傳情達(dá)意非嘴之功

劉 鵬 朱一童／譯

無論是作演講還是參加工作面試，站姿、手勢和目光交流都是成功所不可缺少的條件。

假設(shè)你正全力以赴準(zhǔn)備參加一次重要面試，相信這次面試會改變今后的職業(yè)生涯。你確信自己已經(jīng)取得的成績一定會令坐在對面的考官驚嘆不已。或是準(zhǔn)備好陳述自己長期以來的努力工作和取得的成功。但不等開口，你的身體已經(jīng)把你的情況透露給對方了。

你的身體會說些什么呢？會說你自信、聰明、熱情？還是正相反？

在交流中語言只占了很小一部分，準(zhǔn)確地說只有7%。實(shí)際上，55%的交流是通過視覺（身體語言和目光交流）完成的，33%是通過聲音（音高、語速、音量和音調(diào)）完成的。世界上最優(yōu)秀的商務(wù)交流專家都很擅長運(yùn)用身體語言：王者之風(fēng)盡顯信心十足，能力出眾，魅力非凡。

身體語言更重要

身體語言的一大弊端是未必能表達(dá)你的真實(shí)感受。例如，把手僵硬地放在身體一側(cè)或插在口袋里，給人的印象是缺乏安全感，盡管未必如此。

回避別人的目光——也許僅僅是因?yàn)槟阏χ幚硇藕騻€(gè)人簡歷——會讓人感到你對他們不真誠。有時(shí)你因?yàn)槠诙@得無精打采，但別人卻認(rèn)為你對談話不感興趣。

與此相反，堅(jiān)定有力，給人留下深刻印象的身體語言有助于迅速建立對聽眾的親和力，使你的講話透著一股自信。 看看羅納德·里根的照片，即使在自家農(nóng)場的馬背上，形象還是那么完美，從內(nèi)到外散發(fā)著自信、樂觀和力量。

讓眼睛說話

人們都想與眾不同。希望感覺到你仿佛在與他們直接交談，或成為你講話過程中房間里最重要的人。停止目光交流無疑會中斷與聽眾的聯(lián)系。

演講過程中，你要有意識地把房間里的聽眾分成三部分。先向坐在一側(cè)的聽眾陳述你的觀點(diǎn)，再把注意力轉(zhuǎn)向中間的聽眾，然后還要關(guān)照坐在另一側(cè)的聽眾。在每個(gè)部分中選出一個(gè)人，目光對準(zhǔn)他闡述你的觀點(diǎn)。他周圍的人會認(rèn)為你與他們都在進(jìn)行目光交流。

要做到在演講中始終與聽眾保持目光交流需要充分準(zhǔn)備。幻燈片上的材料要為記憶服務(wù)，否則就會盯著幻燈讀個(gè)沒完而忽視了與聽眾的交流。務(wù)必做到對簡歷和筆記上的內(nèi)容熟記于心，這樣才不至于過分依賴這些材料。

不能讓任何東西影響你和聽眾的交流。交叉雙臂、站在講臺或椅子后面、隔著電腦顯示器同別人說話，所有這些都會阻礙與聽眾的直接交流。

思路要開闊。把講臺、電腦、椅子等有形的障礙都清除掉。即使是桌子上的文件夾也會阻礙與聽眾的交流，拉開與聽眾的距離。

讓身體振奮起來

演講的時(shí)候，要讓雙手盡量配合你的講話。偉大的演講家們使用各種手勢要超過普通人。一位研究身體語言的教授曾告訴我，復(fù)雜的手勢——兩手位于腰部以上——反映復(fù)雜的思想。手勢令聽眾對演講者充滿信心。

試試這樣做：注意觀察比爾·克林頓、科林·鮑威爾、巴拉克·奧巴馬、托尼·布萊爾或其他魅力非凡的演講家。你會立刻注意到他們幾乎講每句話都配有相應(yīng)的手勢。C-SPAN網(wǎng)站每周都會播放英國首相和國會議員的辯論。看過一次你就再也不會懷疑恰當(dāng)運(yùn)用手勢的重要了。

讓身體的其他部位也動起來。偉大的演講家會在房間里來回走動，指著幻燈片而不是干巴巴地讀幻燈上的內(nèi)容，把手放在聽眾的肩膀上而不是與聽眾保持距離。令人振奮的不是幻燈，而是你自己。

站直或坐直。不良姿勢通常是缺少自信、缺乏參與熱情或不感興趣的表現(xiàn)。例如，參加面試時(shí)，身體向后靠在椅子上會讓人感到懶散，對競聘的職位缺少干勁或沒有工作熱情。要抬頭挺胸，坐下后身體微微前傾，讓人覺得你對這份工作很感興趣，渴望積極參與并充滿熱情。

