Think Looks Don't Matter? Think Again
Laura Sinberg, 12.05.09, 10:00 AM EST
The ugly truth: The more attractive you're perceived to be, the more you earn and are respected.
image
In Pictures: Seven Easy Ways To Look Your Best At Work

ForbesWoman

If you want to get a raise or a promotion, you might want to throw on a pair of heels and suck in that belly. Your looks can help--or hinder--your chances of getting a well-deserved promotion, regardless of qualifications, especially in a sour economy when advancements are few and hard to come by.

Women who advance most at work, studies agree, are more attractive, thinner, taller and have a more youthful appearance than their female colleagues who are promoted less often.
Article Controls

Emailemail

imageprint

imagereprint

imagenewsletter

comments (7)

imageshare

imagedel.icio.us

imageDigg It!

imageyahoo

imageFacebook

imageTwitter

imageReddit

imagerss
Yahoo! Buzz

In Pictures: Seven Easy Ways To Look Your Best At Work

A landmark study from Cornell University found that when white females put on an additional 64 pounds, her wages drop 9%. And according to a 2007 paper from the U.S. Bureau of Labor Statistics, there is a statistically significant "wage penalty" for overweight and obese white women. ("Previous studies have shown that white women are the only race-gender group for which weight has a statistically significant effect on wages," according to the paper.) The obese take a bigger hit, with a wage loss of 12%.

Being large leads to negative stereotypes--thinking that person is sloppy, lazy or slow, for example--for women that just aren't true, says Bill Fabrey, a director of the Council on Size and Weight Discrimination.

Fabrey recounts incidences of several plus-size female colleagues who have gotten interviews with prospective employers only to be told the job had been filled once they showed up for an in-person interview.
Related Stories

* Secrets Of Nonverbal Communication
* Girl Power
* The 10 Questions You Should Never Stop Asking
* The No-No Diet
* Starting Up

Related Videos

* Coffee Battle Brews
* Solar Stocks Recharged
* Cap And Trade Focus
* Street Eyes Housing, Retail
* The U.S. On Climate Conference

* Stories
* Videos

Rate This Story

*
Your Rating
*
Overall Rating

Reader Comments

Unfortunately, this article highlights some of the sad truths of our society.

Read All Comments (7)

Post a Comment

"There are interviewers who don't care [about weight], but those are not as plentiful as the other kind," he says.

Being average looking comes with a hefty price, too. The best-looking echelon of attractive females--the top one-third--make about 10% more annually than those in the bottom sixth of the genetic pool, according to research by Daniel Hamermesh, Ph.D., a professor of economics at the University of Texas at Austin.

Just what makes for attractive? According to Hamermesh in a interview with CNN, "It's symmetry of features. ... But not too [attractive]. It's not perfect. If it's perfect, it's bland. There's got to be a little off, otherwise you lose interest." Apart from a balanced face--and good physical health--a woman's appeal is also reportedly in having a low waist-to-hip ratio.

And youth. A study done this year by the American Society of Plastic Surgeons found that some 73% of women felt a youthful appearance played a role in getting a job, getting promoted or keeping clients. Many cited difficult economic times as part of the reason--with fewer raises and promotions to be given, the better-looking are the ones advancing.

"In this bad economy, as people age, employers and colleagues perceive them as having less energy and being less effective" notes Gordon Patzer, Ph.D., a psychologist from Chicago who has studied looks for 30 years. "Being older in the workplace is looked at negatively," he adds.

Patzer says bleaching your teeth, wearing appropriate makeup or updating your hairstyle or wardrobe can take years off a person's look.

What's Behind Our Thinking?
Various psychological reasons can answer why we choose to promote better-looking people and keep the rest behind. For ancestral humans, better-looking people were thought to be more productive and fecund, according to Patzer.

And, interestingly, able to bring home more food. From a psychological standpoint, Patzer says, "people of higher physical attractiveness are more persuasive, which is critical in the workplace."

