Chapter 7 & 8 Flashcards
According to research, what % of people told some sort of lie on a daily basis.
91%
In research which Desomnd Morris conducted, what was noticed about the nurses which were told to lie.
They did more hand to face gestures.
When there is a lack of congruence between body signals and facial expressions, which is telling the truth?
The body.
What is the boredom cluster?
Hand supporting the head from falling down.
What is an evaluation gesture?
Closed hand, resting on the chin or cheek w/ index finger pointing up.
What does chin stroking represent?
It represents a person going through the decision making process.
What did Gerard Nierenberg, of the Negotiation Institute, find when assessing people that rub their forehead vs. people that rub their neck.
People that rub their forehead tend to be easy going and open, while the neck rubbers are typically more negative or critical.
What does the eyebrows raised (eyebrow flash) show?
Non-threatening, submissiveness.
When should you use the eyebrow flash?
Use on people you like and/or people you want to like you.
What does lowering of the eyebrows show?
A show of dominance, or aggression towards others.
When we talk, what percentage of the time are we gazing?
40%-60% of the time.
When we listen what percentage of the time are we gazing?
80% of the time.
What percentage of gazing should be done to build rapport.
60%-70% of the time.
What do darting eyes typically represent?
The person is bored and looking for an escape route.
Where does one look when doing a social gaze?
A triangular area between the eyes and mouth for about 90% of the time.
Where does one look when doing an intimate gaze?
A triangular are between the eyes and lower body. In close encounters, between the eyes and chest.
When should one use a power gaze?
Only on people you want to intimidate, or a person who wont shut up.
Where does one look when doing an power gaze?
A triangular area between the eyes and the forehead.
When someone is recalling something they saw, where will that person look?
Up and to the left.
When someone is recalling something they heard, where will that person look?
To the side, typically left.
When someone is recalling a feeling, where will that person look?
Down and to the side, typically right side.
When someone is talking to oneself, where do they look?
Down and to the left.
What did the Wharton study find about retention of verbal presentations?
Only 10% is remembered.
What did the Wharton study find about retention rate for verbal and visual presentation?
50% of what is said is remembered.
What should you do when you want to control what a person is looking at?
Use a pen to point where you want the person to look, and verbalize what they see.
