The Definitive Book of Body Languagebetween his eyes and your eyes. This has the magnetic effect of
lifting his head so that now he is looking at you and he sees
and hears what you are saying, achieving maximum absorp-
tion of your message. Keep the palm of your other hand open
when you are speaking.The Power Lift — using the pen to control where a
person looks during a presentationWe also found that women hold more direct eye contact than
men during presentations, especially when they are not
talking. When women are talking, however, they avert their
eyes more than men do.
Men stare more at women than vice versa and men give less
direct eye contact when listening to other men than when lis-
tening to women.Summary
Where you direct your gaze has a powerful impact on the
outcome of a face-to-face encounter. If you were a manager
who was going to reprimand an errant subordinate or a parent
reprimanding a child, which gaze would you use? If you use
Social Gazing, the sting would be taken out of your words,
regardless of how loud or threatening you might try to sound.
Social Gazing would weaken your words but Intimate Gazing
could either intimidate or embarrass them. Power Gazing,
however, has a powerful effect on the receiver and tells them
you mean business.