Chapter 9 Flashcards
At what distance is the intimate zone?
6-18 inches.
At what distance is the personal zone?
18-48 inches.
At what space is the social zone?
4-12 feet.
At what space is the public zone?
Over 12 feet.
How does distance affect the body part doing the gesture?
The further away the body part is from the brain, the less awareness we have of what it’s doing.
What does open leg position show?
Open or dominant attitude.
What does crossed leg position reveal?
Closed attitude or uncertainty.
What does the at attention, position reveal?
Neutral attitude with no commitment to stay or go.
What can one understand when one is doing the leg apart gesture?
It is used as a dominance signal.
What does the foot forward position reveal?
The lead foot is pointing to where the mind would like to go.
What does the leg cross reveal?
Closed, submissive, or defensive attitude.
What does the feet and arms crossed gesture mean?
The person has emotionally withdrawn from the conversation. It is futile to try to convince someone who is in this position.
What does the American figure 4 represent?
An argumentative or competitive attitude.
Should you watch where propel feet are when they need to make a decision?
Research shows people make their final decision with both feet on the ground.
What does the figure 4 leg cramp show?
A tough minded, stubborn individual, who rejects any other opinion then their own.
What does locking the ankle, while sitting reflect?
Holding back negative emotion, uncertainty or fear.
What does research show about a head nod?
Research shows that people will talk 3-4 more times than normal when the listener is giving three nods at regular intervals.
How can one use the head nod to get agreement from the client?
Use the head nod and and ask a question, like, “fair enough” or “isn’t that right?”… Most people will be nodding their head and will yes.
How can you use the head nod to get more information out of a client?
After a question is answered, continue nodding 5 more times, once per second, by the 4th nod, people will usually jump in and say more.
What does the head tilt position mean?
A submission signal.
What does the head down gesture represent?
Typically, the head down gesture comes in a cluster which has s critical evaluation.
What does the head duck represent?
It implies a submissive apology.
What was the close ratio when people were in the ready position, and doing the chin stroke?
Over 50% close ratio.
What does mirroring do to others emotions?
It makes them feel at ease.
At what rate should one speak?
Never more quickly then the client… It will make them feel pressured.
Who mirrors who?
Typically the person with the highest status makes the first move.
At what angle should discussions take place?
45 degree angle.
How can you exert pressure on someone rough body positioning?
Use the direct body point.
