Research shows that consistency in tone is extremely persuasive. People who don’t get shaken up and maintain a smooth approach have a natural advantage.
Stuttering, long pauses, pitch of the voice going up and down… none of these inspire confidence. Avoid emotional variability in how you carry yourself when presenting. A narrow tonal range conveys a high degree of control and certainty.
…the consistency of one’s emphasis and timing is an honest signal of a focused and smoothly functioning mind.
When we looked at salary negotiations with the sociometer, we found these same patterns. That is, the more consistent people were in their pattern of emphasis, the better they did in the salary negotiation. This was true for both the boss and the new employee-showing variability weakens your negotiation stance. We found the same to be true for business executives pitching…
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