Index
A
ability to read body language, 4
accuracy in body language, 5
accuracy in reading body language, 4
actors, emotions and, 137-138
admiration, kids lying and, 178
affectation hand gestures, 123
Aggressor Handshake, 28
anger, displaying, 144
anger facial expression, 60
ankles, crossed, 162
anxiety, 5
displaying, 145
lying and, 191
appearance
attraction and, 264
facts about, 49
job interviews, 221
appreciation, displaying, 151
argumentum ad hominem, 200
argumentum ad ignorantiam, 200
assertions, repeated, 202
assumptions, 5
attachment anxiety, 44-45
attention
inattentive blindness, 7-8
kids lying and, 178
attraction, 263. See also dating
appearance and, 264
curvy women, 272
eye gazing, 265-266
hair, 268
legs, 269
lip licking and, 270
mystique, 272, 277
over-the-shoulder glance, 271
repeated exposure, 264
shoes and, 269
stance, 270
vulnerability and, 267
attractiveness, physical, 46-48
auditory body language, 77
auditory learning style, 78
Australian cultural differences, 103
authority, hand gestures, 129
averted eyes, 5
B
back pats, dating and, 273
barriers, lying and, 192
baselining, 12-13
beards/mustaches, 47
behaviors, comparing/contrasting, 13-14
Belgian cultural differences, 104-105
big words (LIWC), 209
blank stare in job interviews, 231
body angles
away from, 190
job interviews, 231
body language
accuracy in reading, 4
myths, 4
building rapport, 9-11
Bush, George H.W. and V gesture, 102
C
Cambodian cultural differences, 105
cell phones, dating and, 275
CEO Handshake, 23
Chilean cultural differences, 107
chin stroking in negotiation, 254
Chinese cultural differences, 106
Churchill, Winston and V gesture, 102
client meeting exercise, 14-15
Closer Handshake, 24
closing presentation, 242-243
clothing, 38
clothes audit, 39-41
color, 50-51
emotional purchases, 40
enclothed cognition, 38
job interviews, 221-228
men’s needs, 42-43
out of date, 40
shoes, 44-45
various sizes, 40
women’s needs, 41
collar rubbing, negotiation and, 250
color psychology, 50-52
communication
phrases used and learning style, 85-88
words and, 18
comparing/contrasting behaviors, 13-14
compassion, hand gestures, 128
competency, facial expressions and, 62
concealment, 187
confidence, displaying, 139, 141
conflict resolution, negotiation and, 258
cooperation
hand gestures, 125
seating arrangements, 257
critical thinking in negotiation, 253
criticalness, displaying, 149
crossed ankles, 162
crossed arms, 152
cultural differences, 102
Australia, 103
Belgium, 104-105
Cambodia, 105
Chile, 107
China, 106
East Africa, 109
India, 110
Italy, 110-111
left hand, 110, 116
misunderstood, 117
Peru, 113, 115
curvy women, attraction and, 272
D
dating, 263. See also attraction
back pats, 273
cell phones and, 275
Eye Gazing Parties, 265
feet position, 163, 165
interested, 278
losing interest, 278
shifting eyes, 275
shoulder turned away, 276
wandering eyes, 273
day-to-day lies, 187
deception
body angled away, 190
clues, 190-194
concealment, 187
demeanor, 189-193
displaying, 142
documentation, 196-197
duping delight, 195
fear of being disbelieved, 213
hot spots, 189
ignorance, appeals to, 200
self-deception, 187
deceptive truths, 204-206
demeanor, deception and, 189-193
depression
displaying, 146
feet, 167
detecting deception, 188-189
disgust facial expression, 58
display of emotion
actors, 137-138
anger, 144
appreciation, 151
confidence, 139, 141
critical, 149
crossed arms, 152
deception, 142
depression, 146
flirtation, 143
low self-esteem, 140
nervousness/anxiety, 145
pay attention, 148
power play, 150
self-doubt, 147
documenting clues, 196-197
Dominator Handshake, 28
doubt, self-doubt, 147
duping delight, 195
E
East Africa cultural differences, 109
Ekman, Paul, 174
Wizards, 197
Ellsberg, Michael, The Power of Eye Contact, 265
embarrassment, kids lying and, 178
emblems (hand gestures), 101-102
emotion
creating, 138
negative emotion words, 209
positive emotion words, 209
tone of voice and, 207
universal facial expressions, 54
emotion display, 138
actors, 137-138
anger, 144
appreciation, 151
confidence, 139, 141
crossed arms, 152
deception, 142
depression, 146
flirtation, 143
low self-esteem, 140
nervousness/anxiety, 145
pay attention, 148
pay critical, 149
power play, 150
self-doubt, 147
emotional clothing purchases, 40
