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March 27, 2015 12:01 AM EDT
Barker is the author of Barking Up The Wrong Tree

Research shows that consistency in tone is extremely persuasive. People who don’t get shaken up and maintain a smooth approach have a natural advantage.

Stuttering, long pauses, pitch of the voice going up and down… none of these inspire confidence. Avoid emotional variability in how you carry yourself when presenting. A narrow tonal range conveys a high degree of control and certainty.

Via Honest Signals: How They Shape Our World:

That said, this is not the best approach for all scenarios.

If the spotlight is not on you and you need to be open to the ideas of others, it can backfire. In those situations a softer, more open attitude wins the day. Here, a less consistent, less focused approach shows you are open to the ideas of others.

Via Honest Signals: How They Shape Our World:

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