BODY LANGUAGE IN THE WORKPLACE
BODY LANGUAGE IN THE WORKPLACE
Julius Fast lives in New York City. In addition to his exper-
tise as a writer and researcher, he has spent many years in
the business world, having held positions at Smith, Kline &
French, Perdue Fredericks, and the publications Science
and Medicine and Medical News. He has also given
numerous seminars to businesspeople and lawyers. Among
his books are Body Language, The Body Language of Sex,
Power, and Aggression, Talking Between the Lines, and
Sexual Chemistry. BODY
J u l i us F a st
PENGUIN BOOKS PENGUIN BOOKS
Published by the Penguin Group
Penguin Books USA Inc., 375 Hudson Street, New York, New York 10014, U.S.A.
Penguin Books Ltd, 27 Wrights Lane, London W8 5TZ, England
Penguin Books Australia Ltd, Ringwood, Victoria, Australia
Penguin Books Canada Ltd, 10 Alcorn Avenue, Toronto, Ontario, Canada M4V 3B2
Penguin Books (N.Z.) Ltd, 182-190 Wairau Road, Auckland 10, New Zealand
Penguin Books Ltd, Registered Offices: Harmondsworth, Middlesex, England
First published in the United States of America as Subtext by Viking Penguin,
a division of Penguin Books USA Inc., 1991
Published in Penguin Books 1994
3 5 7 9 1 0 8 64
Copyright © The Philip Lief Group, Inc., and Julius Fast, 1991
All rights reserved
Grateful acknowledgment is made for permission to reprint
"Prologue: The Birth of Architecture" from "Thanksgiving for a Habitat"
from W. H. Auden: Collected Poems by W. H. Auden.
Copyright ©1963 by W. H. Auden. Reprinted by permission of Random House, Inc.
THE LIBRARY OF CONGRESS HAS CATALOGUED THE HARDCOVER AS FOLLOWS:
Subtext: Making body language work in the workplace/Julius Fast.
ISBN 0-670-83238-3 (he.)
ISBN 0 14 01.7815 5 (pbk.)
1. Communication in personnel management.
2. Interpersonal communication. I. Title.
Printed in the United States of America
Set in Bodoni Book
Designed by Beth Tondreau Design/Mary A. Wirth
Except in the United States of America, this book is sold subject to
the condition that it shall not, by way of trade or otherwise, be lent,
re-sold, hired out, or otherwise circulated without the publisher's
prior consent in any form of binding or cover other than that in
which it is published and without a similar condition including this
condition being imposed on the subsequent purchaser. FOR
BARBARA A C K N O W L E D G M E N TS
I would like to express my debt
and gratitude to the many people who have helped me so generously
with their time and knowledge. They are too many to list individu-
ally, but among them, I must thank the following:
Anthony Thompson, OBE
Edward Jaworowski C O N T E N TS
• vii •
• 1 •
WHAT YOU SEE IS NOT WHAT YOU GET
• 38 •
• i x CONTENTS
• 48 •
BODY LANGUAGE: THE EYES, THE HEAD,
AND THE HANDS
• 58 •
BODY LANGUAGE: GESTURES, POSTURE,
. 79 .
. 92 .
TRUTH AND CONSEQUENCES
• 120 •
ASPECTS OF POWER
• 135 •
THE JOB INTERVIEW
• 157 •
THE MAGIC BEHIND THE SALE
• 175 •
• x • CONTENTS
• 192 •
WHEN WORLDS COLLIDE: SUBTEXT AND THE
• 204 •
. 229 •
• 233 •
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