What Every BODY is Saying: An Ex-FBI Agent’s Guide to Speed-Reading People by Joe Navarro and Marvin Karlins Flashcards
(208 cards)
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Old Latin Saying, “Qui Docet, Discit” (He Who Teaches, Learns). In
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What Every BODY is Saying: An Ex-FBI Agent’s Guide to Speed-Reading People by Joe Navarro and Marvin Karlins
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One Mastering The Secrets Of Nonverbal Communication
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What Every BODY is Saying: An Ex-FBI Agent’s Guide to Speed-Reading People by Joe Navarro and Marvin Karlins
3
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Nonverbal Behaviors Comprise Approximately 60 To 65 Percent Of All Interpersonal Communication And, During Lovemaking, Can Constitute 100 Percent Of Communication Between Partners (Burgoon, 1994, 229–285).
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What Every BODY is Saying: An Ex-FBI Agent’s Guide to Speed-Reading People by Joe Navarro and Marvin Karlins
4
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Nonverbal Behaviors Are Sometimes Referred To As Tells (They Tell Us About The Person’S True State Of Mind).
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What Every BODY is Saying: An Ex-FBI Agent’s Guide to Speed-Reading People by Joe Navarro and Marvin Karlins
5
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Commandment 1: Be A Competent Observer Of Your Environment. This
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What Every BODY is Saying: An Ex-FBI Agent’s Guide to Speed-Reading People by Joe Navarro and Marvin Karlins
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Concerted (Effortful) Observation—Is Absolutely Essential To Reading People And Detecting Their Nonverbal Tells Successfully.
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What Every BODY is Saying: An Ex-FBI Agent’s Guide to Speed-Reading People by Joe Navarro and Marvin Karlins
7
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Whenever I Walk Into My Apartment, I Take A Deep Breath. If Things Don’T Smell “Normal” I Become Concerned.
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What Every BODY is Saying: An Ex-FBI Agent’s Guide to Speed-Reading People by Joe Navarro and Marvin Karlins
8
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Commandment 2: Observing In Context Is Key To Understanding Nonverbal Behavior.
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What Every BODY is Saying: An Ex-FBI Agent’s Guide to Speed-Reading People by Joe Navarro and Marvin Karlins
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Commandment 3: Learn To Recognize And Decode Nonverbal Behaviors That Are Universal.
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What Every BODY is Saying: An Ex-FBI Agent’s Guide to Speed-Reading People by Joe Navarro and Marvin Karlins
10
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Commandment 4: Learn To Recognize And Decode Idiosyncratic Nonverbal Behaviors.
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What Every BODY is Saying: An Ex-FBI Agent’s Guide to Speed-Reading People by Joe Navarro and Marvin Karlins
11
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Commandment 5: When You Interact With Others, Try To Establish Their Baseline Behaviors.
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What Every BODY is Saying: An Ex-FBI Agent’s Guide to Speed-Reading People by Joe Navarro and Marvin Karlins
12
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Commandment 6: Always Try To Watch People For Multiple Tells—Behaviors That Occur In Clusters Or In Succession.
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What Every BODY is Saying: An Ex-FBI Agent’s Guide to Speed-Reading People by Joe Navarro and Marvin Karlins
13
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Commandment 7: It’S Important To Look For Changes In A Person’S Behavior That Can Signal Changes In Thoughts, Emotions, Interest, Or Intent.
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What Every BODY is Saying: An Ex-FBI Agent’s Guide to Speed-Reading People by Joe Navarro and Marvin Karlins
14
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Commandment 8: Learning To Detect False Or Misleading Nonverbal Signals Is Also Critical.
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What Every BODY is Saying: An Ex-FBI Agent’s Guide to Speed-Reading People by Joe Navarro and Marvin Karlins
15
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Commandment 9: Knowing How To Distinguish Between Comfort And Discomfort Will Help You To Focus On The Most Important Behaviors For Decoding Nonverbal Communications.
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What Every BODY is Saying: An Ex-FBI Agent’s Guide to Speed-Reading People by Joe Navarro and Marvin Karlins
16
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Commandment 10: When Observing Others, Be Subtle About It.
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What Every BODY is Saying: An Ex-FBI Agent’s Guide to Speed-Reading People by Joe Navarro and Marvin Karlins
17
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Two Living Our Limbic Legacy
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What Every BODY is Saying: An Ex-FBI Agent’s Guide to Speed-Reading People by Joe Navarro and Marvin Karlins
18
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Concentrating On The Limbic System Of The Brain (The Part Maclean Called The Mammalian Brain), Because It Plays The Largest Role In The Expression Of Our Nonverbal Behavior. However, We Will Use Our Neocortex (Our Human Brain Or Thinking Brain) To Analyze Critically The Limbic Reactions Of Those Around Us In Order To Decode What Other People Are Thinking, Feeling, Or Intending (Ledoux, 1996, 184–189; Goleman, 1995, 10–21).
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What Every BODY is Saying: An Ex-FBI Agent’s Guide to Speed-Reading People by Joe Navarro and Marvin Karlins
19
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In Our Study Of Nonverbal Communications, The Limbic Brain Is Where The Action Is. Why? Because It Is The Part Of The Brain That Reacts To The World Around Us Reflexively And Instantaneously, In Real Time, And Without Thought. For That Reason, It Gives Off A True Response To Information Coming In From The Environment
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What Every BODY is Saying: An Ex-FBI Agent’s Guide to Speed-Reading People by Joe Navarro and Marvin Karlins
20
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Brain—Unlike Its Limbic Counterpart—Is The Least Reliable Of The Three Major Brain Components. This Is The Brain That Can Deceive, And It Deceives Often (Vrij, 2003, 1–17).
