When I first heard about ‘body language’ at a seminar in 1971, I became so excited about it that I wanted to learn more. The speaker told us about some of the research done by Professor Ray Birdwhistell at the Universityof Louisville, which had shown that more human communication took place by the use of gestures, postures, position and distances than by any other method. At that time I had been a commission salesman for several years and had undergone many long, intensive courses on selling techniques, but none of these courses had ever mentioned anything about the non-verbal aspects or implications of face-to-face encounters. My own investigations showed that little useful information was available on body language and, although libraries and universities had records of the studies done on it, most of this information consisted of closely set manuscripts and theoretical assumptions compiled in an objective manner by people who had little or no practical experience in dealing with other human beings. [download]
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