Body language, or Kinesics, plays a much bigger part in social interaction than most people realize, and what is the job search process if not a series of social interactions. How other people behave – their People’s body language can tell you a lot about what’s going on, if you are paying attention. It would behoove you to examine your own body language as well so you are aware of the signals you are giving to others. The ability to read the body language of others will enable you to negotiate effectively on your own behalf and give you the upper hand when interviewing and ultimately negotiating salary and other things in connection with employment. Through careful evaluation you can determine if someone is withholding information or not telling the truth. Here are some tips to help give you an advantage.

Body language sends strong signals during the interview process. How you sit, the presentation of your head, eyes, legs, and arms all serve to convey feelings and messages. Body language sends signals regarding comfort, happiness, and nervousness, among other things. It can also communicate trust and openness. It can be a bit confusing because you don’t want to make rash decisions based on one aspect of someone’s body language. Combined though, it can serve a valuable purpose during the interview and negotiation. If your interviewer looks away a lot, crosses his arms, or leans away – those are considered defensive and disinterested cues. Similarly, good eye contact, open palms and leaning forward convey interest. These cues can help you understand how you are being perceived during the entire interview process.

Here are some high level tips on how to use Kinesics to help give you an advantage during your job search – keep in mind Kinesics is an inexact science at best – be sure to trust your judgment; oftentimes, we pick up on body cues subconsciously – don’t overanalyze:

Behavior Evaluation: During the interview process analyze try to identify the interviewers mannerisms and behaviors – especially when you start to negotiate compensation. A critical component to being able to gain the lead advantage is to be evaluating body language throughout the interview process. You will then be in a better position to quickly identify change. During the initial interview phase your interviewer might be relaxed and friendly. Look for subtle changes in body language when you start to negotiate salary, including rapid breathing, fidgeting, or increased hand gestures. Other things like throat clearing or a louder voice are indications that you might be able to gain some ground during the negotiation. Keep your eyes peeled for my next article on top X body language triggers to look for. (Insert link here)

Observing your Observer: While you don’t want to blatantly stare at someone across the table from you, it is important that you maintain friendly eye contact. Looking away will cause you to miss nonverbal cues expressed by the interviewer, resulting in your missing something that can help you negotiate better. Rather than looking away, ask a relevant question or engage in conversation that will enable you to review the person’s body language further, which will provide you with the time you need to determine your position of strength.

Smile: Smiling is one of the strongest cues we send. A real, true smile demonstrates happiness, confidence, and warmth. Use a smile throughout the interview to elucidate sincerity. Do not, under any circumstances smile throughout the entire interview. That will be perceived as ‘weird’ – as if you are not quite on the right path – or that something is wrong. A genuine smile wrinkles the corners of the eyes and changes the expression of the entire face. Fake smiles only involve the mouth and lips.

Shake Hands Like You Mean It: This does not mean that you should administer a bone-crushing shake. Give a firm shake to demonstrate professionalism – when doing so, make sure you look the interviewer in the eye and smile!

Non verbal cues play a significant role during the interview process. Your ability to evaluate yourself as well as the body language of others can give you the upper hand and establish significant value as a candidate. You might consider practicing your interview skills and having someone record the interview so that you ensure you are communicating the appropriate level of sincerity. Your effectiveness in the interview will vastly improve while allowing you to gain an understanding of how you are being perceived. Most of all relax! You will do a much better job during the entire process.