Signals Used to Communicate Leadership Status

Impression Management
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Jaap de Jonge
Editor, Netherlands

Signals Used to Communicate Leadership Status

People constantly send sIgnals or "markers" to others about our mutual status. According to interesting research by Peterson et al., these leadership or dominance or social signals fall into 2 categories:
- POWER / POWERFUL: Expressions of confidence, competence, charisma, and influence but also arrogance, abrasiveness, and intimidation.
- ATTRACTIVENESS / ATTRACTIVE: Expressions of agreeableness, approachability, likability but also diffidence (~timidity), lack of confidence, and submissiveness.

These social markers can be expressed 1. verbally (language, wording, volume, pronounciation, etc.), 2. using nonverbal communication (eye contact, body language), or 3. through context setting (wearing a suit, receiving someone in an impressive office).

Default Leadership Markers

People have a particular set of markers that they default to in neutral situation. This can be called our natural style.
People will behave more powerfully relative to their natural style towards another person if they feel they are more senior, more educated, more experienced.
People will behave more attractively relative to their natural style when they feel more junior or less experienced.
Besides the context, the interpretation of various "style markers" also varies by culture.

Example Markers / Signals

Here are some examples. The first mentioned in the list is used to communicate a powerful status, the second one to communicate an attractive status.
  • Behave formally / informally
  • Behave detached / empathetic
  • Be close to / far away from the other person
  • Take no notes / lots of notes
  • Lean backward / forward
  • Eye contact when speaking / when listening
  • Controlled / natural gestures
  • Long / short speeches
  • Speak fast / slowly
  • Speak loud / soft
  • Use a lot of I, me, my / we, our

Adjusting your Markers Consciously and Dynamically

Interestingly, it is possible to apply these markers consciously and dynamically, depending on the circumstances and your preferences in that situation. This allows you to adjust the impression you will make on other persons.
For example, if you frequently receive feedback that "you're not senior enough", you are probably to attractive and you should use some more powerful markers, like serious expressions, speaking more formal, or talking a bit louder while making eye contact. And if you frequently get feedback like "your team is afraid of you", you are perceived as overly powerful and you might use some more attractive social markers, like happy expressions, listening more and asking questions while acting more informal.

Discussion

⇨ Do you sometimes adjust the leadership status signals / markers you show towards others consciously? How?

Source: Suzanne J. Peterson, Robin Abramson and R.K. Stutman, " How to Develop your Leadership Style: Concrete Advice for a Squishy Challenge", HBR Nov-Dec 2020, pp.69-77

  Paramathmuni srinivas Kumar
India
 

Elements Which Influence Attractiveness

Following elements influence the attractiveness as well: passion, intelligence, pride, good smell, good touch, good mann...

  Paul Stuijt
CEO, Netherlands
 

Culture Influence on Mutual Status?

Does anyone know what influence on mutual status someone's culture / background has? For example, someone's need to exp...

  Paramathmuni srinivas Kumar
India
 

Transmission of Tendencies on Mutual Status

@Paul: No matter from which part of the world we come from, according to the experiential system we transmit our tendenc...

  Sreejith M
Business Consultant, Netherlands
 

Culture Influence on Leadership Status

@Paul Stuijt: Very relevant question indeed, Paul. I am interested a lot in cultural paradigms and their influence on so...

  Jaap de Jonge
Editor, Netherlands
 

Culture Influence on How we Convey Leadership Status

@Paul Stuijt: As I already mentioned culture definitely plays a (considerable) role in the way we are sending and receiv...

  Luisa Pineda Martinez
Guatemala
 

Keep your Own Natural and Cultural Signs

My personal opinion is that we should maintain our own natural and cultural signs, or polite manners, considering the co...

  Maurice Hogarth
Consultant, United Kingdom
 

Signals of Leadership / Power Status

Is 'leadership' the right term? We all try to project the best image of ourselves so display such behaviours. Is 'leader...

 

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