enclothed cognition, 38
entrance, job interviews, 222
euphemism, lying and, 206
evaluation in negotiation, 254
exaggeration, lying and, 200
client meeting, 14-15
information access, eyes and, 95
mirror exercise for facial expressions, 57-60
eye contact, 5, 69. See also eye gazing
first impression quick fixes, 29-30
learning style and, 97
men and, 266
pupils, 70
shifting eyes, 71
truth and, 91
women and, 266
eye gazing
attraction and, 265-266
Eye Gazing Parties, 265
eye pull, 71
lying and, 192
eyebrows, 62
raising in job interviews, 230, 232
eyes
averted, 5
dating, shifting, 275
eye reading scenarios, 97-99
information access exercise, 95
job interviews, 225
learning style and, 97
locking, deception and, 190
lying and, 99
NLP and, 92-94
pupils, negotiation, 249
wandering, dating and, 273
F
face hidden, lying and, 192
face scratching, negotiation and, 249
face-reading, 53-54
facial expressions, 53
anger, 60
competency and, 62
disgust, 58
eye contact, 69-71
eye pull, 71
eyebrows, 62
fear, 60
first impressions and, 61
happiness, 59
head tilt and nod, 63
involuntary, 56
job interviews, 226
lack of, 73-74
lip pump, 65
mirror exercise, 57-60
poker face, 73-74
sadness, 59
scenarios, 72-73
smiles, 65
smirk, 68
smug, 68
superior, 58
surprise, 57
universal, 54
facial hair, 47
fear facial expression, 60
fear of punishment, kids lying and, 174-176
feet, 155
blushing, 167
crossed ankles, 162
depression, 167
firmly planted, 161
position, 156-158, 163-167
reading, 168-169
rocking on, 160
shoes, soles, 159
tapping, 168, 232, 247
finger pointing in negotiation, 248
finger steeple in negotiation, 255
first impressions, 17
facial expressions, 61
job interviews, 219-232
quick fixes, 22-34
snap judgments, 18
flared nostrils, negotiation and, 250
flirtation, displaying, 143
foot position, job interviews, 223
function words (LIWC), 208
G
General Inquirer, 210
gestures. See also hand gestures
crossed arms, 152
cultural differences, 102-117
grooming, negotiation and, 247
illustrators, 121-129
lying and, 194
speeches, 131-135
job interviews, 228
symphony conductors, 122
gratitude, displaying, 151
greetings, 103-113, 222
grooming gestures, negotiation and, 247
H
hair, attraction and, 268
hair stylists, rapport building, 10
hairstyles, 41, 46
Hallock, Joe, 51
hammerhead gesture in speeches, 131
hand gestures, 101. See also gestures
crossed arms, 152
emblems, 101-102
illustrators, 101-102, 121-135
job interviews, 228
negotiation, 247-255
peace sign, 102-103
steeple, 129
presentations, 239-242
symphony conductors, 122
V gesture, 102
hand placement, job interviews, 224
hand press gesture in speeches, 132
handshakes, 22-28
happiness facial expression, 59
head nods, 64
first impression quick fixes, 30
job interviews, 228
head tilt
first impression quick fixes, 30
nod and, 63
hiding face, lying and, 192
high-stakes lies, 186
hints, deceptive truths and, 205
Hogan, Kevin, The Psychology of Persuasion, 46
Holmes, Warren D., 199
hot spots for deception, 189
hyperbole, lying and, 206
I
I (LIWC), 209
iconic hand gestures, 123
ignorance, lying and appeals to, 200
illustrative hand gestures, 121
affectation, 123
authority, 129
compassion, 128
cooperation, 125
iconic, 123
inspiration, 127
motivation, 126
persuasion, 123-124
punctuation, 129
regulators, 122
speeches, 131-135
visualization, 129
illustrators (hand gestures), 101-102
lying and, 194
immigration officers, 13
inattentive blindness, 7-8
inconsistencies, lying and, 188-189
Indian cultural differences, 110
inflection, lying and, 213
information access, eyes and, 94
innuendo, lying and, 205
inspiration, hand gestures, 127
Internet, online presentation, 37
interpretation, 3
interviews. See job interviews
involuntary facial expressions, 56
Italian cultural differences, 110-111
J
job interviews, 219
abrupt end, 231
apparel color, 228
blank stare, 231
body angles, 231
dress, 221
employer leaning back, 229
employer leaning in, 232
entrance, 222
eyebrow raise, 232
eyebrow raises, 230
eyes, 225
facial expression, 226
foot placement, 223
foot tapping, 232
greeting, 222
hand gestures, 228
hand placement, 224
head nods, 228
preparation, 220
smiles, 232
time checking, 229
tour, 232
waiting area, 220
what to bring, 220
jury duty, 35-36
K
Karate chop in negotiation, 247
