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The Language of Success

Added: (Thu Nov 23 2000)

Pressbox (Press Release) - If you have ever wanted to read your boss’ or employees’ minds, interpreting their body language could get you close to doing so. Their actions could be speaking volumes more than their words.

Understanding Body Language, the latest release in the Successful Business in a Week series of books, tells how body language in the workplace betrays your true attitudes, hints at others real thoughts and can help you be a far more effective communicator.

Published by the Institute of Management (IM) and Hodder & Stoughton Educational, a chapter a day for a week guides readers through seeing what is meant behind what is said. Sub-headings, bullet points and illustrations make it easy for the busy businessperson to quickly dip into sections they are interested in.

“Communication without body language would be like writing without punctuation,” says one of the authors, Dr Richard Thompson. While words are learnt, body language is subconscious, automatic and mostly cross-cultural (bar hand signals). Words inform, body language gives meaning. It is so essentially human we take it for granted, but cracking the code can get you ahead of rivals.

Anyone who can not understand why they battle to persuade people, build rapport and get attention, probably does not know how to use that 90 per cent of communication which is not spoken. Understanding Body Language helps readers coordinate tone, posture and gesture with words in an effective package.

Face-to-face contact is crucial in all important business transactions, meetings and deals. Visual communication comes into play and so it stands to reason that getting clues between the lines can stand a businessperson in good stead.

If you want a pay rise, promotion, to win business or just put across the right message, remember the power is in the packaging not the content. Geoff Ribbens, management consultant and co-author of the book says: “The importance of body language on management is largely underestimated. Whether managers succeed or fail in their various tasks can often be traced to the hidden world of non-verbal communication”

The In a Week books are available at airports, railway stations and motorway service stations, as well as in high street book shops, price £6.99 (£5.99 for IM Members), or can be ordered from Lavis Marketing - Tel 0845 7023736 or e-mail orders@lavismarketing.co.uk

Signs that betray and portray
 Critical – Index finger on cheek and hand supporting chin
 Mind made up – Finger tips touching and palms close together.
 Defensive – arms and ankles crossed.
 Disagreement – picking at clothes
 Impatience – drumming fingers
 Superiority – hands behind head with elbows pointing outwards
 Rapport - Mirroring postures
 Understanding - Slow nodding
 Agreement - Quick nodding
 A speaker certain of what they are saying – arms out and palms down
 Defeated – looking down
 Nervous – Fidgeting
 Doubt – turn neck to one side scratching it below the ear
 Lying – rubbing eye or touching nose

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