Communications Quotes

People increase their lower body movements when they lie. [2004] - Allan Pease

Most people make most of their final decisions to do something when both feet are on the ground, so the European Leg Cross or the American Figure Four is not conducive to asking someone to make a decision. [2004] - Allan Pease

Head nodding is an excellent tool for creating rapport, getting agreement and cooperation. By finishing each sentence with a verbal affirmation such as, 'Isn't it?', 'Wouldn't you?', 'Isn't that true?' or 'Fair enough?', and with the speaker and listener both nodding their heads, the listener experiences positive feelings which create a greater likelihood of getting them to agree with you.  [2004] - Allan Pease

We mirror each other's body language as a way of bonding, being accepted and creating rapport. One of the most noticeable forms of mirroring is yawning - one person starts and it sets everyone off. If two men show up at a party wearing the same outfit, they could become lifelong friends. A powerful way to create a rapport with others is intentionally matching their body language and posture. [2004] - Allan Pease

Never speak at a faster rate than the other person. A person's speed of speech shows the rate at which their brain can consciously analyze information. Speak at the same rate or slightly slower than the other person and mirror their inflection and intonation. [2004] - Allan Pease

Accountants, lawyers and managers are notorious for using superiority body language clusters around people they consider inferior. By mirroring, you can disconcert them and force a change of position. But never do it to the boss. [2004] - Allan Pease

In a new meeting with someone, mirror his seating position, posture, body angle, gestures, expressions and tone of voice. But never mirror a person's negative signals. [2004] - Allan Pease

When you add glasses to a face in a business context, respondents describe that person as studious, intelligent, conservative, educated and sincere. The heavier the frame on the glasses the more frequently these descriptions were likely to be used. We advise people in positions of power to wear stronger frames to make serious points, such as reading a financial budget, and frameless styles when conveying a 'nice guy' image or being 'one of the boys'. [2004] - Allan Pease

If you wear glasses, remove them when speaking and put them back on to listen. [2004] - Allan Pease

Slim briefcases say that the owner is only concerned with the bottom line and therefore has more status. Always carry a briefcase to one side, preferably in your left hand, which allows you to shake hands. [2004] - Allan Pease

The most persuasive words in spoken language are: discovery, guarantee, love, proven, results, save, easy, health, money, new, safety and you. [2004] - Allan Pease

The higher the back of the chair, the more power and status the person sitting in it is perceived to have. Swivel chairs have more power and status than fixed chairs. Chairs with armrests, those that lean back and those that have wheels have more power. [2004] - Allan Pease

Keep your fingers closed when you gesture, your hands below chin level and avoid arm or feet crossing. [2004] - Allan Pease

Lean forward when listening, stand straight when speaking. [2004] - Allan Pease

A whopping 95 percent of the first impression that you make on a customer is determined by your clothes. [2004] - Brian Tracy

When a person's arms are folded, it usually means his mind is closed. [2004] - Brian Tracy

55 percent of what we respond to is visual; 38 percent is auditory, or the pure sound of the communication; and only 7 percent involves the actual words we use. [2004] - Nicholas Boothman

The single most important attribute we all subconsciously seek in a potential mate is good health. Someone who's standing tall looks healthy and strong, ready to face the world. If you want to move on to some advanced poise and posture work, take dance lessons. Dancing benefits you in myriad ways. You gain strength, grace,and rhythm; it works wonders for your posture and gets you in touch with your body; and it helps boost your confidence, on the dance floor and off. [2004] - Nicholas Boothman

Synchronizing includes matching, which means doing the same thing as the other person (she moves her left hand, you move your left hand) and mirroring, which means, you move as though you were watching the other person in a mirror (he moves his left hand, you move your right). You'll tend to use matching when you're sitting or walking next to someone, and mirroring when you're facing him or her. Synchronizing doesn't mean mimicking. Your movements must be subtle and respectful. [2004] - Nicholas Boothman

You can synchronize any or all of the following--and the more the better: 1. Body position and movements. 2. Head tilts. 3. Facial expressions. 4. Mental attitude. 5. Tone and volume of voice. 6. Rate of speech (speaking faster/slower). 7. Breathing. [2004] - Nicholas Boothman