As the dust settles following the UK general election, Brexit secretary David Davis will finally begin formal talks on the terms of the UK’s divorce from the European Union.
The election result – a hung parliament and a weakened Conservative government – puts Davis and his team on the back foot. They will need all the help they can get as negotiations get going. Body language and psychological strategies could give them a much-needed edge.
As in any fight, self-confidence is crucial. Self-belief and empowerment make you and . To induce a state of self-assurance, a study at Harvard University suggested adopting superhero-style “power poses”.
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It found that subjects who stand like Superman for just two minutes – legs akimbo, hands on hips and elbows bent – are later , such as speeches and job interviews. Team GB should assume the position just before entering the negotiating chamber as it’s unclear how long the positive effects linger. If that doesn’t work, a standing (best to avoid looking like you’re praying for divine intervention though).
As the Brits step into the ring, they should watch their posture and mode of greeting. Backs straight, , heads up. That way they’ll send the message they aren’t to be messed about. Continental air kisses probably won’t be in favour, so go for a firm handshake. According to research at the University of Alabama, a , lasts 3 to 4 seconds and is accompanied by eye contact.
The importance of cheekbones
When discussions turn to particularly prickly subjects, Davis can bolster perceptions of trustworthiness by deferring to team members with specific physical characteristics. Psychologists at the University of British Columbia in Canada found that people with more pronounced cheekbones, rounder faces and higher eyebrows come across as during criminal cases. He mustn’t defer to colleagues with thinner faces or downturned eyebrows – they breed distrust.
Davis could also turn mimicry of posture and behaviour to his advantage in several ways. Research shows that when a negotiator is , they become more likely to reach an agreement with the other side.
Can’t get a clear answer on post-Brexit financial regulation or access to the single market? Again, mimicry might help. Coax the Europeans into showing their cards by copying the key players’ posture and stance more closely. Fold your hands, crook your head to the side, um and ah in time – French researchers found that students were more likely to .
If temperatures rise and the Brits are backed into a corner, it’s time to take a break and regroup. Provided the UK team can get in sync, both mentally and physically, they may find a way through. Stanford University researchers found that physical synchrony among pairs – bobbing heads in time, moving arms and limbs in a coordinated manner – among students.
Ultimately, if all else fails, Davis and his team could just shut their eyes and “Brexit means Brexit” a dozen times. Such mantras seem to promote brain activity that has a calming effect. Hopefully, all will seem well again.
