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Benchmark Presentation GSBGEN 515.2 Essentials of Strategic Communication Anand Ramachandran, Stanford University 8/4/10

Benchmark Presentation

GSBGEN 515.2 Essentials of Strategic Communication Anand Ramachandran, Stanford University

Non-verbal messages dominate communication Source: Albert Mehrabian, Silent Messages Interpretation    Verbal

Non-verbal messages dominate communication

Non-verbal messages dominate communication Source: Albert Mehrabian, Silent Messages Interpretation    Verbal

Source: Albert Mehrabian, Silent Messages

Interpretation

Verbal – The content of our talk

Vocal – The delivery of our talk

Non Verbal – What our body indicates when we talk

   Vocal – The delivery of our talk    Non Verbal – What our

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Agenda

Agenda

My goal is to help you understand and improve your non – verbal communication

Topics we will cover:

Palm gestures

Head gestures

Arm Barriers

Leg barriers

Audience Exercise

Questions

Palm gestures

Palm gestures

Palms can indicate openness, dominance or aggression

Source: Allan Pease, Body Language – How to read other’s thoughts by their gestures

dominance or aggression Source: Allan Pease, Body Language – How to read other’s thoughts by their

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Palm gestures

Palm gestures

Palms can indicate openness, dominance or aggression

Palms can indicate openness, dominance or aggression Open palms indicate honesty Source: Allan Pease, Body

Open palms indicate honesty

Source: Allan Pease, Body Language – How to read other’s thoughts by their gestures

palms indicate honesty Source: Allan Pease, Body Language – How to read other’s thoughts by their

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Palm gestures

Palm gestures

Palms can indicate openness, dominance or aggression

Palms can indicate openness, dominance or aggression Open palms indicate honesty Source: Allan Pease, Body

Open palms indicate honesty

Source: Allan Pease, Body Language – How to read other’s thoughts by their gestures

palms indicate honesty Source: Allan Pease, Body Language – How to read other’s thoughts by their

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Palm gestures

Palm gestures

Palms can indicate openness, dominance or aggression

Palms can indicate openness, dominance or aggression Open palms indicate honesty P a l m f
Palms can indicate openness, dominance or aggression Open palms indicate honesty P a l m f

Open palms indicate honesty

Palm faced down - indicates dominance and authority

Source: Allan Pease, Body Language – How to read other’s thoughts by their gestures

dominance and authority Source: Allan Pease, Body Language – How to read other’s thoughts by their

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Palm gestures

Palm gestures

Palms can indicate openness, dominance or aggression

Palms can indicate openness, dominance or aggression Open palms indicate honesty P a l m f
Palms can indicate openness, dominance or aggression Open palms indicate honesty P a l m f

Open palms indicate honesty

Palm faced down - indicates dominance and authority

e d d o w n - indicates dominance and authority Nazi salute - Dominance Source:

Nazi salute - Dominance

Source: Allan Pease, Body Language – How to read other’s thoughts by their gestures

Nazi salute - Dominance Source: Allan Pease, Body Language – How to read other’s thoughts by

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Palm gestures

Palm gestures

Palms can indicate openness, dominance or aggression

Palms can indicate openness, dominance or aggression Open palms indicate honesty P a l m f
Palms can indicate openness, dominance or aggression Open palms indicate honesty P a l m f

Open palms indicate honesty

Palm faced down - indicates dominance and authority

e d d o w n - indicates dominance and authority Nazi salute - Dominance Pointing
e d d o w n - indicates dominance and authority Nazi salute - Dominance Pointing

Nazi salute - Dominance

Pointing fingers - irritating and rude gesture

Source: Allan Pease, Body Language – How to read other’s thoughts by their gestures

and rude gesture Source: Allan Pease, Body Language – How to read other’s thoughts by their

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Palm gestures

Palm gestures

Palms can indicate openness, dominance or aggression

Palms can indicate openness, dominance or aggression Open palms indicate honesty P a l m f
Palms can indicate openness, dominance or aggression Open palms indicate honesty P a l m f