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What Every BODY is Saying: An Ex-FBI Agent’s Guide to Speed-Reading People by Joe Navarro and Marvin Karlins
21
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The Neocortex Is Quite Capable Of Allowing Him To Lie About His True Sentiments. The Thinking Part Of The Brain, Which Is The Part That Governs Our Speech
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What Every BODY is Saying: An Ex-FBI Agent’s Guide to Speed-Reading People by Joe Navarro and Marvin Karlins
22
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Because The Neocortex (The Thinking Brain) Is Capable Of Dishonesty, It Is Not A Good Source Of Reliable Or Accurate Information
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What Every BODY is Saying: An Ex-FBI Agent’s Guide to Speed-Reading People by Joe Navarro and Marvin Karlins
23
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In Order To Ensure Our Survival, The Brain’S Very Elegant Response To Distress Or Threats, Has Taken Three Forms: Freeze, Flight, And Fight.
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What Every BODY is Saying: An Ex-FBI Agent’s Guide to Speed-Reading People by Joe Navarro and Marvin Karlins
24
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Many Animals Not Only Freeze Their Motion When Confronted By Predators, But Some Even Play Dead, Which Is The Ultimate Freeze Reaction.
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What Every BODY is Saying: An Ex-FBI Agent’s Guide to Speed-Reading People by Joe Navarro and Marvin Karlins
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That Momentary Stop Is Enough For The Brain To Do Some Quick Assessing,
What Every BODY is Saying: An Ex-FBI Agent’s Guide to Speed-Reading People by Joe Navarro and Marvin Karlins
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Another Way People Try To Hide In The Open Is By Limiting Their Head Exposure. This Is Done By Raising The Shoulders And Lowering The Head—The “Turtle Effect.”
What Every BODY is Saying: An Ex-FBI Agent’s Guide to Speed-Reading People by Joe Navarro and Marvin Karlins
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When The Freeze Response Is Not Adequate To Eliminate The Danger Or Is Not The Best Course Of Action (E.G., The Threat Is Too Close), The Second Limbic Response Is To Get Away By Use Of The Flight Response.
What Every BODY is Saying: An Ex-FBI Agent’s Guide to Speed-Reading People by Joe Navarro and Marvin Karlins
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The Fight Response Is The Limbic Brain’S Final Tactic For Survival Through Aggression.
What Every BODY is Saying: An Ex-FBI Agent’s Guide to Speed-Reading People by Joe Navarro and Marvin Karlins
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Eye Blocking Is A Very Powerful Display Of Consternation, Disbelief, Or Disagreement.
What Every BODY is Saying: An Ex-FBI Agent’s Guide to Speed-Reading People by Joe Navarro and Marvin Karlins
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You Can Be Very Aggressive Without Physical Contact, For Example, Just By Using Your Posture, Your Eyes, By Puffing Out Your Chest, Or By Violating Another’S Personal Space.
What Every BODY is Saying: An Ex-FBI Agent’s Guide to Speed-Reading People by Joe Navarro and Marvin Karlins
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In General, When The Limbic Brain Is In A State Of Comfort, This Mental And Physiological Well-Being Is Reflected In Nonverbal Displays Of Contentment And High Confidence. When, However, The Limbic Brain Is Experiencing Discomfort, The Corresponding Body Language Is Characterized By Behaviors Emblematic Of Stress Or Low Confidence.
What Every BODY is Saying: An Ex-FBI Agent’s Guide to Speed-Reading People by Joe Navarro and Marvin Karlins
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Whenever There Is A Limbic Response—Especially To A Negative Or Threatening Experience—It Will Be Followed By What I Call Pacifying Behaviors
What Every BODY is Saying: An Ex-FBI Agent’s Guide to Speed-Reading People by Joe Navarro and Marvin Karlins
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To Be Successful At Reading Nonverbal Behavior, Learning To Recognize And Decode Human Pacifiers Is Absolutely Critical.
What Every BODY is Saying: An Ex-FBI Agent’s Guide to Speed-Reading People by Joe Navarro and Marvin Karlins
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“No,” But Then Immediately Touches His Neck Or Mouth, I Know He Is Pacifying To That Specific Question (See Figure 9). I Don’T Know If He Is Lying, Because Deception Is Notoriously Difficult To Detect.
What Every BODY is Saying: An Ex-FBI Agent’s Guide to Speed-Reading People by Joe Navarro and Marvin Karlins
35
Neck Touching And/Or Stroking Is One Of The Most Significant And Frequent Pacifying Behaviors We Use In Responding To Stress.
What Every BODY is Saying: An Ex-FBI Agent’s Guide to Speed-Reading People by Joe Navarro and Marvin Karlins
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When Women Pacify Using The Neck, They Often Do So By Covering Or Touching Their Suprasternal Notch With Their Hand
What Every BODY is Saying: An Ex-FBI Agent’s Guide to Speed-Reading People by Joe Navarro and Marvin Karlins
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For Our Purposes, Any Touching Of The Face, Head, Neck, Shoulder, Arm, Hand, Or Leg In Response To A Negative Stimulus
What Every BODY is Saying: An Ex-FBI Agent’s Guide to Speed-Reading People by Joe Navarro and Marvin Karlins
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Men Prefer To Touch Their Faces. Women Prefer To Touch Their Necks, Clothing, Jewelry, Arms, And Hair.
What Every BODY is Saying: An Ex-FBI Agent’s Guide to Speed-Reading People by Joe Navarro and Marvin Karlins
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Neck Touching And/Or Stroking Is One Of The Most Significant And Frequent Pacifying Behaviors We Use In Responding To Stress.
What Every BODY is Saying: An Ex-FBI Agent’s Guide to Speed-Reading People by Joe Navarro and Marvin Karlins
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Touching Or Stroking The Face Is A Frequent Human Pacifying Response To Stress.
