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The Unspoken Dialogue: Understanding Body Language and Controlling Interviews and Negotiations. (Reviews).

The Unspoken Dialogue: Understanding Body Language and Controlling Interviews and Negotiations. By Robert R Rail; published by Varro Press, 943/385-2034 (phone 913/385-2039 (fax), 61 pages, $12.95.

It's well known that folded arms averted eyes, and a tilted head can be as important as verbal clues in an interview. While literature on Inc subject is legion, author Robert Rail offers a light capsule review of some of the main points and adds a few interesting insights as well.

Rail discusses how interviewers might use body language in scenarios such as interviews and negotiations to recognize signs of confrontation or to better interview someone who has been tortured. He further addresses issues such as conversational, distance. volume factor, and confrontational positioning. For example, he explains how the volume of a persons conversation changes depending on how important he or she thinks the comments are. The final section covers manipulating dialogue, in which Rail explains the dynamics of negotiations and the manipulation carried on by both sides.

At 61 pages, this is a brief and easy read, One drawback, however, is that there are no references or theoretical underpinnings presented. For example. when discussing interviews with someone who has been physically tortured, he notes: "People who have been beaten or severely injured can become totally drained or 'bleachec' of all normal body signs, both aggressive and defensive." That sounds compelling and accurate, but Rail could easily have referenced any one of the volumes of material on interviewing trauma victims for substantiation. In addition, the author does not address cultural, age, or sexual differences and the roses they play in reading body language.

Because the writing is clear and the material is well organized, security professionals may find use for it in such fields as fraud investigation s and contracting for security services. For all its brevity, it succeeds in taking the reader from a basic understanding of body language to advanced negotiation skills.

Reviewer David R Gilson CPP, CFE (certified fraud examiner), is responsible for investigations for the western United States and all of Canada for BASF Corporation. He has conducted hundreds of criminal and threat-related interviews and interrogations in 15 years as an investigator and security professional Gibson, who has extensive graduate work experience in behavioral analysis is a member of ASIS.
COPYRIGHT 2002 American Society for Industrial Security
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Copyright 2002 Gale, Cengage Learning. All rights reserved.

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Author:Gilson, David R.
Publication:Security Management
Article Type:Brief Article
Geographic Code:1USA
Date:Feb 1, 2002
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