kids, lying and, 173
admiration, 178
attention, 178
fear of embarrassment or shame, 178
fear of punishment, 174, 176
motivations, 174-179
need to please, 181
peer pressure, 176-177
personal gain, 176
protection from harm, 177-178
reasons for, 173, 181
scenario, 182-184
white lies, 180-181
kinesthetic body language, 78-79
kinesthetic learning style, 79
L
lack of facial expression, 73-74
last-minute invitation for a date, 274
laughter, lying and, 191, 214-215
Laveau, Marie, 10
immigration officers, 13
rapport building, 9
leaders
persuasive presentations, 236-243
suggestology, 235-236
leakage, 13
leaning away, negotiation, 252
leaning back, job interviews, 229
leaning in, job interviews, 232
learning styles, 75
auditory, 77-78
auditory body language, 77
eye reading and, 97
kinesthetic, 79
kinesthetic body language, 78-79
phrases used, 85-88
quizzes, 79-82
visual, 77
visual body language, 76
left hand use in other cultures, 110
left-handed gestures, 116
legs, attraction and, 269
limp wrist in speeches, 134
lip licking, attraction and, 270
lip pump, 65
listen to me, displaying, 148
LIWC (Linguistic Inquiry and Word Count), 208
big words, 209
function words, 208
I, 209
lying and, 210
negative emotion words, 209
positive emotion words, 209
social words, 209
text analysis origins, 210
locking eyes, deception and, 190
loophole lying, 203
low self-esteem, displaying, 140
lowered voice, lying and, 213
lying, 5
body angled away, 190
clues, 190-194
concealment, 187
day-to-day lies, 187
definition of lie, 186
demeanor, 189-193
detecting, 188-189
displaying, 142
documentation, 196-197
duping delight, 195
eyes and, 99
fear of being disbelieved, 213
high-stakes lies, 186
Holmes, Warren D., 199
ignorance, appeals to, 200
inconsistencies, 188-189
kids and, 173-184
LIWC and, 210
magicians and, 186
versus nervous speech, 212
obfuscation and, 201
partial truths, 188
poker players and, 186
polygraph tests, 211
self-deception, 187
styles, 199-206
types of lies, 186
voice and, 212-215
Wizards, 197
words and, 212
M
magicians, lying and, 186
meanings, 4
men, eye contact, 266
metaphoric hand gestures, 122
minimal encouragers in negotiation, 259
mirror exercise for facial expressions, 57-60
mirroring, 11-12
rapport building and, 11
missing the obvious, 7-8
monotone, lying and, 214
motivating hand gestures, 126
mumbling, lying and, 214
mustaches/beards, 47
mystique
attraction and, 272
dating and, 277
myths about body language, 4
N
negative emotion words (LIWC), 209
negotiation
chin stroking, 254
collar rubbing, 250
conflict resolution, 258
critical thinking, 253
evaluation, 254
face scratching, 249
finger pointing, 248
flared nostrils, 250
grooming gestures, 247
hand closed, 256
hand over mouth, 252
hand to cheek, 253
hands rubbing together, 247
Karate chop, 247
leaning away, 252
minimal encouragers, 259
pupil dilation, 249
reserved judgment, 252
resistance, 252
rocking, 247
seating arrangement, 257
squirming, 252
steeple with fingers, 255
tap-dancing feet, 247
Trump, Donald, 245-246
wedding ring twist, 251
nervous speaking versus lying, 212
nervousness/anxiety, displaying, 145
NLP (Neuro-Linguistic Programming), 92
eyes and, 92-94
sensory or representation systems, 93-96
nodding head, 64
job interviews, 228
nonresponsive liars, 204
norming, 12
nose scratching, 5
nostril flare, negotiation, 250
O
obfuscation, 201
observation, repeated, 6
online presentation, 37
open gestures, quick fixes to first impressions, 33-34
out-of-date clothing, 40
over-the-shoulder glance, attraction and, 271
P
pace of words, lying and, 213
partial truths, 188
participation prompts for presentations, 237
peace sign, 102-103
peer pressure, kids lying and, 176-177
Pennebaker, James W., The Secret Life of Pronouns, 208
personal assessment, first impression, 20-22
personal gain, kids lying and, 176
persuasive hand gestures, 123-124
persuasive presentations, 236
closing, 242-243
hand gestures, 239-242
introductions, 237
participation prompts, 237
spatial anchoring, 236-239
welcome, 237
Peruvian cultural differences, 113-115
pettifoggery, lying and, 201
phrases used, learning style and, 85-88
physical attractiveness, 46
facial hair, 47
hairstyle, 46
piercings, 48
tattoos, 48
piercings, 48
pinball flipper flap gesture in speeches, 133
