Body Language in Business · Decoding the Signals by Furnham, Adrian -- Read -- Imperial Library of Trantor

Index

BODY LANGUAGE IN BUSINESS

Decoding the Signals

CONTENTS LIST OF FIGURES AND TABLES

FIGURES TABLES

PREFACE

INTRODUCTION

WHAT IS BODY LANGUAGE? NATURE OR NURTURE? THE FUNCTION OF BODY LANGUAGE SENSE AND NONSENSE ABOUT BODY LANGUAGE

Symbolism: all bodily communication is symbolic expression Power: bodily communication is always more powerful

EXAGGERATION, LIES AND HALF TRUTHS

Controllability: we can control all the messages we send You can read people like a book: decoding nonverbal language is easy

WHY IS IT IMPORTANT IN BUSINESS? EVOLUTIONARY APPROACHES TO BODY LANGUAGE THREE MEDIA, THREE CUES

Verbal cues Vocal cues

VOICE AND EMOTIONS

Visual cues Verbal communication media Vocal communication media CONCLUSION

THE SIGNAL SYSTEM

CHANNELS OF COMMUNICATION

See what they say: eye gaze Facial expression The science of smiling

DIANA, PRINCESS OF WALES

Gestures Posture Bodily orientation Territory The physical environment

FEEL THE UNSPOKEN

Touch (or body contact) Odor

BEYOND WORDS AND SOUNDS

Voice and speech pattern CONCLUSION

EVERYDAY SIGNS AND SIGNALS

THE INFLUENCE OF NONVERBAL SIGNS IN IMPRESSION FORMATION PHYSICAL APPEARANCE BODILY ATTRACTIVENESS LOOKING THE PART

How to reduce the attractiveness bias

LIPSTICK INDEX AND FOUNDATION FACTOR DRESS COLOR CONCLUSION

COMMUNICATING ATTITUDES, EMOTIONS AND PERSONALITY

SHOWING EMOTIONS EMOTIONAL LABOR ABILITY, ACCURACY AND SKILL COMMUNICATING ATTITUDES INTUITION EMOTIONAL INTELLIGENCE AND READING THE SIGNALS YOUR PERSONALITY IS SHOWING

Extroversion Neuroticism

CULTURE AND BODILY COMMUNICATION

Is body language universal? Body language versus foreign language Cultural values and motivations Cultural differences in nonverbal communication Why do these differences exist?

CONCLUSION: WHAT DOES IT ALL MEAN FOR BUSINESS?

LYING AND DECEPTION: REVEALING AND CONCEALING INFORMATION

DIFFERENT TYPES OF LIE WHY DO PEOPLE LIE? CATCHING LIARS: WHY THEY FAIL THE CLUES TO DECEIT

APPLYING THE THEORY: WORK CONTEXTS

COMMUNICATING DOMINANCE, IDENTITY AND STATUS NONVERBALLY BUSINESS TALKS

Presentation techniques Types of speakers ARE ALL SUBJECTS MADE EQUAL? Content and style of talks Speech-giving and emotions Body language of the speaker Body language of the audience TRAINING SPEAKERS Speech-giving paraphernalia

NEGOTIATION SKILLS AND STYLES

Pre-negotiation Entry Establishing effective relationships Reformulating your strategy in light of the new knowledge Bargaining and concession-making Reaching agreement

COMMUNICATION IN SALES INTERVIEWS

MEETINGS

ADVERTISING AND POLITICAL MESSAGES

OBSERVATION AND IDENTIFICATION

BODY LANGUAGE AND MEMORY

Memory for names The role of gesture in speech What type of nonverbal body language do we remember the best? Remembering what you read, hear and see CONCLUSION

APPLYING THE THEORY: EMOTIONS AT WORK

BODY LANGUAGE AND BULLYING AT WORK

Explanations for bullying The body language of the bully and the bullied

THE BODY LANGUAGE OF FRUSTRATING AND FRUSTRATED CUSTOMERS RECOGNIZING STRESS AT WORK

The individual The job (organization) or social environment Coping Consequences of stress OFFICE POLITICS

BODY LANGUAGE AND WORKPLACE ROMANTIC RELATIONSHIPS MIND CONTROL WINNING AND LOSING AT WORK CONCLUSION

APPENDIX: OTHER LITERATURE ON THE TOPIC OF BODY LANGUAGE REFERENCES INDEX

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