Chapter 13
Getting Physical: Putting Body Language to Work
In This Chapter
Reading gestures and postures
Responding to signs and signals
Getting in synch, non-verbally
Reinforcing your message
If you want to persuade other people, begin by paying attention to them. In addition to hearing what the other person says (see Chapter 7) and tapping in to what she really means, notice her posture, gestures and expressions. Do her feet bounce, fingers drum and toes tap while you’re talking with her? Is she leaning back in her chair and staring over your shoulder with a far-away look in her eye as you discuss plans for next week’s event?
The three main purposes of body language are to:
replace speech
reinforce speech
display – or betray – a person’s mood
Another purpose of body language is to ...
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