Chapter 1 Flashcards
What is the best way to work out what is happening in a persons mind?
Match what you see and hear in the environment in which is is happning, then draw probably conclusions.
What did Albert Mehrabian discover about the total impact of a message?
7% is verbal (words only), 38% vocal (including tone of voice, inflection, and other sounds) and 55% nonverbal.
Rain Birdwhitsell discovered that the average person talks for how many minutes per day?
10 to 11 minutes.
According to Birdwhitsell how much time does the average sentence take?
2.5 Seconds
According to Birdwhitsell how many facial expressions can we recognize?
250,000
In business encounters what percentage of the impact is made by body language around a negotiating table?
60%-80%
In how many minutes do people make the majority of their initial opinion about a new person?
Four minutes
What percentage of a person’s initial opinion of a new person is made in the first four minutes?
60%-80%
What does research show about negotiations over the telephone versus face to face?
In negotiating over the telephone the person with a stronger argument usually wins, but when negotiating face-to-face this is not true, because we make our decisions more so on what we see then on what we hear.
What do words primarily convey?
Information.
What does body language typically convey?
Inter-personal attitudes, and, in some cases, it is used as a substitute for verbal messages.
Body language is an outward reflection of what?
A persons emotional condition.
When Harvard researchers showed a short film, with the sound turned off, what did they notice about a woman’s ability to read the situation accurately versus a mans?
Women read the situation accurately 87% of the time, while the men scored only 42% accuracy.
How many areas of the brain do women have to evaluate others’ behavior?
16
How many areas of the brain do men have to evaluate others’ behavior?
4 to 6
How many unrelated topics can the average woman juggle between
2 to 4
What did Ekman, Friensen, and Sorenson find when studying 5 widely different cultures?
They found that we all use the same basic gestures to show emotion
What does the head shaking gesture signal? Where is its origin from?
Signals no– it owes its origin to breastfeeding
What does the shoulder shrug represent?
A person doesn’t know or understand what your saying
What is the cluster for a shoulder shrug?
- exposed palms to show nothing is being concealed in the hands
- hunched shoulders to protect the throat from attack
- a raised brow which is a universal submissive greeting
What is the first rule for reading body language accurately?
Read gestures in clusters.
What is a body language cluster like?
It is like a verbal sentence.
How many words do you need in a verbal sentence before you can understand it?
At least 3 words.
What does the head and chin down represent?
negative/hostile feeling or thought
What is one clue that you are being critically evaluated?
Hand to face gesture, with the index finger pointing up the cheek, while another finger covers the mouth and the thumb supports the chin.
What does crossed legs, arm crossing the body, and the hand to face gesture with the index finger pointing up, the thumb supporting the chin and the rest over the mouth mean?
“I don’t like what you’re saying” or “I disagree” or “I’m holding back negative feelings
What is the second rule of reading body language?
Look for congruence.
What is the ratio of impact between nonverbal and verbal signals?
Nonverbal signals carry about five times as much impact as the verbal channel.
What is the 3rd rule for reading body language?
Read Gestures in Context.
What does it mean when someone is in the cold with crossed legs, arms, and chin down?
It means he/she is cold. Not that they are not buying what you are selling. (Context)
What does a 5 year old when he/she tells a lie?
Covers the mouth with one or both hands.
What does a teenager do when telling a lie?
Touches lips
What does an adult do when telling a lie?
Put’s hands towards the mouth and at the last moment pulls them away and does a nose touch.
Can body language be faked?
Certain parts of the cluster, yes, but not the whole cluster.