That may be the reason women of short stature get the short end of the stick. Although there is no correlation between height and effectiveness or intelligence, a woman who is 5 feet 7 inches tall--well above the national female average of 5 feet, 3.5 inches--will make $5,250 more over the course of a year than a female co-worker standing 5 feet 2 inches.

"We like to look up to our leaders," says Patzer, noting that a subordinate is more likely to respond positively to a taller manager.

Malcolm Gladwell calls the behavior an unconscious prejudice, a prejudice you reach without even thinking. In his best-selling book Blink, he polled about half the country's top 500 CEOs and found that 58% were nearly 6 feet tall; in contrast, the average American male is 5 foot 9 inches tall.

Also, because most states don't have laws against weight or height discrimination--currently Michigan is the only state that includes either group as a protected category under anti-discrimination law--women stand underprotected.

"Either the judicial and legislative arm of the market have decided that's OK [to favor certain groups], or they've decided that trying to do something about it would be way too difficult," says Bill O'Brien, founding partner at Miller O'Brien Cummins, a Minneapolis firm that specializes in labor and employment law.

"On the subject of physical appearance, there is not much protection under employment statutes," he adds.

What Can You Do?
In a competitive work environment, it is only natural to want to do everything possible to get an extra edge, but if you're thinking pricey cosmetic surgeries are the answer, you're mistaken. Women who go under the knife make an extra five cents per dollar they spend on the dangerous procedures, according to Hamermesh's research. "It's a terrible investment," he says.

Instead, Judy Jernudd, a leadership coach in Los Angeles, recommends honing certain psychological behaviors, like walking upright and with confidence, which will make you seem taller than someone who is slouched over or walking with her head down. It will also trick others into perceiving you as more physically attractive. Heels will also help, but not over an inch and a half, say most podiatrists.

Although there isn't a lot you can do to make yourself look thinner--wearing dark colors and streamlined clothes help--Jernudd does note that women with confidence always come across as thinner and better-looking. "A lot of it has to do with personality," she says.

So what about women who say looks shouldn't matter in the workplace?

"It shouldn't matter, but it does," says Jernudd. "It is competitive enough today. Why sabotage yourself by not giving it the best you can?"



Open Your Body Language

Your body language can actually be a factor in why people think you're attractive. When you're arms are folded and you're lips are pursed, you look less appealing to people, notes Gordon Patzer, Ph.D., a psychologist. And looks go a long way. Those who we consider the most attractive--women with the most symmetrical facial features--earn up to 10% more a year than their less good-looking co-workers.
© Winston Davidian

Update Your Look

In today's economy, having a competitive edge can mean the difference between a promotion and a pink slip. Sadly, employers perceive unfashionable and aging employees as having less energy and being less effective. Although you can't be fired for either, it may work to your advantage to get a new hairdo or change your makeup. It can take years off your age and give you an upper hand at work, says Patzer.
Stand Tall

A woman who is 5 feet 7 inches tall makes over $5,000 more annually than her 5-foot-tall counterpart. But sky-high stilettos aren't the only thing that will give you an extra boost at work, says Judy Jernudd, a leadership coach based in Los Angeles. She recommends walking taller--shoulders back, head up--which will create the optical illusion of being taller. If you do opt for heels, podiatrists warn to go no higher than an inch and a half.
Whiten Your Teeth

People focus on the mouth more than any part of the face, notes Patzer, who recommends teeth bleaching as a way to look younger and healthier. "As we age, our teeth become less white. If we can reverse that, we look younger," he says. Products like Crest Whitestrips and ProWhite teeth whitening products offer less expensive alternatives to pricey dental visits.

Dress Up To Move Up

You may not want to give in to societal standards of how women should look and dress, but those who dress for the position they want are more confident and in turn seem more attractive to their co-workers and managers. Jernudd says going to work looking like you just rolled out of bed will not only make you look less attractive, but it will probably lead to fewer promotions in the long run.
Visit Store Cosmetics Counters

Wearing appropriate makeup can do wonders for your appearance, notes Jernudd, who advises taking advantage of department-store cosmetics counters that offer free makeovers if you purchase a couple of products. "You just don't look polished without it," she says.
©C Ryan McVay

Act the Part

Overweight women face stereotypes such as being undisciplined, says Bill Fabrey of the Council on Size and Weight Discrimination. One study found that when a white female puts on an additional 64 pounds, her wages drop 9%. The obese take a bigger hit, with a wage loss of 12%. Dressing well can make a difference, but Fabrey says the best way to gain confidence is to act the part. Employers are less likely to hire or promote a person who projects little confidence.