What Every BODY is Saying: An Ex-FBI Agent’s Guide to Speed-Reading People by Joe Navarro and Marvin Karlins
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Pacifying Behaviors Involving Sounds
What Every BODY is Saying: An Ex-FBI Agent’s Guide to Speed-Reading People by Joe Navarro and Marvin Karlins
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Excessive Yawning
What Every BODY is Saying: An Ex-FBI Agent’s Guide to Speed-Reading People by Joe Navarro and Marvin Karlins
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The Leg Cleanser
What Every BODY is Saying: An Ex-FBI Agent’s Guide to Speed-Reading People by Joe Navarro and Marvin Karlins
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The Ventilator This Behavior Involves A Person (Usually A Male) Putting His Fingers Between His Shirt Collar And Neck And Pulling The Fabric Away From His Skin
What Every BODY is Saying: An Ex-FBI Agent’s Guide to Speed-Reading People by Joe Navarro and Marvin Karlins
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The Self-Administered Body-Hug
What Every BODY is Saying: An Ex-FBI Agent’s Guide to Speed-Reading People by Joe Navarro and Marvin Karlins
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Using Pacifiers To Read People More Effectively
What Every BODY is Saying: An Ex-FBI Agent’s Guide to Speed-Reading People by Joe Navarro and Marvin Karlins
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(1) Recognize Pacifying Behaviors When They Occur.
What Every BODY is Saying: An Ex-FBI Agent’s Guide to Speed-Reading People by Joe Navarro and Marvin Karlins
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(2) Establish A Pacifying Baseline For An Individual.
What Every BODY is Saying: An Ex-FBI Agent’s Guide to Speed-Reading People by Joe Navarro and Marvin Karlins
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(3) When You See A Person Make A Pacifying Gesture, Stop And Ask Yourself, “What Caused Him To Do That?”
What Every BODY is Saying: An Ex-FBI Agent’s Guide to Speed-Reading People by Joe Navarro and Marvin Karlins
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(4) Understand That Pacifying Behaviors Almost Always Are Used To Calm A Person After A Stressful Event Occurs.
What Every BODY is Saying: An Ex-FBI Agent’s Guide to Speed-Reading People by Joe Navarro and Marvin Karlins
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(5) The Ability To Link A Pacifying Behavior With The Specific Stressor That Caused It Can Help You Better Understand The Person With Whom You Are Interacting.
What Every BODY is Saying: An Ex-FBI Agent’s Guide to Speed-Reading People by Joe Navarro and Marvin Karlins
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(6) In Certain Circumstances You Can Actually Say Or Do Something To See If It Stresses An Individual
What Every BODY is Saying: An Ex-FBI Agent’s Guide to Speed-Reading People by Joe Navarro and Marvin Karlins
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(7) Note What Part Of The Body A Person Pacifies.
What Every BODY is Saying: An Ex-FBI Agent’s Guide to Speed-Reading People by Joe Navarro and Marvin Karlins
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(8) Remember, The Greater The Stress Or Discomfort, The Greater The Likelihood Of Pacifying Behaviors To Follow.
What Every BODY is Saying: An Ex-FBI Agent’s Guide to Speed-Reading People by Joe Navarro and Marvin Karlins
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Three Getting A Leg Up On Body Language Nonverbals Of The Feet And Legs
What Every BODY is Saying: An Ex-FBI Agent’s Guide to Speed-Reading People by Joe Navarro and Marvin Karlins
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Your Feet, Along With Your Legs, Win The Honesty Award Hands—Or Should I Say—Feet Down. Now
What Every BODY is Saying: An Ex-FBI Agent’s Guide to Speed-Reading People by Joe Navarro and Marvin Karlins
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Concentrate On The Suspect’S Feet And Legs First, Moving Upward In My Observations Until I Read The Face Last.
What Every BODY is Saying: An Ex-FBI Agent’s Guide to Speed-Reading People by Joe Navarro and Marvin Karlins
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Significant Nonverbal Behaviors Involving The Feet And Legs Happy Feet Happy Feet Are Feet And Legs That Wiggle And/Or Bounce With Joy.
What Every BODY is Saying: An Ex-FBI Agent’s Guide to Speed-Reading People by Joe Navarro and Marvin Karlins
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Second, Moving Feet And Legs May Simply Signify Impatience. Our Feet Often Jiggle Or Bounce When We Grow Impatient Or Feel The Need To Move Things Along.
What Every BODY is Saying: An Ex-FBI Agent’s Guide to Speed-Reading People by Joe Navarro and Marvin Karlins
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When Feet Shift Direction, Particularly Toward Or Away From A Person Or Object
What Every BODY is Saying: An Ex-FBI Agent’s Guide to Speed-Reading People by Joe Navarro and Marvin Karlins
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Jurors Don’T Like A Witness, They Turn Their Feet Toward The Nearest Exit
What Every BODY is Saying: An Ex-FBI Agent’s Guide to Speed-Reading People by Joe Navarro and Marvin Karlins
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The Shifting Foot Behavior Is A Sign That The Person Wants To Depart
What Every BODY is Saying: An Ex-FBI Agent’s Guide to Speed-Reading People by Joe Navarro and Marvin Karlins
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Person Who Is Sitting Down Places Both Hands On His Knees In A Knee Clasp (See Figure 19). This Is A Very Clear Sign That In His Mind, He Is Ready To Conclude The Meeting And Take Leave.
What Every BODY is Saying: An Ex-FBI Agent’s Guide to Speed-Reading People by Joe Navarro and Marvin Karlins
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When We Are Excited About Something Or Feel Very Positive About Our Circumstances, We Tend To Defy Gravity By Doing Such Things As Rocking Up And Down On The Balls Of Our Feet, Or Walking With A Bit Of A Bounce In Our Step.
