Individual Differences in Body Language
Erikson emphasizes individual differences in body language and describes posture patterns in his color-based framework. A gesture may have more than one explanation, so it should be interpreted in context.
THE IDEA
So What Do We Do About All This?
Erikson discusses individual differences within his color-based framework:
How do the various forms of behavior differ from one another? It’s obvious that some “well-known” facts about body language don’t apply to every single person. Someone who is busily picking lint off his sleeve might be bored or he might just be nervous. Another example is how people deal with uncertainty. A Green who is unsure leans backwards. A Red who is unsure leans forward, as his way of dealing with this uncertainty is to try to dominate the conversation. But remember, body language is very individual. Sure, there are the general expressions that apply throughout the entire world and among all people—a contemptuous stare, for example, looks similar in every country—but there are so many differences that you’ll have to study your fellow mortals to sharpen your ability.
When to use it
Reading a room during a business meeting to gauge participants' engagement or nervousness.
Improving personal communication by becoming aware of your own unconscious body language signals.
Training in sales or negotiation to adapt presentation style based on client body language cues.
FROM THEORY TO EVERYDAY LIFE
In practice
Lint Picking
Picking lint off a sleeve might reflect boredom or nervousness. The action alone does not establish which explanation applies.
Uncertainty Response: Greens vs. Reds
Erikson describes a Green as leaning back when unsure and a Red as leaning forward to dominate the conversation. These are claims within his framework, not a way to identify someone’s personality from a single movement.
A MOMENT TO REFLECT
Put it to work.
Recall a time you felt uncertain. What did you notice about your posture, and what else might have influenced it?
Observe a group conversation and note the body language of different people. Can you identify any patterns related to their comfort or dominance?
CONTINUE THE CONVERSATION
Source texts
- Surrounded By Idiots (Thomas Erikson)