
Studies show that the impact of a business presentation depends heavily on the speaker's facial expression, hand gestures, body position and other nonverbal communication, with a mere 7% of the impact coming from the actual words in the presentation. If your body language isn't congruent with your message, Carol Kinsey Goman points out in this practical and highly useful primer, your message doesn't stand a chance of coming across as intended. "The foundation of effective body language has to be honesty," she calmly advises while no doubt putting the fear of God into scheming prevaricators who hope to win us over with their artfully chosen words.
Goman presents a complex subject deftly by isolating particularly eloquent areas of the body for in-depth discussion: the face (especially the eyes), the hands, arms and feet. Photographs and illustrations (with a judicious selection of very telling cartoons) reinforce visually what she describes in her text. Even if you already have the meanings of darting eyes and patently fake smiles down cold, her coverage of asymmetrical facial expressions and inclusive (vs. exclusionary) foot positions will add to your arsenal of communication and interpretation skills.
Readers pressed for time and eager to put theory into practice will welcome Goman's Plug-and-Play sections on "Seven Seconds to Make a Positive First Impressions," "The Silent Language of Leadership" and "The Body Language of Charisma." Those who try out a few of the many exercises to increase insight and perception, however, will reap the greatest benefit. "With everyone you encounter, visualize them as a traffic signal," is one proposed exercise; if that strikes you too much like Barbara Walters in her "If you were a tree . . . " mode, suspend your disbelief and see if it improves your ability to identify people who are open to ideas and those who obstruct communication.
Goman's comment that "people are two times more likely to remember you if you shake hands with them" led me to a quick refresher course in the importance of the handshake (and the right kinds). Goman's discussion of the "Personal Gaze" vs. the "Business Gaze" will also answer why we sometimes wonder, "Is this person flirting with me or do they really mean business?" And for those simply interested in learning to spot a lie or to tell a real smile from a fake one, this handy book delivers the goods.--John McFarland