A business executive I know once told me that how people stand on an issue is often determined by where they stand—on an organization chart. Likewise, I would say that how people stand on a subject they are discussing with others may be determined literally by how they stand—that is, their posture may contradict what the mouth is saying. For instance, if you face your audience with your hands on your hips, you are showing confidence, determination, and the ability to take control of the project you are describing to your staff. Whether standing or seated, good posture—head up, shoulders back—indicates that you are in control and have confidence in yourself. Such posture should encourage similar confidence in you by your staff members. Good posture is also a sign of respect for those with whom you are interacting. A slouch or slumped shoulders can convey indifference or withdrawal.
There are two basic groups of body postures: open/closed and forward/ back. The open/closed is the most obvious. If you sit with arms folded and legs crossed and your body turned away as you listen to a staff member’s presentation, you may be silently saying that you don’t agree or maybe even that you hate his proposal. If you sit with your hands open, your feet firmly planted on the ground and your body open, you may be telling your staff member that you are very much interested in what you are hearing.
The forward/back postures indicate whether listeners are actively or passively reacting to communications. So if you lean back and look up at the ceiling, doodle on a pad, or maybe clean your glasses, you are passively listening or actually ignoring the speaker. On the other hand, if you lean forward and point toward the speaker, you are saying that you very much like what you are hearing.
The body language you want to use when listening to staff is the responsive mode, in which you are accepting what you hear, or the reflective mode, in which you show interest but aren’t yet ready to accept the idea. The body posture labeled the fugitive mode is very much what it sounds like—you aren’t interested in what is being said, are bored to death, and would like to get the hell out of the room. The combative mode is also one to avoid: yes, you lean forward, but your body posture isn’t open at all—in fact, you look angry and ready for a confrontation.
If you want to encourage communications with your staff, particularly to get them to share profit-making and cost-cutting ideas with you, you need to watch what your body says. You want to suggest in voice, facial and body gestures, and posture that you are receptive to hearing their suggestions.
Watch your mannerisms, too. Don’t play with the keys in your pocket or the pen in your hand when you talk. Other annoying habits that can detract from an image of authority and from your message include scratching your head, jerking at your tie or scarf, strumming your fingers, twirling your letter opener, or spanning your fingers.