Secrets Of Nonverbal Communication
Susan Adams, 11.11.09, 01:28 PM EST
Body language can speak more strongly than words. Make sure you say the right things with it.
image
In Pictures: Secrets Of Nonverbal Communication

In 1961, when Joe Navarro was 8, the Bay of Pigs invasion happened six miles from his home in Cienfuegos, Cuba, and his family fled to Miami. The boy knew no English, so he relied on careful observation of his peers, neighbors and teachers to figure out how things were done in his new country.

That close reading of nonverbal clues turned into a lifelong pursuit. Navarro, 56, worked for 25 years as a counterintelligence special agent with the Federal Bureau of Investigation, and since 2003 he has been a consultant to the Energy and State Departments and the Institute for Defense Analysis, in Washington. His latest book, Louder Than Words: Take Your Career from Average to Exceptional with the Hidden Power of Nonverbal Intelligence, applies all his knowledge to the business world.
In Pictures: Secrets Of Nonverbal Communication
Article Controls

Emailemail

imageprint

imagereprint

imagenewsletter

comments (5)

imageshare

imagedel.icio.us

imageDigg It!

imageyahoo

imageFacebook

imageTwitter

imageReddit

imagerss
Yahoo! Buzz

Navarro believes that fluency in nonverbal communication can be as powerful a tool as masterful negotiating techniques or expert salesmanship. The starting point, he says, is what he calls "personal curbside appeal." Project yourself as a confident, welcoming person, and your clients, colleagues and bosses will be attracted to you, keen on doing business with you and on promoting you within your organization.

Curbside appeal has several components, starting with looks. Tidy, neat, conservative clothes are preferable, Navarro says. A good rule of thumb: mirror, don't shock. "Observe how upper management dresses, and follow their lead," he advises. "Casualness can kill credibility." Unless, that is, you work in a place where the top brass wear jeans and polo shirts, like, say, CBS Studios in Hollywood, where Navarro recently discovered he was the only person in a suit.

Even when the dress code is jeans, make sure they are not ripped or stained. Not only will trim clothes impress others; they will help you do a better job, Navarro maintains. "What we wear shapes our behavior and prepares our body and mind for what we need to do," he writes. "In the workplace, you put on the attire of a warrior for business, and that's your persona." One thing he insists on is polished shoes, in good repair. "Men often wear scuffed or worn-down shoes that subvert the effort they spent on the rest of their appearance," he writes.
Real-Time Quotes
12/10/2009 6:40PM ET

* CBS
* $13.81
* 1.92%

Get Quote
BATS Real-Time Market Data by Xignite

Gestures go a long way in conveying your personal message. One of the most appealing: Stand with your head slightly tilted and your hands clasped, and with a smile and a gaze that meets the other person's. The head tilt exposes the neck and says, "I am listening, I am comfortable, I am receptive," Navarro says. By contrast, if you touch your neck or cover the dimple at the base of it, you're saying you are uncomfortable, insecure or concerned.
Related Stories

* Trying To Create A Well-Rounded M.B.A.
* The New Approach To Resumes
* Think Looks Don't Matter? Think Again
* Girl Power
* The 10 Questions You Should Never Stop Asking

Related Videos

* Growth Lessons: Making Mistakes Matter
* Beyond Public Option
* Fiona Tilley's Gold Standard
* MPG's Shaun Holliday
* Rockefeller Foundation Innovates

* Stories
* Videos

Rate This Story

*
Your Rating
*
Overall Rating

Reader Comments

While society demands confidence as demonstrated through appearance and presentation perhaps "steepling" and the like are already played out. Body language is important, but there are a million form....