What Every BODY is Saying: An Ex-FBI Agent’s Guide to Speed-Reading People by Joe Navarro and Marvin Karlins
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The Starter’S Position (See Figure 21). This Is An Action In Which A Person Moves His Or Her Feet From A Resting Position (Flat On The Ground) To A Ready Or “Starter’S” Position With Heel Elevated And Weight On The Balls Of The Feet.
What Every BODY is Saying: An Ex-FBI Agent’s Guide to Speed-Reading People by Joe Navarro and Marvin Karlins
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Leg Splay The Most Unmistakable And Easily Spotted Foot And Leg Behaviors Are Territorial Displays.
What Every BODY is Saying: An Ex-FBI Agent’s Guide to Speed-Reading People by Joe Navarro and Marvin Karlins
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If You Observe A Person’S Feet Going From Being Together To Being Spread Apart, You Can Be Fairly Confident That The Individual Is Becoming Increasingly Unhappy. This
What Every BODY is Saying: An Ex-FBI Agent’s Guide to Speed-Reading People by Joe Navarro and Marvin Karlins
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Hall Found That The More Advantaged We Are Socioeconomically Or Hierarchically, The More Territory We Demand. He Also Found That People Who Tend To Take Up More Space (Territory) Through Their Daily Activities Also Tend To Be More Self-Assured, More Confident, And Of Course More Likely To Be Of Higher Status.
What Every BODY is Saying: An Ex-FBI Agent’s Guide to Speed-Reading People by Joe Navarro and Marvin Karlins
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Leg Crossing Is A Particularly Accurate Barometer Of How Comfortable We Feel Around Another Person; We Don’T Use It If We Feel Uncomfortable (See Figure 22). We Also Cross Our Legs In The Presence Of Others When We Are Confident—And Confidence Is Part Of Comfort.
What Every BODY is Saying: An Ex-FBI Agent’s Guide to Speed-Reading People by Joe Navarro and Marvin Karlins
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Leg Crossing, Then, Becomes A Great Way To Communicate A Positive Sentiment.
What Every BODY is Saying: An Ex-FBI Agent’s Guide to Speed-Reading People by Joe Navarro and Marvin Karlins
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We Cross Our Legs In Such A Way So That We Tilt Toward The Person We Favor.
What Every BODY is Saying: An Ex-FBI Agent’s Guide to Speed-Reading People by Joe Navarro and Marvin Karlins
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During High-Comfort Social Interactions, Our Feet And Legs Will Mirror Those Of The Other Person We Are With (Isopraxis)
What Every BODY is Saying: An Ex-FBI Agent’s Guide to Speed-Reading People by Joe Navarro and Marvin Karlins
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During Courtship, And Particularly While Seated, A Woman Will Often Play With Her Shoes And Dangle Them From The Tips Of Her Toes When She Feels Comfortable With Her Companion.
What Every BODY is Saying: An Ex-FBI Agent’s Guide to Speed-Reading People by Joe Navarro and Marvin Karlins
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If They Are On Good Terms, The Top Leg Crossed Over Will Point Toward The Other Person. If A Person Doesn’T Like A Topic His Companion Brings Up, He Will Switch The Position Of The Legs So That The Thigh Becomes A Barrier
What Every BODY is Saying: An Ex-FBI Agent’s Guide to Speed-Reading People by Joe Navarro and Marvin Karlins
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“Shake And Wait” Approach. Here’S How It Works. Foot And Leg Behavior Is Especially Important To Observe When You First Meet People. It Reveals A Lot About How They Feel About You. Personally, When I First Meet Someone, I Typically Lean In, Give The Person A Hearty Handshake (Depending On The Appropriate Cultural Norms In The Situation), Make Good Eye Contact, And Then Take A Step Back And See What Happens Next. One Of Three Responses Is Likely To Take Place: (A) The Person Will Remain In Place, Which Lets Me Know He Or She Is Comfortable At That Distance; (B) The Individual Will Take A Step Back Or Turn Slightly Away, Which Lets Me Know He Or She Needs More Space Or Wants To Be Elsewhere; Or (C) The Person Will Actually Take A Step Closer To Me, Which Means He Or She Feels Comfortable And/Or Favorable Toward Me.
What Every BODY is Saying: An Ex-FBI Agent’s Guide to Speed-Reading People by Joe Navarro and Marvin Karlins
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If You Are Dealing With A Person Who Is Socializing Or Cooperative With You, His Or Her Feet Should Mirror Your Own. If, However, Someone’S Feet Are Pointed Away From You While His Body Faces Toward You, You Should Ask Yourself Why. Despite The Direction Of The Body, This Is Not A Genuine Cooperation Profile And Is Indicative Of Several Things That Must Be Explored. Such A Pose Reflects Either The Person’S Need To Leave Or Get Away Soon, A Disinterest In What Is Being Discussed, An Unwillingness To Further Assist, Or A Lack Of Commitment To What Is Being Said.
What Every BODY is Saying: An Ex-FBI Agent’s Guide to Speed-Reading People by Joe Navarro and Marvin Karlins
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Look For Passengers Who Point Their Feet Toward The Exit While Turning To The Officer To Make Their Customs Declaration
What Every BODY is Saying: An Ex-FBI Agent’s Guide to Speed-Reading People by Joe Navarro and Marvin Karlins
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When A Foot Suddenly Begins To Kick, It Is Usually A Good Indicator Of Discomfort.
What Every BODY is Saying: An Ex-FBI Agent’s Guide to Speed-Reading People by Joe Navarro and Marvin Karlins
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While Jiggling May Be A Show Of Nervousness, Kicking Is A Subconscious Way Of Combating The Unpleasant.
