Some Additional Insights on Body Language

A study done at UCLA has shown that up to 93 percent of effective communication is determined non- verbally.

An additional study determined that the impact of a performance was determined on the following basis:

7 percent by the words used.

38 percent by the voice quality

55 percent by non- verbal communication.

In my practice I have consistently told my clients that they have only 90 seconds to make an impression. The rest of the time the other party is confirming in their minds what they have already decided about you.

Think about this for a moment. We are being told that people make up their minds about you not so much on what you say, but rather based on how you appear to them over a very short period of time.

This doesn’t appear to make sense, yet study after study shows that we reach conclusions about people very quickly and it takes a long time thereafter before we really see the performance or non -performance of someone.

This process may best be illustrated by observing the typical political election process.

The majority of average voters are not that interested in politics. In real terms, they are factually uninformed and uninvolved. Close to election time they are exposed to some quick TV shots of a smiling candidate making what appears to be a profound statement, it resonates with viewer, who then votes for the candidate.

Several years later when you ask the same voter what the politician has actually achieved, they look at you blankly if they have not been affected or react angrily if they have been affected.

What do we learn from this?

To avoid disappointment, we have to consciously put aside our instant judgments and probe by means of listening and questions as to whether the person in front of us is what we need in our business or our lives.

I recently heard that candidates for a particular symphony orchestra were asked to play their instruments behind a curtain, so the decision makers were guided only by the quality of the music and had to base their decisions on actual performance.

It may be helpful if before the next formal or informal interview you conduct to have your written or mental notes in two sections-“First impressions” and “Content “.

This will help separate the well dressed, smiling, enthusiastic appearance of someone, from what they are actually saying.

Whether it’s a business, political, personal, professional relationship, at some stage you are going to have to experience that person’s actual performance.

That’s the moment of truth.

A little up front discipline on your side can save you a great deal of frustration down the road.

The first thing Bernard Kirk tells his clients is that the absolute critical factor in any business is people.

With seventeen years of operational management, twenty two years of strategy implementation for multiple entrepreneurs, professionals and high level businesses across the globe, Bernard is an expert in how people affect outcomes.

Having the right people doing the right things in the right job, is usually the difference between mediocrity and greatness for both the individual and the organization. Bernard’s methods of determining what needs to be done by what type of person and how to select and retain those persons has attracted interest on an international basis. Bernard has consulted in the retail, hospitality, manufacturing, medical, recycling professional and academic fields. He lives in Arizona, USA.