Body language key to first impression

People form up to 90 per cent of their impression of you in less than four minutes. Photo / Thinkstock

How often have we heard that first impressions count? Like it or lump it, they do.

Allan Pease, human communications and body language expert, says people form up to 90 per cent of their impression of you in less than four minutes, and 60 to 80 per cent of all face-to-face interaction is non-verbal.

That is why understanding body language is so important for people in all levels of business, as he writes in his book, Body Language in the Workplace.

"In business, we give our 'yes' to people we like and feel comfortable with. We say 'no' to those who make us feel uncomfortable."

For instance, think of successful people such as Donald Trump. Pease says the business magnate rarely uses negative body language.

"He keeps himself open, uses a semi-march when he walks, and limits his facial expressions and shows little reaction to a startling event. These are all signs of a high-dominant leader."

In our own neck of the woods, he says Air New Zealand's Rob Fyfe or businesswoman Theresa Gattung overall are reasonable presenters.

He thinks that Prime Minister John Key can be "quite good but he occasionally comes across like a spaghetti western where the voice doesn't match the gestures".

So, even if the rich and powerful can't always get it exactly right, how do the rest of us go about performing in a job interview or in an important sales pitch we want to nail? How can we make sure the impression an interviewer or client forms is the one we think we are conveying?

Pease recommends practicing in front of a mirror - or asking a close workmate to observe us. Another technique he suggests is watching television with the sound turned off to train ourselves to read body language, just as deaf people do.

And he says it is possible to change your habits ... but not overnight.

"It's easier for some people to change their body language, difficult for others. Have someone video you in day-to-day interaction and it will become clear what you need to change. It takes about 30 days to successfully remove negative gestures and to replace them with positive ones."

But why do people rely on first impressions and not take the time to get to know someone? "Human brains are hard-wired to quickly evaluate the intentions of an approaching stranger via body signals. It's a basic survival process. Even if our evaluation is incorrect, we still proceed as if it was true."

Pease says the five most common body language "mistakes" people make in the business arena are:

Inappropriate eye-contact time - too much or too little. "The amount of time a person looks at you during a conversation is the key to how much gaze you can use."

Inappropriate use of personal space - too close or too far. "The distance someone stands from you is the key to what space you need to give them for them to feel comfortable."

Inappropriate touch - too much or not enough. "Overtouching can be perceived as too intimate, while no touch can be seen as disinterest. Mirror the touch you receive."

Using negative signals - crossing your arms or continually touching your face can be read as lack of interest or concealment. Stay open.

Poor handshake technique. "Avoid using the dead-fish or knuckle-grinder handshakes. Give the same pressure you receive."

Now, a few tips for your next job interview. Pease recommends planning ahead to maximise your chances.

Walk into your interview with confidence. "Your entry tells others how you expect to be treated. Don't stand in the doorway like a naughty child waiting to see the headmaster!"

Another tip is to use the interviewer's name twice in the first 15 seconds. Not only does it make that person feel important, you will remember their name through repetition.

And use power words. Research shows some of the most persuasive words are "discovery", "guarantee", "love", "health", "money", "easy" and "you".

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Body Language in the Workplace by Allan and Barbara Pease (HarperCollins or Pease International, RRP $29.99)