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Nonverbal Communication:
The Hidden Message
In “Nonverbal
Communication: The Hidden
Message,” Bill Acheson examines
how professionals deal with each
other on a day-to-day basis and
the impact that understanding
nonverbal communication can have
on enhancing their
effectiveness. Bill also offers
a version of the keynote address
“Nonverbal Communication: The
Hidden Message” that is
tailored specificallyto sales
professionals. Nonverbal
communication accounts for
two-thirds of the impact you
make on other professionals in
face-to-face communication.
First impressions are critical,
and include elements such as:
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Keeping high
levels of eye contact.
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Never be the
first to break eye contact,
but when you do, look away
rather than down.
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Avoid
"average" vocal patterns.
Speak with more volume and a
bit faster or with less
volume and a bit slower than
average.
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Use a
defined, broad pitch range
and stress key words for
effect.
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Use vocal
pauses strategically to
create an impression of
confidence.
In this
presentation you will acquire
skills to read other people that
you’ll put into practice before
you leave the room. You’ll also
learn how to project yourself
more effectively by managing
your use of time, space,
appearance, posture, gesture,
facial expression, eye contact,
voice patterns, and touch.
Body Language
Expresses a Hidden Message
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Body language accounts for more
than half of the meaning in any
face to face encounter. In the
“Nonverbal Communication: The
Hidden Message,” we find that
nonverbal cues are more
revealing, more accurate, and
more emotionally powerful than
verbal messages. When your body
language reinforces your verbal
message, it tends to make what
you say more powerful.
Otherwise, your body language
can weaken - or even contradict
- what you say. |
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The channels of nonverbal
communication include the ways
in which you manage time and
space, your appearance, posture,
gesture, facial expression, eye
contact, touch, voice, silence,
and even smell.
In this session you will learn
strategies to help you to
project personal power and speak
with greater accuracy and
impact. You will also discover
techniques to more accurately
assess the attitude and intent
of those with whom you conduct
business.
Interpreting Nonverbal
Communication
For instance, to be accurately
interpreted, nonverbal
communication should be
considered in terms of context,
clusters, and congruence.
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Context refers to the situation
in which communication occurs
and is crucial to establishing
meaning. i.e.: a touch on the
forearm could have a number of
different meanings. The context
in which it occurs provides the
framework for understanding its
significance.
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A behavioral cluster is a
grouping of nonverbal cues that
sends the same message. Power,
attentiveness, and deception are
examples of identifiable
clusters. Reactions such as
happiness, confusion, or disgust
are response clusters.
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Congruence refers to the
relationship between the verbal
and nonverbal components of a
message. Communication is
congruent if both channels
agree. It is incongruent if they
send conflicting messages such
as when a person shakes his head
from side to side and says,
"Yes." Nonverbal cues are more
accurate than verbal messages -
especially regarding attitude
and intent.
Gender
Differences in Nonverbal
Communication
Finally, we give some
well-deserved attention to
gender differences and how they
may account for various forms of
miscommunication. “Nonverbal
Communication: The Hidden
Message,” is one message you
cannot afford to miss.
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