When the going gets tough, the tough get going

Fluency in nonverbal communication can be as powerful a tool as masterful negotiating techniques or expert salesmanship. The starting point, he says, is what he calls “personal curbside appeal.” Project yourself as a confident, welcoming person, and your clients, colleagues and bosses will be attracted to you, keen on doing business with you and on promoting you within your organization.

Curbside appeal has several components, starting with looks. Tidy, neat, conservative clothes are preferable, Navarro says. A good rule of thumb: mirror, don’t shock. “Observe how upper management dresses, and follow their lead,” he advises. “Casualness can kill credibility.” Unless, that is, you work in a place where the top brass wear jeans and polo shirts, like, say, CBS Studios in Hollywood, where you may be the only person in a suit.

Gestures go a long way in conveying your personal message. One of the most appealing: Stand with your head slightly tilted and your hands clasped, and with a smile and a gaze that meets the other person’s. The head tilt exposes the neck and says, “I am listening, I am comfortable, I am receptive,”. By contrast, if you touch your neck or cover the dimple at the base of it, you’re saying you are uncomfortable, insecure or concerned.

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