Charisma pays off

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Not least for charisma coach Olivier Fox Cabane who charges $150k per client, according to a recent interview with her in the Times, and whose book The Charisma Myth is selling very well.

And that’s not bad for someone who has business and law degrees but is a self-taught psychologist.

She is described as an extreme leadership guru who uses neuroshaping or “playing chemist with your own brain” to help people become more charismatic and persuasive.

Like other top end coaches she offers shadowing and video analysis and concedes that the charisma label is just a hook she uses to attract clients.

Starting off by offering free charisma courses to students at MIT she soon developed programmes for Harvard, Yale and the UN. She says she still does pro bono work for charities and refuses to work with politicians.

She is adamant that charisma is not just a genetic gift bestowed on people like Bill Clinton but is mostly learnt. Cabane also says that there are different kinds of charisma e.g. a warm likeable charisma (think Tony Blair at his peak and Bill Clinton) or a colder uncompromising style such as personified by Steve Jobs.

Mmm .. I’ve used a model borrowed from actors which suggests that charisma is a combination of warmth and status. Think of Gordon Brown as high status but hardly warm and cuddly. And that model ties in with US research on charismatic Fire Chiefs who score high on the Big 5 factor of Agreeableness.

Despite the reference to “neuroshaping” (which hints at he current interest in neuroscience) it seems much of what she teaches clients is about assertiveness and the use of NVC (she mentions the MIT research I’ve posted about previously). She also uses visualisation and anchoring techniques used by sports psychologists and NLP practitioners.

Here are the 5 steps outlined in the Times article

Stand like a big gorilla and take up as much space as possible. This is a technique well known to actors and is an example of demonstrating high status

Don’t wave your head about or nod as it indicates low status and confidence. Especially important for women who tend to move their heads to the side when theys peak. This is more a courtship/flirting signal

Make good eye contact but with warmth. Again a sign of confidence.

Lean back rather than froward when closing a deal as this suggests high confidence. In the past people were trained to lean forward and invade personal space to intimidate people.

Be aware of how you are feeling. Be in the moment. Mindfulness is very popular now and anything like it will help you relax and concentrate.

Good emotional intelligence and empathy will also be invaluable.

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