What?

Let’s say you’re the CEO of perhaps the most prominent AI company in the world right now. Let’s say that a mercurial entrepreneur who owns a rocket company sued your company. Let’s say it’s a few days later and you’re sitting on stage in a sold-out theater in San Francisco with arguably the fiercest tech reporter to ever live. Let’s say she asks you about that lawsuit, which has consumed the media all week. How do you respond? You just shrug.

I was at City Arts and Lectures in San Francisco when Kara Swisher asked Sam Altman about Elon Musk’s lawsuit. Everyone knew that question would come. I don’t know if anyone expected Sam to answer it with a goofy, endearing, utterly brilliant gesture.

That shrug may have been the most masterful media moment I’ve ever seen. A shrug isn’t quotable. A shrug disarms. A shrug doesn’t dignify a ridiculous lawsuit with a response.

Should every CEO respond to questions about litigation with a mere gesture? Absolutely not. Few could get away with it. But there is a great lesson here. Nonverbals say as much or more than words. Less was, is, and will always be more.

Now let’s say you’re a CEO getting questions about a partner who’s just signed an agreement with your largest competitor. A wry smile and a quick, “Everyone makes choices” is WAY better than a long explanation of your partnership, the other company’s weaknesses, and your future plans to trounce both of them.

Or you’re a CFO getting questions about how supply chain issues may impact your company’s future financial performance. A side-to-side shake of the head and a friendly, “You know I can’t make forward-looking statements” is all that needs to be said.

The smile and the head shake say more than the words. They reset the tone of the conversation, they remind whoever’s asking that you play the game as well as they do.

After your friendly gesture and phrase reset a conversation, pivot to what you DO want to talk about. Don’t succumb to the impulse to go back to the original question to “close it off” or “explain more.” You’ll just undermine your message. Let the magic of a simple gesture speak for itself.

Not sure how to crush your next presentation? Persuade that difficult customer or team member? Navigate tough questions from regulators, press, your boss? How about some pragmatic, actionable communications advice?

If you are a startup founder, an intrapreneur at a company, or a leader looking to grow, consider Office Hours with Lisa, a great way to get bite-sized, personalized communications coaching. Because your business must scale and you must scale with it. Because it’s the great communicators who create change!