(Bk Business) Carol Kinsey Goman Ph.D.-The Nonverbal Advantage_ Secrets and Science of Body Language at Work -Berrett-Koehler Publishers (2008)

100 The Nonverbal Advantage
everywhere. But the crossedarms
gesture is more than just
a not-so-encouraging audience
posture. Research shows that
when a listener folds his arms,
not only does he have negative
thoughts about the presenter
but he’s also paying less attention
to what’s being said.
In one study groups of volunteers
were invited to attend
a series of lectures. While doing
so the first group was instructed
The ultimate closed gesture to keep legs and arms uncrossed
and to take a casual, relaxed
sitting position. Volunteers in the second group were asked
to attend the same lectures but to keep their arms tightly
folded across their chests. The result showed that the foldedarms
group learned and retained 38 percent less than the
uncrossed-arms group.
TRY THIS
So, what should you do if you find yourself addressing an
audience with crossed arms? Do something that encourages people
to change position. I frequently open speeches by asking a series
of questions to which audience members reply by raising their
hands. In smaller meetings, I might have attendees break into
couples or threesomes for a short discussion over a key issue. In
a one-on-one encounter, I’d offer the individual a cup of coffee
or tea (you try drinking with crossed arms!). There are other
things you can do: hand out pens, books, brochures, samples,
or a written quiz. It doesn’t matter which strategy you choose
so long as people have to uncross their arms to respond.