INDEX
A
Academy Mobile (Microsoft), 242
Advertising Practitioners Association of Tanzania, 198–199
Albright, Madeleine, 171
Alignment, 64
Amemiya, Kazuhiro (Japan), 182–183, 198, 202, 205, 209–210, 213–214, 216, 219, 223
American “take charge” attitude, 193
Anger, 190
Anger effect, 162
Anterior cingulate cortex, 95–96
Anterior insula, 90
Apple Computers, 26
Arab culture, 185, 186, 201–202, 205, 209, 213, 219, 223
Areva (France), 156
ATR Intelligent Robotics and Communication Laboratory, 105
Australian culture, 186, 201, 205, 208, 212–213, 216, 218, 222
Authority, 24–26, 63, 121, 124, 165, 168, 170, 171
Autonomic nervous system reactors, 73
Avatars, 95, 140–142, 244, 245; with body language skills, 246
B
Baseline, 29–30; identifying, 39–40
Behavior: and behavioral invisibility, 131; knowledge-hoarding, 94; molding, 175; and “thin slices of behavior,” 22
“Believable truth,” 76
Berlin, Germany, 18
Blink (Gladwell), 22
Blogging, 130
Body language: biology of, 19–20; connection of, with leadership, 1–7; cues for inclusion, 93–126; in debates, 24; definition of, 3–4; early origins of, 14; five mistakes people make in reading, 27–32; and gender, 151–175; of great leader, 34; incongruence in, 32–33; international, 195–235; in multicultural world, 177–194; in negotiation, 35–65; and nonverbal future of leadership, 237–253; as nonverbal key to effective change management, 67–92; predictions for future of, 249–253; science and, 6–7; in virtual and face-to-face communication, 127–150; wired for, 18–19
Body-mind connection, 73–78; and charisma, 74–76; and emotional memory, 76–78
Book Passage (Corte Madera, California), 61
Borderless organizations, 248
Brain Rules (Medina), 135
Brain stem, 15
Brando, Marlon, 76
Brazilian culture, 183, 200–201, 204, 207, 212, 215, 218, 222
“Brilliant but Cruel” (Amabile), 24–25
British culture, 200, 204, 207, 212, 215, 217, 221–222, 225, 226
Brizendine, Louann, 153
Business gaze, 172
C
Calero, Henry H., 52
Cambié, Silvia (Germany), 197, 201, 205, 208, 213, 216, 218–219, 222–223, 225–227
Canadian culture, 186
Carnegie Mellon University, 105
Center for Neuroscience (Berlin), 18
Cerebellum, 15
Chambers, John, 247
Change, announcing, 79–89; body language in, 79–87; and ditching lectern, 82; and freeze, flight, or fight response, 87–89; maintaining eye contact in, 82; and making confident entrance, 81–82; and managing stress level, 80; monitoring audience in, 86–87; movement in, 86; and talking with hands, 82–86
Change management: and announcing change, 79–89; body-mind connection in, 73–78; and brain analysis, 68–73; and motivating change, 71; nonverbal key to effective, 67–92; and people's expectations, 90–91; and power of emotion, 69–70; and power of empathy, 91–92
Charisma, 3, 9, 11, 30, 68, 253; faking, 74–76
Chinese culture, 181, 183–185, 193–194, 204, 207, 212, 215, 218, 222, 225
Chinese Dream: The Rise of the World's Largest Middle Class (Wang), 196
Cisco Systems, 5, 133, 138–139, 242, 244, 246–248; Globalization Centre East, 246. See also TelePresence (Cisco Systems)
Cisco TelePresence On-Stage Experience (Cisco Systems and Musion Systems), 246
Close personal zone, 112
Coca-Cola, 141
Colgate University, 32
Collaboration: and body language cues for inclusion, 93–126; and dressing for success, 121–123; and exclusion, 95–96; and familiarity, 125–126; and organizational status, 123–125; and proximity, 111–121; and speech convergence, 111; universal need for, 94–96; and wired for connection, 97–102
