Developed and presented by: Marion Grobb Finkelstein Communication Catalyst MARIONSPEAKS – Training & Consulting [email protected]

Developed and presented by:

Marion Grobb Finkelstein

Communication CatalystMARIONSPEAKS – Training & Consulting

[email protected]

www.MarionSpeaks.com 289-969-7691

The POWER of body language: Use it to your advantage!

www.MarionSpeaks.com

mailto:[email protected]

http://www.marionspeaks.com/

2www.MarionSpeaks.com

Rules of Engagement

Be present Take notes Q/A Action items

My gift to you …

Biz card in bag ... “Life’s a Gamble”

e-Chapter

BOR special deals

SILENT AUCTION! Ends @ 1:30pm



Innovative ways to connect ...

TWITTER:#CIC2013

Email colleagues

www.facebook.com/MarionSpeaks

Voting ...

RATE YOURSELF: How comfortable are you raising your hand?

1 -- absolutely UNcomfortable 10 -- absolutely COMFORTABLE


Let’s try that again ...RATE YOURSELF: How comfortable are you raising your hand?

1 -- absolutely UNcomfortable 10 -- absolutely COMFORTABLE


TurningTechnologies.ca

Why read body language?

Connect with others

You know what to expect (can plan)

Improve productivity

Move to action with less risk

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(Before) RATE your ability to read body language ...

1 – lowest

10 – highest


9

Words

Voice

Body

???%

???%

???%

QUESTION: How Do YouConnect With Others?

10

Words

Voice

Body

7 – 10%

20 – 38%

55 – 80%

ANSWER: How Do YouConnect With Others?

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Mirroring and Matching

Actions

Pace

Volume

Breathing

‘‘feels weird’’

EXERCISE: write your name


Mirroring and Matching

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SOURCE: Scientific American Felicity Muth, Why do dogs yawn when they see sleepy humans?May 28, 2013)

http://blogs.scientificamerican.com/not-bad-science/2013/05/28/why-do-dogs-yawn-when-they-see-sleepy-humans/

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TIP:

Never speak faster than your client

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Four Key Cs to unlocking body language

C________

C________

C________

C________

CONTEXT: Degree of familiarity affects body language...


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Closer Touch

Longer More eye contact Caution: cultural

differencesAsian: can cover a gamut of emotions

CULTURE: Smile ... It’s universal

CULTURE: Smile ... It’s universalSource: Amy Cuddy & Dana Carnie, Harvard University


Happy Happy

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CALIBRATION:

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CLUSTERS: Interested

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Strategy

Carry on!

QUESTION:

“Picking imaginary lint” is associated with … A) Boredom / lack of interest B) Lying / not believing C) Disapproval / critical evaluation D) Dandruff

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Disapproval / critical evaluation

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Strategy:

Break the position (arms)

Ask “what’s your opinion?”

Lean in / open palms up

QUESTION:

“Fidgeting” is associated with … A) Nervousness B) Disinterest C) No confidence D) Too much to do

25

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Disinterest

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Strategy:

Change subject

Engage, e.g., ask questions

Physically move them

QUESTION:

“Protruding thumbs” is associated with … A) Hitchhiking B) Inferiority C) Shyness D) Superior attitude

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Superior attitude

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Strategy:

Opinion

Eye contact

Posture

Moderate speech pace

QUESTION:

“Ear pull” is associated with … A) Nervousness B) Lying / not telling the full truth C) Carol Burnett D) Flirting / being physically attracted

31

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Not telling truth / not believing you

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Strategy:

Clarify; Ask open-ended Qs

… Point out discrepancies

Non-accusatory, neutral language: “I’m not following … I don’t understand …”

Project interest, calm

QUESTION:

“Clenched teeth” is associated with … A) Anger B) Nervousness C) Worry D) None of the above

34

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Angry, frustrated, tense

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Strategy:

Engage them / listen

Neutral language

Matter-of-fact (match) tone

Bridge and lead

37

RECAP: 4 Cs to unlocking body language

Context

Culture

Calibration

Clusters

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REMINDER: You can’t read people’s minds … just their actions

In doubt? Clarify

4 Cs

BONUS: Power poses Source: Amy Cuddy, Harvard University


BONUS: Power poses ... NOT Source: Amy Cuddy, Harvard University



FREEZE!!!!








BONUS: Power posesSource: Amy Cuddy & Dana Carnie, Harvard University


Happy Happy

LEADERS: High

testosterone+

Low cortisol

HYPOTHESIS: High

testosterone+

Low cortisol

BONUS: Power poses – TAKE-AWAYS

Source: Amy Cuddy & Dana Carnie, Harvard University

Prepare in advance Just 2 min. power poses

Expand comfortably Avoid dominating Avoid complimenting

RESULT: Higher testosterone (confidence) Lower cortisol (stress)



Learning a new skill is a gamble

“You are in a better position to take a gamble because you know that you

have the skills to make informed choices ...”

SOURCE:

Marion Grobb Finkelstein,

“Life is a Gamble” chapter

The Power of the Platform: Speakers on Success

Pg. 164

(After) RATE your ability to read body language ...

1 – lowest

10 – highest


QUESTION: what’s the probability of you USING what you learned here today? 1 – lowest

10 – highest


50

Alzheimer's & body language

“People with dementia increasingly resort to physical, non-verbal communication” (www.dementia.com)

• Mirror/match• Match BL with words• Keep eye contact, touch


Your ACTION item

What are YOU moving to action?

My gift to you …

Biz card in bag ... “Life’s a Gamble”

e-Chapter

BOR special deals

SILENT AUCTION! Ends @ 1:30pm



Your gift to me … your feedback

Let’s stay connected

“Marion’s Communication Tips” enews www.MarionSpeaks.com

[email protected]

www.facebook.com/MarionSpeaks

Speaking / training needs in YOUR organization

54

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FINAL THOUGHTS: Let me hear your body talk!

Marion Grobb Finkelstein

Communication Catalyst• [email protected]

• www.Facebook.com/MarionSpeaks• www.MarionSpeaks.com

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Documents

Developed and presented by: Marion Grobb Finkelstein Communication Catalyst MARIONSPEAKS – Training & Consulting [email protected]