reveals about your CEO and craft a backdrop that highlights the unique aspects of your executive that you want to showcase. One flaw to avoid on video calls is to stay emotion-


ally neutral when being appropriately emotionally expressive is essential, notes Dr. Maroño. “On video, there is so much emphasis on the


face that many people believe, especially in negotia- tions or high-stress situations, that the best strategy is to maintain a poker face. Tey think no one can read their emotions and use that against them,” Dr. Maroño says. “But in reality, we’ve evolved to look for cues of emotional expressivity. If I don’t see the expected cue, my brain considers the other person untrustworthy because I can’t predict their feelings.” Dr. Maroño recommended that before introduc-


tions have even begun, executives should be ready with a smile. “When we see a smile, it increases oxytocin, which creates bonding,” she said.


The In-Person CEO Whether a CEO is delivering a speech via video or is interacting with a group in person, there are some differences and some important similarities in both situations, Dr. Maroño explained. “In both scenarios, it’s really important that your executive’s nonverbal


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messaging matches their verbal channel, and that there’s congruency between both.” Dr. Maroño says the real difference when your


executive is communicating in person is whether they’re trying to command a room, in which case they should be a little bolder and a little bigger. “Everything is about the executive speaker taking


control of that space because they have confidence, which equates to competence,” Dr. Maroño said. “But there’s a really fine line between confidence and dominance, and when we look at perceptions of trustworthiness, when people are acting dominant in nonverbal ways, it decreases perceived trustworthi- ness, and it decreases liking.” Dr. Maroño pointed out it’s important that the


executive is receptive to an audience’s nonverbal cues. One way of achieving this is by engaging in nonverbal mimicry, such as adopting the listener’s body posture or copying other movements. When the speaker moves their torso, it creates


an alignment that has also been shown to increase oxytocin, facilitating bonding, Dr. Maroño said, not- ing, “Tis is a really common method in negotiations, and the research has shown that it creates more cooperative negotiations because it creates rapport, trust, and closeness.”


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