Essay about Influencing Others In Business Environments

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Influencing Others in Business Environments

Throughout human civilization, the art of selling ideas or products has been a cornerstone of society. Some people have become masters at this art, yielding themselves and their companies large amounts of profit. Why is it that some people are better at this than others? This paper will take a look at the various aspects of nonverbal communication in selling (or influencing others to buy) and in job interviews by examining in detail the various aspects of proximics, haptics, physical attractiveness, and other nonverbal cues that influence people to say yes.

Artifacts and local environment

     Several studies have presented evidence in support of the theory that
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Voice and Tone

     Voices have a significant persuasive affect. A study by Mehrabian and
Williams (1969) suggested that there are four nonverbal cues of voice that have a persuasive effect. These are: having a louder amplitude, having a greater intonation, having greater fluency in speech, and having a faster tempo during speaking. Another study showed that when one has a louder and more fluent voice they were more likely to get a favorable decision on a job interview or in a legal battle (Hollandsworth et al., 1979). Faster tempos have a more persuasive affect by exhibiting expertise and competence (Buller, 1986). But, there is a limit. Speaking tempos greater than 375 syllables per minute decrease their persuasive affect with faster tempos exhibiting greater and greater levels of loss of persuasiveness.

Physical Appearance

     Phsyical apperance has several manners in which it can help or hinder the outcome of a negotiation. Raw physical attractiveness, one's innate or genetic attractiveness, has been shown to dramatically affect the attentiveness of an audience. One study did an experiment with a woman, first she was dressed to look unattractive, then she was dressed attractively. The study showed that among male audience members her ability to influence them varied with how well she dressed. When she was dressed well, she was seen
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