
	Face resting on open palms, elbows on the table	A feminine trick to make yourself look more attractive or attract a man's attention
	Clenched fists	Frustration (the stronger the frustration, the higher the fists)
	Hands behind your back	Confidence, authority
	Hands in pockets	Trying to appear confident, “Convince me,” or showing aloofness
	Hands with elbows spread on knees	Using space to demonstrate dominance
	Hands open, palms up	Submission
	Rubbing palms	Hope for success
	Hands clasped	Confidence, relaxation, arrogance
	Support on hands	Expressing power through the use of space
	Handshake with elbow	Attempt to demonstrate close friendship
	Extending your hand with your palm down	Trying to apply pressure
	Extending your hand with your palm up	Sign of submission
	Handshake, other hand on shoulder	Attempt to demonstrate intimacy
	Handshake with the other hand on top	Desire to show dominance
	Handshake with vertical palms and approximately equal strength	Showing respect, recognizing equality and “inviting” rapport
	Handshake with wrist wrap	Showing joy when meeting. Acceptable in close relationships
	Gesticulation in front of the face	Negative attitude; lies or nervousness
	Increased breathing	Fear or anxiety
	Forward lean	Interest, approval
	Crossed legs	Withdrawn, submissive or protective posture; for women - a sign of comfort
	The leg is crossed over the leg so that the one farthest from the neighbor is closest to him	Sign of approval or sympathy
	Four legs: one ankle on the other’s knee	Confidence, dominance, competitive posture
	Socks apart (men)	Openness or dominance
	Legs spread	Using space to assert leadership
	Lip biting	Anxiety, reluctance to speak up
	Licking lips	Anxiety, attention seeking
	Looking at the clock	Desire to leave, boredom, indifference
	Mirroring
	Covering your mouth	The desire to ask if someone is lying to you, or the reluctance to say too much
	Moving backwards	Disagreement or anxiety
	Forward movement
	The palm is bent forefinger directed forward	The desire to achieve agreement or submission
	Palms facing down	Show of power
	Palms facing up	Agreement, willingness to listen
	Preening	Desire to be attractive
	Taking a quick or sharp breath	Surprise, shock
	Sitting opposite each other	Competitive or defensive position
	Sitting side by side, chairs slightly turned towards each other	Cooperation position
	Smile with just lips	Submissiveness or insincerity
	Smile all over your face	Greeting, goodwill, invitation to recognition
		Arrogance or insincerity
	Speech is free and fast	Passion
	Sudden slowing of speech
	Full height pose	The desire for dominance, for attractiveness
	Steepling	Trust or, when listening, the sign “Convince me!”
	Clenched teeth	Frustration, anger
	Playing with your thumbs, such as putting them in your jacket or trouser pockets	Sign of superiority, dominance, authority
	Thumbs tucked into waistband or pockets	Sexual Aggression Pose
	Increased tics	Anxiety

The interlocutor's gestures and posture reflect internal state person. They, like other components of nonverbal communication, cannot always be interpreted unambiguously.

Much depends on the general atmosphere and content of the conversation, as well as on individual characteristics interlocutor, on his self-control and degree of mastery non-verbal means communication.

Lawyers, actors, politicians, etc. either refuse to gesticulate altogether, or specially practice facial expressions, gestures and postures that make you believe what they say.

However, you can learn to accurately recognize the internal state of your interlocutor.

According to psychologists, when saying something, a person, without realizing it, makes certain body movements.

If during a conversation your partner moves or turns towards the door, if his feet are facing the exit, this means that he would like to leave.

The interlocutor pacing around the room is most likely carefully thinking about a complex problem and making a difficult decision. Don't distract him - this may interrupt his train of thought and prevent him from making a decision.

If the interlocutor leans with one hand on the doorframe or wall and holds the other on his hip, it means he is trying to dominate. This is also indicated by this pose: both hands on the hips, legs slightly apart.

The interlocutor, sitting on a chair, lounging, casually, crossing his legs, considers himself the master of the situation. The one who sits on the edge of the chair, with his hands folded on his knees, on the contrary, is inclined to obey.

If the interlocutor raises his shoulders and lowers his head ("bulls up"), it means that he is offended or offended. Especially if at the same time he also begins to draw something on a piece of paper (various geometric figures, arrows, etc.). In this case, you should change the topic of conversation. When will he return to his partner? good location spirit, try to carefully find out how exactly you hurt it.

A person who feels superior puts his hands behind his back, clasping his wrists. But the hands clasped behind his back indicate that the person is trying to calm down or at least hide his excitement. Moreover, the more excited and excited he is, the higher he puts his hands behind his back. By the way, this is where the expression “pull yourself together” comes from.

