Wood, John Andy
March 2006
Journal of Personal Selling & Sales Management;Spring2006, Vol. 26 Issue 2, p197
Academic Journal
The article examines neurolinguistic programming to study nonverbal communication and signals of trustworthiness. Neurolinguistic programming suggests that rapport and trust develops through synchronization of communication modes between the sender and the receiver. Nonverbal signals are particularly important, and the article uses three independent studies to identify nonverbal cues associated with sensory representational systems to determine if these signals influence trustworthiness assessments.


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