It's not what you say that matters; it's what you don't say. Delve into the subtleties of body language and how to use it to your advantage at work.

From the time we were babies, the use of language is ingrained in us. Babies can communicate via coos, cries and that all-important tool before speech is learned, body language. This ability to send signals to the people around us via non-verbal ways is instinctive and the use of gestures, physical stance and facial expressions adds a whole new dimension to our interaction with others.

Come Hither

All sorts make up the dynamics in the office, and have you ever noticed the body language of those that seem to rise fast on the corporate ladder? Doesn't A, with his confident stride, bright smile and open stance when standing get promoted faster than B, who hardly looks people in the eye, always crosses his arms during meetings and cowers in the corner whenever the boss walks past?

What about advertising executive X, who walks purposefully into a meeting, greets everyone with a bright smile and launches straight into a well-rehearsed sales pitch? X always wins over the clients, who seem to have a lot of confidence in him compared to his colleague, Y, who fidgets nervously when giving his presentation, and often clasps his hands together whenever there is a lull in conversation. Both may have put in the exact same effort in their presentations, and been equally capable, but X is the clear winner here all because of his positive body language.

Listen To Me

Other than projecting a certain image, body language is used to emphasise the spoken language. Charismatic speakers like Bill Clinton and Barack Obama endear their listeners through subtle communication skills - a raised eyebrow, a nod, a smile or a pause. The opportunities are endless.

To get your point across, synchronise and exaggerate. This is a key skill in the corporate world, especially when you need to stand out from the crowd. Think of yourself as a well-tuned orchestra. Your words, intonation and body language must - be a well-oiled machine. Use power words and big (sometimes aggressive) movements pointing with an outstretched arm, nodding your head enthusiastically, pounding your hand on the table to emphasise a particular point you're making, sudden movements and even repeated movements. Although all these may border on aggression, it is up to you to use other aspects of body language to offset the negativity, such as a smile as you're pointing or a joke to diffuse a situation.

Lead Me Gently

Just as you use body language to your advantage, learning to read other people's body language can also earn you brownie points, especially if you deal with outsiders on a regular basis. Often, clients get angry, when their needs are not being met. Angry people are defensive, probably because they have been offended or slighted. Crossed arms across the chest are a common defensive body language, as is rigidity. When the other party feels that to launch an offensive is the best form of defence, you can nip it in the bud by reading the signals correctly and reacting accordingly.

Start by smiling and opening up your arms when you speak to angry clients. If they're sitting, get down to their level and maintain eye contact. Speak in a friendly tone, and keep your volume low so as not to sound confrontational. Reach out to shake their hands warmly as human touch often diffuses hostility and tells them you care.

Liar, Liar

As important as it is to project sincerity in the corporate world, it is also crucial that you are able to detect when someone is not being upfront. It could save you a lot of grief by not hiring someone who is not right for the job, or save your company money by avoiding dishonest dealings.

A liar often shifts his weight from foot to foot and has trouble keeping his feet flat on the ground when standing or sitting. It could be from fear or discomfort. Also watch out for other signs like fidgeting or biting of nails. Someone who turns his body away from you, all the time could be indicating dishonesty. Excessive clearing of the throat and small coughs are other cues that give a liar away. To "out" a liar, try changing the subject suddenly, and watch for a change in body language. Does he instantly relax now that the subject is diverted? If he did, that is a clear sign that he was lying before.

Body language is the oldest form of communication, and also the most effective. In the corporate world, where first impressions are most important, it is crucial for one to project a positive image from the word go. The firm handshake, the smile, the direct eye contact - all these could make or break anything from that first interview to the million-dollar deal.

According to body language experts, there are several ways to deal with difficult people.

DOMINANT PEOPLE

Avoid confrontational gestures, such as squaring off face-to-face, extended eye contact or crossing the boundaries of personal space.

• Always start with a smile and a friendly tone.

SUBMISSIVE PEOPLE

Avoid invading their personal space and keep your facial expression neutral.

• Encourage them to speak by being affirmative - nod and smile as they speak.
• Do not stand over them as this makes them feel "inferior".

ANGRY PEOPLE

• Stay calm.
• If you sense the anger puts you at risk, take immediate action to protect yourself. Create a distance between someone angry and yourself. If necessary, leave the situation.
• Do not aggravate them further by aggressive gestures like pointing or clenching your fist.

INDECISIVE PEOPLE

• Do not act agitated and impatient by drumming your fingers or sighing loudly as this confuses them more.
• Narrow down their choices for them and do it in a friendly manner.