The Ultimate Body Language Book

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Chapter 12 - Mirroring And Building Of Rapport The Chameleon Effect (Mimicry) It’s like looking into the mirror – and we see ourselves. This eases our tension. A term first coined by Chartrand and Bargh in 1999, the “chameleon effect” refers to the unconscious
mimicry of postures, mannerisms, facial expressions, and other behaviours such that one partner in an interaction passively and unintentionally changes his body positions to match that of others. He further describes that this changes are context specific and person specific. There are some key points in this idea. First is that the mirroring happens without conscious awareness, which will become important later as we explore the applications of mirroring. Second, a persons perception of another’s behaviour works to increase the likelihood of it appearing in others. In other studies it was observed that nonverbal mirroring increased over time within a group of people. Rapport, liking, empathy and group building also increases over time. When students were asked to mirror the nonverbal language of their instructor they reported a stronger sense of involvement with them. It has even been reported that the absence of mirroring can even produce differences amongst people instead of just inhibiting cohesion. Chapter 12 - Mirroring And Building Of Rapport Research Into Purposeful Mirroring A 1999 study by Tanya Chartrand and John Bargh, showed that forced mirroring had a positive effect on liking. In this study, half of the time researchers either mimicked or did not mimic subjects. The remaining actions and behaviours remained the same across both groups meaning that the only factor being manipulated was either mimicry or lack thereof. The participants who had been mimicked reported a greater liking and reported that the conversation carried on much smoother then what was reported by subjects that did not receive any mirroring. Another study showed that mimicry arouse spontaneously amongst strangers. In this study, participants were examined interacting on two separate occasions. In the first session the researcher interacted with the subject while purposely rubbing their face and in the second, they shook their foot. Videotapes of the session showed that the participants mirrored the actions of the researcher, that is, when the researcher rubbed their face, they did too, and when they shook their foot, so too did the subject. At the end of the study, when asked of their awareness of their mannerisms the subjects pleaded ignorance to their mimicry. This suggests that imitation when around others is spontaneous and happens without prompting. In other words, we naturally imitate others. Dutch researcher Rick van Baaren and colleagues in a 2003 study demonstrated that mirroring leads to a greater sense of closeness between people. In this marketing study, body posture and mannerisms of participants was either imitated or not. Subjects that were mirrored rated the researchers significantly higher on a closeness rating scale. Thus, despite feigned mirroring, subjects still reported greater liking. In a second study it was found that tipping size increased by sixty-eight percent simply by verbally repeated the orders of patron and in a third study, individuals were more likely to help someone who had dropped items when they had been previously mirrored. Mirroring can therefore be a powerful and practical tool when used deliberately as evidenced by the research. The research suggests that the propensity to mirror is an adaptive way to converse more efficiently and smoothly. Several other studies show us that people are both more likely to imitate others whom they like, and also like those of which they imitate. This has implications on persuasion since liking has a profound effect on our influence of others. The research also tells us that others are not normally aware of the mirroring that is happening around them, nor of the effect mirroring has on their actions and beliefs. In essence, mirroring is an effective and powerful tool which can be used to create bonds, build rapport, and in essence, get what we want from others.
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Chapter 1 - Why The Study Of Body L
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Looking Askance And Eye Rolling Ste
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The Stiff Or Curved Arm Objects As
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The Male Crotch Display Eliminating
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How To Accurately Read Lies Comfort
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Head down with hand to mouth is a
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publish it through the www.BodyLang
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Itchy nose or does this mean someth
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and then relate the body language s
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people’s natural desires to pleas
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mind and create positive or negativ
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to the world around us, and the sti
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pulled across the mouth, but the mu
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after years apart, or when someone
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these class of neurons might be rel
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keep the conversation going. They
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Subconscious facial expressions can
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arricades to block ourselves from v
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Chapter 2 - The Basics Of Understan
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accurately judge a person. The rule
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We regularly place more importance
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statements that are taken out of co
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on the spot, and in real time. Chap
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idiosyncrasy. Does this mean that e
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to be compare to a baseline as they
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such as postures and signals or in
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than simple observation. While Wats
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Millions of years ago, we gave up q
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fact there is a class of body langu
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speak, by observation and practice.
