Above: Mark Bowden demonstrates an open-hand gesture called the ‘passion plane’ which stirs up excitement however, may not be perceived as factual. The same open-hand gesture at belly height is called the ‘truthplane.’
It’s called the ‘truthplane.’
That’s Mark Bowden’s secret weapon when it comes to using non-verbal communication to win trust, and he was eager to share it with NC staff and faculty as they gathered for Niagara Day on Aug. 28.
The keynote speaker for the event is an author, and recognized expert in human behaviour and body language whose client list includes presidents and CEOs of Fortune 500 companies, as well as current prime ministers and presidents of G8 nations.
Bowden explained how people make snap judgements about someone as soon as they see them based on body language and other forms of non-verbal communication. Brain stems pick up specific non-verbal cues to determine whether that person is a friend, enemy/predator or a potential sexual partner.
While a smile sends a signal that one is a friend, a half-smile denotes a predator. It takes three seconds or more for an effective smile and must be accompanied by eyes narrowing and lines around the eyes.
“If you’re in a bad mood, it’s hard to smile on purpose,” said Bowden, noting that in this case, the smile can perceived as negative.
Using open handed gestures at exactly belly height reveals to others that everything is going to be OK and signals ‘friend.’ This gesture should be used for effective communication. While a genuine smile can make this even more effective, it is not necessary.
An open handed gesture at a higher elevation, called ‘passion plane’ stirs up excitement causing heart rates to go up. It isn’t perceived as necessarily factual however, and could give the impression of exaggeration.
If hands are left down by one’s side, or covering one’s mouth, this is perceived negatively.
When presenting a book in front of an audience, for example, non-verbal communication causes the audience to have a theory about it, despite what is spoken about the book at the same time. When the book is presented with hands down by one’s side, it darkens its content in the mind of the audience. Holding the book higher up, near shoulder level, may be perceived as over-selling it. Holding it at the truthplane however, causes it to be perceived positively.
Bowden noted that these non-verbal techniques do not come naturally. The techniques that help people communicate more effectively are learned behaviours.
Bowden’s publications include the bestselling body language book Winning Body Language (McGraw Hill 2010); Winning Body Language for Sales Professionals (McGraw Hill 2012); and Tame the Primitive Brain – 28 Ways in 28 Days to Manage the Most Impulsive Behaviors at Work (Wiley 2013).
Visit his website www.truthplane.com to learn more.
