Chapter 9

Question 1

At what distance is the intimate zone?

Answer 1

6-18 inches.

Question 2

At what distance is the personal zone?

Answer 2

18-48 inches.

Question 3

At what space is the social zone?

Answer 3

4-12 feet.

Question 4

At what space is the public zone?

Answer 4

Over 12 feet.

Question 5

How does distance affect the body part doing the gesture?

Answer 5

The further away the body part is from the brain, the less awareness we have of what it’s doing.

Question 6

What does open leg position show?

Answer 6

Open or dominant attitude.

Question 7

What does crossed leg position reveal?

Answer 7

Closed attitude or uncertainty.

Question 8

What does the at attention, position reveal?

Answer 8

Neutral attitude with no commitment to stay or go.

Question 9

What can one understand when one is doing the leg apart gesture?

Answer 9

It is used as a dominance signal.

Question 10

What does the foot forward position reveal?

Answer 10

The lead foot is pointing to where the mind would like to go.

Question 11

What does the leg cross reveal?

Answer 11

Closed, submissive, or defensive attitude.

Question 12

What does the feet and arms crossed gesture mean?

Answer 12

The person has emotionally withdrawn from the conversation. It is futile to try to convince someone who is in this position.

Question 13

What does the American figure 4 represent?

Answer 13

An argumentative or competitive attitude.

Question 14

Should you watch where propel feet are when they need to make a decision?

Answer 14

Research shows people make their final decision with both feet on the ground.

Question 15

What does the figure 4 leg cramp show?

Answer 15

A tough minded, stubborn individual, who rejects any other opinion then their own.

Question 16

What does locking the ankle, while sitting reflect?

Answer 16

Holding back negative emotion, uncertainty or fear.

Question 17

What does research show about a head nod?

Answer 17

Research shows that people will talk 3-4 more times than normal when the listener is giving three nods at regular intervals.

Question 18

How can one use the head nod to get agreement from the client?

Answer 18

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.

Question 19

How can you use the head nod to get more information out of a client?

Answer 19

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.

Question 20

What does the head tilt position mean?

Answer 20

A submission signal.

Question 21

What does the head down gesture represent?

Answer 21

Typically, the head down gesture comes in a cluster which has s critical evaluation.

Question 22

What does the head duck represent?

Answer 22

It implies a submissive apology.

Question 23

What was the close ratio when people were in the ready position, and doing the chin stroke?

Answer 23

Over 50% close ratio.

Question 24

What does mirroring do to others emotions?

Answer 24

It makes them feel at ease.

Question 25

At what rate should one speak?

Answer 25

Never more quickly then the client… It will make them feel pressured.

Question 26

Who mirrors who?

Answer 26

Typically the person with the highest status makes the first move.

Question 27

At what angle should discussions take place?

Answer 27

45 degree angle.

Question 28

How can you exert pressure on someone rough body positioning?

Answer 28

Use the direct body point.