Communication: balancing virtual and face-to-face, 127–150; and first meetings, 144–145; and high-touch, 147–150; and informal encounters, 145–147; and lean communication, 129–132; and myth of multitasking, 134–135; new range of technological options for, 138–143; and richer communication, 132–133; and six tips for conference call, 135–137; technology as great enabler of, 129–135; and tips for videoconferencing, 137–138; and value of face-to-face meetings, 143–150; and videoconferencing, 133–134
Compliance effect, 148
Conference call, six tips for, 135–137
Confidence, 26–27, 75, 162, 171; displaying, 61–64; nonverbal signs of, 63
Connection: hunger for, 97; and listening styles, 101–102; and mirror neurons, 97–100; and paralinguistic communication, 108–111; and six body language tips for inclusion, 102–108; synchrony and cooperation in, 100–101; wired for, 97–102
Conversations of Change (Australia), 197
Copeland, L., 181
Coward-Puglisi, Judette (Trinidad and Tobago), 187, 197, 204, 207–208, 215–216, 218, 222, 226–227
Credibility, 9, 119, 168, 170–172
Crisis motivation, 71
Crocodile Dundee (movie), 231
Crossmedia Communications, Inc., 198
Cultural bias, filter of, 31–32
Cultural determination, 18
Culture, 179–187; and continuum of high-context to low-context cultures, 181; and high-context cultures, 180; and low-context cultures, 180; reserved or effusive, 184–185; time as commodity or constant in, 183–184
Curb appeal, personal, 8, 14, 24; and look of leadership, 23–24; overview of, 21–23; and warm and authoritative leaders, 24–25
D
Damasio, Antonio, 70
Danish culture, 186
De Beer, Marthin, 247
Deception detection, 54
DeNiro, Robert, 76
DePauw University, 149
“Digital natives,” 250
Disengagement, 42, 44, 49, 51, 88; behaviors, 88; and crossed legs, 52; dealing with, 53–54; pursed lips of, 46
Disgust, 190
Disney Corporation, 244
Distancing behaviors, 88
Dressing for success, 121–123, 172
E
Eden, Dov, 103
EEG. See Electroencephalograph (EEG) machine
Eisenberger, Naomi, 95
Ekman, Paul, 190
Electroencephalograph (EEG) machine, 32
Electronic Visualization Laboratory, 244
Emotional cues, 72
Emotional decisions, 16
Emotional leads, 72
Emotional touch, 149
Emotions, 16; and emotional contagion, 71–74; faked, 193; and international body language, 221–224; power of, 69–70; power of, over logic, 70; processing of, by gender, 153; seven basic, 189–193; understanding each other through, 99
Empathy: by gender, 155; increasing, 251; power of, 91–92; role of mirror neurons in, 99; as workplace motivator, 97–98
Engagement, 13, 67, 144; dilated eyes of, 45; power of, 43
Engagement behaviors, 42–52; and bluffing, 54–56; and eyes, 43–45; and feet, 49–52; hands and arms in, 47–48; head, face, and neck in, 46–47; and look of business, 45; shoulders and torso in, 48–49
Event-related potentials, 32
Explicit knowledge, 125
Eye contact, 58; in announcing change, 82; dysfunctional, 134; gender differences in, 160; in international body language, 215–217; maintaining, 59; as motivator to engage speaking, 105–109; prolonged, 55
Eye-blocking behaviors, 88
F
Face touching, 56
Facial feedback, 73
Far personal zone, 112
Fear, 190
Fight, flight, or freeze response, 50, 87–89, 154, 188. See also Flight, preparing for
Final impression, positive, 64–65
First impression, 14
Flight, preparing for, 88–89. See also Fight, flight, or freeze response
fMRI. See Functional magnetic resonance imaging (fMRI)
Frahm, Jennifer (Australia), 197, 201, 205, 208, 212, 216, 218, 222
Franklin, Aretha, 194
Functional magnetic resonance imaging (fMRI), 6, 7, 18, 54, 90, 95, 154
G
Galvanic skin response, 115
Gandhi, Mahatma, 98
