劉 鵬 朱一童／譯

無(wú)論是作演講還是參加工作面試，站姿、手勢(shì)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(huì)改變今后的職業(yè)生涯。你確信自己已經(jīng)取得的成績(jī)一定會(huì)令坐在對(duì)面的考官驚嘆不已。或是準(zhǔn)備好陳述自己長(zhǎng)期以來(lái)的努力工作和取得的成功。但不等開(kāi)口，你的身體已經(jīng)把你的情況透露給對(duì)方了。

你的身體會(huì)說(shuō)些什么呢？會(huì)說(shuō)你自信、聰明、熱情？還是正相反？

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

身體語(yǔ)言更重要

身體語(yǔ)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(jiǎn)歷——會(huì)讓人感到你對(duì)他們不真誠(chéng)。有時(shí)你因?yàn)槠诙@得無(wú)精打采，但別人卻認(rèn)為你對(duì)談話(huà)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(yǔ)言有助于迅速建立對(duì)聽(tīng)眾的親和力，使你的講話(huà)透著一股自信。 看看羅納德·里根的照片，即使在自家農(nóng)場(chǎng)的馬背上，形象還是那么完美，從內(nèi)到外散發(fā)著自信、樂(lè)觀和力量。

讓眼睛說(shuō)話(huà)

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

演講過(guò)程中，你要有意識(shí)地把房間里的聽(tīng)眾分成三部分。先向坐在一側(cè)的聽(tīng)眾陳述你的觀點(diǎn)，再把注意力轉(zhuǎn)向中間的聽(tīng)眾，然后還要關(guān)照坐在另一側(cè)的聽(tīng)眾。在每個(gè)部分中選出一個(gè)人，目光對(duì)準(zhǔn)他闡述你的觀點(diǎn)。他周?chē)娜藭?huì)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(tīng)眾保持目光交流需要充分準(zhǔn)備?；脽羝系牟牧弦獮橛洃浄?wù)，否則就會(huì)盯著幻燈讀個(gè)沒(méi)完而忽視了與聽(tīng)眾的交流。務(wù)必做到對(duì)簡(jiǎn)歷和筆記上的內(nèi)容熟記于心，這樣才不至于過(guò)分依賴(lài)這些材料。

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

思路要開(kāi)闊。把講臺(tái)、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(huì)阻礙與聽(tīng)眾的交流，拉開(kāi)與聽(tīng)眾的距離。

讓身體振奮起來(lái)

演講的時(shí)候，要讓雙手盡量配合你的講話(huà)。偉大的演講家們使用各種手勢(shì)要超過(guò)普通人。一位研究身體語(yǔ)言的教授曾告訴我，復(fù)雜的手勢(shì)——兩手位于腰部以上——反映復(fù)雜的思想。手勢(shì)令聽(tīng)眾對(duì)演講者充滿(mǎn)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(huì)立刻注意到他們幾乎講每句話(huà)都配有相應(yīng)的手勢(shì)。C-SPAN網(wǎng)站每周都會(huì)播放英國(guó)首相和國(guó)會(huì)議員的辯論?？催^(guò)一次你就再也不會(huì)懷疑恰當(dāng)運(yùn)用手勢(shì)的重要了。

讓身體的其他部位也動(dòng)起來(lái)。偉大的演講家會(huì)在房間里來(lái)回走動(dòng)，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(tīng)眾的肩膀上而不是與聽(tīng)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(shì)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(huì)讓人感到懶散，對(duì)競(jìng)聘的職位缺少干勁或沒(méi)有工作熱情。要抬頭挺胸，坐下后身體微微前傾，讓人覺(jué)得你對(duì)這份工作很感興趣，渴望積極參與并充滿(mǎn)熱情。

好的身體語(yǔ)言是可以學(xué)會(huì)的

我曾經(jīng)與一個(gè)客戶(hù)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(yǔ)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(yǔ)言令他只能去貼廣告。他讓人感覺(jué)不可靠，不合群。

通過(guò)給他看自己講話(huà)時(shí)的錄像，訓(xùn)練他進(jìn)行目光交流，告訴他如何做手勢(shì)、擺姿勢(shì)，如何表現(xiàn)出開(kāi)朗外向，結(jié)果這位行政主管演講時(shí)語(yǔ)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(shì)堅(jiān)定而自信。一舉一動(dòng)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(yǔ)言上多下功夫。如果能像重視選詞用句那樣重視身體語(yǔ)言，你的變化定會(huì)一鳴驚人。

[ 譯自美國(guó)《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！