Professional Documents
Culture Documents
V Vane Wvdo 2014
V Vane Wvdo 2014
V Vane Wvdo 2014
vs.
Kennedy
Beyond Words
1/3 Verbal Content
1/3 Face and Body
1/3 Voice Tone
!
= 2/3 Nonverbal
Nature or Nurture?
Donor Stewardship:
Why Nonverbal?
Donor Hidden Emotions
Caring for Donors
Empathizing with Donors
Demonstrating for Donors
Part I:
Decoding the Face
Caring for Donors
Reading Colleagues
Interviewees and Interviewing
(Friends, spouses, family...)
Microexpressions
Fear
Anger
Happiness
Contempt
Surprise
Disgust
Nose crinkled
Lips pulled up
Sadness
Examples
Donors
Anger at an asking amount
!
Interviews
Fear Talk to me a little about salary
!
Colleagues
How do you feel about working with this __
donor?
Part II:
Your Nonverbal
Emotions
Non Verbals
Hormone Changes
Cortisol
Testosterone
Improves endurance
Sharpens cognitive
abilities
Increases muscle mass
86% more
risk taking
Low Confidence
Contracted
As little space as
possible
Vitals Protected
Shoulders In
High Confidence
Expansive
Claiming Territory
Shoulders Back
Loose Arms
Face Up
Non-Contracted Legs
Expansive Arms
In-Person
Chest Up
Shoulders Down
Hands Visible
In-Person Meetings
Emails
Phone Conversations
Question Inflection
Dropping on Volume
Mirroring Vocally
Part III:
Top Nonverbal Tips for
Fundraising
Hiring
Interviewing
Interacting with colleagues
Negotiating
Pursed Lips
Faster = impatient
Slow = engaged
Research shows
its the first place
we look.
Power Poses:
Hands are always
visible
5. Mirroring
Bring Props
PDFs
Business Cards
Water / Snacks
8. Avoid:
Pointing
9. Positioning
Shorter sentences
Solution:
Take-Aways
More Info: