How to Analyzing People
1. Create a baselinePeople have different quirks and patterns of behavior. For example, they might clear their throat, look at the floor while talking, cross their arms, scratch their head, stroke their neck, squint, pout, or jiggle their feet frequently. Initially, we may not even notice when others do these things. If we do, we don't give it much attention.
2. Look for deviationsPay attention to inconsistencies between the baseline you've created and the person's words and gestures.
For example You've noticed that an important supplier of yours has the habit of clearing his throat repeatedly when nervous. As he introduces some relatively small changes to your business arrangement, he starts to do this. Is there more here than meets the eye?
You might decide to probe further, asking a few more questions than you would have normally.
3. Notice clusters of gesturesNo lone gesture or word necessarily means anything, but when several behavioral aberrations are clumped together, take notice.
For example, not only does your supplier keep clearing his throat, but he also does that head scratching thing. And he keeps shuffling his feet.
4. Compare and contrastOK, so you've noticed that someone is acting a little different than normal. Move your observation up a notch to see if and when that person repeats the same behavior with others in your group.
Continue to observe the person as he or she interacts with others in the room. Does the person's expression change? How about his or her posture and body language?
5. Look into the mirrorMirror neurons are built-in monitors in our brain that reflect other people's state of mind. We are wired to read one another's body language. A smile activates the smile muscles in our own faces, while a frown activates our frown muscles.
6. Identify the strong voiceThe most powerful person is not always the one sitting at the head of the table.
Confident people have strong voices. Around a conference room table, the most confident person is very likely to be the most powerful one: expansive posture, strong voice, and a big smile. (Don't confuse a loud voice with a strong one.)
7. Observe how they walkOftentimes, people who shuffle along, lack a flowing motion in their movements, or keep their head down lack self-confidence.
If you notice these traits in a member of your team, you might make an extra effort to offer commendation, in an attempt to help build the person's confidence. Or you may need to ask him or her more direct questions during a meeting, in order to pull those great ideas out into the open.
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