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THE POWER OF BODY LANGUAGE Lucy Hatt Newcastle Business School THE POWER OF BODY LANGUAGE • What is body language? • When does it matter? • The two audiences of body language – you and me • Using body language to build rapport • Mirroring • The impact of your body language on you • Using your body language to feel more powerful Non Verbal Communication Language • No coding • Coding • Continuous meaning • Discrete packages of meaning • Meaning is explicit • Meaning is implicit • Typically addresses emotional or relational issues • Typically addresses cognitive or propositional matters • Don’t have to take turns • Turn taking • Governed by right brain hemisphere • Governed by left brain hemisphere http://youtu.be/H-oH-TELcLE Words Tone of Voice NonVerbal Behaviour The Message The Message Words Tone of voice Body Language 7% 55% 38% “Rapport is a relationship characterised by harmonious accords, understanding and empathy.” Shorter Oxford Dictionary 2004 BUILDING RAPPORT • Finding common ground • Using your appearance to make a connection – dress similarly • Being empathic • Using non-verbal communication MOST OF THE DECISIONS WE MAKE ARE EMOTIONAL • We think we’re rational but most of the time we’re not THE RESULTS • High power posers: • 86% would gamble given even odds • Testosterone rose by 20% • Cortisol fell by 25% • Low power posers: • 60% would gamble given even odds • Testosterone fell by 10% • Cortisol rose by 15%