What Every BODY is Saying: An Ex-FBI Agent’s Guide to Speed-Reading People by Joe Navarro and Marvin Karlins
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If A Person Constantly Wiggles Or Bounces His Or Her Feet Or Leg(S) And Suddenly Stops, You Need To Take Notice. This Usually Signifies That The Individual Is Experiencing Stress, An Emotional Change, Or Feels Threatened In Some Way.
What Every BODY is Saying: An Ex-FBI Agent’s Guide to Speed-Reading People by Joe Navarro and Marvin Karlins
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Turns His Toes Inward Or Interlocks His Feet, It Is A Sign That He Is Insecure, Anxious, And/Or Feels Threatened.
What Every BODY is Saying: An Ex-FBI Agent’s Guide to Speed-Reading People by Joe Navarro and Marvin Karlins
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Sometimes A Person Will Signal Stress By Attempting To Hide The Feet Altogether.
What Every BODY is Saying: An Ex-FBI Agent’s Guide to Speed-Reading People by Joe Navarro and Marvin Karlins
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Four Torso Tips Nonverbals Of The Torso, Hips, Chest, And Shoulders
What Every BODY is Saying: An Ex-FBI Agent’s Guide to Speed-Reading People by Joe Navarro and Marvin Karlins
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Their Brains Were, Saying, “I Can’T Handle This,” And So Their Bodies Turned Away. The Human Species Has Evolved To The Point That Not Only Physical Proximity To A Person We Dislike Can Cause Us To Lean Away, But Even Images Of Unpleasant Things, Such As Photographs, Can Cause A Torso Lean.
What Every BODY is Saying: An Ex-FBI Agent’s Guide to Speed-Reading People by Joe Navarro and Marvin Karlins
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Be Aware That Distancing Sometimes Takes Place Abruptly Or Very Subtly; A Mere Shifting Of Body Angle Of Just A Few Degrees Is Enough To Express Negative Sentiment.
What Every BODY is Saying: An Ex-FBI Agent’s Guide to Speed-Reading People by Joe Navarro and Marvin Karlins
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When Things Go Wrong, Relationships Change, Or Even When Topics Are Discussed That We Disfavor, We Will Engage In Ventral Denial, By Shifting Or Turning Away.
What Every BODY is Saying: An Ex-FBI Agent’s Guide to Speed-Reading People by Joe Navarro and Marvin Karlins
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The Opposite Of Ventral Denial Is Ventral Exposure Or—As I Like To Call It—Ventral Fronting. We Display Our Ventral Sides To Those We Favor.
What Every BODY is Saying: An Ex-FBI Agent’s Guide to Speed-Reading People by Joe Navarro and Marvin Karlins
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When It Is Impractical Or Socially Unacceptable To Lean Away From Someone Or Something We Dislike, We Often Subconsciously Use Our Arms Or Objects To Act As Barriers
What Every BODY is Saying: An Ex-FBI Agent’s Guide to Speed-Reading People by Joe Navarro and Marvin Karlins
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Men, For Whatever The Reason (Perhaps To Be Less Conspicuous), Will Shield Their Torsos, But In More Subtle Ways.
What Every BODY is Saying: An Ex-FBI Agent’s Guide to Speed-Reading People by Joe Navarro and Marvin Karlins
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Remember, It Is By Gauging Changes From Baseline Postures That We Can Note When Uneasiness Arises.
What Every BODY is Saying: An Ex-FBI Agent’s Guide to Speed-Reading People by Joe Navarro and Marvin Karlins
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Bowing At The Waist Is Performed Almost Universally As A Sign Of Subservience, Respect, Or Humility When Feeling Honored, Such As With Applause.
What Every BODY is Saying: An Ex-FBI Agent’s Guide to Speed-Reading People by Joe Navarro and Marvin Karlins
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When The Brain Is Saddened Or We Are Ill, Preening And Presentation Are Among The First Things To Go
What Every BODY is Saying: An Ex-FBI Agent’s Guide to Speed-Reading People by Joe Navarro and Marvin Karlins
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Splaying Out On A Couch Or A Chair Is Normally A Sign Of Comfort. However, When There Are Serious Issues To Be Discussed, Splaying Out Is A Territorial Or Dominance Display
What Every BODY is Saying: An Ex-FBI Agent’s Guide to Speed-Reading People by Joe Navarro and Marvin Karlins
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If You See A Person’S Shoulders Only Partially Rise Or If Only One Shoulder Rises, Chances Are The Individual Is Not Limbically Committed To What He Or She Is Saying And Is Probably Being Evasive Or Even Deceptive
What Every BODY is Saying: An Ex-FBI Agent’s Guide to Speed-Reading People by Joe Navarro and Marvin Karlins
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Shoulders Rising Toward The Ears Causes The “Turtle Effect”; Weakness, Insecurity, And Negative Emotions Are The Message.
What Every BODY is Saying: An Ex-FBI Agent’s Guide to Speed-Reading People by Joe Navarro and Marvin Karlins
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Five Knowledge Within Reach Nonverbals Of The Arms
What Every BODY is Saying: An Ex-FBI Agent’s Guide to Speed-Reading People by Joe Navarro and Marvin Karlins
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The Degree To Which We Move Our Arms Is A Significant And Accurate Indicator Of Our Attitudes And Sentiments.
What Every BODY is Saying: An Ex-FBI Agent’s Guide to Speed-Reading People by Joe Navarro and Marvin Karlins
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During A Holdup Is Probably The Only Time Individuals Will Simultaneously Keep Their Hands High And Be Unhappy.
What Every BODY is Saying: An Ex-FBI Agent’s Guide to Speed-Reading People by Joe Navarro and Marvin Karlins
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When We Are Upset Or Fearful, We Withdraw Our Arms.