Gender: and body language of leaders, 151–175; and lack of women in leadership positions, 155–158; and leadership styles of men and women, 163–164; neuroscience of, 152–155; and thirteen differences in nonverbal communication, 159–162; and tips for men seeking to project more warmth and empathy, 173–174; and tips for woman seeking to project authority and credibility, 170–172; and top three communication strengths of female leaders, 165–166; and top three communication strengths of male leaders, 165; and top three communication weaknesses of female leaders, 167; and top three communication weaknesses of male leaders, 166–167; and Venus-Mars dichotomy, 174–175
Generation Y, 240, 241; and future of visual technology, 242–248
Generations, new: and change, 238–240; and future of leadership, 248–249; and future of visual technology, 242–248; and new generation of workers, 240–242; and new technology, 237–253
Genetic programming, 18
German culture, 201, 205, 208, 209, 213, 216, 218–219, 225–227
Gesture clusters, 41
Gestures: arm, 42, 47–48, 86; arrested, 56–57; fig leaf, 83, 86; hand, 47–48; head, 104–105; hidden-hand, 86; illustrative, 83; nodding, 87, 101, 102, 105, 140, 160; open-palm, 56; pacifier, 83; shoulder and torso, 47–48; steepling, 26, 62, 86; three categories of, 83
Gladwell, Malcolm, 22
Global teams: and body language in multicultural world, 177–194; and cross-cultural body language, 188–193; and culture, 179–187; and universal emotional expressions, 189–193
Global workforce, 7
Going International: How to Make Friends and Deal Effectively in the Global Marketplace (Copeland and Griggs), 181
Goleman, Daniel, 69
Goman, Carol K., 146
Google, 244
Gray, John, 174
Great Depression, 239
Griggs, L., 181
H
Halo effect, 31
Hand gestures, 47–48; congruent, 64; and talking with hands, 82–86; three categories of, 83
Happy feet, 52
Harvard Business Review, 143
Harvard Business School, 75
Harvard University, 24–25, 31, 159
Haynes, John-Dylan, 18
HCCs. See High-context cultures (HCCs)
Heuristic cues, 137
Hidden hands, 56
High-context cultures (HCCs), 180, 182
High-power poses, 75
Hippocampus, 16
Holograph technology, 138
Holographic TelePresence, 246–248
Hot button, 53
How to Read a Person like a Book (Nierenberg and Calero), 52
HSBC Asia-Pacific, 199
HSBC Private Bank (UK) Ltd., 197
I
IABC. See International Association of Business Communicators (IABC)
IAT. See Implicit Association Test (IAT)
Icebreaker exercises, 194
Icelandic culture, 186
Illustrative gestures, 83
Implicit Association Test (IAT), 31
Inclusion: body language cues for, 93–126; and expectations, 102–103; and head gestures, 104–105; and looking at people when they speak, 105–106; and removing barriers, 106–108; six body language tips for, 102–108; and smile power, 103–104; and ultimate connective gesture, 106
Increased blink rate, 55
Indian culture, 206, 210, 214, 216–217, 219–220, 223–224, 226, 227
Instant messaging (IM), 130
Intel Japan, 198
Intelligent Systems Laboratory, 244
International Association of Business Communicators (IABC), 195–199
International body language, 195–235; and business cards, 204–206, 229–230; and distance and touch, 211–215; and emotions, 221–224, 233–235; and eye contact, 215–217, 232–233; and greeting behaviors, 200–203, 228–229; and seating, 217–221; and space, 231–232; and time, 206–211, 230–231; and women, 225
Intimate zone (North America), 111–112
Islas, Roberto (Mexico), 197, 201, 205, 208, 213, 216, 218, 222, 225, 227
Isolation factor, 131
Italian culture, 183, 185, 205
J
Japanese culture, 181, 182–185, 200, 202, 205, 209–210, 213–214, 216, 219, 223
Jobs, Steve, 26
Journal of Personality and Social Science, 132
Joy, 190
K
Kandola, Pearn, 133
