Attorney at Law Regional Edition Inaugural : Page 15the work environment, the norm of social space – a distance with his or her personal brand. Be cognizant of the fact that your of 4 to10 feet between you and the other party – should be key audiences make swift judgments about your intelligence, followed.5 Violating this rule of proxemics can make others feel credibility, income, education, social status, trustworthiness uncomfortable, intimidated and dubious of your intentions. In and likeability within the first few minutes of meeting you. the practice of law, active listening and proxemics are absolutely These judgments are often based on nothing more than your essential and should be utilized in every professional situation. appearance and nonverbal mannerisms. Consequently, you 4) Scents and Sensibilities. According to the U.K.’s Social can imagine the impact of your visual image when meeting Science Research Centre, “smells can evoke strong emotional prospective clients or making your opening arguments in court. reactions. In surveys on reactions to You must first determine how you want to be perceived and then odours, responses show that many of our olfactory likes dress and behave accordingly to achieve your desired results (one and dislikes are based purely on emotional associations.” component of the broader practice of perceptual management). 6 This is because scents and fragrances stimulate the brain’s 2) Color Psychology. Employ the psychology of color as an limbic system, affecting mood and emotion. While some scents intelligent strategy in your nonverbal repertoire. By incorporating can have positive effects, others can have the opposite, which is into your wardrobe flattering hues of greens and blues, you’ll why you should avoid wearing fragrances, particularly in court. be stimulating positive brain receptors in your audiences. For Not only are fragrances distracting, many people are sensitive to example, green conveys “go”; it is also the color of money, a them (consider the noses of your clients, coworkers, judges and powerful semiotic sign. Blue is not only the most universally juries). In addition, the smells of cigarettes, body odors and foods liked color, but navy blue conveys trust and respectability. There can convey powerful (and often undesired) nonverbal messages. is, however, a common misconception about the color red. Scents deemed unpleasant can significantly affect perceptions. While it has been deemed, and rightly so, the “power” color, The Social Issues Research Centre reports that, “in one study, red communicates stop!; it is also a stimulating and sometimes the presence of an unpleasant odour led subjects [to] give lower sensual color that should be used sparingly in the legal profession. ratings to photographed individuals” and in another survey, Further, red can be intimidating, which is not always a desired “[some] scents usually perceived as pleasant (such as flowers) response. Most important, red draws the eye away from the face, were violently disliked by certain respondents. These preferences the hub of both verbal and nonverbal communication. There are were explained by [experiences] associated with particular volumes to be shared on this topic, but a very good primer is scents.” This is clearly an important consideration when in front the book, Color -Messages & Meanings: A PANTONE Color of a jury. Resource, by Leatrice Eiseman. While the fields of communication and interpersonal relations 3) Body language. Many people are unaware of their are both extensive and complex, mastering basic skills and mannerisms, posture and expressions. When interacting with protocols will (a) enhance your image and personal brand, (b) your key audiences, use movement, gestures and facial cues to prevent unintended gaffes and (c) ensure positive, productive punctuate your words. Practice the art of active listening, “a way of interaction with your clients, colleagues and courtroom listening and responding to another person that improves mutual associates. understanding.” 4 Nonverbal signals employed during active listening include maintaining eye contact, smiling, nodding and leaning forward to convey interest and enthusiasm. Crossing your 1. http://www.sil.org/lingualinks/literacy/referencematerials/ arms, turning away from someone or even sighing can convey glossaryofliteracyterms/whatisnonverbalcommunication.htm disinterest, objection -even enmity. Fidgeting, hair tossing, foot 2. http://www.scribd.com/doc/23495615/Non-linguistic-communication-tapping and other tics convey anxiousness and boredom. An Sociolinguistics unconscious frown may be a natural physical response to your 3. http://www.salisbury.edu/careerservices/Students/Interviews/NonVerbal.html thoughtful cognitive processing, but can communicate negative 4. http://www.colorado.edu/conflict/peace/treatment/activel.htm nonverbal messages. Be mindful, too, of proxemics – the study of 5. http://www.cs.unm.edu/~sheppard/proxemics.htm human spatial relations and an important aspect of nonverbal Debra Brittain Davenport is the founder and executive director of The Davenport behavior. In the American Institute, a licensed and certified firm that provides image and perceptual management, career coaching, personal branding and social capital strategies to attorneys, executives, culture, we tend to demand and physicians, politicians and emerging leaders. An internationally recognized authority, protect our “personal space”; in Ms. Davenport has been a two-time guest expert on the “Dr. Phil” show, and she is the business, it is even more critical former color psychology spokesperson for the Panasonic global brand. to respect these boundaries. In Contact: debradavenport@davenportinstitute.com. www.davenportinstitute.com. June 2012 Attorney at Law Magazine ® | 15 Publication List Using a screen reader? Click Here |