What Every BODY is Saying: An Ex-FBI Agent’s Guide to Speed-Reading People by Joe Navarro and Marvin Karlins
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Restriction Of Arm Movements, Arm Freeze, Particularly When It Occurs In Children, Can Sometimes Have More Sinister Implications.
What Every BODY is Saying: An Ex-FBI Agent’s Guide to Speed-Reading People by Joe Navarro and Marvin Karlins
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If You Establish An Adequate Baseline By Observing A Specific Individual’S Arm Behaviors Over A Period Of Time, You Can Detect How He Is Feeling By His Arm Movements.
What Every BODY is Saying: An Ex-FBI Agent’s Guide to Speed-Reading People by Joe Navarro and Marvin Karlins
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When People Place Their Arms Behind Their Backs, First They Are Saying, “I Am Of Higher Status.” Second, They Are Transmitting, “Please Don’T Come Near Me; I Am Not To Be Touched.” This Behavior Is Often Misunderstood As Merely A Pensive Or Thinking Pose,
What Every BODY is Saying: An Ex-FBI Agent’s Guide to Speed-Reading People by Joe Navarro and Marvin Karlins
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There Is Ample Scientific Research That Suggests That Touch Is Very Important For The Well-Being Of Humans. Health, Mood, Mental Development, And Even Longevity Are Said To Be Influenced By How Much Physical Contact We Have With Others And How Often Positive Touching Takes
What Every BODY is Saying: An Ex-FBI Agent’s Guide to Speed-Reading People by Joe Navarro and Marvin Karlins
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You Can Learn A Lot About How A Person Feels About Someone Or Something By Noting Whether The Arm Either Engages Or Distances From The Individual Or Object In Question.
What Every BODY is Saying: An Ex-FBI Agent’s Guide to Speed-Reading People by Joe Navarro and Marvin Karlins
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In Addition To Using Our Arms To Protect Us Or Keep People Away, They Can Also Be Used To Mark Territory.
What Every BODY is Saying: An Ex-FBI Agent’s Guide to Speed-Reading People by Joe Navarro and Marvin Karlins
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Arms Akimbo. This Nonverbal Behavior Involves A Person Extending Both Arms Out In A V Pattern With The Hands Placed (Thumbs Backward) On The Hips.
What Every BODY is Saying: An Ex-FBI Agent’s Guide to Speed-Reading People by Joe Navarro and Marvin Karlins
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The Arms Are Akimbo, But Note That The Thumbs Are Forward. This Is A More Inquisitive, Less Authoritarian Position
What Every BODY is Saying: An Ex-FBI Agent’s Guide to Speed-Reading People by Joe Navarro and Marvin Karlins
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Hooding Effect Makes Us Larger Than Life And Tells Others, “I Am In Charge Here.” There Is Also A Pecking Order To This And Other Dominance Displays.
What Every BODY is Saying: An Ex-FBI Agent’s Guide to Speed-Reading People by Joe Navarro and Marvin Karlins
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As A General Rule, The Meek Will Pull In Their Arms; The Strong, Powerful, Or Indignant Will Spread Them Out To Claim More Territory
What Every BODY is Saying: An Ex-FBI Agent’s Guide to Speed-Reading People by Joe Navarro and Marvin Karlins
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Ticket Agents Can Often Identify Passengers Who Will Become Problematic By How Wide They Position Their Arms When They Are At The Counter.
What Every BODY is Saying: An Ex-FBI Agent’s Guide to Speed-Reading People by Joe Navarro and Marvin Karlins
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In Latin America, An Abrazo (A Brief Hug) Is Part Of The Culture Among Males. It Is A Way Of Saying, “I Like You.” In Performing An Abrazo, The Chests Come Together And The Arms Engulf The Back Of The Other Person.
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One Of The Best Ways To Establish Rapport With Someone Is To Touch That Person On The Arm, Somewhere Between The Elbow And The Shoulder.
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Six Getting A Grip Nonverbals Of The Hands And Fingers
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On His Own, Hitler Began To Practice Speaking In Front Of Mirrors. Later, He Filmed Himself While Practicing Hand Gestures To Better Hone A Dramatic Style Of Speaking.
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People May Regard You With Suspicion If They Can’T See Your Hands While You Are Talking.
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“Mormon Handshake.” This Is A Very Strong And Lengthy Handshake Used Extensively Not Only By The University Students, But Also By Members Of The Church Of Jesus Christ Of Latter-Day Saints
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Many Cultures Use Touch To Cement Positive Sentiments Between Men, Something That Is Not Widespread In The United States.
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In Many Countries Throughout The World, Finger Pointing Is Viewed As One Of The Most Offensive Gestures A Person Can
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Self-Preening Is Acceptable, But Not When Others Are Talking To You. This Is A Sign Of Dismissiveness.
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Putting People At Ease When They Are Stressed Is One Of The Best Ways To Insure More Honest, Effective, And Successful Interactions.
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There Are People Who Erroneously Believe That If You Have Sweaty Palms, You Must Be Lying. This Is Simply Not Accurate.
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You Must First Determine Whether Shaky Hands Are Due To Fear Or Joy By Putting The Behavior In Context—Examining
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Trembling Hands Are Only Relevant As A Nonverbal Communication When They Represent A Change From Someone’S Normal Hand Movements.
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As A General Guideline, Any Shaking Behavior That Starts Or Stops Suddenly, Or Is Somehow Markedly Different From Baseline Behavior, Deserves Further Scrutiny.
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Hand Steepling May Well Be The Most Powerful High-Confidence Tell (See Figure 49). It Involves Touching The Spread Fingertips Of Both Hands, In A Gesture Similar To “Praying Hands,” But The Fingers Are Not Interlocked And The Palms May Not Be Touching.