好的身體語言是可以學(xué)會的

我曾經(jīng)與一個(gè)客戶合作，那時(shí)他正準(zhǔn)備向公司最主要的投資者做一次重要演講。他的身體語言一團(tuán)糟，眼睛盯著下面看，雙手笨拙地塞在口袋里，身體不停地前后搖晃。糟糕的身體語言令他只能去貼廣告。他讓人感覺不可靠，不合群。

通過給他看自己講話時(shí)的錄像，訓(xùn)練他進(jìn)行目光交流，告訴他如何做手勢、擺姿勢，如何表現(xiàn)出開朗外向，結(jié)果這位行政主管演講時(shí)語驚四座。他與房間里的每個(gè)人都充分進(jìn)行了目光交流，兩手不再放在口袋里，手勢堅(jiān)定而自信。一舉一動都顯示出力量非凡，信心十足，能力出眾，真是魅力四射。

所以要在身體語言上多下功夫。如果能像重視選詞用句那樣重視身體語言，你的變化定會一鳴驚人。

[ 譯自美國《商業(yè)周刊》]

It's Not Your Mouth That Speaks Volumes

by Carmine Gallo

Stance，gestures，and eye contact are all essential to effective presentation，whether for public speaking or a job interview

Let's say you're all set for your big interview—the one you're confident will change your career. You know you can wow the person across the desk with your accomplishments. Or you're ready to give the presentation that reflects months of hard work and success. But before you even open your mouth，the rest of your body has already spoken volumes.

What does your body language say? Does it say you're confident，smart，and enthusiastic—or just the opposite?

Only a small percentage of communication involves actual words: 7%，to be exact. In fact，55% of communication is visual (body language，eye contact) and 38% is vocal (pitch，speed，volume，tone of voice). The world's best business communicators have strong body language：a commanding presence that reflects confidence，competence，and charisma.

More Than Words

One problem with body language is it may not convey what you really feel. For example，keeping your hands stiffly by your side or stuck in your pockets can give the impression that you're insecure—whether you are or not.

Avoiding looking at people—maybe simply because you're too busy consulting your notes or your r-an lead people to think you're being less than honest with them. You may be slouching because you're tired，but people may read it as a sign that you're not interested.

Conversely，strong and effective body language can help establish an immediate rapport with your audience，signaling confidence in your message. Look at photographs of Ronald Reagan. He carried himself impeccably even on the back of a horse at his ranch. He had an aura of confidence，optimism and power.

The Eyes Have It

People want to feel special. They want to feel as though you are speaking to them directly or that they are the most important person in the room during your conversation. Breaking eye contact is a surefire way to break the connection.

During presentations，mentally split the room into thirds. Address some of your comments to one side of the room，turn your attention to the middle，and then look to the last section. Pick out one person in each section and direct your comments toward that person. The people surrounding that person will think you are making direct eye contact with them.

Maintaining eye contact throughout your presentation requires preparation. The material on your slide should be committed to memory; otherwise you will be stuck reading instead of connecting. Make sure you know what's in your r?sum?or notes so you're not constantly referring to them.

Don't let anything come between you and your listeners. Crossing your arms，standing behind a podium or chair，or talking to someone from behind a computer monitor are all examples of blocking，which prevents a real connection from taking place.

Think openness. Remove physical barriers—podiums，computers，chairs. Even a folder on a desk can break the connection and create distance.

Animate Yourself

When you're speaking，let your hands do some of the talking. Great speakers use hand gestures more than on average. A professor who studies body language once told me that complex gestures—two hands above the waist—reflect complex thinking. Gestures give the listener confidence in the speaker.

Try this: Watch people such as Bill Clinton，Colin Powell，Barack Obama，Tony Blair or any number of charismatic speakers. You will immediately begin to notice that they punctuate nearly every sentence with a hand gesture. C-SPAN carries weekly debates between British Prime Minister and members of the House of Commons. Watch it once and you will never doubt the importance of effective hand gestures.

And move the rest of your body，too. Great speakers move around the room，pointing to a slide instead of reading from it，placing their hands on someone's shoulders instead of keeping their distance. Don't animate your slides—animate your body!

Stand—or sit—tall. Poor posture is often associated with a lack of confidence or a lack of engagement or interest. For example，during a job interview，leaning back in your chair can give the impression that you're lazy，unmotivated，or dispassionate about the position. Keep your head up and back straight. Lean forward when seated. By sitting toward the front of your chair and leaning forward slightly，you will look far more interested，engaged，and enthusiastic.

It's All Learnable

I once worked with a client preparing for a major presentation to his company's largest investors. His body language was a mess—eyes cast downward，hands awkwardly tucked in his pockets，swaying back and forth. This guy was a poster boy for poor body language. He seemed insecure and out of his league.

By showing him a videotape of what he looked like and working on eye contact，hand gestures，animation，posture and staying open，this executive went on to rock the house during his presentation. He made solid eye contact with everybody in the room，he pulled his hands out of his pockets and used purposeful，assertive hand gestures. His posture and stance exuded power，confidence，and competence—he had charisma.

So work on your body language. Pay as much attention to it as the words you use，and watch your influence soar！