Chapter 4 Flashcards
What will likely happen when a person feels nervous, negative, or a defensive attitude?
Folded arms across chest.
What do folded arms across chest likely mean?
A person feels nervous, negative, or a defensive attitude.
What was discovered people listening to lectures with arms folded?
The group with arms folded retained 38% less than the group with arms unfolded.
What does arm crossing with clenched fists represent?
Hostility as well as defensiveness.
What does crossed arms with arm gripping show?
It is a form of self hugging, and shows a negative restrained attitude.
Crossed Arms with thumbs up?
Defensive, but he thinks he’s cool.
What are some of the forms of arm crossing that rich and famous people do?
One hand touches a hand bag, bracelet, watch, or shirt cuff.
What can you see when people have a refreshment during a negotiation?
They will form an arm barrier w/ their drink if they feel a nervous, negative, or a defensive attitude.
What does sitting w/ elbows on the armrest of a chair represent to others?
A position of power and a strong, upright image.
What did researchers from the University of Minnesota discover during the phone booth test?
Only 23% of subjects who took the coin out of the phone booth, admitted to it, but if the person taking the coin was touched on the elbow for 3 seconds or less, 68% admitted to having taken the coin.
Why is touching the elbow the most acceptable place to touch a person?
It is considered public space.
What is the longest a person can touch someone not very well known before creating discomfort?
3 seconds.
How can one do an elbow touch to begin a meeting?
When shaking hand, use the free hand to touch the elbow and repeat the name. It will make the person feel special.