Everyone sends signals through body lanuage, says Hank Sydor in this month's Doing Business Internationally.
Everyone sends signals through body language, gestures and posture. The movement of the hand as someone underlines words, crossed feet under the table, raised eyebrows are all sending messages. If you can understand body signals you will better understand your opposite numbers at talks or negotiations and you will strike better deals.
For instance, if you are sitting in a meeting and the person speaking leans back in his chair and starts delivering a determined sounding speech, you will find most people in the room no longer interested in what he is saying. When a speaker does not make eye contact and fails to notice his partner or others in the room, they fail to take full notice of him. The laid-back posture signals disinterest in your partner's views. The legs stretched out and astride, convey the speaker's feeling of self-confidence and superiority, all of which triggers a sensation of frustration or aggression among those listening. In any case, it distracts them.