The power of Discrenment and Influence
Published: 2013
Author(s) Name: A K Rajpal |
Author(s) Affiliation: HOD, Business Communication Department Amity Business School, Amity University, Noida
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Abstract
The world beyond words takes us from an
understanding of Non Verbal Behavior to an
understanding of something far more valuable for
success (Non Verbal Intelligence by Robert B
Galdini)
Why is it that some people have all the elements
of success - education, skill sets, integrity and
motivation - but cant seem to move from
effectiveness to excellence in their careers? Behavior
expert Joe Navarro in his seminal work titled Louder
than Words reveals the long sought answer. The
power of discernment, he says, teaches how to master
Non Verbal Intelligence, the ability to interpret and
use non verbal signals - in poker terms, "tells"- in
business to assess and influence others. It simply
means how to use this rudimentary yet powerful
"comfort/discomfort" model to decode what really is
being said at meetings, interviews, negotiations,
presentations, business meals and more, including the
casual exchanges that often impact decisions and
reputations.
Keywords: N.A.
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