Read All Comments (5)

Post a Comment

Sit back comfortably in a chair, with your hands interlaced behind your head, and you project control and dominance. But it can be a little much, too. In a meeting avoid it, unless you're the senior person there.

Steepling your hands means you are strongly confident in the message you are about to deliver. Also, aiming your thumbs up conveys a sense of confidence. Navarro likes it when fingers are interlaced and thumbs are aimed up. Hiding your thumbs--in your pockets, say--gives the impression you are insecure.

Navarro also stresses the importance of making a strong, positive impression on first meeting. This involves blending all his tips and putting them into action. The well-dressed, tidy employee or boss makes eye contact, smiles, gets up from behind his or her desk, approaches the guest either from a slight angle (men prefer this) or directly (which women like better) and extends a hand to shake in what Navarro describes as "a firm but easy grip, lasting a few seconds." Avoid the overly tight squeeze, the pump or any wrist torque, he advises.

FBI agents devote a lot of energy to establishing rapport with people, Navarro says. When he left the bureau six years ago, he was stunned to discover how many business people were clueless about forging effective nonverbal connections. "I wrote the book to give people that nonverbal edge," he says.
Starting Up
Hannah Seligson, 11.20.09, 09:00 AM EST
Forbes Asia Magazine dated November 30, 2009
Ye Tian, all of 29, is one of China's many ambitious entrepreneurs.
image

In China's old guard days, people usually needed a connection to make it, whether it was a buddy working at the local land bureau or a parent high up in the Communist Party. The new guard has other ways to succeed. Here's one: Go to a foreign-language school in China, attend college in the U.S., cut your teeth working stateside for a few years and then return to China with business credibility as a bridge between East and West.

In other words, follow the path of Ye Tian. At 29 he's the executive producer of Trail of the Panda, the first Chinese movie that Disney ( DIS - news - people ) has distributed outside of China. He's the chief executive of Back In Time and its subsidiary, JOVI, which is creating lots of buzz with two new restaurants in Beijing. He's also the nonexecutive chairman of Ying Dong Media, a movie and TV production and distribution company in Beijing, and a general partner in Media Plus, a Beijing investment company that focuses on Asia. If that doesn't keep him busy, Tian sits on the board of U.S.-listed China Energy Recovery in Shanghai, which makes equipment to capture and reuse the energy that factories waste during the manufacturing process. Part venture capitalist, part entrepreneur, part fundraiser and part consultant, Tian is making rain in China.
Article Controls

Emailemail

imageprint

imagereprint

imagenewsletter

comments (1)

imageshare

imagedel.icio.us

imageDigg It!

imageyahoo

imageFacebook

imageTwitter

imageReddit

imagerss
Yahoo! Buzz

China's fast growth and freewheeling economy continue to mint entrepreneurs who are quick to seize not just one lucrative opportunity but two or three or maybe four. Many are returnees who not only understand China but also have an immigrant's knack for spotting market openings that locals sometimes miss. Tian's story is another illustration of how some Chinese can accomplish more before they turn 30 than many in the West--where the playing field is so much more crowded--can in an entire career. "Ye is emblematic of this new generation of entrepreneurs in China who are hardworking, have gone to study in the U.S. and then are coming back to China to put that to use," says his partner, French entrepreneur Jean Chalopin.

Tian is living the American dream with Chinese characters. He comes from humble roots in Shanghai--his mother was a high school teacher and his father worked for a state-owned electronics company. Tian attended the Shanghai Foreign Language School, which encourages students to go to university abroad. That was the reason, he says, he considered applying to Harvard, where he graduated with a degree in applied mathematics in 2003. After that he did stints at Appian Corp., a software company in Virginia, and at Loeb Enterprises in New York, where he worked on deals taking Chinese companies public in the U.S.

As part of that job he helped organize a reception for Sarah Ferguson, the Duchess of York, at the British ambassador's residence in Beijing in 2006. That's where he met Chalopin. Tian had already decided to return to China, but now he had a partner. Chalopin, 59 and married to a model, had made a small fortune in the film and television business in Europe.

