Leading the Transition of Phases (Cohesive Behavior)

How the body helps move the interaction

Body language and nonverbal communication (CNV) are key tools not only for interpreting which phase of the interaction (Social, Comfort, Connection or Closure) you are in, but also for actively guiding the transition to the next phase.

A conscious change in your posture, gestures or tone can signal your intention to move forward.

For example, moving from a more reserved posture (Social Phase) to a more relaxed and open one can invite the Comfort Phase.

Similarly, increasing the level of nonverbal engagement (leaning in, nodding more) can prom pt the Connection Phase.

Sometimes, your CNV can be the main driver that moves the interaction toward your goal.

It is critical to be aware of the current phase and use your body to facilitate progress.

CNV Adjustment: From formal to comfortable, from comfortable to focused.

Cohesive nonverbal behavior involves adjusting your CNV to be appropriate to each phase of the interaction. In the Social Phase, a more formal and reserved CNV is natural.

As you move into the Comfort Phase, your body language should relax, becoming more open and warm to foster mutual comfort.

During the Connection Phase, the CNV should show a high level of commitment, involvement and active listening to build rapport.

Finally, as you enter the Closing Phase, the CNV can become more direct, focused and decisive, signaling the intention to finalize agreements or define next steps.

This continuous adjustment ensures that your CNV is aligned with the purpose of each stage.

Avoid closure if the level of connection is low.

It is crucial to read the other person's nonverbal cues to make sure you are both in sync at the same stage, especially before attempting to close.

If during the Connection Phase you perceive that the other party's commitment is waning, trust is wavering, or rapport is not strong (e.g., they are leaning back, averting their gaze, showing tension), you should not force the transition to the Closing Phase. Attempting to close when the connection is low will likely result in failure.

Instead, you need to tactically back off, perhaps by returning