The Award-Winning Monthly Resource for Professionals
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OUTCOME FOCUS REPORT
Circulation 24,500
Vol 52 � October 10, 2004
Publisher: Anne Warfield
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c) Impression Management Professionals 2004
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IN THIS ISSUE
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1) What's In The News?
2) Outcome Focus Situation/Solution
3) Anne's Aha
4) What To Watch For Next Time
5) Resources To Learn More
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1. What's In The News?
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Learn more about IMP's Monthly Outcome Focus Seminars at the IMP Institute
in Minneapolis, MN as well as Dallas, TX and LaJolla, CA
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2. Here's This Months Outcome Focus Situation/Solution
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Consistency or Change: What You Can Read From the Body Language of the
Candidates
�Consistency� and �Change� These are the two messages that are being
widely hailed by the two parties running for Presidency. �Consistency� is
the mantra of President George Bush and Vice President Dick Cheney while
�Change� is the mantra of Senator John Kerry and Senator John Edwards.
So, if that is what their mouths are saying, what is their body language
saying? Does it flow consistently with their words? And does the running
mates body language match their candidates? Can you tell who is telling
the truth?
Body language is a fascinating art. I have met people that tell me they
totally doubt the value of body language. For me, well it has proven
right consistently in determining a person�s character and integrity.
Matter-of-fact I advise companies on Wall Street as to the character,
integrity, and decision making ability of CEO�s by watching clips of their
body language. It is amazing how you can tell what a person stands for
just by watching their eyes, lips, and body movements to see the hidden
message.
In this article I am going to share with you the body language signs each
side is doing that is benefiting them, what signs they are doing that are
actually hurting them and what they can do to change those signs.
For all of you reading this, really take stock on YOUR body language and
its impact on your leadership. People want to follow someone who looks
sounds and acts like a leader. You HAVE to make sure your body language,
message, and visual look all give the same message or people will get
conflicting signals. It is not about faking it or fooling people, it is
about making sure YOUR character and integrity are shining through and
that it matches your message.
You can�t slouch at a podium with your head down and convey a message that
the new plan you have laid out for your company is a great one. No one
will believe you. They will look at your body language and feel you are
not sure they are �buying� what you are saying. They will think, �If he�s
not behind this idea, why should I be?� And ultimately the idea will
waver and fail in its execution.
So what message is the body language of each party sending?
President Bush and Vice President Cheney are trying to send a strong
message to the American public that they stand for �consistency��you know
just what you are getting, their record shows it. This is coming across
in their slower speech, their relaxed manner, and their calmer demeanor.
Bush and Cheney want the American people to see the �change� of Kerry and
Edwards as really being the flavor of the week type of voting and
character�someone who will shift as the political wind shifts.
Unfortunately someone has told them that leaning on the podium or
slouching when sitting will convey a completely relaxed attitude of
consistency. Yet what it really conveys, especially if paired with
looking down and up over the glasses as Cheney did during the debate, it
comes off as worn down and tired out. It would be far better for them to
take a relaxed posture of even weight, relaxed but not sloped shoulders,
and a tilting of their head while listening to questions and a straight on
gaze when replying. This would convey relaxed yet also show the American
people that they value our opinion and are steadfast in what they can and
will do.
They are also trying to show their steadfastness and conviction by not
reacting strongly to personal attacks. Vice President Cheney did a great
job of this during the debate by not wavering as Senator John Edwards came
out of the gate attacking the judgment and integrity of the administration
right off the bat. The only telltale signs of annoyance by Cheney were
his looking over his glasses, his slight mouth grimace and his rolling and
playing of his pen. And to an untrained eye it would be hard to see when
Edwards�s attacks rankled Cheney.
President Bush still needs to master this. When Kerry hit too close to
home Bush would open his eyes, drop his mouth open slightly and wrinkle
his forehead. This looks more like a na�ve kid getting surprised by
something than a solid unshakeable belief.
But there have been positive changes Bush has made with his body language
over the four years. He usually stands straighter, blinks a little less,
and his speech doesn�t break every fifth word. You do feel from his body
language that he has strong convictions that he will stand behind. You
don�t need to guess how he really feels about an issue and in this
election this plays to his favor IF you agree with his views.
Senator John Kerry and John Edwards want people to focus on the fresh
�change� they will bring. They hope to show the �consistency� as boring,
old, and unexciting. So you notice that they sit up straight, they jut
their chins out when they talk and they are much more animated.
They both have the same right hand in a fist with the thumb up to make
points and the counting out of their key points by using their left hand
palm out (by the way palm out is seen by people as honest and trustworthy)
while they make their points.
They too have things they need to watch with their body language. Edwards
gets so emotionally excited that he erupts as he did during the debate.
The last thing people want to see is someone that would go in to
international discussions and lose their temper. In that situation the
American people can see by Cheney�s demeanor that little ruffles him so
for him that played to his favor.
Edward�s passion though, when directed with his consistent laying out of
Kerry�s plan, played well to his side. He looked straight in to the
camera as he said that they would not be able to wipe out the deficit in
four years. His ability to keep his head up, be articulate, and his smile
all conveyed confidence. This was offset, however, by his constant
blinking (a sign you are either nervous or lying) and his constant licking
of the left corner of his mouth (a sign of nervousness and lack of
confidence).
Kerry�s body language has been strong as he has talked about change but
his articulation about that change has not been as strong. Edwards did a
better of laying out what that change would actually be during his debate
than Kerry did.
Kerry�s constant rocking on his feet and the tremors of his left hand
convey a more nervous attitude and desire to have his points accepted. He
would be better served to channel that energy in to his voice level and
tone so his strength comes out.
As of now I would say it has been a draw. If you watch the debates from
when Former President Bush, Ross Perot and President Bill Clinton debated
against each other, it is amazing how strong and confident Clinton came
across. There was no nervous titters, no excessive rocking or jabbing with
his hand to make his point. Instead there was a smooth fluid flow to his
walk, a slight tilt to his head, and warmth to his eyes. He made you feel
that he had a plan and he would be honored to enact that plan. You didn�t
feel he was TRYING to get your vote but instead that he truly believed he
could serve you best.
Right now that strength in body language is missing from both sides. So
once again, we face a time where we need to decide what does the future
really hold and who will you vote for? In most instances the debates come
down to the man, not the issues. In this election because both sides
don�t have a credible strength in their body language as a strong leader,
I believe this will be an election about the issues, not the man.
SPECIAL NOTE:
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3. Anne's "Aha"
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�Change is the only thing that offers new opportunity.� Ross Shafer
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4. NEXT TIME: Another situation submitted by you.
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5. I Want More Resources So I Can Perfect My Skills
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Communicating More Effectively Book $14.95
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Body Language Video $99.95
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About Anne and IMP
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Anne Warfield, CSP*
President
Impression Management Professionals
7200 France Avenue South, Suite 224
Minneapolis, MN 55435
952-921-9421
888-imp-9421
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Visit us at: http://www.impressionmanagement.com
"A true leader is not one you look up to because they are the best. A true
leader is one that draws the best out in you." Anne Warfield
*CSP- Certified Speaking Professional; a designation held by only 7% of
all speakers nationwide
Member of the National Speakers Association
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