What Humans Have in Common with Turkeys
Convincing Without Fear
Sweaty palms, a queasy feeling in the stomach, and a shaky voice - when someone has to give a speech or a presentation in front of others, they can sometimes get pretty nervous. This does not go unnoticed by the audience. Even initially well-disposed listeners or conversational partners tend to form a damning judgment when topics are presented with an inconsistent, insecure, or disinterested demeanor. But only those who exude self-confidence can expect a more positive feedback from their surroundings. In his seminars, sought-after management trainer and author Peter A. Worel shows how convincing presence can be achieved through a harmonious interplay of rhetoric, etiquette, and body language, and how to win over the audience. Similar to a turkey: When it comes to their young, she would sacrifice herself to protect her chicks. The turkey. However, as an experiment from the 1970s shows, all maternal behavior is triggered by a single stimulus: the "cheep, cheep" of the chicks. As soon as the chicks no longer make this sound, they are ignored by the hen. We humans are also not immune to such standardized behaviors. Remnants of our animal instincts force us into standardized behaviors. Those who are aware of this can cleverly utilize the so-called "click-whirr effect." Approximately 85 percent of all people are particularly tense and nervous before giving speeches, which is a natural reaction of the body. When we expose ourselves to situations that make us vulnerable and bring about nervousness, we must firmly remind ourselves that we can positively transform this "fear." Incompetence is assumed for those who radiate uncertainty. Since the first impression counts, it is extremely important to meet significant criteria. For example, clothing, body language, and the right choice of words, to name just a few, are the three most important ones. To be exact, these criteria are the "key to success" when it comes to confident, free speaking, and stress-free persuasion. Just as the "cheep, cheep" of the chicks is for the turkey, a particularly striking feature is for humans, which triggers mostly unconscious behavior. Often, a small detail of the overall appearance serves as the triggering factor (click). This deeply ingrained mechanism in human social memory leads us to automatically end up in a category (whirr). For example, if a candidate wears a suit that is too large during a candidacy, we unconsciously interpret: "This position is too big for him, he still needs to grow into his role." Drawer open, click... whirr, drawer closed! Those who leave such an impression have squandered the chance for competence and credibility. But those who believe that these criteria are innate or not learnable are mistaken. Convincing presence can only be achieved when the speaker acts coherently and at the same time fulfills the counterpart's role expectations. Peter A. Worel, management trainer, provides situation-appropriate tips in his seminars that are individually tailored to personal needs. Through a sophisticated combination of rhetoric, dialectics, etiquette, and body language, the expert shows how to cleverly use the "keys to success" without losing authenticity or appearing "trained," following the motto: “Be more than just an appearance.”
