Page 123 - Was Menschen wirklich wollen Lese-PDF für Biblets

Vogelhuber, Scheelen - What people really want

convince your partner, gain his trust or achieve your
goals.

Your attitude is decisive: if you want to criticize in an
employee- and solution-oriented way, for example, you will
also communicate this through your body language. However,
if you say that you want to work with the employee to find a
solution, but in reality you would like to shout him down
because you are angry with him, his body language will betray
you mercilessly.

Through your appearance, posture, gestures, facial expression,
speech tempo and modulation, you send out mostly unconscious
nonverbal signals - but you can also use them consciously to
control the course of the conversation: By using body language
offensively, you indicate that you are open to the conversation,
that you want to engage with the other person, and that you
would like to meet him or her with sympathy. You can use signals
such as nodding your head to reinforce your verbal statements
and show the other person what you think of their words
(rejection, skepticism, approval, enthusiasm). Nodding or shaking
your head, for example, expresses agreement or disagreement.
Finally, eye contact: You use it to establish intensive contact -
this is particularly important in problematic conversational
situations.

The better you engage with your conversation partner in
terms of language and body language, the greater the
chance that a relationship of trust will develop and that
you will be able to recognize and classify his or her
drivers.

Let's move on to the second aspect, where body language is
important:
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