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.
