Body language – less than 35% of what is communicated is said with words Eye Contact – Should maintain 80-90% of the time, if eyes are down indicates introvert or secretive Smile – genuine, not forced. Women smile due to wanting to please, men smile after they feel they have pleased Handshake – palm down signifies dominance, palm up signifies submission, limp signifies weak character, strong equal signifies confidence Posture – stomach in, shoulders back, head up – confident Posture sitting – shoulders back, head up – confident Position of arms – crossed indicates defensiveness, Hands – steepled shows dominance, hand on cheek is thoughtful, holding own hands indicates need for reassurance Legs – “crossed 4” indicates aggressive and potentially dominant, crossed regular shows nervousness or concealment
Also can ask ‘contra-behavior’ questions; What went wrong, what did you do to correct the situation, tell me about a time when something didn’t work out to your planning
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