greenturtle74 wrote:
What about the SOFTEN acronym?
Smile
Open Posture
Forward Lean.
Touch
Eye Contact.
Nod.
Again, this is all obvious; the problem is knowing how much is too much or too little, and to process what's being said while doing all these things.
What is your reaction to tips like these?
For a group with a tendency to take things very literally, this is very bad advice. Follow those instructions literally and you'll come across as quite odd, and perhaps even threatening. The actual body language is so much more nuanced. People don't smile and maintain eye contact continuously, for instance.
I came across this term once and the writer gave Bill Clinton as an example of someone who is really good at the technique, but, if you look at some interview footage of him, you can see quite clearly he doesn't maintain eye contact for more than a few seconds at a time. He looks off in the distance, or at his hands (makes alot of gestures with his hands), after just 1-3 seconds, and he spends more time not in eye contact than in it. But I did notice - his gaze doesn't go too far from the axis of eye contact for very long. He does look at his feet or way off to the left or right, but only for a fraction of a second. Most of the time he is looking somewhere near the axis, when he breaks contact.
Also, the more insistent he is, the more he's confronting, the longer the eye contact is. When he's just being casual, it's shorter. But even at his most confrontational it's not constant.