We learn at a very early age to hide behind barriers when we want to protect ourselves.

As we get older and hiding behind objects like our mother's skirts, tables, chairs, etc. became unacceptable, we subconsciously find other ways to protect ourselves and one of the "go to" tactics is by crossing the arms.

Arm-crossing is most likely an inborn function as the act itself so perfectly protects vital organs like the heart and lungs from injury.

The key point here is that arm-crossing is a protective gesture. If a person crosses their arms, its because they subconsciously feel anxious, nervous, defensive or just plain old uncomfortable.

To put it simply; its not a good sign. While it may not be the most negative of gestures in terms of body language, it certainly isn't good.

Now many people will claim that having their arms crossed just feels comfortable to them but the truth is that's just an excuse.

Without sounding vulgar, imagine that you are sitting in a chair receiving oral sex from someone and you are really enjoying it, do you think you would have your arms crossed during this moment of extreme relaxation, submissiveness and pleasure?

I think you get my point, you cannot truly feel comfortable if you are taking this position with someone.

Here's why this information is valuable to you as an influence master (man I love the way that sounds).

When attempting to persuade someone. its extremely important to know their state of mind and being able to read their body language will give you the best view into their mind's eye.

If your target has their arms crossed, you should immediately focus your attention on getting them to uncross them as research has shown that when in this position your target is not only uncomfortable but he/she is also likely to not retain the information in your message. In other words, you're not getting through to him/her.

In fact in one study, 2 groups of volunteers were asked to attend a series of lectures in which one group was instructed to cross their arms tightly during the lectures while the other group was told to keep their arms and legs open and take a more relaxed , casual position.

At the end of the lectures, the results showed that the group which kept their arms open learned and retained an average of 38% more information than the group who kept their arms crossed.

One quick and easy way to break this position is to give your target something to hold or give them something to do. Try giving them a pen, a piece of paper, a business card or a brochure. This causes them to have to open their arms and lean forward into a much more open position.

Once you have them in the open position, begin your presentation again but slightly differently in perhaps a more diplomatic fashion and center it around their immediate benefit.

This will cause them to be more receptive to your message.