Eye Contact, One Thought Per Person
Look at one person for a full sentence, then move to the next; with a sceptical listener, ease off rather than stare.
Eye contact signals attention, but one study found that with listeners who already disagree, more eye contact made them less persuaded.
Why it works
Holding a look for one thought feels like a conversation, not a scan. Darting eyes look nervous. But a fixed stare at someone who disagrees can feel like pressure.
How to do it
- In a group, finish a sentence with one person, then move.
- Look at the decision maker when you state the ask.
- With a doubtful listener, look at the document together.
- In India, read the room: some elders prefer softer eye contact.
What to say
(To the HR head) The shortlist reaches you Monday.
(To the MD) The cost is fixed for the year.
Avoid
Staring hard at someone to look confident. It can feel aggressive.
Example
In a panel of four at a Bengaluru agritech firm, Lakshmi gave each person one full point. The quiet finance head, who got the fee line, was the one who later approved it.
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