Not all body language is universal. There are differences in the way that men and women communicate. Body language is often confused between genders. It is important to understand the signals that are common to most people as well as the different signals that men and women communicate with their body language.

Facial Expressions
Facial expressions will be explored in a separate module. Men and women share the universal facial expressions, but there are some differences in use and perception. For example, women typically tend to smile more often than men. Women frequently smile to be polite or fulfill cultural expectations. The meanings behind smiles are often misinterpreted. Additionally, people judge the same facial expressions on men and women differently. Women, for example, were thought to be angrier and less happy than men, according to a study published by the American Psychological Association, even though they all had the same facial expressions.

Personal Distances
Personal space and personal distance change with each individual. Everyone has his or her own idea of personal distance, which is the comfortable distance that someone wishes to keep from another person. Gender, however, often affects one’s sense of personal distance.

• Men: Men generally take more space than women, and they employ larger personal distances. Men are less likely to stand close to each other, even when they are all friends. Additionally, they create larger buffer zones using items such as coats, cups, papers, etc. Men usually expect their buffer zones to be respected and do not respond well to someone invading their personal space.
• Women: Women generally employ smaller personal distances with each other or with male friends. They tend to increase personal distance with strange men. Women also create buffer zones, but they are typically smaller than male buffer zones. Women are more likely to draw back when their zones are invaded, and female buffer zones are not always respected. People are more likely to move a woman’s purse than a man’s coat.

Female Body Language
There are some subtle differences to note when interpreting female body language. Culture plays a role in what is considered appropriate body language. Female body language changes over time, and it is not universal to all women. There are, however, some basic actions that many women have in common.

• Body Position and posture: Many women use closed body language. This may stem from a cultural convention to appear smaller. Women, however, will straighten their posture to look more attractive.
• Leaning: Women will lean forward when they are interested in something or someone. They lean away when displeased or uncomfortable.
• Smiling: We have already mentioned that women are more likely to smile. While it is often a friendly gesture, it is a probably a polite gesture when the eyes are not engaged.
• Eye contact: Eye contact indicates interest (either in what is said or the individual). Dilated pupils are another sign of interest.
• Mirroring: Women often mirror, or copy, the actions of each other. They will occasionally mirror men.
• Legs and feet: The legs and feet typically point in the direction of a woman’s interest. This includes romantic interest.
• Touching: Women are more likely to touch each other than men are.
• Tapping: Tapping or fidgeting is often a sign that a woman is annoyed or uncomfortable.

Male Body Language
Male body language is not universal to all men. There are, however, certain aspects of body language that are common to many men. Male body language is often seen as more aggressive and dominating. Women are sometimes encouraged to adapt male body language in the workplace.

• Stance: Men often choose wide stances to increase their size. Spread legs and a straight back, both sitting and standing, indicates confidence. Closed body language does not.
• Eye contact: Men will make eye contact, but eye contact can be seen as a dominating or hostile act when it lasts too long. Occasional eye aversion is normal. Like women, pupils dilate with interest.
• Mirroring: Men do not typically mirror each other. They often mirror women to show their interest.
• Legs and feet: Like women, the legs and feet typically point in the direction of a man’s interest. This includes romantic interest.
• Smiling: Men do not smile as often as women in social settings; their facial expressions are often reserved. They do, however, occasionally use forced smiles. Men often smile when happy or to engage someone’s interest.
• Hands: Men are more likely to fidget than women. This is not necessarily a sign of insecurity or boredom, just a way to use energy.

Who has the power when it comes to buying and selling property?
I can’t think of anyone better to answer that question than Glenn Twiddle and Alan Pease together!

Body language can provide people in business with a key advantage. Learn how to adjust your body language to each situation, as you identify the needs, thoughts, and feelings of those you do business with every day. A basic understanding of body language will strengthen negotiating strategies and other business tactics.

Communicate with Power
Powerful communication breeds confidence and respect. It is important that people sense power without aggression. Communicating with power requires practice, but it is an effective business tool.