Open palms indicate honesty

Palm faced down -

indicates dominance and authority

c e d d o w n - indicates dominance and authority Nazi salute - Dominance
c e d d o w n - indicates dominance and authority Nazi salute - Dominance
c e d d o w n - indicates dominance and authority Nazi salute - Dominance

Nazi salute - Dominance

Pointing fingers -

irritating and rude gesture

If you are a habitual pointer, bring your thumb and index fingers together to lessen impact

Source: Allan Pease, Body Language – How to read other’s thoughts by their gestures

to lessen impact Source: Allan Pease, Body Language – How to read other’s thoughts by their

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Palm gestures

Palm gestures

Palms can indicate openness, dominance or aggression

Palms can indicate openness, dominance or aggression Open palms indicate honesty P a l m f
Palms can indicate openness, dominance or aggression Open palms indicate honesty P a l m f

Open palms indicate honesty

Palm faced down -

indicates dominance and authority

c e d d o w n - indicates dominance and authority Nazi salute - Dominance
c e d d o w n - indicates dominance and authority Nazi salute - Dominance
c e d d o w n - indicates dominance and authority Nazi salute - Dominance

Nazi salute - Dominance

- indicates dominance and authority Nazi salute - Dominance Pointing fingers - irritating and rude gesture

Pointing fingers -

irritating and rude gesture

If you are a habitual pointer, bring your thumb and index fingers together to lessen impact

What does rubbing of your palms indicate?

Source: Allan Pease, Body Language – How to read other’s thoughts by their gestures

your palms indicate? Source: Allan Pease, Body Language – How to read other’s thoughts by their

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Head gestures

Head gestures

Head gestures help you judge your audience’s interest level

Source: Allan and Barbara Pease – The definitive book of body language

your audience’s interest level Source: Allan and Barbara Pease – The definitive book of body language

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Head gestures

Head gestures

Head gestures help you judge your audience’s interest level

gestures help you judge your audience’s interest level Head up and still - neutral Source: Allan

Head up and still - neutral

Source: Allan and Barbara Pease – The definitive book of body language

level Head up and still - neutral Source: Allan and Barbara Pease – The definitive book

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Head gestures

Head gestures

Head gestures help you judge your audience’s interest level

gestures help you judge your audience’s interest level Head up and still - neutral Head down

Head up and still - neutral

your audience’s interest level Head up and still - neutral Head down – negative, judgmental Source:

Head down – negative, judgmental

Source: Allan and Barbara Pease – The definitive book of body language

Head down – negative, judgmental Source: Allan and Barbara Pease – The definitive book of body

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Head gestures

Head gestures

Head gestures help you judge your audience’s interest level

gestures help you judge your audience’s interest level Head up and still - neutral   

Head up and still - neutral

your audience’s interest level Head up and still - neutral    Tilted head indicates interest

Tilted head indicates interest Used by women to show interest in men

interest    Used by women to show interest in men Head down – negative, judgmental

Head down – negative, judgmental

Source: Allan and Barbara Pease – The definitive book of body language

Head down – negative, judgmental Source: Allan and Barbara Pease – The definitive book of body

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Head gestures

Head gestures

Head gestures help you judge your audience’s interest level

gestures help you judge your audience’s interest level Head up and still - neutral   

Head up and still - neutral

your audience’s interest level Head up and still - neutral    Tilted head indicates interest

Tilted head indicates interest

Used by women to show interest in men

interest    Used by women to show interest in men Head down – negative, judgmental

Head down – negative, judgmental

to show interest in men Head down – negative, judgmental Tilting head exposes throat and neck

Tilting head exposes throat and neck – looks less threatening, submissive

Source: Allan and Barbara Pease – The definitive book of body language

looks less threatening, submissive Source: Allan and Barbara Pease – The definitive book of body language

