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Body Language, 2nd Edition by James Borg

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Lesson 5

Lying

’Perception is real. Even when it is not reality.’

Edward de Bono

Advertising agency executive Charles, returning from a client meeting (speaking to his boss):

Charles: ‘Great news. I managed to convince them that they should take the back cover for the next available issue.’

Boss: July?

Charles: ‘No, I didn’t have to. They convinced themselves.’

The area of lying and deception holds great fascination for many people and is the subject of much scientific study with psychologists and other researchers continually exploring the area.

The effectiveness and success of any interaction is determined by how the listener perceives the message (and you!), not by what you may have intended it to communicate. So it’s perception – on the ...

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