Keim, B., 18
Kelly, Spencer D., 32
Kennedy, John F., 23
Kingdom of Saudi Arabia (KSA), 201–202
Knowledge-hoarding behaviors, 94
L
Langleben, Daniel, 54
Latin American culture, 185, 186, 201
LCCs. See Low-context cultures (LCCs)
Leaders: and eye of beholder, 20–21; and genetic programming for body language, 18–19; look of, 23–24; and personal curb appeal, 21–27; reading body language of, 13–34; symbolic behavior of, 91; warm and authoritative, 24–25; and your three brains, 15–18
Leadership: connection of, with body language, 1–7; future of, 248–249; and how people read body language of leaders, 13–34; nonverbal future of, 237–253
Leading Out Loud (Pearce), 144–145
Left brain hemisphere, 15
Lewis, Thomas, 145
Lie to Me (television show), 54
Limbic brain, 15–17, 89; and cross-cultural body language, 188; and emotional response to stress, 154; key role of, in nonverbal communication, 17; and vocal cues, 110
Lojeski, Karen Sobel, 131
Low-context cultures (LCCs), 180, 182
M
Magnetic resonance imaging (MRI), 6
Malaysian culture, 187
Mango Media Caribbean, 197
Marmot, Michael, 121
Marriott International, 140
Massachusetts Institute of Technology, 6, 35–36
Mazda, 141
MBWA (management by walking around), 145–146
McCain, John, 24
Meaning, in single gesture, 28–29
Media space, 132
Medina, John, 135
Mediterranean culture, 186
Megatrends: Ten New Directions Transforming Our Lives (Naisbitt), 147
Melbourne, Australia, 197
Mentalist, The (television show), 54
“Mere exposure effect,” 125
Metaverse, 140
Method acting technique, 75–78
Mexican culture, 201, 205, 208, 213, 216, 218, 222–223, 225, 227
Micro expressions, 192
Microsoft, 242, 244; Academy Mobile, 242; PowerPoint, 242
Middle Eastern culture, 200, 202, 209
Mirroring, 60–61; and empathy, 94; and mirror neurons, 97–100
Mouth covering, 56
MRI. See Magnetic resonance imaging (MRI)
Mufuruki, Saada Ibrahim (Tanzania), 198–199, 203, 206, 210–211, 214, 217, 221, 224
Multitasking, myth of, 134–135
Musion Systems, 246
Muslim culture, 203, 206, 210–211, 214, 217, 221, 224
N
N400 (brain wave valley), 32
Nachbereitung, 209
National Teaching & Learning Forum, 102
Neck touching, 89
Negotiation: body language guidelines in, 57–65; considering context in, 41–42; and evaluating gestural clusters, 41; four tips for reading body language in, 38–42; and identifying baseline, 39–40; and paying attention, 39; signs of engagement or disengagement in, 42–52; use of body language for, 35–64
Neuroendocrine levels, 75
New Leaders, The (Goleman), 69
New Zealand culture, 186
Nierenberg, Gerard I., 52
Nixon, Richard, 23
Nonverbal Advantage (Goman), 29
Nordic countries, 221
Northwest University, 162
Norwegian culture, 186
O
Obama, Barak, 24
OECD. See Organization for Economic Co-operation and Development (OECD)
Ogilvy & Mather, 198
Olympic Games (2004), 19–20, 189
Open-palm gestures, 56
Organization for Economic Co-operation and Development (OECD), 156
Organizational status, 123–125
Osaka University (Japan), 105
Oxytocin, 148
P
Pacino, Al, 76
Paralinguistic communication, 108–111
Patil, Sujit (India), 120, 198, 202, 206, 210, 214, 216–217, 219–220, 223–224, 226, 227
People skills, 163
PepsiCo, 156
Peripheral vision, 153
Philippines, 203, 206, 211, 214–215, 217, 221, 224, 226
Physical contact, 148
Physical obstructions, 107
Pitch, 53
Podcast, 132
Political Brain (Westen), 21
Power, 26, 63, 64, 75, 85, 115, 117, 121, 124, 160, 163, 165, 168, 169, 251
Princeton University, 90
Proceedings of the National Academy of Sciences (Tracy and Matsumoto), 19
Profile of Nonverbal Sensitivity (Rosenthal), 159
Prolactin, 154
“Proteus effect,” 142