pointing, negotiation and, 248
pointing gesture in speeches, 131
poisoning the well, 202
poker face, 73-74
poker players, lying and, 186
polygraph tests, 211
position of feet, 156-158
crossed ankles, 162
dating, 163, 165
firmly planted, 161
leaving premises, 167
reading, 168-169
relaxed, 166
soles of shoes, 159
tapping, 168
wrapped around chair leg, 165
positive emotion words (LIWC), 209
posture, quick fixes to first impressions, 32-33
posture changes, lying and, 193
The Power of Eye Contact (Ellsberg), 265
power play, displaying, 150
presentation
attractiveness, 46-48
clothing, 38-45, 50-51
presentations, 236-243
Princess Grip Handshake, 27
protection from harm, kids lying and, 177-178
psychology of color, 50-52
The Psychology of Persuasion (Hogan), 46
pulling at the eye, 71
punctuation, hand gestures, 129
punishment fears, kids lying and, 174-176
pupils, 70
dilation, negotiation and, 249
Q
quick fixes to first impressions
eye contact, 29-30
handshakes, 22-28
head nods, 30
head tilt, 30
open gestures, 33-34
personal assessment, 20-22
posture, 32-33
smile, 30
teeth, 31
walking style, 31
quizzes, learning style, 79-82
R
mirroring and, 11
reading faces. See face-reading
reading feet, 168-169
reasons for lying, kids, 173
red herring, 199
referral, lying by, 203
regulators, hand gestures, 122
repeated assertions, lying, 202
repeated exposure, attraction, 264
repeated observation, 6
reserved judgment in negotiation, 252
resistance in negotiation, 252
rocking, negotiation and, 247
rocking on feet, 160
Rodriquez, Alex, lying, 194
rubbing hands together, negotiation, 247
S
sadness facial expression, 59
scenarios
eye reading, 97-99
facial expressions, 72-73
kids lying, 182-184
learning styles, 82-85
scratching, 5
seating arrangements, cooperation and, 257
The Secret Life of Pronouns (Pennebaker), 208
self-deception, 187
self-doubt, displaying, 147
self-esteem, low, 140
sensory or representation systems, 93-96
shame, kids lying and, 178
shifting eyes, 71
dating and, 275
shoes, 44-45
attraction and, 269
soles showing, 159
shoulders
over-the-shoulder glance, 271
shrugs, lying and, 191
turned away, 276
smiles, 65
first impression quick fixes, 30
job interviews, 232
lying and, 191
smirk, 68
smug, 68
smirk, 68
snap judgments, 18
social networking, 36
social words (LIWC), 209
soles of shoes, 159
spatial anchoring, 236
presentations, 238-239
speeches, hand gestures
do’s and don’ts, 135
hammerhead, 131
hand press, 132
limp wrist, 134
pinball flipper flap, 133
pointing, 131
squirming, negotiation and, 252
stalling, lying and, 214
stance, attraction and, 270
steeple gesture, 129
Stone, Philip, 210
styles of learning, 75
auditory, 78
auditory body language, 77
kinesthetic, 79
kinesthetic body language, 78-79
phrases used, 85-88
quizzes, 79-82
scenarios, 82-85
visual, 77
visual body language, 76
styles of lying
argumentum ad hominem, 200
argumentum ad ignorantiam, 200
deceptive truths, 204-206
exaggeration, 200
loophole lying, 203
lying by referral, 203
nonresponsive liars, 204
pettifoggery, 201
poisoning the well, 202
red herring, 199
repeated assertions, 202
testing the waters, 204
third-person referral, 203
You don’t understand, 202
suggestology, 235-236
superior facial expression, 58
surprise facial expression, 57
sweaty palms, 26
symphony conductors and gestures, 122
T
tapping feet, 168
negotiation and, 247
tattoos, 48
teeth, first impression quick fixes, 31
testing the waters, lying and, 204
text analysis origins, 210
Thank You Handshake, 24, 27
third-person referral, lying and, 203
Tibetan greeting, 116
tilting head, 63
time checking in job interviews, 229
Trump, Donald, 245-246
truth
eye contact and, 91
partial, 188
U–V
universal facial expressions of emotions, 54
V gesture, 102
visual body language, 76
visual communicators, 77
visualization, hand gestures, 129
voice
emotion and, 207
LIWC, 208-210
lying and, 212-215
vulnerability, 267
W–X–Y–Z
walking style, 31
wandering eyes, dating and, 273
watch checking in interview, 229
wedding ring twist, negotiation and, 251
Weintraub, Walter, 210
Wet Limp Fish Handshake, 26
white lies, children and, 180-181
Wizards, lie detection and, 197
women
eye contact, 266
head nods, 30
words, communication and, 18
You don’t understand, lying and, 202