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ASSAGE Charisma Corporation (CC) has recently embarked on a new kind of training. The corporation is teaching many of its employees, especially those in the marketing and sales to make decisions on the basis of non-verbal communication cues. For MaliniVarma, VP of CC, focusing on non-verbal communications has become an important part of her inter personal dealings. Several years ago, Varma became interested in how body movements and mannerism truly reflect what an individual is saying. Continuously reading in this area of study, Varma has been able to take decisions about potential employees and potential customers by 'reading them. Varma believes that body language can give a person competitive advantage. It can make difference while dosing a deal or, as in CC's case, while hiring employees. For example, during interviews, Malini pays constant attention to the candidate's eye movements and mannerism. She believes that she can correctly predict if the candidate will be aggressive sales person while simultaneously being personable and friendly. How does she do it? She does this by looking at their eyes and the way they present themselves. In one case hiring decision came down to two people. The first person was animated and made constant eye contact. The second candidate never looked in the eyes of Malini, leaned back in his/her chair and crossed both his legs and arms. The first candidate demonstrated the communication skills that Varma thought aligned with successful performance in her organization. Malinivarma is convinced that communication skills play a significant role in helping her organization achieve its annual sales goals. Personally, she has found that it has helped her quality customers. For instance even when a potential customer says, 'yes' with his/her arms and legs crossed emphatically, it means, No! Understanding this, Varma is in a better position to probe further into the possible objections the

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