CHAPTER FIVE

Communicating as a Leader

Combining Voice and Body Language for Success

Researchers at MIT have figured out how to predict the success of an entrepreneurial pitch to venture capitalists with astonishing accuracy, without even hearing the details of the pitch itself. Unspoken signals—posture, pacing, pauses—all can be measured and reliably predict success and failure. In this chapter, I look at the so-called “honest signals” and suggest how to maximize them for success.

Can You Accurately Determine Personal Success or Failure Based on Social Signals?

It’s the nerds’ revenge. MIT researchers have figured out that, in lead researcher Sandy Pentland’s words, “People have a second channel of communication that revolves not around ...

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