Public zone (spatial zone), 112
Pupil dilation, 55
“Pygmalion in the Classroom” (National Teaching & Learning Forum), 102
R
Radboud University (the Netherlands), 73–74
Relationships, psychology of, 90–91
Reptilian brain, 15
Response time, 56
Restak, Richard, 72
Rheim, J., 102
Right brain hemisphere, 15
Rosenthal, Robert, 22, 23, 159
S
Sadness, 190
San Francisco Examiner, 238
San Jose, California, 246
Santana, Laine (Philippines), 199, 203, 206, 211, 214–215, 217, 221, 224, 226
Sarma, Priya (United Arab Emirates), 198, 201–202, 205, 209, 213, 219, 223
ScanAd Kenya, 198
Science, and body language, 6–7
Seating arrangements, 117–121, 217–221
Second Life (Linden Lab), 138–143, 160
Self-representations, digital, 141
Self-touching, 89
Servant leadership, 239
Shame, 189
SilentLanguageOfLeaders.com, 252
Silo mentality, 94
Small, Gary, 250
Smile, genuine versus polite, 103–104
Soares, Paulo (Brazil), 196, 200–201, 204, 207, 212, 215, 218, 222, 226
Space: invasion, 115, 116; and seating arrangements, 117–121; use of, 111–121
Speech convergence, 111
Stanford University, 78, 100, 142, 196, 246
Stanislavsky, Constantin, 76
Star Trek (television show), 247–248
Starwood Hotels and Resorts, 140, 141
Status, 26, 115, 121, 123, 124, 160, 162, 168, 251
Status Syndrome (Marmot), 123
Steepling, 62
Strategic positioning, 117–121
Stucki, Chuck, 247
Subtle Expression Recognition Training (Humintell), 192
Suppression, problem with, 78
Surprise, 190
Sympathetic nervous system, 115
T
Tacit knowledge, 125
Tata Chemicals Limited, 120, 198
Technology, 127–128; communication, 129–135; and lean communication, 129–132; and myth of multitasking, 134–135; and new range of communication options, 138–143; and richer communication, 132–133; and videoconferencing, 133–134
Tel Aviv University, 103
Teleconference, 132
TelePresence (Cisco Systems), 5, 133, 138–140, 243, 246, 247. See also Cisco Systems
Temporal-parietal junction, 153
Tend-and-befriend response, 154
Territorial responses, 115, 116
Testosterone, 75
Texas Instruments Japan, 198
This Isn't the Company I Joined (Goman), 146
Thorndike, E. L., 31
Time, cultural perception of, 183–184
Topless meeting, 135
Touch, 148; emotional, 149; by gender, 160
Touch Research Institute (University of Miami), 148
Treatment, perception of, 91
Trinidad and Tobago, 187, 204, 207–208, 215–216, 218, 222, 226–227
U
Uncertainty, 13
University of California, Berkeley, 149, 172
University of California, Los Angeles, 95, 250; Memory and Aging Research Center, 250
University of California, San Francisco, 145, 153, 190
University of California School of Medicine, 73
University of Central Florida, 244
University of Delaware, 157
University of Geneva (Switzerland), 110
University of Illinois, Chicago, 244
University of Maryland, 138
University of Michigan, 125
University of Parma (Italy), 98
University of Pennsylvania, 54, 154
University of Southern California, 155
U.S. Department of State, 24
U.S. Government, 244
V
Vale mining company, 196
van Wassenhove, Virginie, 138
Videoconferencing, 132–134; tips for, 137–138
Virtual Distance International, 131
Virtual hallway, 132
Virtual organizations, 127–128
Visual technology revolution, 5, 249–250
Vocal body language. See Paralinguistic communication
Voice, 109; modulation, 135–136
VU University Amsterdam (Netherlands), 101
W
Wang, Helen (China), 22, 196, 204, 207, 212, 215, 218, 222
Warmth, 106, 168, 173; increasing, 252
Web presentation, 132
Westen, Drew, 21
Whiteboard, 130
Wiki, 130
Wikipedia, 140
Wright, Marc (United Kingdom), 196, 200, 204, 207, 212, 215, 217, 221–222, 225
Y
Z
Zajonc, Robert, 125