Look Them Straight Between the Eyes

Abstract

When you first meet someone, you start noticing things. You notice what the person is wearing, the color of their hair, their height, the build of their body, what their voice sounds like, and maybe some sort of pleasant or not so pleasant odor. You notice the expression on their face. They may look happy, nervous, serious, angry, or perhaps inquisitive. You begin to form opinions and perceptions about that person and maybe even anticipate the type of interaction you’re about to have with them. Some people say they can pick up a certain “vibe” when they meet people. But what happens when these physical cues aren’t available? What happens when the first interaction is on the phone or via e-mail? Many people would say, “That’s not the best way.” Of course, virtual teams do not have the luxury of meeting face to face frequently (if at all) and must do without many of these visual cues. This chapter will discuss the dynamics behind the myths that revolve around the idea that in the business environment, you must be able to “look them straight between the eyes” to be successful.