(Bk Business) Carol Kinsey Goman Ph.D.-The Nonverbal Advantage_ Secrets and Science of Body Language at Work -Berrett-Koehler Publishers (2008)
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Chapter 8: <strong>The</strong> Power <strong>of</strong> Touch<br />
141<br />
Here are some rules to keep in mind so th<strong>at</strong> you can<br />
convey a positive message <strong>at</strong> first touch:<br />
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When shaking h<strong>and</strong>s, look directly into the other<br />
person’s eyes.<br />
Smile.<br />
St<strong>and</strong> when being introduced to someone <strong>and</strong> when<br />
extending your h<strong>and</strong>.<br />
Make sure your right h<strong>and</strong> is free to shake h<strong>and</strong>s.<br />
Always shift a briefcase, papers, beverage, or cell phone<br />
to your left h<strong>and</strong> before you begin the greeting so th<strong>at</strong><br />
your h<strong>and</strong>shaking h<strong>and</strong> is ready for action.<br />
Keep your body squared <strong>of</strong>f to the other person—facing<br />
him or her fully.<br />
Make sure you have palm-to-palm contact <strong>and</strong> th<strong>at</strong> the<br />
web <strong>of</strong> your h<strong>and</strong> touches the web <strong>of</strong> the other person’s.<br />
Research with salespeople indic<strong>at</strong>es th<strong>at</strong> if customers<br />
don’t get this full-palm contact, they wonder wh<strong>at</strong> the<br />
other person is hiding. If so, they may remain uncomfortable<br />
for the rest <strong>of</strong> the interaction <strong>and</strong> be less likely<br />
to purchase.<br />
Offer your h<strong>and</strong> with your palm facing sideways. When<br />
a person <strong>of</strong>fers his h<strong>and</strong> with the palm faced upward,<br />
it is considered a submissive gesture. Conversely, when<br />
someone <strong>of</strong>fers his h<strong>and</strong> with the palm faced downward<br />
(or twists his h<strong>and</strong> downward during the h<strong>and</strong>shake),<br />
it sends a message <strong>of</strong> superiority. But people who <strong>of</strong>fer<br />
a sideways h<strong>and</strong> to shake send a message <strong>of</strong> equality<br />
<strong>and</strong> confidence.<br />
Shake h<strong>and</strong>s firmly, especially if you are female. Women<br />
with a firm h<strong>and</strong>shake make a more favorable impression<br />
<strong>and</strong> are judged to be confident <strong>and</strong> assertive.
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