Body Language in Business: Decoding the Signals

Cover......Page 1
Contents......Page 8
List of Figures and Tables......Page 10
Preface......Page 12
1 Introduction......Page 14
What is body language?......Page 15
The function of body language......Page 18
Sense and nonsense about body language......Page 21
Why is it important in business?......Page 26
Evolutionary approaches to body language......Page 27
Three media, three cues......Page 28
Conclusion......Page 35
Channels of communication......Page 36
Feel the unspoken......Page 58
Beyond words and sounds......Page 64
Conclusion......Page 67
The influence of nonverbal signs in impression formation......Page 69
Physical appearance......Page 70
Bodily attractiveness......Page 71
Looking the part......Page 73
Dress......Page 78
Color......Page 82
Conclusion......Page 85
Showing emotions......Page 86
Emotional labor......Page 87
Ability, accuracy and skill......Page 89
Communicating attitudes......Page 93
Intuition......Page 96
Emotional intelligence and reading the signals......Page 97
Your personality is showing......Page 98
Culture and bodily communication......Page 101
Conclusion: what does it all mean for business?......Page 116
5 Lying and Deception: Revealing and Concealing Information......Page 118
Different types of lie......Page 121
Why do people lie?......Page 125
Catching liars: why they fail......Page 127
The clues to deceit......Page 131
Conclusion......Page 141
6 Applying the Theory: Work Contexts......Page 147
Communicating dominance, identity and status nonverbally......Page 148
Business talks......Page 149
Negotiation skills and styles......Page 163
Communication in sales......Page 171
Interviews......Page 176
Meetings......Page 178
Advertising and political messages......Page 181
Observation and identification......Page 182
Body language and memory......Page 185
Conclusion......Page 188
Body language and bullying at work......Page 190
The body language of frustrating and frustrated customers......Page 194
Recognizing stress at work......Page 197
Office politics......Page 200
Body language and workplace romantic relationships......Page 202
Mind control......Page 207
Winning and losing at work......Page 211
Conclusion......Page 213
Appendix: Other Literature on the Topic of Body Language......Page 219
References......Page 220
Index......Page 222