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Body language makes the intent of a
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We rarely catch women checking men
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Asymmetrical posture shows a lack o
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4. Keep your midsection tight to as
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kissing, back slapping, high fives,
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that create relief. Someone that is
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exercise except in this case the en
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especially as the evening progresse
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when people suffer from illness per
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Much debate has been raised about t
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present, the Japanese more than the
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Chapter 3 - Cultural Differences Em
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This “a-okay” gesture means goo
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Chapter 3 - Cultural Differences Il
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Chapter 3 - Cultural Differences Af
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Chapter 3 - Cultural Differences Re
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Chapter 3 - Cultural Differences Ad
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characteristics. It is general in n
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of the speech during conversation.
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Chapter 3 - Cultural Differences Cu
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Disgust.
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into facial emotion recognition and
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ecome more uniform, so too does the
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The handshake is quickly becoming t
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Chapter 4 - Space and Territory Int
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Chapter 4 - Space and Territory Pro
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An arm is extended to indicate that
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Personal Space Distances 1. Intimat
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wave of the hand in the country is
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This is a comfortable body ready fo
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Chapter 4 - Space and Territory Spa
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e it to respect it by reading their
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overtly show that they are being in
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its hidden meaning. Chapter 5 - See
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Chapter 5 - Seeing Eye To Eye - A L
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stance causing them to drop their a
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pocket money, looking for someone t
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females. The men in the study were
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preparation for action so we won’
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A second related nonverbal behavior
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flash it lasts on average for only
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This interest posture is hard to mi
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a good solid attempt should be made
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their thoughts. For most right-hand
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6) Kinesthetic Remembered (Tactile
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words), kinesthetic (touch) and vis
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meeting, so as to either, remedy th
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negative cue done to avoid harmful
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Chapter 6 - Smiles and Laughter The
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The uneven smile. This one is a fak
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Liars also find it difficult to smi
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Research on smiles has been a hot t
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Chimpanzees, like humans have two c
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our faces a break. We know instinct
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“Wipe that grin off your face”.
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egardless of their emotional state.
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is why it is important to surround
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Chapter 6 - Smiles and Laughter Is
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fun of a sprinter for being slow, i
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Chapter 6 - Smiles and Laughter Sum
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determine the thoughts, feelings an
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obstruction from any limbs or objec
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His ventral display says that he’
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Chapter 7 - Opened Mind Opened Body
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Wrists displays shows comfort. I th
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Pockets make great hand-hiding plac
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parties hands might graduate away.
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something. Rubbing the hands togeth
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The “politicians gesture” comes
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The “offerer” wants to give you
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Any time a part of the body crosses
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An abbreviated arm cross where the
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The coffee cup barrier - even drink
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Cutting off ventral access is a clo
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Good things are not on the horizon.
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up it would be worthwhile to contin
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The legs therefore, are a great ind
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Women with legs open are often seen
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their legs as a dominance display a
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seated or standing. While seated th
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palm down, as if to dry them, and y
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disagreement at every turn. The fig
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posture occurs by placing one or bo
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we are already committed, our feet
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_______ Feet together - attentive.
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If one person fails to open up, usu
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In this chapter we will cover an en
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There are cues that can eliminate,
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includes submissive gestures so som
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een noted that taller men are signi
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This cop knows his game. By keeping
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Chapter 8 - Dominant and Submissive
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verbal language. Let’s take anoth
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at all since all you stand to lose
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we saw before, the figure-four-leg
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might foster mirroring where they m
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the body take up more space and hen
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very pronounced compared to many ot
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downwards towards the crotch. Popul
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A challenge to fight - the chin pop
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superiority and royalty has made th
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space, leaning on their cars, putti
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onds. Dominant people figure that w
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Further research shows that justifi
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oth be made more healthy just by sh
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can link them in our minds, yet kee
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Hugging one’s self is a defensive
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elbow in the hand while that arm is
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Arm gripping is a sign that someone
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eadiness to attack. It can also be
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A purse can be used as a shield to
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higher than a few inches, or the ha
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The chair is a prop used to shield
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conditions, so we might benefit fro
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Chapter 9 -Defensive And Aggressive
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Fists clenching is an early sign of
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Nose flaring or “nasal wing dilat
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This isn’t going well - she looks
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Chapter 10 - Attentive And Evaluati
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A slouched appearance is a clear me
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cartoons. The cliché says that the
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is disliked. However, there is anot
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the glasses signifies deep thought.
