Most professionals focus on developing industry, technical, financial, or other content expertise. We'd like to think that this knowledge is enough to propel us forward in our careers.  The fact is, content is not enough.

Business leaders invariably name "soft skills" as more critical than content for achieving, and succeeding in, leadership roles.  Such skills include abilities to:

• Build rapport with almost anyone

• Influence without bullying

• Inspire cooperation and teamwork

• Communicate ideas clearly and compellingly

• Gauge other's emotional responses

• Negotiate for win-win results

These abilities have little to do with WHAT we say, and a lot with HOW we communicate. Studies about perception show that our eyes, ears, fingers, skin, and emotions play huge roles in interpersonal communication - often without our awareness.

By learning how to recognize and use the impact of all the senses, business leaders can improve the quality of their communication, the outcomes of their negotiations, and the strength of their leadership. Here we discuss the six basic skills that can set you on the path to compelling, productive, mutually beneficial interactions.  More advanced skills will be described in a future article.

II. People display their perceptual preferences in their language and in their body postures, their eye movements, hand gestures and even breathing patterns.  Recognizing and using this information in an ongoing conversation helps establish rapport is quickly and enhance comprehension.  

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