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A Person Can Go From Steepling (High Confidence) To Fingers Interlaced (Low Confidence) And Back To Steepling (High Confidence)—Reflecting The Ebb And Flow Of Assurance And Doubt.
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Individuals, The Thumb Sticking Out Of The Pocket Is A High-Confidence Display.
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Thumbs In The Pocket Indicate Low Status And Confidence. People In Authority Should Avoid This Display Because It Sends The Wrong Message.
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Using The Hands To Frame The Genitals Is Often Seen With Young Males And Females During The Courtship Years. It Is A Dominance Display.
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Research Tells Us Liars Tend To Gesture Less, Touch Less, And Move Their Arms And Legs Less Than Honest People
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As Soon As An Extremely Delicate Subject Comes Up, The Fingers Straighten And Intertwine, As The Hands Fpo Text:
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We Often Pacify Anxiety Or Nervousness By Stroking Our Fingers Across The Palm Or Rubbing Our Hands Together.
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When The Fingers Interlace To Rub Up And Down, As In This Photo, The Brain Is Asking For Extra Hand Contact To Pacify More Serious Concerns Or Anxiety.
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People Who Touch Their Necks (Anywhere) While Speaking Are, In Fact, Reflecting Lower-Than-Normal Confidence Or Are Relieving Stress.
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Neck Touching Is One Of Those Behaviors That Is So Reliable And Accurate That It Truly Merits Our Close Attention.
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A Microgesture Is A Very Brief Nonverbal Behavior That Occurs When A Person Is Attempting To Suppress A Normal Response To A Negative Stimulus
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Any Deviation From Normal Hand Behavior—Be It An Increase, A Decrease, Or Just Something Unusual—Should Be Considered For Its Significance.
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Seven The Mind’S Canvas Nonverbals Of The Face
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We Miss Facial Cues Because We Have Been Taught Not To Stare And/Or Because We Concentrate More On What Is Being Said Than On How It Is Being Said.
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When We Are Truly Relaxed And Comfortable, Facial Muscles Relax And The Head Will Tilt To The Side, Exposing Our Most Vulnerable Area, The Neck
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Despite Music Lyrics Such As “Your Lyin’ Eyes,” Our Eyes Do Express A Lot Of Useful Information. In Fact, The Eyes Can Be Very Accurate Barometers Of Our Feelings Because, To Some Degree, We Have Very Little Control Over Them.
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Head Tilt Is A Behavior Reserved For Times When We Are Truly Comfortable—And
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When We Like Something We See, Our Pupils Dilate; When We Don’T, They Constrict
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Squinting Can Be Very Brief—1/8 Of Second—But In Real Time May Reflect A Negative Thought Or Emotion.
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Lower Our Eyebrows And Squint When Being Aggressive Or Confrontational. Likewise, We Lower The Eyebrows In The Face Of Real Or Imagined Danger Or Threats.
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Drop The Eyebrows Too Low, As May Be Seen In A Very Defeated Child, It Is A Universal Sign Of Weakness And Insecurity.
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Eye Blocking With The Hands Is An Effective Way Of Saying, “I Don’T Like What I Just Heard, Saw, Or Learned.”
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A Brief Touch Of The Eyes During A Conversation May Give You A Clue To A Person’S Negative Perception Of What Is Being Discussed.
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A Delay In Opening Of The Eyelids Upon Hearing Information Or A Lengthy Closure Is Indicative Of Negative Emotions Or Displeasure.
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Where The Lids Compress Tightly As In This Photo, The Person Is Trying To Block Out Totally Some Negative News Or Event.
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When People Are Truly Pleased By What They See, Not Only Do Their Pupils Dilate, But Their Eyebrows Rise (Arch), Widening Their Eye Area And Making Their Eyes Look Larger
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Watch The Eyes—The Bigger They Get, The Better Things Are! On The Other Hand, When You Start To See Eye Shrinkage, Such As Squinting, Eyebrows Dropping, Or Pupils Constricting, You May Want To Rethink And Change Your Behavioral Tactics.
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Roving Eyes Make A Person Look Disinterested Or Superior,
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The Fact Is Eye-Blink Frequency Will Likely Increase In Anyone Under Stress Whether He Is Lying Or Not.
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We Look Askance At People When We Are Distrustful Or Unconvinced,
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Humans Have Both A Fake And A Real Smile (Ekman, 2003, 205–207). The Fake Smile Is Used Almost As A Social Obligation Toward Those Who Are Not Close To Us, While The Real Smile Is Reserved For Those People And Events We Truly Care About
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A Real Smile Forces The Corners Of The Mouth Up Toward The Eyes.
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This Is A Fake Or “Polite Smile”: The Corners Of The Mouth Move Toward The Ears And There Is Little Emotion In The Eyes.
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When It Comes To Stress (Like Testifying Before Congress), Nothing Is More Universal Than Disappearing Lips. When We Are Stressed, We Tend To Make Our Lips Disappear Subconsciously.
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When The Lips Disappear, There Is Usually Stress Or Anxiety Driving This Behavior.
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Note That When The Lips Are Full, Usually The Person Is Content.
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When The Lips Disappear And The Corners Of The Mouth Turn Down, Emotions And Confidence Are At A Low Point, While Anxiety, Stress, And Concerns Are Running High.
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We Purse Our Lips Or Pucker Them When We Are In Disagreement With Something Or Someone, Or We Are Thinking Of A Possible Alternative.
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A Sneer Fleetingly Signifies Disrespect Or Disdain. It Says “I Care Little For You Or Your Thoughts.”
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John Gottman Discovered During Therapy With Married Couples That If One Or Both Partners Sneered, This Was A Significant And “Potent Signal” For Predicting The Likelihood Of A Breakup.
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Lip Licking Is A Pacifying Behavior That Tends To Soothe And Calm Us Down.
