Body Language in Business: Decoding the Signals by Adrian Furnham

By Adrian Furnham

This leading edge new paintings clarifies the misconceptions aroundbody language whereas offering a systematic method of realizing non-verbal communicationat paintings. The authors clarify why it's so very important to appreciate physique language in company, combining tough study facts with unambiguous suggestions and useful functions.

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Supermarkets are very aware of the power of sound and smell on behavior. What of the structures and design of rooms and of the possibility of movable objects. How do people like to sit in restaurants? Which tables are more popular? What is the ideal shape? The answer to these questions is: four-person, round tables placed against a wall. Note how people rearrange their space to introduce or remove perceived barriers. Equally, they personalize spaces with objets d’art or bric-a-brac. Consider how neighbours fight over territorial invasion.

They deny both speaker and listener the opportunity to receive and give feedback. Shy, introverted people also tend to have a less open eye gaze. The way rooms are furnished can maximize or minimize eye contact, as with the psychiatric couches and confessionals described above. But the position of chairs, desks and other office paraphernalia might also be a clue to a person’s preferred mode of communication and their personality (given that they chose or arranged the furnishings themselves). It can also dictate how close you are to one another, how easy it is to look at each other in the eye and the angle of contact (orientation).

Direct gaze signals threat, while cutting off or averting your gaze is likely to signal appeasement. Cooperation. The extent to which people are willing to cooperate rather than compete is often communicated by gaze patterns. The amount and type of gaze is important. The common meaning of a high level of gaze is that the gazer is interested and attentive. However, combined with certain expressions it could as easily indicate threat. Personality. Extroverts look more often, and for longer, at their interlocutors than introverts.

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