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winning body language
[...]... know what we all know • Why content is not king • Congruence and the key to losing trust and business • The most important person in the history of communication, ever! • 1 • 2 • WINNING BODY LANGUAGE efore we get deep into body language, it is important to break down B communication as a whole into its basic parts and understand the fun- damentals behind it This knowledge, the understanding of how communication... past, negotiating the coalition of territories, or winning over the terrain through ever more elaborate strategies of aggression As the abundance of language increased, so too did the abundance of what humans were able to achieve with it, and as the ways in which language was able to be broadcast around the globe increased, so too did the power that language could have over vast swaths of land, and... once said of facts, “They are to the mind as food is to the body. ” So where does the mind get these nutritional facts, and why might some be more tasty to our feeling of knowing than others? The word fact originally comes from the Latin factum, meaning “a thing done or performed.” This definition provokes the question: how do we 6 • WINNING BODY LANGUAGE know, as certainly as we ever can, that anything... about brains and not body parts, isn’t it? If that is the case, though, then how do you account for Mehrabian’s 7 percent–38 percent–55 percent rule? I’m sure you don’t need reminding of it but for those who would like a quick review, here it is The Body Rules First, there are three commonly understood elements in any face-to-face human communication: words, tone of voice, and body language The first... tone of voice and body language, are known as nonverbal communication (the focus of this book) The nonverbal elements have been found to be particularly important for communicating the infor- Communication Is More than Words • 7 mation that forms a receiver’s understanding of the feelings, attitude, or intent behind a communication Indeed, this is true to such an extent that body language accounts... say it; there lies the secret of the ages.” It appears that content is not king after all But wait, there’s more 8 • WINNING BODY LANGUAGE All Together Now More important, Mehrabian’s findings also conclude that to produce effective and meaningful messages the words, sound, and body need to support one another In the case of any incongruence, the receiver of the message trusts the predominant nonverbal... effects or seen any physical evidence of disease or a shortened lifespan Furthermore, 10 • WINNING BODY LANGUAGE as they inhale the cigarette smoke containing nicotine and additives, these complex organic chemicals enter the bloodstream and most often produce a physical experience of pleasure for them, both in the body and in the mind—quite the contrary of feeling sick and in pain, they experience a pleasurable... been said in order to fit them into the world that we see in front of us Communication Is More than Words • 11 Body Language Creates Illusions I have always been fascinated by the natural world and the way it communicates, but my personal interest in (some would say obsession with) body language, nonverbal communication and persuasion and influence came from my fascination with illusionary mime as... and every important performance innovation that has followed since are exactly what you will be studying in this book to help you win trust with body language in a very uncertain world Applause! By evolving your communication ability through learning some winning techniques, you will become advanced in being able to share clear descriptions of your business, your vision and the barriers holding you... usual market forces, poor public perception, or difficult human interactions, and so is unable to see any benefit in exponentially increasing his ability to communicate using this unique system of winning body language to control the conversation, command attention, and convey the right message without saying a word—let’s hope you kept your receipt For everyone else around the globe who is still reading, . Lisbon London Madrid Mexico City Milan New Delhi San Juan Seoul Singapore Sydney Toronto WINNING BODY LANGUAGE Control the Conversation, Command Attention, and Convey the Right Message— Without. Story 95 7 From Complex to Clear Body Language 115 8 Directing the Pull of Your Presence 125 9 Holding Your Audience’s Attention 135 10 All-Embracing Body Language 155 11 Position Yourself for. a further resource for developing your craft and your individual artistry in present- ing winning body language. But if you simply need to know right now exactly what to do physically to win trust,