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Tongue Jutting Is Seen When People Get Caught Doing Something They Shouldn’T, They Screw Up, Or They Are Getting Away With Something. It Is Very Brief.
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A Furrowed Forehead Is An Easy Way To Assess For Discomfort Or Anxiety. When We Are Happy And Content, You Hardly See This Behavior.
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Nose Flaring Is Also An Intention Cue, A Potent Indicator Of The Intent To Do Something Physical, And Not Necessarily Sexual.
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We Crinkle Our Noses To Indicate Dislike Or Disgust. This Is Very Accurate But At Times Fleeting. In Some Cultures It Is Really Pronounced.
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A Person With His Chin Down Is Seen As Lacking Confidence And Experiencing Negative Sentiments While A Person With His Chin Up Is Perceived As Being In A Positive Frame Of Mind.
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Eight Detecting Deception Proceed With Caution!
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It Is Extremely Difficult To Detect Deception—Far More So Than Getting An Accurate Read On The Other Behaviors
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Most People, Including Professionals, Do No Better Than A Coin Toss At Correctly Perceiving Dishonesty
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There Is No Single Behavior That Is Indicative Of Deception—Not One
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Those Who Are Lying Or Are Guilty And Must Carry The Knowledge Of Their Lies And/Or Crimes With Them Find It Difficult To Achieve Comfort, And Their Tension And Distress May Be Readily Observed. Attempting To Disguise Their Guilt Or Deception Places A Very Distressing Cognitive Load On Them As They Struggle To Fabricate Answers To What Would Otherwise Be Simple Questions (Depaulo Et Al., 1985, 323–370). The More Comfortable A Person Is When Speaking With Us, The Easier It Will Be To Detect The Critical Nonverbals Of Discomfort Associated With Deception. Your Goal Is To Establish High Comfort During The Early Part Of Any Interaction Or During “Rapport Building.” This Helps You To Establish A Baseline Of Behaviors During That Period When The Person, Hopefully, Does Not Feel Threatened. Establishing A Comfort Zone For Detecting Deception
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By Mirroring Another Person’S Behavior, We Are Subconsciously Saying, “I Am Comfortable With You.”
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When We Are Compelled To Talk About Things We Would Prefer To Keep Hidden. We Display Discomfort First In Our Physiology, Due To Arousal Of The Limbic Brain.
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You May Gain More Nonverbal Information If You Are Standing; You Can Pick Up On A Lot Of Behaviors Standing That Simply Go Unnoticed While Sitting.
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Keep In Mind That Predators And Habitual Liars Actually Engage In Greater Eye Contact Than Most Individuals, And Will Lock Eyes With You.
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The Following Is A List Of Twelve Things I Do—And The Points I Keep In Mind—When I Want To Read Pacifying Nonverbals In Interpersonal Interactions.
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(1) Get A Clear View. When I Conduct Interviews Or Interact With Others, I Don’T Want Anything Blocking My Total View Of The Person, As I Don’T Want To Miss Any Pacifying Behaviors.
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(2) Expect Some Pacifying Behaviors. A Certain Level Of Pacifying Behavior Is Normal In Everyday Nonverbal Displays; People Do This To Calm Themselves.
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(3) Expect Initial Nervousness. Initial Nervousness In An Interview Or Serious Conversation Is Normal,
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(4) Get The Person With Whom You’Re Interacting To Relax First.
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(5) Establish A Baseline.
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(6) Look For Increased Use Of Pacifiers.
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(7) Ask, Pause, And Observe.
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(8) Keep The Person You Are Interviewing Focused.
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(9) Chatter Is Not Truth. One Mistake Made By Both Novice And Experienced Interviewers Is The Tendency To Equate Talking With Truth.
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The Truth Is Revealed Not In The Volume Of Material Spoken But Through The Verification Of Facts Provided By The Speaker.
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(10) Stress Coming In And Going Out.
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(11) Isolate The Cause Of The Stress.
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(12) Pacifiers Say So Much.
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Cooperation Does Not Always Equal Truth,
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Look For Synchrony Between What Is Being Said Verbally And Nonverbally,
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People Who Lie Do Not Consider How Synchrony Fits Into The Equation, And Their Nonverbals And Stories Will Eventually Fail Them.
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Emphasis Is The Limbic Brain’S Contribution To Communication, A Way To Let Others Know Just How Potently We Feel. Conversely, When The Limbic Brain Does Not Back Up What We Say, We Emphasize Less Or Not At All.
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Liars Do Not Emphasize (Lieberman, 1998, 37). Liars Will Engage Their Cognitive Brains In Order To Decide What To Say And How To Deceive, But Rarely Do They Think About The Presentation Of The Lie.
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Specific Nonverbal Behaviors To Consider In Detecting Deception
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Lack Of Emphasis In Hand Behaviors
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Interestingly, As Individuals Make Declarative Statements That Are False, They Will Avoid Touching Not Only Other People, But Objects Such As A Podium Or Table As Well.
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The Palms-Up Or “Rogatory” Position Usually Indicates The Person Wants To Be Believed Or Wants To Be Accepted. It Is Not A Dominant, Confident Display.
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Statements Made Palm Down Are More Emphatic And More Confident Than Statements Made With Hands Palm Up In The Rogatory Position.
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When We Are Confident And Comfortable, We Spread Out. When We Are Less Secure, We Tend To Take Up Less Space.
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The Liar’S Shrug Is Abnormal In That It Is Abridged And Customized Because The Person Manifesting It Is Not Fully Committed To What Is Being Expressed.
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There Are No Nonverbal Behaviors That, In And Of Themselves, Are Clearly Indicative Of Deception
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Our Only Realistic Recourse Is To Rely On Those Behaviors Indicative Of Comfort/Discomfort, Synchrony, And Emphasis To Guide Us.
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