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Body Language: It's What You Don't Say That Matters

Book Description

Body language matters. From getting a job to getting a pay rise, and from closing a deal to managing the people around you, it makes a big difference. Robert Phipps, one of the world's leading body language experts shows you how to make it work for you. Busting some of the biggest body language myths, Phipps shows how to read other people's body language and to use yours to succeed in business and life.

Loaded with practical tips, this book covers everything you ever need to know about body language, in a variety of business situations:

  • Greetings

  • Meetings

  • Partings

  • Presentations

  • Negotiations

  • Motivation

  • Deception

  • Managing

  • Interviewing

  • Disciplining

Table of Contents

  1. Cover
  2. Title Page
  3. Copyright
  4. Contents
  5. Part One
    1. 1 The Body of Evidence
      1. Are You Sitting Comfortably?
      2. Body Language and the Unconscious
      3. Body Language has Taken Over!
      4. The Three Main Uses of Body Language
      5. Introducing The YODA System
      6. Summary
    2. 2 The Science of Body Language
      1. The Brain Body Connection
      2. How the Brain Processes Information
      3. Observation Skills
      4. Left and Right Brain
      5. Conscious and Unconscious
      6. Summary
    3. 3 Why Body Language is Bigger than you Think
      1. The Way We Dress
      2. Environment — Home, Transport and Work
      3. Culture and Body Language
      4. Summary
  6. Part Two
    1. 4 Greetings
      1. It all Starts with ‘Hello’
      2. What to Observe in a Greeting
      3. First Impressions Last Longest
      4. Universal Facial Expressions
      5. So Far so Good
      6. Handshake, Hug, Kiss or Bow
      7. Summary
    2. 5 Meetings
      1. The Chronology of a Meeting
      2. How Body Language Develops Over the Course of a Meeting
      3. Hand and Arm Movements
      4. Mirroring and Matching
      5. Summary
    3. 6 Presentations
      1. Different Types of Presentations
      2. The Venue
      3. How to Make an Impression When Presenting
      4. Summary
    4. 7 Sales and Negotiations
      1. The Eyes and Eye Contact
      2. Eye Accessing Cues
      3. Lying and Deception
      4. Summary
    5. 8 Aggression, Confrontation, Territory and Property
      1. The Pomodoro
      2. Space Invaders
      3. Spatial Zones
      4. Territory
      5. Height, Size and Shape
      6. Verbal Consistency and Congruence
      7. Bullying
      8. Summary
    6. 9 The Body Language of Managing Others
      1. The manager's role
      2. Customer service
      3. Summary
    7. 10 Putting it all Together
      1. The ASK Question
      2. The answers
      3. Attitude
      4. The PIN Code
      5. Practice, practice, practice
      6. Confidence and power: what is confidence?
      7. Confidence = power and trust
      8. Body language – wrapping it all up
      9. Summary
  7. The Back Story – You're Lying – How it all Started
  8. Thanks
  9. About Robert Phipps
  10. Image Credits
  11. Index