Chapter 4 Flashcards

1
Q

What will likely happen when a person feels nervous, negative, or a defensive attitude?

A

Folded arms across chest.

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2
Q

What do folded arms across chest likely mean?

A

A person feels nervous, negative, or a defensive attitude.

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3
Q

What was discovered people listening to lectures with arms folded?

A

The group with arms folded retained 38% less than the group with arms unfolded.

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4
Q

What does arm crossing with clenched fists represent?

A

Hostility as well as defensiveness.

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5
Q

What does crossed arms with arm gripping show?

A

It is a form of self hugging, and shows a negative restrained attitude.

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6
Q

Crossed Arms with thumbs up?

A

Defensive, but he thinks he’s cool.

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7
Q

What are some of the forms of arm crossing that rich and famous people do?

A

One hand touches a hand bag, bracelet, watch, or shirt cuff.

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8
Q

What can you see when people have a refreshment during a negotiation?

A

They will form an arm barrier w/ their drink if they feel a nervous, negative, or a defensive attitude.

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9
Q

What does sitting w/ elbows on the armrest of a chair represent to others?

A

A position of power and a strong, upright image.

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10
Q

What did researchers from the University of Minnesota discover during the phone booth test?

A

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.

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11
Q

Why is touching the elbow the most acceptable place to touch a person?

A

It is considered public space.

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12
Q

What is the longest a person can touch someone not very well known before creating discomfort?

A

3 seconds.

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13
Q

How can one do an elbow touch to begin a meeting?

A

When shaking hand, use the free hand to touch the elbow and repeat the name. It will make the person feel special.

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