The Definitive Book of Body Language

The Definitive Book of Body Language

this process so he's left trying to steal glances at her during the

interview without getting caught and so he becomes distracted

from the actual job of interviewing. Some women are disap-

pointed that, in a supposedly equal business world, men still

do this, but hidden cameras show this to be a fact of business

life whether we like it or not.

Like it or not, everyone steals a look at a woman's rear when

she leaves a room, even if they don't like her front view.

Video cameras also reveal that women interviewers go through

the same evaluation process with both male and female inter-

viewees but women's wider peripheral vision means they rarely

get caught. Women are also more critical than men of female

interviewees whose appearance doesn't stack up. Women look

at a male candidate's hair length, clothes design and co-ordi-

nation, the creases in his trousers and shine on his shoes. Most

men are completely unaware that women look at the condition

of the back of his shoes as he walks out.

Solution

When you go for an interview, shake hands and then give the

interviewer a two- to three-second frame of uninterrupted

time for them to complete the process of looking you over.

Look down to open your briefcase or folder, or to arrange any

papers you might need, turn to hang up your coat, or move

your chair in closer, and then look up. In filming sales inter-

views, we found that not only did the interviews feel better for

the salespeople who used this strategy, it added up to a better

outcome in sales results.

What Channel Are You Tuned to?

A person's eye movements can reveal what their mind is focus-

ing on by telling you whether they are remembering something