The Definitive Book of Body Language - Barbara Pease [2]
Summary
Office Power Politics
How to Switch Table Territories
Seated Body Pointing
How to Rearrange an Office
Summary
19. Putting It All Together
How Well Can You Read Between the Lines?
How Did You Rate?
Summary
The Seven Secrets of Attractive Body Language
References
ACKNOWLEDGMENTS
These are some of the people who have directly or indirectly contributed to this book, whether they knew it or not:
Dr. John Tickel, Dr. Dennis Waitley, Dr. Andre Davril, Professor Phillip Hunsaker, Trevor Dolby, Armin Gontermann, Lothar Menne, Ray & Ruth Pease, Malcolm Edwards, Ian Marshall, Laura Meehan, Ron & Toby Hale, Darryl Whitby, Susan Lamb, Sadaaki Hayashsi, Deb Mehrtens, Deb Hinckesman, Doreen Carroll, Steve Wright, Derryn Hinch, Dana Reeves, Ronnie Corbett, Vanessa Feltz, Esther Rantzen, Jonathan Coleman, Trish Goddard, Kerri-Anne Kennerley, Bert Newton, Roger Moore, Lenny Henry, Ray Martin, Mike Walsh, Don Lane, Ian Lesley, Anne Diamond, Gerry & Sherry Meadows, Stan Zermarnik, Darrel Somers, Andres Kepes, Leon Byner, Bob Geldof, Vladimir Putin, Andy McNab, John Howard, Nick & Katherine Greiner, Bryce Courtney, Tony & Cherie Blair, Greg & Kathy Owen, Lindy Chamberlain, Mike Stoller, Gerry & Kathy Bradbeer, Ty & Patti Boyd, Mark Victor Hansen, Brian Tracy, Kerry Packer, Ian Botham, Helen Richards, Tony Greig, Simon Townsend, Diana Spencer, Princes William and Harry, Prince Charles, Dr. Desmond Morris, Princess Anne, David & Jan Goodwin, Iven Frangi, Victoria Singer, John Nevin, Richard Otton, Raoul Boielle, Matthew Braund, Doug Constable, George Deveraux, Rob Edmonds, Gerry Hatton, John Hepworth, Bob Heussler, Gay Huber, Ian McKillop, Delia Mills, Pamela Anderson, Wayne Mugridge, Peter Opie, David Rose, Alan White, Rob Winch, Ron Tacchi, Barry Markoff, Christine Maher, Sallie & Geoff Burch, John Fenton, Norman & Glenda Leonard
and
Dorie Simmonds, whose encouragement and enthusiasm
drove us to write this book.
Introduction
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By a man's fingernails, by his coat-sleeve, by his boots,
by his trouser-knees, by the calluses of his forefinger and
thumb, by his expression, by his shirt-cuffs, by his
movements—by each of these things a man's calling is plainly
revealed. That all united should fail to enlighten the
competent enquirer in any case is almost inconceivable.
SHERLOCK HOLMES, 1892
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As a young boy, I was always aware that what people said was not always what they meant or were feeling and that it was possible to get others to do what I wanted if I read their real feelings and responded appropriately to their needs. At the age of eleven, I began my sales career selling rubber sponges door-to-door after school to make pocket money and quickly worked out how to tell if someone was likely to buy from me or not. When I knocked on a door, if someone told me to go away but their hands were open and they showed their palms, I knew it was safe to persist with my presentation because, despite how dismissive they may have sounded, they weren't aggressive. If someone told me to go away in a soft voice but used a pointed finger or closed hand, I knew it was time to leave. I loved being a salesperson and was excellent at it. As a teenager, I became a pots-and-pans salesperson, selling at night, and my ability to read people earned me enough money to buy my first piece of property. Selling gave me the opportunity to meet people and study them at close range and to evaluate whether they would buy or not, simply by watching their body language. This skill also proved a bonanza for meeting girls in discos. I could nearly always predict who would say yes to a dance with me and who wouldn't.
I joined the life insurance business at the age of twenty, and went on to break several sales records for the firm I worked for, becoming the youngest person to sell over a million dollars’ worth of business in my first year. This achievement qualified me for the prestigious Million Dollar Round