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Words are used primarily for conveying information,while body language is used for
negotiating interpersonal attitudes and as a substitute for verbal messages.
Nonverbal signals vary from culture to culture
This is OK to a Westerner,
Money to a Japanese,
Zero to the French
And insulting to the Turks and Brazilians.
Basic positions
OPEN/BACK, people are interested and receptive, but not actively accepting. Tryin to
close the sale or asking for an agreement now may drive them into fugitive mode.
This is the time to present further facts and incentives. It may also be a good time
to keep quiet and let them think.
REFLECTIVE
OPEN /FORWARD the person is actively accepting. This is the time to close the sale,
ask for agreement, demand a concession.
RESPONSIVE
CLOSED/BACK, people are trying to escape physically through the door or mentally
into bedroom. This is the time to spark interest in any way you can, even irrelevant
to the message.
FUGITIVE
UNIVERSAL GESTURES
-exposed palms to show nothing is being concealed in the hands
-hunched shoulders to protect the throat from attack
-raised brow which is a universal, submissive greeting
SHOULDER SHRUG
-Legs tightly crossed and arm crosses body thus implicated listener is defensive
-Head and chin are down implicate hostility
-I dont like what you are saying and I disagree with you
When a persons words and body language are in conflict, women ignore what is
said.
Or they can just bite lower lip,purse lips,or skew mouth from side to side
Bill Clinton answering questions about Monica Lewinsky in front of the Grand Jury
Modern humans are worse at reading body signals than their ancestors because we
are now distracted by words.
When men lie their body language can be obvious.
Women prefer to look busy as they lie.
Body language is easier to fake with men than with women because,overall, men
arent good readers of body language.
Fakers can only pretend for a short period of time.
How to detect openness
The palms are intentionally used everywhere to infer an open,honest approach
PALM POWER
Palm u p= non threating
Palm down=authority
The pointing finger creates negative feelings in most listeners. But often it can
inspire the listeners.
Hand shakes
Dominant
submissive
Equal
The Double-Arm-Grip (reinforced arm cross): feeling insecure and not buying what
youre selling
The Steeple
Confident he has the right answers