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Kuhnke Elizabeth. Body Language
Introduction
Recognizing and Interpreting Physical Signs and Signals Takes Practice
Look For Clusters of Gestures Before Making a Declaration of Meaning or Intent
What’s In It For Me?
Where To Begin?
1. What Your Body Language Says About You
The Inner and Outer Connection
Reading People’s Emotions
2. Listening
What is Active Listening?
Listen For What’s NOT Being Said
3. Building Rapport and Networking
4. Persuasion
Rapport is Your Path to Persuasion
Four Principles For Building Rapport
5. Assertiveness
Dealing With Passive Behaviour
Dealing With Aggressive Behaviour
Dealing With Passive Aggressive Behaviour
Adopting Assertive Behaviour
6. Meetings
Being Aware of Your Attitudes
Being Aware of Your Behaviours
Spotting Disinterest in Meetings
7. Interviews
8. Negotiation
Facial Expressions
Gestures
Vocal Patterns
Seating Positions
9. Sales
Picking Your Attitude
Building Relationships
Demonstrating Confidence
Showing Interest
Putting Yourself on an Equal Footing
Paying Attention
10. Managing Others
Demonstrating Respect
Displaying Power
11. Attracting Others
Final Suggestions For Attracting Others Through Your Body Language
12. Detecting Lies
13. Dealing With Conflict, Aggression, and Confrontation
How Do I Begin?
14. Cross-Cultural Communication
A Quick Guide to Finding Out About Someone Without Asking
About the Author
Acknowledgements
Отрывок из книги
You’re probably familiar with this scenario: someone is saying one thing to you, while their body seems to be saying something else – and you’re left feeling confused. Do you believe the spoken words you’re hearing or the body language that you’re seeing? Global research and anecdotal evidence consistently show that the truth lies in the manner of delivery.
Not that words don’t matter. They do. But if the words and the delivery don’t match, your listeners are going to believe what they observe rather than what you’re saying.
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If someone says “I love you” with a cleaver-like frown line between the eyes, clenched fists, a curled lip, and flared nostrils, you might want to run away as fast as possible. If, however, the nostrils are flared while the mouth is partially open with a smile playing at the lips, the hands are open with the palms facing you, and the eyes are moist, you’d be right in recognizing the signs of sexual interest.
When you say “I’ve never been happier” with dull eyes and slumped shoulders, don’t be surprised if your listener asks you, “What’s wrong?” There’s no point in getting angry or denying that your words are saying one thing while your non-verbal behaviours are communicating something else.
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