What body language tells you a negotiation is going terribly?
ossed legs are a very bad sign. Via The Silent Language of Leaders: How Body Language Can Help--or Hurt--How You Lead: Crossed legs can have a devastating effect on a negotiation. In How to Read a Person Like a Book, authors Gerard I. Nierenberg and Henry H. Calero reported that the number of times settlements were reached increased greatly when both negotiators had uncrossed their legs. In fact, they found that out of two thousand videotaped transactions, not one resulted…
1 min read
This Simple Thing Can Make You Much More Convincing, According To Research
search shows that consistency in tone is extremely persuasive. People who don't get shaken up and maintain a smooth approach have a natural advantage. Stuttering, long pauses, pitch of the voice going up and down... none of these inspire confidence. Avoid emotional variability in how you carry yourself when presenting. A narrow tonal range conveys a high degree of control and certainty. Via Honest Signals: How They Shape Our World: ...the consistency of one's emphasis and timing is an honest…
2 minutes
Are you a “conversational narcissist”?
onversational narcissists always seek to turn the attention of others to themselves." Via The Art of Manliness: Conversational narcissists always seek to turn the attention of others to themselves. Your first reaction to this statement is likely, “Oh, I don’t do that, but I know someone who does!” But not so fast. Conversational narcissism typically does not manifest itself in obviously boorish plays for attention; most people give at least some deference to social norms and etiquette. Instead, it takes…
2 minutes
Do even white lies harm a relationship?
s. Via Lying: At least one study suggests that 10 percent of communication between spouses is deceptive. Another has found that 38 percent of encounters among college students contain lies. However, researchers have discovered that even liars rate their deceptive interactions as less pleasant than truthful ones. This is not terribly surprising: We know that trust is deeply rewarding and that deception and suspicion are two sides of the same coin. Research suggests that all forms of lying—including white lies…
1 min read
How To Give A World Class Presentation: 10 Tips Backed By Research
actice in front of a large audience if possible. Rhetorical questions make your arguments more persuasive. Use a lot of imagery. You can create an instant feeling of familiarity with an audience by using the word "we." There are a number of tips for being making a good first impression, being more persuasive and being more charismatic. Stand up straight to feel powerful and confident. We like people who are prideful. Guys, don't be modest. Trying to seem smart makes…
2 minutes
Does technology make us autistic?
even Johnson suggests that by stripping away the emotional information in faces and intonation, email and text messaging might be simulating autism. Via Mind Wide Open: Your Brain and the Neuroscience of Everyday Life: As the brain science of social connection becomes more widely appreciated, our communications tools will be judged increasingly with this yardstick. Attention deficit disorder is conventionally described as the classic ailment of our multitasking age, but when you look at most electronic communication through the lens…
2 minutes
What simple technique can make a sales pitch 20% more effective?
mic the customer's body language. Via Honest Signals: How They Shape Our World: Despite the rather obvious nature of the copycat animation, only eight of the sixty-nine subjects detected the mimicry (and those mostly because they made a strange movement and then saw the agent making the same unusual motion). The remaining students liked the mimicking agent more than the recorded agent, and rated the former as being friendlier as well as more interesting, honest, and persuasive. They also paid…
2 minutes
4 Secrets To A Good Apology, According To Research
a Wait: The Art and Science of Delay: Aaron Lazare devotes two full chapters of On Apology and much of his subsequent research to questions of timing and delay. He finds that effective apologies typically contain four parts: 1. Acknowledge that you did it. 2. Explain what happened. 3. Express remorse. 4. Repair the damage, as much as you can. This aligns with previous research on effective apologies: Results indicated that relationships recovered significantly when offending partners used behaviors labeled…
2 minutes
