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THE POWER OF READING PEOPLE

• If the person values social interaction, suggest a goal that
involves helping others.

• If they’re driven by financial outcomes, highlight the poten-
tial material benefits of an action.

Your awareness of your own behavioral style allows you to antici-
pate the impact of your behavior on the other person, fostering
trust and laying the groundwork for a meaningful and beneficial

relationship.

SHARPEN YOUR BEHAVIORAL PERCEPTION

To enhance your ability to understand and connect with others,
practice observing their behaviors and interactions in detail. Next
time you’re engaging with colleagues, employees, or friends, focus
on these cues:

• Notice their approach: their greeting, handshake, and eye
contact frequency.

• Assess their posture and body tension for signs of confidence
or anxiety, and note any changes as the conversation evolves.

• Listen to their speech patterns: the enthusiasm or monotony
in their voice, and the structure and clarity of their statements.

• Pay attention to their choice of words, sentence structures,
and the extent of eye contact.

• Observe how they interact with others, the type of rela-
tionships they form, and their openness or selectivity in
communication.

• Consider their personal environment: room decor, office

tidiness, personal items like photos, and their hobbies.

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