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Louder Than Words: Take Your Career from Average to Exceptional with the Hidden Power of Nonverbal Intelligence Hardcover – February 16, 2010
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“Joe Navarro brings together the art and science of nonverbal communications for the business sector with the edge of a former FBI agent and the insight of a world-class observer.” (Jack Canfield, co-author of The Success Principles)
“Joe Navarro has spent his professional life studying nonverbal language, and testing those insights in high-stakes environments. We are fortunate that he is willing to share those insights in this marvelous book. It is a must read for anyone in business (and anyone not in business).” (Brian J. Hall, Albert H. Gordon Professor of Business Administration, Harvard Business School)
“Louder Than Words is proof once again that in reading nonverbals, Joe Navarro is a master.” (David Givens, Ph.D., author of Crime Signals and Love Signals)
From the Back Cover
International bestselling author and behavior expert Joe Navarro helps you successfully navigate the business world by understanding what your boss and coworkers are really thinking.
Why is it that some people have all the elements of success—education, skills, integrity, motivation—but can't seem to move from effectiveness to excellence in their careers? Behavior expert Joe Navarro reveals the long-sought answer. Louder Than Words teaches how to master nonverbal intelligence, the ability to interpret and use nonverbal signals—in poker terms, "tells"—in business to assess and influence others.
Drawing on his decades in the behavioral sciences, Navarro shows how to use his simple yet powerful "comfort/discomfort" model to decode what's really being said at meetings, interviews, negotiations, presentations, business meals, and more, including the casual exchanges that often impact decisions and reputations.Jump-start your career as you discover how to:
- Read body language to understand what clients, coworkers, interviewers, or interviewees are thinking, feeling, or intending, and discern nonverbal cues of concern, disagreement, or doubt—even over the phone
- Master the all-important first impression and use settings, seating, and gestures to inspire and captivate
- Recognize habits that send the wrong message, from nail biting to wearing inappropriate attire—and see what posture, work practices, workspaces, and even electronic habits say about people
- Become culturally aware and gender-sensitive, from best handshake practices to personal space preferences
- Learn what the "comfort dividend" can do for you and your business
- Explore how the concept of "curbside appeal" applies to you and your business, and can mean the difference between average and exceptional
Use Louder Than Words to close the deal, keep your customers, secure new ones, and lead your company with confidence. For job seekers looking to stand out from the pack, this book is your get-back-to-work bible.
More About the Author
He has appeared on major U.S. and International media outlets including CNN International, Fox News, BBC, The Times (UK), Crossfire with Chris Matthews, CBS, NBC, NPR Radio, The Washington Post, and The Times (UK), on topics as varied as body language and management practices.
Jack Canfield, author of Chicken Soup for the Soul called him "a world class observer" and David Givens praised him as "a master of reading nonverbals." Joe is a frequent presenter and Keynote speaker as well as writer; his articles have been featured in Psychology Today and The Washington Post.
Joe is the international best-selling author of What Every Body is Saying which has been translated into 29 languages, and Louder Than Words, which The Wall Street Journal acclaimed as "One of the six best business books to read for your career in 2010."
Top Customer Reviews
I must also disagree with some of the author's preferences in what constitutes good customer service--do you really want an overzealous dedicated greeter pretending that you are the most important person in the world every time you walk through a door? I go out of my way to avoid places like that, personally, but my interest in this subject matter is rooted in a desire to spot and name these manipulative tricks they teach you in MBA programs rather than to employ them myself, so I'm probably not its target audience.
Then, I began to feel some serious dejavu. Some of the sections are word-for-word from his first book, "What Every BODY is Saying". Do not purchase both books, or you will be disappointed!
If you are a fan of Paul Ekman's or Daniel Goleman's books, you will only be annoyed by the simplicity and inaccuracies of Navarro's books. Rather than wasting your money, just go back and re-read the Ekman books you may already own!
p.s. Below please find some of my favorite passages for your reference.
A loudmouth and a fast talker stand out negatively not because of what they say but how they say it. Conversely we appreciate the reassuring quality of the considerate and deliberative talker, but feel impatient with someone who talks too slowly. Pg10
Steepling (finger tips touching) demonstrates confidence and focus. It is one of the most powerful displays we can use to convince others of our confidence. Pg60
When it's time to go, one foot will point away in the direction of travel. Look for this when conversing: It's an accurate "I have to leave" intention signal. Pg44
Head tilt communicates effectively. "I'm listening, I'm comfortable, I'm receptive, I'm friendly". We reserve exposing our necks for friendly individuals and environment. Pg66
Healthy individuals maintain their good grooming. We preen ourselves (fixing a tie, picking off a lint) to perfect our appearance so others will notice us (birds also do this). This is something I teach attorneys to do, especially, when the jury walks into the room. By positively preening (by pressing their clothes against body, pulling up on their belt), they are transmitting: I care. Pg77
In a very stimulated visual society we gravitate to symmetrical beautiful objects or people, and that is a lesson in itself. People also pick up on verbal communication skills just as much as looks, sloppy speaking or pronunciation will also lose a deal. Mirroring physically to gain comfort and rapport is just as important with verbal cues as it is for your vocal tones and words.
The book does a great job of explaining how people will make their opinions based on your behaviors and that determines their buying decisions.
The section on comfort vs. discomfort is discussed and explained and will give you an aha moment and give you some powerful insight on non verbal communication and is worth buying the book in itself.
This book is very well written, thought out and in depth book, I wouldn't say that it is an easy read but more of an important anthology of non verbal communication you need to have in your library because of the knowledge you will gain. There are so many good things in this book that I am sure that reading a few times I could pick up some valuable tips that I passed over the first time.
Buy some copies for you sales staff or anybody that talks to your clients.Read more ›
Most Recent Customer Reviews
While there is some overlap from the author's previous book, What Every Body is Saying, there is still significant unique content that I think would be helpful for interviews.Published 5 months ago by Walker
After reading "What every body is saying" by the same author, decided to buy this one straight away. Read morePublished 12 months ago by Adriana
I am studying poker and this book not only answers some possibilities to improve, it also presents how to develop skills in the work place. Read morePublished 15 months ago by Amazon Customer
Common sense observations, nothing particularly insightful here.Published 16 months ago by DXN-Schuylerville
This book teaches you how to read people with their faces and postures rather than words. You can easily apply the technique at work, which can save you from troubles. Read morePublished 17 months ago by Vincy