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Arm barriers Crossed arms are indicators of defensiveness Clenched teeth Clenched fists
Arm barriers
Crossed arms are indicators of defensiveness
Clenched teeth
Clenched fists
indicators of defensiveness Clenched teeth Clenched fists Partial arm barrier Interpretation    Arms crossed
indicators of defensiveness Clenched teeth Clenched fists Partial arm barrier Interpretation    Arms crossed
indicators of defensiveness Clenched teeth Clenched fists Partial arm barrier Interpretation    Arms crossed

Partial arm barrier

Interpretation

Arms crossed in an attempt to ‘hide’ from an unfavorable situation

Indicate defensive, negative attitude – when person is unsure or insecure

As children, we start off by hiding behind tables, chairs, mother’s skirts and the hiding habit never leaves us!

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Leg barriers

Leg barriers

The legs can act as barriers as well…

Leg barriers The legs can act as barriers as well… Interpretation    Similar to crossed
Leg barriers The legs can act as barriers as well… Interpretation    Similar to crossed
Leg barriers The legs can act as barriers as well… Interpretation    Similar to crossed

Interpretation

Similar to crossed arms, leg barriers could suggest negative or defensive attitude Initial encounters with people may be closed-body and with familiarity becomes open-body

The ankle-lock is a subtler or partial form of arm barrier

Leg barriers The legs can act as barriers as well…
Leg barriers
The legs can act as barriers as well…
Leg barriers The legs can act as barriers as well… Closed body, closed attitude Interpretation 
Leg barriers The legs can act as barriers as well… Closed body, closed attitude Interpretation 

Closed body, closed attitude

can act as barriers as well… Closed body, closed attitude Interpretation    Similar to crossed

Interpretation

Similar to crossed arms, leg barriers could suggest negative or defensive attitude Initial encounters with people may be closed-body and with familiarity becomes open-body

The ankle-lock is a subtler or partial form of arm barrier

Leg barriers The legs can act as barriers as well…
Leg barriers
The legs can act as barriers as well…

Open body, open attitude

legs can act as barriers as well… Open body, open attitude Closed body, closed attitude 
legs can act as barriers as well… Open body, open attitude Closed body, closed attitude 

Closed body, closed attitude

Open body, open attitude Closed body, closed attitude    The ankle-lock is a subtler or

The ankle-lock is a subtler or partial form of arm barrier

Similar to crossed arms, leg barriers could suggest negative or defensive attitude Initial encounters with people may be closed-body and with familiarity becomes open-body

Interpretation

Audience Exercise

Audience Exercise

Let’s decipher body language clues!

Audience Exercise Let’s decipher body language clues! Image source: Allan Pease, Body Language – How to

Image source: Allan Pease, Body Language – How to read other’s thoughts by their gestures

language clues! Image source: Allan Pease, Body Language – How to read other’s thoughts by their

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Audience Exercise

Audience Exercise

Let’s decipher body language clues!

Complete
Negativity


decipher body language clues! Complete
Negativity
 Image source: Allan Pease, Body Language – How to read

Image source: Allan Pease, Body Language – How to read other’s thoughts by their gestures

Image source: Allan Pease, Body Language – How to read other’s thoughts by their gestures 8/4/10

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Audience Exercise

Audience Exercise

Let’s decipher body language clues!

Complete
Negativity


decipher body language clues! Complete
Negativity
 Sunglasses-Hide pupils Beard-Covers most of face Folder-Acts

Sunglasses-Hide pupils

Beard-Covers most of face

Folder-Acts as barrier

Coat-Buttoned

Arms and legs-Defensiveness

Image source: Allan Pease, Body Language – How to read other’s thoughts by their gestures

Image source: Allan Pease, Body Language – How to read other’s thoughts by their gestures 8/4/10

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Summary

Summary

How understanding body language can change our lives…

As speakers, understanding our audience’s body language can help us address them better

Our body language can be improved to convey our message better

Having a better body language can help us receive messages better

Summary

Summary

How understanding body language can change our lives…

As speakers, understanding our audience’s body language can help us address them better

Our body language can be improved to convey our message better

Having a better body language can help us receive messages better

to convey our message better •   Having a better body language can help us receive