BODY LANGUAGE IS NOT AN OPTION IN COMMUNICATION

As I walked towards the room of the Chief Executive of the Organization, I heard this young man wishing me “Good Morning.” I stopped awhile to see who it was. He was the sales Executive of a company and I had known him for a couple of years.

“Have you come to meet the CEO?” I asked. “Yes sir, I am waiting for the last three hours and I have not been able to meet.” His reply was reflective of the disappointment he suffered.  I smiled and went ahead with my work. During the discussion with the CEO, I just mentioned about the executive who was waiting. “Of course, I know. I had told him that I am not keen on meeting him. His body language is so bad. I don’t feel like listening to him whenever he makes a presentation. “

Body language is not option, but is central to any communication. Research clearly indicates that in any communication, non-verbal communication plays as much a role as the verbal communication. The entire relationship profile between a boss and an employee, a teacher and a student, a salesman and a customer, a bank manager and his client, a husband and a wife is either built or marred by the kind of body language that is inherent in communication. The body language sends a clear message -either positive or negative – about the future of the conversation.

A boss was, no doubt, a great disciplinarian, but the entire staff hated him. “One doesn’t know how he would keep his face..” they lamented. “Sir, even in disagreeing with something, there is a way to communicate. Even if you want to pull up a person for a wrong doing, there is a method.” Sometimes the crude body language of the person sends a negative vibe and no one wants to continue the discussion.

A sales executive, who walks to meet a client in a clumsy dress or carries a bad odour around him is often shunned by the client. Introducing a product and advocacy for a sale is an art. There are cases when the client says “ Listen, I am not going to buy your product, but I do enjoy your method of presentation.” Be assured, the product will certainly be sought after the client sooner than later.

During advocacy and negotiations, the profile of the communicator is very important. The place where one stands of sits, the proximity or the distance, the gestures of the hand, the movement of eyes, the speed of the words, the facial expressions and the like impact the customer to make decisions. The body language of the negotiator helps in effective and positive branding.

“One has to be firm but not rude” is the general principle in communication.

In many cases of closing up the sales, the gestures, the facial expressions work either way. Effective body language may help in closing up games sooner than later and with a positive note.

“I don’t shake hands with that guy” said a customer “He perspires”.. what an observation about the executive.

A doctor complaining about a Medical Representative remarked “he talks to me as if he knows everything about medicine”

I asked “Why not? As a Medical representative, he is supposed to have an in-depth knowledge.”

“No problem. But the way he points his fingers at me indicates as if I am an idiot.”

Body language must be well articulated so that it doesn’t send a wrong signal to the other person.

In a classroom or in an oral presentation, the body language of the presenter makes a significant impact on the reception of information and its retention. A teacher with a clumsy body language creates an inhibition to the information flow. Expression of one’s fatigue, absence of interest in the topic of communication, suggestive expressions that one is paid to do what they do – are all negative inputs that carry inherent roadblocks to effective transaction of communication.

The attire or the dress one wears on an occasion is expression of its relevance to the occasion and the message the member wants to convey to the organizers. The colour, the fashion, the fabric and the texture along with the shades and designs convey meanings which are silently communicated.

It is important to understand that the cost or the richness of the dress is not important; they may imply some meaning but do not necessarily decrease the value of the meaning, otherwise communicated.

Proximity, distances and positioning of an individual in a discussion or a conversation convey the relationship between the persons engaged in the concerned discussion.

It appears important to focus on the preliminaries of the relevance of body language as a part of “communication skills” in the learning organizations, whatever be the discipline of learning