As if navigating the interview process wasn't already stressful enough. Statistics like that, says Laura Katen of NYC-based Katen Consulting, mean it's important in an interview, or any professional environment for that matter, to put your best foot forward long before you open your mouth. In fact, when it comes to nonverbal cue, Katen said, actions do indeed speak louder than words. According to research by Harvard University and Stanford University, there are four key elements to making a positive, first and lasting impression, and very little actually involve spoken communication. "Everything you say and do says something about you," Katen told a packed room at the Tennessee Turfgrass Association Conference and Tradeshow in Murfreesboro. "Is that saying what you want it to say about you?" Appearance
A total of 60 percent of employers surveyed in research cited by Katen said that employee dress was their No. 1 office pet peeve. That might not mean much at a golf course on a day-to-day basis, but it applies for committee meetings or interviews when seeking that next opportunity, Katen said. Simple tips like properly fitting slacks and blazers might seem elementary to some, but they are things everyone notices, she said. "If you think it doesn't matter, it absolutely does," she said. "How people dress influences what you think of them. "I'm not saying it's right, I'm not saying it's fare. I'm saying it's fact. People will look at you, size you up immediately and then decide if they want to get to know you."
Communication
Katen says research indicates that 55 percent of every person's communication is made through body language. That includes facial expressions, hand gestures, posture, eye contact and smiling (or not). A total of 38 percent of the average person's communication is made through tone of voice, leaving only 7 percent of all effective communication coming through the actual words one speaks. For those historically focused more on their words than how they deliver them, that can be a little scary. Failing to smile or make eye contact can convey all sorts of emotions, including boredom or arrogance. Crossed or folded arms can be interpreted as defensive or unapproachable, and poor posture might make someone look disinterested or bored. Even a high-pitched voice or the practice of what Katen called up-talking (tone of voice steadily escalates as someone speaks) can convey a feeling of stress. It doesn't matter, Katen said, if those perceptions are not accurate. It's how the receiver of those messages interprets them that counts. "If you want to communicate confidence, substantiveness, credibility and success, it's about what people seek from you," Katen said. "It is always about them; it's never about you. "There is a difference between being arrogant and confident, and there is a difference between being aggressive and assertive. Everyone wants to be known as confident and assertive. No one wants to be known as arrogant and aggressive."
Interacting and building rapport with others
Two of the fastest and easiest ways to build immediate rapport are a strong self-introduction and the ability to make small talk, according to Katen. "Ask open-ended questions, ask people about themselves. People love to talk about themselves," Kate said. "Death is you not being able to converse. People need to know who you are if you want to progress your success." Part of that memorable introduction is the perfect handshake, which lies somewhere between the proverbial "limp fish" and "the crusher." That perfect handshake is web-to-web (the fleshy part of the hand between the thumb and forefinger), firm (whatever it takes to open a refrigerator door is enough), two to three shakes, then let go, said Katen. And the same rules apply for women regardless of whether they are on the giving or receiving end of a handshake. "Women today wanted to be treated equally," Katen said. "We want the same pay, and we want a firm handshake." Social etiquette
Whether it's a lengthy interview that includes lunch or dinner, a meal with a green chairman or club president, or hitting the road for a professional conference, knowing proper etiquette in social situations can be the difference between "salad days" or being "out to lunch." "Whenever food, drink and conversation are involved, you want to navigate them seamlessly," Katen said. "You should know which side the bread plate is on and drinking glass, when to split the bill with a host or not, when to transition to talking business from small talk, what not to order, what to order." Most importantly, Katen said it was impossible to overstate the importance of smiling and eye contact in business communications. Combining the two together is a process she called "smizing." "Everyone wants to be perceived as warm and opening and welcome and confident," she said. "Smile and make eye contact. People will forgive a lot if you smize them."
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