Non-Verbal for Non-Profits

Vanessa Van Edwards

ScienceOfPeople.org

The Rise of Nonverbal Science

Nixon

vs.

Kennedy

Beyond Words
1/3 Verbal Content
1/3 Face and Body
1/3 Voice Tone
!

= 2/3 Nonverbal

Higher Teacher Ratings

Higher Content Ratings
Higher Textbook Ratings

= Great nonverbal makes everything better.

*Journal of Educational Psychology, 1995

Nature or Nurture?

Researchers at the University of British Columbia

discovered that nonverbal behavior once assumed to
be acquired through environment is in fact innate.

Donor Stewardship:
Why Nonverbal?
Donor Hidden Emotions
Caring for Donors
Empathizing with Donors
Demonstrating for Donors

Part I:
Decoding the Face
Caring for Donors
Reading Colleagues
Interviewees and Interviewing
(Friends, spouses, family...)

Microexpressions

Fear

Brows raised and drawn together, usually flat

Eyes has upper white showing

Mouth open and lips stretched or drawn back

Anger

Brows Lowered and drawn together, vertical lines on the

forehead

Lips tense (or yelling position)

Chin juts forward
Eyes Narrow (Suspicion)

Happiness

Crows feet at the eyes

Cheeks raised
Lips drawn up and back (showing teeth or not)

Contempt

One side of the mouth raises

Eyes can be narrowed at target
Turns body away

Surprise

Brows raised and curved, horizontal forehead wrinkles

White of the eye above and below, eyelids open
Jaw drops and teeth can be parted (as if to yell)
!

Disgust

Nose crinkled
Lips pulled up

Sadness

Inner corners of eyebrows drawn up (hard to fake)

Eyes droopy
Mouth pulled down, chin back
Lips can be in a pout
!

Examples
Donors
Anger at an asking amount
!

Interviews
Fear Talk to me a little about salary
!

Colleagues
How do you feel about working with this __
donor?

Part II:
Your Nonverbal

Emotions

Non Verbals

*Amy Cuddy, Harvard Business School

Hormone Changes

Cortisol

Testosterone

The stress hormone

The power hormone

Improves endurance

Decreases the immune

system
Increases blood
pressure
Bad for long term
memory

Sharpens cognitive
abilities
Increases muscle mass

86% more
risk taking

Low Confidence

Contracted
As little space as
possible

Vitals Protected

Head Down or Bowed

Shoulders In

High Confidence

Expansive

Claiming Territory

Trunk and Vitals

Exposed

Head Up, Chest Up

Shoulders Back

Behind the Scences Poses

In-Person Power Poses

Loose Arms

Face Up

Non-Contracted Legs

Expansive Arms

In-Person

Upper Body Movement

Chest Up

Shoulders Down

Hands Visible

How Do We Use This?

In-Person Meetings

Emails

Phone Conversations

We can identify 16 different

types of smiles from sound
alone. (Drahota and Costal,
1979)

The Power of Voice Tone

Paralinguistics

Voice Tone Tips

Authoritative Voice Tone

Power Posing Helps!

Question Inflection

Dropping on Volume

Mirroring Vocally

Part III:
Top Nonverbal Tips for
Fundraising
Hiring
Interviewing
Interacting with colleagues
Negotiating

In 30 minutes, two people

can send over 800
nonverbal signals.

1. Watch For Withholding

Pursed Lips

2. Watch For Shame

Blocking Behavior

3. Use Triple Nods

Research shows that people will talk 3 to

4 times more than usual if the listener
nods their head.

Faster = impatient

Slow = engaged

4. Show Your Hands

Research shows
its the first place
we look.

Power Poses:
Hands are always
visible

5. Mirroring

6. Use Your Clients Learning

Style

35% visualI see what

you mean
25% audioI hear you
40% feelingscant
quite grasp it, lets kick
the idea around

7. Encourage Open Body

Language

Demonstrate It (so they mirror

you)
Encourage It

Bring Props

PDFs

Business Cards

Water / Snacks

Go to Their Side of the Table

8. Avoid:

Pointing

Peering over your glasses

9. Positioning

Across the Table Seating

Less recall of what was said

Reject more proposals

Shorter sentences

Solution:

Take-Aways

Dont Forget Nonverbal!

!

Body Language Helps Others and Yourself

!

Practice Your Microexpressions

!

Use Your Powers for Good and Not Evil

!

More Info:

Vanessa Van Edwards

vvanedwards@gmail.com
www.ScienceofPeople.org