Body Language

Body Language in Business

Jack looked around the conference table and quietly sighed to himself.  This was either going to the best or the worst day of his career.  He and his team were making a very big decision.  The discussion had gone on for hours and it was time for him to step up to the plate and show that he was worthy of being the new division vice president.

He worried; Will they support me or let me get in just deep enough to sink?  Half of them wanted the job and I got it.  I don’t have time to keep thinking like this.  I have to make a decision.  Now!  They’re waiting for me.

Mike, the usually exuberant sales director, was at the far end of the table looking down quietly prodding the keys on his Blackberry.  Taking notes, I hope thought Jack.  Glancing up, “Let’s make a decision and get to work.”

Sandra, his top distribution executive, pushed back from the table crossed her legs and folded her arms on her chest.  She’s just tired of all this and needs to relax.

“Barbara, are you fully committed to making this work?” Jack asked the HR director.  “You know the implications of failure are huge.”

Barbara eyes flitted down and to the left but quickly rose to meet Jack’s eyes for a moment.  “Yes, I’m on board.”

Crap, that wasn’t a resounding ‘yes.’  I think I’m in trouble.  “Thanks, Barbara, I knew I could count on you.”

Walter leaned into the table a bit and nodded.  “Jack, we all would like to make this work.  I’m on your team.”

Miles, the corporate controller, stirred in his chair and said, “Jack, we’ve got to get this right.  If we mess up this could shoot our profits for not just the next quarter but for several after that. I think it’s the right thing to do but it’s your decision.”

Jack thought for a moment and analyzed the situation more carefully in light of some key facts about body language he had just learned. 

q       Mike said he would support my decision but his body language says he really isn’t committed. 

q       Sandra said “yes” but I get the impression that she’s looking for more information and support. 

q       Barbara clearly doesn’t mean it when she says she’s on board.  Her body language is speaking volumes. 

q       Walter is the only one whose body is speaking the same language as his words.

q       Miles is clearly uncomfortable and trying to distance himself from me.

“Team, I really appreciate your support and while it might be okay to jump right ahead with this decision today, I think we should work on the details a bit more.  I get the impression that some of you have some concerns that you haven’t yet articulated for one reason or another. Let’s adjourn.”

Six Months Later:

Oh my gosh, Jack thought as he waited outside the Chairman’s office, I guess the investment I made in learning body language through books and web resources really paid off.  If I hadn’t listened to the body language I could have really messed up this project and my career.  On the other hand, here I am feeling pretty good.  Andrew and the Board are thrilled and it looks like my bonus will be huge this year.

“Jack, come on in,” Andrew invited, “we have lots to talk about.” 

Body Language Resources on The Positive Way

Recommended body language books: