A woman introducing herself to coworkers.
Back in the days of cavemen, if a stranger wandered into your camp claiming they could make fire, you'd probably be skeptical at first. Your first reaction would be to assess whether this new person was trustworthy or posed a danger to the tribe. Then, once you realized they weren't dangerous, you could try to suss out whether they were actually good at making fire.
Once the newcomer proved trustworthy and competent, you'd probably strike a deal, trading some bearskin for a roaring fire.
These evolutionary tendencies to assess trustworthiness first and competence second are among the most practical findings from Harvard University's research on first impressions. In fact, Harvard's Program on Negotiation found that warmth and competence account for roughly 80% of our judgements of others.
A woman meeting her new coworkers.via Canva/Photos
Therefore, if you want to make a great first impression, whether in a job interview, on a blind date, or on a retail floor, it's essential to communicate warmth and competence.
"If someone you're trying to influence doesn't trust you, you're not going to get very far; in fact, you might even elicit suspicion because you come across as manipulative," Amy Cuddy, a professor at Harvard Business School, told Business Insider. "A warm, trustworthy person who is also strong elicits admiration, but only after you've established trust does your strength become a gift rather than a threat."
How to communicate warmth and competence
Step 1: Communicate warmth
Cuddy suggests that when you meet new people, you approach them with calm warmth. Avoid appearing overly eager, and use a reassuring tone that signals sincerity.
"Aim for a tone that suggests that you're leveling with people—that you're sharing the straight scoop, with no pretense or emotional adornment," Cuddy writes. "In doing so, you signal that you trust those you're talking with to handle things the right way."
You can also create a sense of warmth by nodding as they speak and maintaining an open posture. At the beginning of the conversation, sharing a quick personal anecdote can help build rapport.
A man and woman meeting for the first time.via Canva/Photos
Step 2: Communicate competence
When you're communicating competence to a new acquaintance, they don't have your resume in hand or references from your past relationships. One of the most effective ways to project competence, then, is through your posture.
"Stand up straight. It is hard to overstate the importance of good posture in projecting authority and an intention to be taken seriously," Cuddy writes. "As Maya Angelou wrote, 'Stand up straight and realize who you are, that you tower over your circumstances.'"
Cuddy adds that good posture communicates strength and competence without sacrificing warmth: "Standing tall is an especially good way to project strength because it doesn't interfere with warmth in the way that other signals of strength—cutting gestures, a furrowed brow, an elevated chin—often do."
The caveman analogy offers a useful way to think about meeting new people. You have to earn their trust before you can help them build a fire. While this strategy may feel a bit awkward at first, Cuddy believes that persistence pays off.
"The strategies we suggest may seem awkward at first, but they will soon create a positive feedback loop," she writes.