Chapter I UNDERSTANDING THE BASICS Everyone knows someone who can walk into a room full of people and within minutes give an accurate description about the relationships between those people and what they are feeling. The ability to read a person's attitudes and thoughts by their behavior was the original communication system used by humans before spoken language evolved. Before radio was invented, most communication was done in writing through books, letters, and newspapers, which meant that ugly politicians and poor speakers such as Abraham Lincoln could be successful if they persisted long enough and wrote good print copy. The radio era gave openings to people who had a good command of the spoken word, like Winston Churchill, who spoke wonderfully but may have struggled to achieve as much in today's more visual era. Today's politicians understand that politics is about image and appearance, and most high-profile politicians now have personal body-language consultants to help them come across as being sincere, caring, and honest, especially when they're not. It seems almost incredible that, over the thousands of years of our evolution, body language has been actively studied on any scale only since the 1960's and that most of the public has become aware of its existence only since our bookBody Languagewas published in 1978. Yet most people believe that speech is still our main form of communication. Speech has been part of our communication repertoire only in recent times in evolutionary terms, and is mainly used to convey facts and data. Speech probably first developed between two million and five hundred thousand years ago, during which time our brain tripled its size. Before then, body language and sounds made in the throat were the main forms of conveying emotions and feelings, and that is still the case today. But because we focus on the words people speak, most of us are largely uninformed about body language, let alone its importance in our lives. Our spoken language, however, recognizes how important body language is to our communication. Here are just a few of the phrases we use: Get it off your chest. Keep a stiff upper lip. Stay at arm's length. Keep your chin up. Shoulder a burden. Face up to it. Put your best foot forward. Kiss my butt. Some of these phrases are hard to swallow, but you've got to give us a big hand because there are some real eye-openers here. As a rule of thumb, we can keep them coming hand over fist until you either buckle at the knees or turn your back on the whole idea. Hopefully, you'll be sufficiently touched by these phrases to lean toward the concept. In the Beginning . . . Silent-movie actors like Charlie Chaplin were the pioneers of body-language skills, as this was the only means of communication available on the screen. Each actor's skill was classed as good or bad by the extent to which he could use gestures and body signals to communicate to the audience. When talking films became popular and less emphasis was placed on the nonverbal aspects of acting, many silent-movie actors faded into obscurity and only those with good verbal and nonverbal skills survived. As far as the academic study of body language goes, perhaps the most influential pre-twentieth-century work was Charles Darwin'sThe Expression of the Emotions in Man and Animals, published in 1872, but this work tended to be read mainly by academics. However, it spawned the modern studies of facial expressions and body language, and many of Darwin's ideas and observations have since been validated by researchers around the world. Since that time, researchers have noted and recorded almost a million nonverbal cues and signals. Albert Mehrabian, a pioneer researcher of body language in the 1950's, found that the total impact of a message is about 7 percent verbal (words only) and 38 percent vocal (including tone of voice,

"When Allan and Barbara Pease write, I read. And underline. And learn. And laugh. And steal.The Definitive Book of Body Languageis a marvel of a book!"--Tom Peters, author ofIn Search of Excellence and Re-Imagine!

Available for the first time in the United States, this international bestseller reveals the secrets of nonverbal communication to give readers confidence and control in any face-to-face encounter--from making a great first impression and acing a job interview to finding the right partner.