Recent studies published in credible journals have shown that nice people as well as ugly people earned less in the workplace. So if you want to get a bigger pay cheque, it’s clearly better to be good-looking—based on traditional beauty standards (although this remains debatable)—and disagreeable. What can you do, though, if you are naturally nice with average looks?
Work on your body language! Joe Navarro, an ex-FBI agent who spent 25 years in counterintelligence, says that conducting interrogations and counter-interrogations has afforded him a rich study of nonverbal behaviour. One of his books, “What Every BODY is Saying,” shows how our gestures convey our thoughts and intentions. If nonverbal language represents 80% to 90% of our communication, we can have a lot of influence on others by controlling and mastering the art of body language to be convincing despite ugly looks or an amiable style, especially when it comes to negotiating a salary, defending a project or passing a screening interview.
It is generally known that crossing your arms sends a message of being “closed,” blinking signals discomfort, scratching your ear a potential lie, etc. But it is not so much in the gestures themselves as the way in which you can play with them and incorporate them into your communication that you can have an effect. The power of body language only has an impact when taken overall and put into a specific context. Beyond the given attitude or gesture, it is the change in attitude that creates an impact, and that is where you can influence others without them necessarily being aware of it.
For example, in his book, Joe Navarro recommends steepling your fingers together to focus attention on the point you want to make and express your certainty in what you are saying. According to his interrogation experience, the opposite occurs if you interlace your fingers. If you want to assert your authority, putting your hands on your hips signals your self-assurance and the fact that you will not back down easily. The traditional smile and open arms are signs of openness and confidence. It is up to you to use these many gestures when you communicate to establish your credibility or send a message to others.
You must in fact find a way to compensate for your nature. Nice people must adopt and incorporate gestures to offset their kind and gentle natures, while those not overly endowed with physical charm must develop their charisma by using gestures and attitudes to play up their inner beauty.
Fellow recruiters, be attentive to candidates who are proficient in using these techniques, and know how to use them yourself to enhance the credibility of your function and for an edge in negotiating starting salaries. Presenting a candidate to a selection committee requires a solidly prepared file and a recruiter sure of his or her judgment. Don’t let yourself be defeated!
Nathalie Francisci
Board Director, Speaker and Colomnist
www.nathaliefrancisci.com