READING BODY LANGUAGE• Each one of us has the ability → natural way of communication

• Clever Hans:

The horse of Wilhelm von Osten (20th century)

Apparently able to count, read and recognise tones

1904 - Studied by committee → found to be able to read human

body language (Pfungst)

HEAD AND FACE

• Easy to control, difficult to read

• Focus on: SMILE

EYES

o Blinking

o Pupils

o Eye movements

ORBICULARIS OCULI

ZYGOMATIC MAJOR

• There are differences between real

and fake smile: Duchene´s marker Ekman´s and Friesen´s

research

• Direct link beween our emotions

and our physiology

SMILE

EYES• BLINKING

Connected to the amount of mental stress we are experiencing

The frequency of our blinking shows the speed with which we are

processing information

• PUPILS

Pupils constrict in the light and dilate in the dark

Dilated pupils are connected with positive feelings and vice-versa

• EYE MOVEMENTS

V = Visual (images) R = remembered

A = Audible (sounds) C = constructed

K = Kinaesthetic (feelings, touch, smell, taste) ID = internal dialogue

VC

AC

K

VR

AR

AID

HANDS AND ARMS• Often the hands will give valuable clues as how to the person perceives

his relationship to the subject he is talking about

• POINTING

at oneself → may occur in such a way

that betrays the fact that the speaker sees

himself in a role he does not consciously

means to communicate

• WEIGHING GESTURE

- The speaker may talk about how he isn't sure whether to carry out option A

or option B, and in expressing his indecision may mime "weighing up" the

options as if his hands were a pair of scales.

HANDS AND ARMS• OTHER GESTURES

Crossing arms

• Misunderstood gesture

• If our conversational partner

crosses his arms, he's giving

the signals to the others that he

finds us interesting and doesn't

want anybody to disturb him

Arms on hips

• A gesture of rejection or

sometimes even stealthy

aggression

• By doing so we're making

ourselves optically larger

•If we notice that our partner is drumming with his fingers or

tapping them on the table, it means that he is most likely bored and

wishes to leave to conversation.

Tapping the fingers

FEET AND LEGS• DRUMMING AND CROSSING

Drumming can also occur with feet

We should also watch for sudden crossing, re-crossing or

uncrossing of feet when significant subjects are brought up

• CREATING BARRIERS

A person may sound disinterested in us, but if her feet are little

turned out towards us the chances are that she is actually very open to

us

Equally, a business associate may be smiling and chatting

comfortable with us but may have her legs crossed away from us and

her right arm holding her cigarette right across her body

FEET AND LEGS• STRETCHING

sign of disinterest in what

we have to say → may be

coupled with folding of the

arms

• these signify much

stronger rejection

The reason why some of these examples seem more obvious is that, by paying less

attention to such things, people tend to give their feelings away in much bolder ways

THE POLYGRAPH• Incorrectly called "the lie detector"

• Doesn't detect lies, but the changes in

the suspect's body

• Innocent people are convicted of crimes

• Changes on which the polygraph

focuses could be produced by nervous

or frustrated suspect for any number of

perfectly innocent reasons

THE POLYGRAPH• Researchers have tested to see

whether the polygraph is as

effective as its defenders claim

• In the test 4 out of 4

polygraphers identified

innocent people of convicting

a crime

"The most important thing in communication is hearing

what isn't said."

- Peter F. Drucker

THANK YOU FOR YOUR ATTENTION!

Created by: Martina Sládeková, III.E

2012/2013

SOURCES AND BIBLIOGRAPHY

• BROWN, Derren - Tricks of the mind, TRANSWORLD PUBLISHERS, London 2007 ISBN 978-19-050-2635-7• HAVENER, Thorsten - Viem, čo si myslíš, TIMY PARTNERS spol. s.r.o. , Bratislava 2010 ISBN 970-80-89311-15-6

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