What Every Body Is Saying
Read this book and send your nonverbal intelligence soaring. Joe Navarro, a former FBI counterintelligence officer and a recognized expert on nonverbal behavior, explains how to “speed-read” people: decode sentiments and behaviors, avoid hidden pitfalls, and look for deceptive behaviors. You’ll also learn how your body language can influence what your boss, family, friends, and strangers think of you. You will discover:
The ancient survival instincts that drive body language Why the face is the least likely place to gauge a person’s true feelings What thumbs, feet, and eyelids reveal about moods and motives The most powerful behaviors that reveal our confidence and true sentiments Simple nonverbals that instantly establish trust Simple nonverbals that instantly communicate authority Filled with examples from Navarro’s professional experience, this definitive book offers a powerful new way to navigate your world.
What Every Body Is Saying - Note 1
Nonverbal behaviors comprise approximately 60 to 65 percent of all interpersonal communication and, during lovemaking, can constitute 100 percent of communication between partners (Burgoon, 1994, 229–285).
What Every Body Is Saying - Note 2
What Every Body Is Saying - Note 3
“the best predictor of future behavior is past behavior.”
What Every Body Is Saying - Note 4
Pacifying is not unique to our species. For example, cats and dogs lick themselves and each other to pacify.
What Every Body Is Saying - Note 5
You now are in possession of information that is unknown to most people. You are aware that we have a very robust survival mechanism (freeze, flight, or fight) and possess a pacifying system to deal with stress. We are fortunate to have these mechanisms, not only for our own survival and success, but also to use in assessing the sentiments and thoughts of others.
What Every Body Is Saying - Note 6
(in an L formation with one foot toward you and one away from you), you can be assured he wants to take leave or wishes he were somewhere else. This type of foot behavior is another example of an intention cue (Givens, 2005, 60–61). The person’s torso may remain facing you out of social diligence, but the feet may more honestly reflect the limbic brain’s need or desire to escape (see figure 18).
What Every Body Is Saying - Note 7
Take note if a person who is sitting down places both hands on his knees in a knee clasp (see figure 19). This is a very clear sign that in his mind, he is ready to conclude the meeting and take leave. Usually
What Every Body Is Saying - Note 8
Gravity-Defying Behaviors of the Feet
What Every Body Is Saying - Note 9
What Every Body Is Saying - Note 10
movement. It could mean the individual intends to engage you further, is really interested, or wants to leave. As
What Every Body Is Saying - Note 11
The most unmistakable and easily spotted foot and leg behaviors are territorial displays.
What Every Body Is Saying - Note 12
Hall found that the more advantaged we are socioeconomically or hierarchically, the more territory we demand. He also found that people who tend to take up more space (territory) through their daily activities also tend to be more self-assured, more confident, and of course more likely to be of higher status.
What Every Body Is Saying - Note 13
Bodytalk: The Meaning of Human Gestures, by Desmond Morris, and Gestures: The Do’s and Taboos of Body Language Around the World, by Roger E. Axtell. These
What Every Body Is Saying - Note 14
What Every Body Is Saying - Note 15
person can go from steepling (high confidence) to fingers interlaced (low confidence) and back to steepling (high confidence)—reflecting the ebb and flow of assurance and doubt.
What Every Body Is Saying - Note 16
Apparently the marketing team at this company also recognizes that thumbs up is a high-confidence or high-status display.
What Every Body Is Saying - Note 18
Feelings of low confidence can be evidenced when a person (usually a male) puts his thumbs in his pocket and lets the fingers hang out on the side (see figure 54).
What Every Body Is Saying - Note 19
A person who is in doubt (a lesser degree of lowered confidence) or under low stress will only slightly rub the palms of his hands together (see figure 57).
What Every Body Is Saying - Note 20
microgesture is a very brief nonverbal behavior that occurs when a person is attempting to suppress a normal response to a negative stimulus (Ekman, 2003, 15).
What Every Body Is Saying - Note 21
Paul Ekman describes his research using high-speed cameras to reveal microgestures that subconsciously communicate an individual’s disfavor or true emotions (Ekman, 1991, 129–131).
What Every Body Is Saying - Note 22
66 A delay in opening of the eyelids upon hearing information or a lengthy closure is indicative of negative emotions or displeasure.
What Every Body Is Saying - Note 23
Nasal Wing Dilation (Nose Flare)
What Every Body Is Saying - Note 24
If one leans forward, the other follows, the phenomenon known as isopraxism.
What Every Body Is Saying - Note 25
Territorial Displays and Deception