The Ultimate Body Language Book

up it would be worthwhile to continue. But if she has a hostile expression, with arms tightly folded
across her chest, with her head cocked to the side she probably isn’t willing to hear your pitch, so it
would be a waste of time to continue. Reading negative body language can help us read employers as
we look for pay raise, better deals on a watch or jewelry, getting permission from those in authority and
generally gaining access to resources we ordinarily wouldn’t.
Be careful with the pressure you apply. You may be able to get a better deal from a used car salesmen,
but when dealing with employees, an employer or a client, it’s probably best to keep body language
open and inviting.
Chapter 7 - Opened Mind Opened Body Closed Mind Closed Body
Breaking The Mold – How To ‘Close’ The
‘Closed’
Handing someone a drink, papers, anything, can be an excellent way to open someone up for a sale.
The research shows us that a significant amount of information is inhibited from reaching the brain
when our bodies show closed body language. In one such study, two groups of students attended the
same lecture. One group was instructed to hold their arms and legs crossed throughout, while the other
received no such instructions. The group instructed to hold closed body language was found to have
retained forty percent less information than the group that held open body language. The lecturer was
also rated far more critically. Therefore, when presenting to someone with their arms crossed it is
vitally important to use tactics that help them open up and drop negative cues. Not only will the
retention of your message increase significantly, but so too will the probability that any agreement will
take place.
It’s nearly impossible to formulate agreements with others who have their arms crossed or a myriad of
other closed body postures. By simply opening your objective, they will be more receptive to your