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form a bridge. In this posture fing
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interlocked hands as if praying but
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one’s self back” as one might d
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Pinching the bridge of the nose. Ch
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emotions we talk about what motivat
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Burying yourself in a book or liste
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smoothing clothing, rotating a wedd
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The fight or flight response is a b
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Chapter 11 - Emotional Body Languag
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Extreme anxiety causes the desire t
Page 387 and 388: Clenching and gripping can have man
Page 389 and 390: A hand-to-mouth gesture used to pla
Page 391 and 392: Tugging at the ears helps distract
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Page 403 and 404: Pushing the tongue through compress
Page 405 and 406: Sneering often happens as a microex
Page 407 and 408: The ear grab refers to a subconscio
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Page 415 and 416: Itchy nose or does this mean someth
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Page 421 and 422: These legs are interested - note ho
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Page 427 and 428: Happiness. Happiness (smile): The g
Page 429 and 430: __________ Ever thought about why o
Page 437: would identify the policemen as par
Page 441 and 442: [D] Keeping the legs uncrossed. [E]
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Page 451 and 452: undetected lest it cause irreversib
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Page 455 and 456: Some men are naturals - the rest of
Page 457 and 458: ‘Accidental touching’ is a subt
Page 459 and 460: Chapter 13 - Courtship Signals The
Page 461 and 462: Chapter 13 - Courtship Signals She
Page 463 and 464: The “hands on hips” or hands
Page 465 and 466: Chapter 13 - Courtship Signals Tibi
Page 467 and 468: The Forehead Bow, Smiling And Child
Page 469 and 470: Tickling and other play related act
Page 471 and 472: Shoulder shrugs make the outline of
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Page 475 and 476: Hair tossing is done by women to sh
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Page 479 and 480: Chapter 13 - Courtship Signals Groo
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Page 483 and 484: Chapter 13 - Courtship Signals Hiki
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Chapter 13 - Courtship Signals Echo
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Chapter 13 - Courtship Signals Kiss
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dropper here and there with regards
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If this sort of tactic makes you un
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Women prefer men with square jaws a
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features and “dance” for them.
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There are a few postures that men u
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effectively to attract his attentio
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Chapter 13 - Courtship Signals Domi
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the same position for too long. Rat
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Chapter 13 - Courtship Signals Tona
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Even stone faced women can be broke
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the mating dance, men can see these
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Hand touches shoulder. This form of
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Chapter 13 - Courtship Signals Summ
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customer and should be respected. T
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expect it. Anyone lower in the food
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they are doing when they shake hand
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normal. Three pumps is recommended
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Chapter 14 - Office Body Language H
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Chapter 14 - Office Body Language L
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Chapter 14 - Office Body Language H
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Chapter 14 - Office Body Language W
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Chapter 14 - Office Body Language R
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sit because, and what affect seatin
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Boardrooms present an interesting p
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Chapter 15 - Seating Arrangements C
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are already a part of your team and
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ooks, papers and other belongings t
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Chapter 15 - Seating Arrangements S
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Chapter 15 - Seating Arrangements S
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Chapter 15 - Seating Arrangements C
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was the trickle down effect where t
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Chapter 15 - Seating Arrangements O
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A low rank desk arrangement because
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alance between looking out the wind
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He’s already a bit taller than me
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eceiving a D or F from twenty-three
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Touching the nose has long been use
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question “Does this dress make me
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Chapter 16 - Deception and Lie Dete
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while lying was taking place. For e
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create facts instead of simply reca
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One of the most reported cues of de
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To avoid detection, under the ‘fr
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catcher braced and ducked with his
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ecognition software that reads all
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__________ False smile: Where the e
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Such devices are new and their effe
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denial statements such as nodding
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level of guilt. 4. If possible have
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info. This is public info after the
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Evolution and Human Behavior. 27(1)
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Communication Research. 13 (3): 345
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21(4): 1-10. Frank M.G. and Ekman P
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Hecht, M.A. and LaFrance, M. 1988.
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Knackstedt, G., & Kleinke, C. L. (1
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exploring the accuracy of visitor a
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Peluchette, J. V., K. Karl, and K.
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Sommer, R. 1967. Socifugal space. A
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nonverbal behavior. 21: 87-102. Vri
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