15/10/2013
Personal Impact
Tracy Sinclair
15 October 2013
Personal Impact
The importance of words, voice tone
and body language
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Session overview
• Understand what is Non-Verbal Intelligence
• “Cats & Dogs” – an analogy
• How to use your eyes, hands and voice patterns to ensure that
what you say is in line with what people see
• Giving feedback and handling “difficult” conversations
• Looking “Intelligent”
• Behavioural Range – conveying credibility & approachability.
• Knowing and satisfying your audience.
• Standing and sitting postures
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The impact of non-verbal communication
VOCAL (VOICE
TONE & PITCH)
38%
BODY
LANGUAGE
55%
WORDS
7%
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What is non-verbal intelligence?
NON-VERBAL INTELLIGENCE IS NOT ABOUT THE INFLUENCE OF POWER...
...IT IS ABOUT THE POWER OF INFLUENCE
• Unconscious activity
• Awareness
• Credible vs. Approachable
• 10-20% of the time
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Conveying credibility & intelligence
When talking...
g
TALK
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PAUSE
TALK
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PAUSE
TALK
PAUSE
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Cats and dogs
Approachable
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Credible
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Developing range!
Approachable:
Credible:
Flexible
Fl
ibl
Friendly
Rapport
Intelligent
I
t lli
t
Authoritative
Leadership
XMinimising
XPlease People
XTry Hard
X“Pushover”
XBe Perfect
XHurry Up
XBe Strong
XArrogant
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Standing postures (dog)
POCKETS
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FIGLEAF
BACK
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Standing postures (cat)
HANDS ON HIPS
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ARMS CROSSED
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Conveying credibility & intelligence
When not talking...
AT S
SIDE
FOREARMS
O
S
CO
COMBINATION
O
OBJECT
IN HAND
(PEN)
OBJECT
IN HAND
(PAPER)
I AM INTELLIGENT... AND SO ARE YOU!
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Sitting posture
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Voice patterns
SPEAKING
CREDIBLE (CAT)
APPROACHABLE (DOG)
Head
Still
Bobs
Voice
Flat
Rhythmic
C l Down
Curls
D
C l Up
Curls
U
Soliloquy
Includes Others
I t
Intonation
ti
Style
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Palms
PALM UP
(Approachable - Dog)
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PALM DOWN
(Credible - Cat)
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2 point vs. 3 point communication
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Who do I want to influence?
Dogs
Cats
 Accommodate
 Independent
 Want to please me & others
 “What's in it for me”
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Who do I want to influence?
The Corporate Ladder…
CATS
DOGS
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Who do I want to influence?
DOGS
Nodding
Leaning Forward
Engaged
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CATS
Still
Sitting Back
Dis-Engaged
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How do I satisfy my audience?
Approachable
A
h bl
Smiling and nodding
Joking / Humour
Stories
Mingle, network
Be friendly
High
Hi h credibility
dibilit
Get to the content quickly
Clearly state:
 Inputs / agenda
 Deliverables
 Benefits
Drawn to intelligence
In a mixed audience...?
Satisfy the Cats first!
“They have more influence over the others
- If the cats are happy, the dogs will be too”
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