INTERVIEW: Business consultant Monika Matschnig on the power of body language
Whether in a job interview, a client meeting, or a presentation in front of a large audience: Raised eyebrows, crossed arms, relaxed wrists send clear signals. Monika Matschnig will be speaking about which body language is well received by our counterparts and what should be avoided on July 22 at the Waltherhaus in Bolzano as part of the Knowledge Forum. In the "WIKU" interview, the business consultant shares some tips in advance. “WIKU”: Those who follow the American election campaign in the media have noticed the exaggerated gestures and grimaces of the candidates. What Donald Trump is currently delivering would be unthinkable in Europe. Is body language a universal means of communication or is it culturally determined? Monika Matschnig: Donald Trump has grown up in the world of entertainment. He knows its rules and knows exactly with which gestures he can score points with his voters. Hillary Clinton does not master this as well and therefore does not always manage to reach the hearts of the audience. In advance, it can be said that there are body signals that have developed culturally. However, there is also a universal body language. For example, it does not harm anyone to emphasize their words with their hands. Their voice appears more dynamic. And: They even become more flexible in their thinking. “WIKU”: Is body language genetically predetermined or can it be trained? Monika Matschnig: Every person has the opportunity to improve. Correct body language can be learned because most of our gestures are learned - in school, from parents, through experiences. And what is trained can always be untrained. However, it is important to ensure that the "new" body language also fits the respective type. An introverted person should never pretend to be extroverted. This does not seem authentic and can only go wrong. “WIKU”: You claim that the first impression of a person is formed in the first 150 milliseconds of an encounter. Monika Matschnig: Absolutely. Everyone knows the feeling: I see a person and immediately know whether I like them or not. Sympathy is also associated with competence. If you miss this moment, you have to make even more effort afterwards to make up for the first impression. “WIKU”: What body language should women "speak" to impress their counterparts? What about men? Monika Matschnig: This varies depending on the situation. Women often smile at the first meeting - often to hide a certain insecurity. Although smiling is very important, such an attitude is not necessarily advisable in the professional world. Especially because they should remain serious at the beginning, men often appear more serious. In the flirting area, the situation is completely different. Here, men are particularly attracted to smiling, friendly women. “WIKU”: What should everyone - whether male or female - definitely avoid? Matschnig: Standing there as if paralyzed with a stiff gaze and gesturing with loose wrists - this conveys weakness. Standing on one leg also radiates insecurity. Holding your head high, on the other hand, is interpreted as a sign of arrogance. However, one should also avoid sharp gestures, such as pointing a finger at someone or mimicking shooting at someone with their fingers. Our counterpart will immediately feel attacked and will also perceive our voice as "sharp." “WIKU”: Is there a golden rule for a successful customer conversation or a successful presentation? Matschnig: That is passion. I must be completely convinced of what I am doing. Because if I am convinced of something, I also radiate it outwardly. Therefore, everyone must consider whether they stand by what they do and say. However, you cannot always say what you think and feel. Those who have to sell something - whether it's ideas or goods - who want to convince other people, who need to inspire or entertain, must be able to "stage" themselves.
