Chapter 1

Question 1

What is the best way to work out what is happening in a persons mind?

Answer 1

Match what you see and hear in the environment in which is is happning, then draw probably conclusions.

Question 2

What did Albert Mehrabian discover about the total impact of a message?

Answer 2

7% is verbal (words only), 38% vocal (including tone of voice, inflection, and other sounds) and 55% nonverbal.

Question 3

Rain Birdwhitsell discovered that the average person talks for how many minutes per day?

Answer 3

10 to 11 minutes.

Question 4

According to Birdwhitsell how much time does the average sentence take?

Answer 4

2.5 Seconds

Question 5

According to Birdwhitsell how many facial expressions can we recognize?

Answer 5

250,000

Question 6

In business encounters what percentage of the impact is made by body language around a negotiating table?

Answer 6

60%-80%

Question 7

In how many minutes do people make the majority of their initial opinion about a new person?

Answer 7

Four minutes

Question 8

What percentage of a person’s initial opinion of a new person is made in the first four minutes?

Answer 8

60%-80%

Question 9

What does research show about negotiations over the telephone versus face to face?

Answer 9

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.

Question 10

What do words primarily convey?

Answer 10

Information.

Question 11

What does body language typically convey?

Answer 11

Inter-personal attitudes, and, in some cases, it is used as a substitute for verbal messages.

Question 12

Body language is an outward reflection of what?

Answer 12

A persons emotional condition.

Question 13

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?

Answer 13

Women read the situation accurately 87% of the time, while the men scored only 42% accuracy.

Question 14

How many areas of the brain do women have to evaluate others’ behavior?

Answer 14

16

Question 15

How many areas of the brain do men have to evaluate others’ behavior?

Answer 15

4 to 6

Question 16

How many unrelated topics can the average woman juggle between

Answer 16

2 to 4

Question 17

What did Ekman, Friensen, and Sorenson find when studying 5 widely different cultures?

Answer 17

They found that we all use the same basic gestures to show emotion

Question 18

What does the head shaking gesture signal? Where is its origin from?

Answer 18

Signals no– it owes its origin to breastfeeding

Question 19

What does the shoulder shrug represent?

Answer 19

A person doesn’t know or understand what your saying

Question 20

What is the cluster for a shoulder shrug?

Answer 20

• 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

Question 21

What is the first rule for reading body language accurately?

Answer 21

Read gestures in clusters.

Question 22

What is a body language cluster like?

Answer 22

It is like a verbal sentence.

Question 23

How many words do you need in a verbal sentence before you can understand it?

Answer 23

At least 3 words.

Question 24

What does the head and chin down represent?

Answer 24

negative/hostile feeling or thought

Question 25

What is one clue that you are being critically evaluated?

Answer 25

Hand to face gesture, with the index finger pointing up the cheek, while another finger covers the mouth and the thumb supports the chin.

Question 26

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?

Answer 26

“I don’t like what you’re saying” or “I disagree” or “I’m holding back negative feelings

Question 27

What is the second rule of reading body language?

Answer 27

Look for congruence.

Question 28

What is the ratio of impact between nonverbal and verbal signals?

Answer 28

Nonverbal signals carry about five times as much impact as the verbal channel.

Question 29

What is the 3rd rule for reading body language?

Answer 29

Read Gestures in Context.

Question 30

What does it mean when someone is in the cold with crossed legs, arms, and chin down?

Answer 30

It means he/she is cold. Not that they are not buying what you are selling. (Context)

Question 31

What does a 5 year old when he/she tells a lie?

Answer 31

Covers the mouth with one or both hands.

Question 32

What does a teenager do when telling a lie?

Answer 32

Touches lips

Question 33

What does an adult do when telling a lie?

Answer 33

Put’s hands towards the mouth and at the last moment pulls them away and does a nose touch.

Question 34

Can body language be faked?

Answer 34

Certain parts of the cluster, yes, but not the whole cluster.