Developed and presented by: Marion Grobb Finkelstein Communication Catalyst MARIONSPEAKS – Training & Consulting The POWER of body language: Use it to your advantage!

2 Rules of Engagement Be present Take notes Q/A Action items

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4 Innovative ways to connect...

RATE YOURSELF: How comfortable are you raising your hand? 1 -- absolutely UNcomfortable absolutely COMFORTABLE

Let’s try that again... RATE YOURSELF: How comfortable are you raising your hand? 1 -- absolutely UNcomfortable absolutely COMFORTABLE TurningTechnologies.ca

Why read body language? 7

(Before) RATE your ability to read body language... 1 – lowest 10 – highest

9 ???% QUESTION: How Do You Connect With Others?

10 7 – 10% 20 – 38% 55 – 80% ANSWER: How Do You Connect With Others?

11 Mirroring and Matching

EXERCISE: write your name

Mirroring and Matching 13 SOURCE: Scientific American Felicity Muth, Why do dogs yawn when they see sleepy humans?Why do dogs yawn when they see sleepy humans? May 28, 2013)

14 TIP: Never speak faster than your client

15 Four Key Cs to unlocking body language

CONTEXT: Degree of familiarity affects body language...

17 Closer Touch Longer More eye contact Caution: cultural differences Asian: can cover a gamut of emotions CULTURE: Smile... It’s universal

Source: Amy Cuddy & Dana Carnie, Harvard University Happy

19 CALIBRATION:

20 CLUSTERS: Interested

21 Strategy

QUESTION: “Picking imaginary lint” is associated with …  A) Boredom / lack of interest  B) Lying / not believing  C) Disapproval / critical evaluation  D) Dandruff 22

23 Disapproval / critical evaluation

24 Strategy:

QUESTION: “Fidgeting” is associated with …  A) Nervousness  B) Disinterest  C) No confidence  D) Too much to do 25

26 Disinterest

27 Strategy:

QUESTION: “Protruding thumbs” is associated with …  A) Hitchhiking  B) Inferiority  C) Shyness  D) Superior attitude 28

29 Superior attitude

30 Strategy:

QUESTION: “Ear pull” is associated with …  A) Nervousness  B) Lying / not telling the full truth  C) Carol Burnett  D) Flirting / being physically attracted 31

32 Not telling truth / not believing you

33 Strategy:

QUESTION: “Clenched teeth” is associated with …  A) Anger  B) Nervousness  C) Worry  D) None of the above 34

35 Angry, frustrated, tense

36 Strategy:

37 RECAP: 4 Cs to unlocking body language

38 REMINDER: You can’t read people’s minds … just their actions

BONUS: Power poses Source: Amy Cuddy, Harvard University

BONUS: Power poses... NOT Source: Amy Cuddy, Harvard University

BONUS: Power poses Source: Amy Cuddy, Harvard University FREEZE!!!!

BONUS: Power poses Source: Amy Cuddy, Harvard University

BONUS: Power poses Source: Amy Cuddy, Harvard University

BONUS: Power poses Source: Amy Cuddy, Harvard University

BONUS: Power poses Source: Amy Cuddy & Dana Carnie, Harvard University Happy LEADERS: High testosterone + Low cortisol HYPOTHESIS: High testosterone + Low cortisol

BONUS: Power poses – TAKE-AWAYS Source: Amy Cuddy & Dana Carnie, Harvard University Prepare in advance  Just 2 min. power poses Expand comfortably  Avoid dominating  Avoid complimenting RESULT:  Higher testosterone (confidence)  Lower cortisol (stress)

47 Learning a new skill is a gamble “You are in a better position to take a gamble because you know that you have the skills to make informed choices...” SOURCE: Marion Grobb Finkelstein, “Life is a Gamble” chapter The Power of the Platform: Speakers on Success Pg. 164

(After) RATE your ability to read body language... 1 – lowest 10 – highest

QUESTION: what’s the probability of you USING what you learned here today? 1 – lowest 10 – highest

50 Alzheimer's & body language

51 Your ACTION item What are YOU moving to action?

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53 Your gift to me … your feedback

Let’s stay connected 54

55 FINAL THOUGHTS: Let me hear your body talk!

56