Gesture Analysis in Decision Making

Rubbing the chin (Evaluation)

When a person is in the middle of a decision-making process, he or she will often make an evaluative gesture.

The most common gesture is to bring the hand to the chin, either to hold it, stroke it, or rub it.

If you are presenting an offer or a proposal and your interlocutor starts rubbing his chin, it is a positive sign.

It indicates that he is seriously considering what you have said. This is a critical moment when you should not interrupt.

You must give him time and space to execute his internal decision strategy, especially if he is a person of an introverted nature, who needs to think quietly before speaking.

Detect "No" before it is said.

The chin assessment gesture is just the beginning; the gesture that follows the reflection is the one that will tell you the answer before you verbalize it.

If, after rubbing the chin, the person leans back in their chair, crosses their arms or legs, or adopts any closing posture, you can be almost certain that the decision is negative for you.

This is the time to act. You should interrupt before the person says "No".

Once a person verbalizes "No," they will hold on to that position on a principle of consistency, and it will be much more difficult to change their mind.

At that point, you should ask questions to reopen the dialogue: "What additional information do you need?" or "What part of the proposal is it that you are hesitant about?"

The importance of feet on the ground

Studies on negotiation show that people who make important decisions rarely do so with their legs crossed.

They usually adopt a more "anchored" posture, with both feet firmly planted on the ground.

If your interlocutor is in a closed stance, (ankle above the knee) and also holds that leg with his hands, it is a sign of stubbornness and inflexibility.

Before asking him to make a decision, you must get him to "disarm" that posture.

You can do this subtly, for example, by offering him a document or asking him to look at something on your computer