Tian and Chalopin are working on a patchwork of ventures in China. Their business strategy is flexible and pragmatic. They see an opportunity, set up whatever structure makes the most sense, rally investors and then get their hands dirty. When Chalopin wanted to make Trail of the Panda, Tian became chief executive of Ying Dong Media, which joined with Disney to put it out; Chalopin anted up $5 million to make the film, and he co-wrote the script. "We are value-investor entrepreneurs," says Chalopin. "To be a venture capitalist, you are in and out in a few years. We are in it for the long haul."
pic
Featured Content

* India's 40 Richest

* The Real Deal

* Iskandar

* Condo Boss

* Complete Contents

pic
Other Publications

* Forbes Magazine

* ForbesLife Magazine

* Forbes Asia Magazine
* Publications

Rate This Story

*
Your Rating
*
Overall Rating

Reader Comments

I think Mr.Ye has more advantages than many other young entrepreneurs in China. For instance, I¡¯m a young entrepreneur as well and started up a business center in Shanghai, China (http://www.tiananc....
Post a Comment

Although they seem like an odd couple--Tian is half Chalopin's age, their careers are at opposite stages, and they are from different continents--the collaboration appears to work, with Chalopin taking on more of the creative and conceptual role and Tian working on the execution. "Our relationship is very much a partnership," says Chalopin. "I am making an investment in Ye, but I know he will be ten times richer than I am in ten years." For now Tian works for sweat equity--in other words, he doesn't take a salary-- but he did put money into Trail of the Panda and JOVI.

JOVI, their biggest venture yet, is a budding restaurant-and-entertainment chain that will soon also offer travel services (diners will be able to book trips to destinations around the world). The first location opened a year ago, and revenue grew sixfold from the second to the third quarter, says Tian. The two have plans to open 12 more locations in Beijing in the next year and just signed a lease for a spot in Oriental Plaza. They've raised $9 million from European investors, including executive jet entrepreneur Robert Hersov, who chipped in $1 million, and Italian investment company Sopaf. Tian and Chalopin are involved in every detail of JOVI, down to whether the Häagen-Dazs ice cream machine should be visible to customers.

The decision to go from making movies to starting restaurants came from Tian's analysis that food and beverage is a hot and growing sector. "There is so much more discretionary income in China right now, so it's a golden time for retail of any kind," he says.

Even with the volume of business that is done between the U.S. and China, business and social mores can often be baffling to both foreign companies operating in China and Chinese companies trying to get a foothold in the U.S. So sometimes Tian functions as an ambassador for Chinese companies. Wu Qinghuan, the chief executive of China Energy Recovery, approached him about taking the company public in the U.S. Tian helped find a group of investors and then walked the company through its 2008 initial offering on the over-the-counter market. For his part, Tian thinks of himself as an interpreter. "When we were working on Trail of the Panda and we had one American and one French producer, I was in the position to connect them to the business reality of China," he says.

Tian sees social mobility becoming more common in China. He cites an entrepreneur he knows of who sells barbecued chicken wings out of a 70-square-meter storefront. This businessman earns enough money to drive a BMW 5 Series. "[Mobility] is increasing a lot," says Tian. "I had a little advantage because I went to Harvard, but I know a lot of people like myself who aren't from very wealthy families who are taking advantage of all the capital that is flowing into China."
YOUTH MOVEMENT

Here are five other young entrepreneurs in China to watch.
Robin Chan, 32, founder and chief of videogame-developer XPD Media. Picked gaming-industry capital, Beijing, to start up and is now flush with venture funding.
Shawn Cheng, 30, founder of hoopChina.com, which features user-generated articles, photos and videos about basketball. Boasts 100,000 posts and 5 million visitors daily.
Marine Ma, 33, founder and chairman of BabySpace, which runs an online forum for young moms who, lacking sisters because of the one-child policy, need sources of advice.
Si Shen, 28, founder and chief of PapayaMobile, a mobile platform that allows users to play games and chat with other users. Earned her stripes at Google.
Zafka Zhang, 30, founder and chief of market research firm China Youthology. Takes the temperature of China's youth for Pepsi, Nokia, Nestle and other marketers.