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BODY LANGUAGE - ALLAN PEASE Part 5

Trong văn phòng của một luật sư công tố viên có thể được nhìn thấy bằng cách sử dụng một nắm tay, nắm chặt cánh tay chéo trong khi bào chữa có thể có vị trí cánh tay-gripping. Trạng thái có thể ảnh hưởng đến cử chỉ cánh tay gấp. | In a lawyer s office the prosecutor may be seen using a fists-clenched arm-cross while the defence may have taken the arm-gripping position. Status can influence arm-folding gestures. A superior type can make his superiority felt in the presence of persons he has just met by not folding his arms. Say for example that at a company social function the general manager is introduced to several new employees whom he has not met. Having greeted them with a dominant handshake he stands at the social distance from the new employees with his hands by his side behind his back in the superior palm-in-palm position see Figure 44 or with one hand in his pocket. He rarely folds his arms to show the slightest hint of nervousness. Conversely after shaking hands with the boss the new employees take full or partial arm-fold gestures because of their apprehension about being in the presence of the company s top man. Both the general manager and the new employees feel comfortable with their respective gestures as each is signalling his status relative to the other. But what happens when the general manager meets a young up-and-coming executive who is also a superior type and who may even feel that he is as important as the general manager The likely outcome is that after the two give each other a dominant handshake the young executive will take an arm-fold gesture with both thumbs pointing vertically upwards Figure 73 . This gesture is the defensive version of both arms being held horizontally in front of the body with both thumbs up to show that the user is cool a gesture characterised by Henry Winkler who played the Fonz in the television series Happy Days. The thumbs-up gesture is our way of showing that we have a self-confident attitude and the folded arms give a feeling of protection. fjgurr 73 Superwr Iffiltrde iiiouj Figure 74 Holding u itk aneiei Sales people need to analyse why a buyer may have taken this gesture to know whether their approach is effective. If the thumbs-up .