SUBTEXTthe south. Scandinavians, Germans, Swiss, and English use few
hand gestures. To southerners they often seem stiff and im-
mobile. The subtext is one of standoffishness, a desire not to be
involved.
In southern countries, such as France, Spain, Italy, and Greece,
gestures are more open, effusive, and expressive. The subtexts
are vigor and emotional involvement. Israel, Arab nations, and
most Central and South American countries are also rich in hand
gestures.
In the United States, the traditional melting pot, it becomes
more difficult to identify ethnic types from their gestures. The
rules of the old countries barely hold, and very gradually a mixture
of gesture and expression that can be labeled "Made in the United
States" is born.
Dr. David Efron, a researcher in gestures, analyzed a number
of gestural styles and related them to different cultures. Jews, he
found, tend to keep their hands close to the body when they
gesticulate. Their movements are choppy and full of nervous energy,
usually one handed. Italians, on the other hand, use expansive
gestures, sweeping ones, two handed and symmetrical.
However, as Jews and Italians are assimilated into American
culture, their gestures change. Second- and third-generation Ameri-
cans take on the mannerisms of the culture they live in, that of
the United States—another proof that gestures are not instinctive
but are linked to culture.
The French use hand movements sparingly, but precisely and
elegantly. The Germans, when they use hand movements, use
them to reinforce statements about beliefs.
Women and men in business must be aware of these culturally
linked gestures and their subtexts. It is difficult and sometimes
awkward to try to change your gestures, but videotapes are useful