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Many people don’t realize that they’re saying things to other people even when they aren’t speaking. Unless someone’s a master of disguise, they’re constantly sending messages about their true thoughts and feelings whether they use words or not. Their listeners can read body language cues to get a clearer picture of their thoughts and feelings about the message they’re conveying.
Studies show that a person’s words account for only 7% of the message they convey. The remaining 93% of messaging doesn’t include words; it’s called nonverbal communication by social scientists. For example, 55% of communication is based on what body language people see, and the other 38% is transmitted through tone of voice. So think about it. In the business setting, people can see what a person isn’t saying. If their body language doesn’t match their words, they’re wasting their time.
This guide takes a quick look at some common types of nonverbal cues, including positive and negative body language and more.
Understanding Nonverbal Communication Cues
Nonverbal communication is an easily overlooked communication skill that doesn’t often come up in a public speaking course. It’s all too easy for a business owner to hyperfocus on the words they’re saying and not the messages their body movements are conveying.
Body language refers to any gestures, facial expressions, and even body positioning a person makes at any time, including when they’re speaking and when they’re listening to someone else speak. Body language is one big part of nonverbal communication.
Another big aspect of nonverbal behavior is the speaker’s tone of voice, inflection, and intonation: how they say their words. But this guide is mainly focused on body language, which can be both positive and negative.
Positive Body Language
Body language sends a lot of nonverbal signals, and sometimes, those signals are good. A speaker’s own body language could show their listener that they’re confident and invested in the conversation.
For example, eye contact is one of the most obvious types of body language. When a speaker is maintaining eye contact with another person, they show interest in what that person thinks and feels. The same goes for a listener. But eye contact can also send some negative messages (more on that later).
Mouth movements actually send both verbal and nonverbal cues, too. For example, the same lips that say “Yes, that’s fine” could also purse or twist, showing the other person that they’re thinking it through and that their statement was valuable to them.
Open body language sends positive feedback to another person as well. Look at it this way: when someone sits with crossed arms, they might come across as cold, standoffish, or disinterested. But if they’re keeping a relaxed posture, they seem more approachable and kind.
Negative Body Language
Sometimes, listeners interpret body language as negative; the nonverbal communication cues the speaker is sending might make them seem angry, dismissive, arrogant, or even apathetic.
Going back to the example of eye contact: if a speaker never makes eye contact with their audience and only stares at the ceiling, they might come across as lacking confidence or authority about their subject matter. If they didn’t make eye contact in a more intimate conversation, they could be sending messages to the other person that they don’t care about them.
In contrast, what happens if someone makes too much direct eye contact? Most people have experienced a conversation with another person that felt aggressive, confrontational, or downright weird because of eye contact. While there are many aspects of a person’s body language that can send aggressive cues, overly prolonged eye contact is a big factor. Breaking eye contact occasionally is an important way for a speaker or listener to show that they’re a regular human who has good intentions.
Body posture can have a big impact, too, especially in conversations. For example, if another person is constantly invading personal space while talking, they could make their listener uncomfortable. If they have their arms crossed, they might just be cold, but they could also be angry and unwilling to collaborate.
And it goes without saying, but finger-pointing usually sends a negative message. Most people regard it as rude.
Understanding Body Language: A Note About Cultural Differences
Evaluating body language can be tricky when someone’s communicating with a person from their own culture, but it’s even tougher when trying to communicate across cultures. Cultural norms for physical behavior in professional settings in the United States will differ from those in Europe, Asia, and all over the world.
For example, what message does a weak handshake send? In the U.S., a weak handshake can seem noncommittal or ineffective; firm handshakes are strongly preferred. But in China, for example, a “weaker” handshake is actually more appropriate; there, a handshake is generally softer (with less shaking), and it’s often accompanied by a slight bow and no eye contact. Meanwhile, in some countries, particularly Arab countries, it’s inappropriate for someone to shake the hand of a person with a different gender. In those settings, both a weak handshake and a firm one would be rude.
Physical distance is another area that can cause tricky cultural misunderstandings. Some cultures don’t mind proximity and physical contact, and others do. No one wants to stand too close during a social interaction and realize that their closeness was rude instead of friendly.
To communicate effectively across cultures, professionals should maintain a conscious awareness of how their behavior will be perceived within that context. This can be very tricky, so it’s often prudent to do some research about cultural values before interacting with other business owners abroad. If in doubt, it’s perfectly acceptable to ask clarifying questions and follow the host culture’s lead.
Many people aren’t aware that their body language speaks louder than their verbal communication, but others will get the message. Prudent communicators will do their best to ensure that their verbal and nonverbal cues send the same message.
Disclaimer: The content on this page is for information purposes only and does not constitute legal, tax, or accounting advice. For specific questions about any of these topics, seek the counsel of a licensed professional.