“Putting your hands behind your head” is another gesture that expresses superiority. It irritates many people, so refrain from using it, and if your interlocutor did this, try to carefully find out why he behaves this way.

"Open Hands" By extending your hands to your interlocutor, palms up, you demonstrate your desire to establish contact and meet him halfway. Businessmen are recommended to use this tin during business meetings. Start gesture " open arms“It’s best from the level of the stomach, pointing your hands slightly towards the interlocutor. It is believed that open palms are one of the most best evidence the frankness of the interlocutor.

If your interlocutor unbuttons or takes off his jacket, then a positive decision is just around the corner. Unbuttoning the jacket means establishing a trusting relationship and is usually accompanied by the partners straightening their legs and moving closer to each other. Noticing that the interlocutor has leaned forward with his whole body, and has put his hands on his knees or is holding the edges of the seat with them, immediately offer to end the meeting: this is exactly what your interlocutor is striving for.

"Spiel-like gesture." The fingers touch each other, forming a spire, the tip of which can be directed up or down. This gesture expresses self-confidence in one’s decision, and its meaning can be accurately interpreted only on the basis of the movements accompanying it, for example, a running glance or arms crossed on the chest indicate an intention to refuse the deal and end the conversation.

“Pinching the bridge of the nose” is a sign of deep concentration and intense thinking, while the person usually closes his eyes.

If your interlocutor scratches his chin (as a rule, he also squints his eyes), then he makes a decision.

If your interlocutor rests his chin on his palm with his index finger extended, it means he is critical of your proposals.

When a person speaks insincerely or hears someone else lying, he involuntarily tries to cover his mouth, eyes and ears with his hands. Anyone who, after saying something, covers his mouth with his hand (the thumb is usually pressed to the cheek, the gesture is often accompanied by a feigned cough) is most likely lying. With a similar gesture, at the time of your speech, the interlocutor expresses doubt about your veracity.

Light, quick touches to the nose or dimple under the nose can also indicate a lie. Experts explain this by saying that at the moment of telling a lie, a person experiences itching, irritation of the nerve endings of the nose, and he is forced to scratch it or at least touch it in order to get rid of the itching.

It should be remembered that touching the nose or quickly rubbing it cannot serve as absolute proof of the insincerity of the interlocutor. Sometimes such a gesture expresses a person’s doubt about something, intense thinking, and a search for the exact wording of an answer. And finally, your interlocutor may scratch his nose simply because it itches. True, for itching associated, for example, with allergies, the nose is rubbed vigorously, and the rubbing gesture is characterized by a light touch.

Lying causes itching in the eyelids, as well as in the muscle tissues of the neck. Therefore, some insincere interlocutors sometimes pull back their collar. When rubbing the eyelid, men do it vigorously, while women, as a rule, only run their finger over the lower eyelid.

Rubbing the eyelid is also associated with the desire to avoid looking into the eyes of the interlocutor who is being lied to,

Rubbing your forehead, temples, or chin can indicate a lie, or at least a desire to hide something.

If you notice that the interlocutor is lying, ask him to repeat or clarify the statement. This may force the partner to give up the dishonest game.

Scratching your ear can be the equivalent of saying, “I don’t want to hear that.”

The earlobe is pulled in a state of excitement, frustration, and it is pulled when a person is tired of listening and wants to speak out himself.

The desire to interrupt the interlocutor is more clearly signaled by a slightly raised index finger. This gesture expresses the desire to object, move on to the next question or, conversely, return to the previous one, etc.

If your interlocutor is picking up some unnoticeable fluff from his suit at the moment of your statement, he does not approve of your words, although he does not express his disagreement out loud. If throughout the conversation he verbally agrees with you, but constantly picks up non-existent lint from his clothes, this is a sign that he actually does not agree with your opinion.

The position of your shoulders and head can tell you a lot. When a person is relaxed, his shoulders are usually slumped. In a state of tension, a person usually involuntarily raises his shoulders. Those who speak from the podium in front of a large audience are advised to pay attention to the shoulders and heads of the listeners. This will help you understand the mood of the audience and start your speech accordingly. The more shoulders raised, the more hostile the audience.

The interlocutor with raised shoulders and lowered head most likely feels interest, affection for the partner, and calmness.

An interlocutor with drooping shoulders and a raised head may feel uncertainty, dissatisfaction, fear, and a sense of contempt for his partner. This pose is typical for reserved people.

When your interlocutor tilts his head slightly to the side while listening to you, this may be an expression of interest in your words or in you personally.

In contact with