Powerful Movements

• Stance: A wide stance with the feet apart indicates power. Hands on the hips with the elbows out take up more space and also indicates power.
• Positioning: Avoid open space at your back. It is known to elevate stress. Open spaces can be used to make others more vulnerable.
• Walk: Walk quickly and take long strides. Be careful not to run, and keep the back and neck erect.
• Handshake: Offer a firm handshake, and keep the hand vertical. Placing the palm up because it is a submissive gesture. The palm down is a dominating gesture.
• Sitting: Sit with the legs slightly apart. Another powerful pose is sitting with one leg crossed over the other and hands behind the head. Be careful, however, because this position makes many women uncomfortable.

Building Trust
Monitor body language to build trust with business partners. Personal perception builds trust. There are steps that anyone can take to create a rapport of trust.

Steps:

• Remove barriers: Physical barriers create a defensive line and do not increase trust.
• Smile: A genuine smile helps build trust. People can typically pick up on fake smiles, and insincerity does not engender trust.
• Body position: Remain relaxed to build trust.
• Listen: Active listening and repeating information helps connect with people.

Mirroring
Mirroring helps build rapport. Mirroring occurs when we copy the movements and gestures of others to show similarities. The perception that people are similar creates trust. Typically mirroring comes easier to women. Women will mirror each other in social settings. Men usually mirror women in romantic situations. In the business setting, consciously mirroring a client or colleague will have dramatic results.

What to Mirror:

• Smile: Smile when the client does.
• Height: Some people mirror height by stooping or stretching their bodies.
• Gestures: Copy the gestures used.
• Speech: Monitor the tone, pitch, and rhythm the individual uses.
• Breathe: Matching breathing rates will help create a bond.

Body language can expose deception. Close observation of body language can indicate that someone is hiding something.

Case Study: Lying

How can you tell when someone is lying? There are several “tells”; Body Language expert Janine Driver weighs in on whether cyclist Lance Armstrong was telling Oprah the truth.

It may be in the hands

We all communicate with our hands. We can even communicate deception without knowing what we are doing. Several movements can indicate someone is hiding something.

• Palms down: Showing your palms is a sign of sincerity. Keeping the palms down signals that someone is hiding something.
• Self-touching: Self-touching may be a calming action, but be alert when someone touches this or her face. Hands at the nose and mouth are often seen as an attempt to hide the spoken lie.
• Hidden hands: Hand gestures are a natural part of communication. Many people will suddenly hide their hands when telling lies. Lack of hand movement may also indicate lying.

Forced Smiles

We have already mentioned smiling. A forced smile does not reach the eyes. Alone, a forced smile can simply indicate that someone is trying to be polite. Always pay close attention when other deceptive movement clusters accompany a forced smile, as they can add additional proof that a person could be lying.

• Tight smiles: A tight, thin-lipped smile can indicate that someone is concealing information.
• Closed mouth: Genuine smiles are typically open. A closed smile, however, could be an effort to hide bad teeth.
• Licking lips: Lying can cause the mouth to dry out. People who lie are more likely to lick their lips after speaking.

Eye Contact

The eyes are called the “windows to the soul.” The eyes continually communicate feelings. A person’s eye contact can betray that he or she is being deceptive.

• Little to no eye contact: A complete lack of eye contact may be an indication that someone is nervous and being deceptive, but it is not always an indication of lying. There could be cultural reasons for this behaviour, so always be aware of any outside factors.
• Looking to the left: Thinking used to be that moving the gaze to the left may indicate deception; signalling the imagination is being engaged. These days it’s more about other types of eye or body movements, see video below.
• Unmoving eyes: Some people who lie can look directly ahead without moving their eyes. They will not always shift their gaze or look away.

The key to instilling trust is matching body language to the words spoken. Movements will confirm or contradict what is said. Gestures will easily match what is said if the words reflect genuine feeling. Emotional awareness is necessary to communicate exactly what you mean. Unresolved emotions can affect body language.

Involuntary Movements
We do not control our involuntary movements. Emotions can affect our breathing, posture, gestures, and micro-expressions. People subconsciously pick up on involuntary movements, particularly when they contradict what is said. For example, increased respiration can indicate stress or anxiety. When practicing body language, be aware of involuntary movements. Reducing stress and finding healthy ways to express emotion will help limit involuntary movements. You can reduce your stress through exercise, meditation, sufficient sleep, journaling and keeping healthy!