Body Language Basics From a flip of the hair to hands on your hips, how you move, gesture, and make expressions can say as much as what comes out of your mouth. Angel Rose, 34, an assistant vice president at a bank in upstate New York, was interviewing candidates for a teller position, which required that a person have good people and communication skills, a professional presentation, and a strong focus on customer service, among other abilities. One candidate in particular stood out, but not in a good way. While she could have been very intelligent, her nonverbal communication and body language were way off. Her handshake was more of a finger shake, her eye contact was nonexistent, and her slouched posture exuded insecurity. For Rose, what the candidate said didn't matter because her body language spoke volumes: she wasn't a good fit for the position. Recommended Related to Sex & Relationships 43 Date-Night Ideas REDBOOK's new book, 500 Great Dates, has tons of fun plans for you and your guy — no matter how much (or how little) time, money, or babysitter access you have! Read the 43 Date-Night Ideas article > > "Most communication experts now believe that almost 90% of what we say comes from nonverbal cues, which includes our body language," says Patti Wood, author of Success Signals: A Guide to Reading Body Language. Body language, she explains, is everything from our facial expressions, to eye contact, to our gestures, stance, and posture. While the nuances of body language are complicated, there are some common body language signs worth a thousand words. Body Language ABCs Flipping your hair, shaking hands, making eye contact, and smiling are more than just movements -- they're a part of your nonverbal communication, adding emphasis and emotion. "Body language represents a separate communication process beyond words," says Ross Buck, PhD, a professor of communication sciences and psychology at the University of Connecticut. "It exists simultaneously with language, but it is emotional and largely happening at the subconscious level." What are some of the basic body language cues that we display and what kind of effect can they have on the impression we make on other people? Here's a beginner's guide to understanding what our bodies are saying: Handshakes. A handshake can say so much more than hello, nice to meet you. "The most important part of a handshake is palm-to-palm contact," says Wood. "It's even more significant than the grip." The palm-to-palm contact expresses an intention of honesty and openness, and that your interaction will be sincere and nonthreatening. The "limp fish" handshake, Wood explains, seems so uncomfortable because it usually means that the palms don't touch, as Rose experienced in her interview. Here are other handshake types: Bone crusher: A person may be insecure and trying to overcompensate with an over-the-top hello. Palm-down handshake: A person may be trying to express his dominance. A left-handed wrap of the handshake from the top: A person may be trying to express his dominance. A left-handed wrap of the handshake from underneath: A person may be trying to support and comfort you. Synchrony. Synchrony happens when two people who are interacting mirror body language cues, explains Buck. What can it mean? "Synchrony is a signal that both people are on the same page," says Buck. "When you see someone copying your body language, or you notice that you are copying his, it's a clue that you are probably sharing a similar mind-set at the time." Further Reading: If sex is painful, will avoiding sex cause it to hurt less? Virginity Lost, Experience Gained 30 Days Back to Love The Secrets Couples Keep Boring Bedroom Syndrome — It's Everywhere Instant Fight Stoppers Sex and the Single Mom: What a Mom Wants See All Sex Problems in Women Topics Top Picks Can Couples Counseling Help? How to Reconnect Sexually Dating Deal-Breakers How to Argue With Your Partner What Is Emotional Infidelity? Dating After Divorce: How Long Should You Wait?

Body Language Signs That He's Crazy About You Sure, you could ask a guy how he feels about you. Or you could skip the awkward convo and analyze the male body language. Suss out whether your guy is head over heels using these celeb couples as your guide. Lillian Glass, PhD, author of The Body Language Advantage, has the lowdown. By Korin Miller PDA DOESN'T SCARE HIM Yeah, they're out in public which can make an all-out makeout sesh awkward. But Andrew Garfield still shows he cares—and wants to be connected to his girlfriend Emma Stone—by slipping his hand into her back pocket. Aww. AKM Images-GSI Media HE KEEPS YOU CLOSE We'd like to nominate Jay-Z and Beyonce for the title of Cutest Couple Ever...just saying. Check out this adorable pic—by nuzzling Beyonce into his arm, Jay-Z shows he loves feeling like her protector (and clearly she's not complaining). Getty ImagesHE GETS CUDDLY Ashton Kutcher is so into his girl Mila Kunis that he hugs her on the freaking street corner. His arms and lower body are all connected to her—a sign that there's huge chemistry between them. Teach-Fame Fly Net Pictures

Listen to His Body Language Relationship advice: We reveal four important things a guy says without using words Body Talk “Because men have learned to socialize through their actions, they’re constantly sending signals about how they’re feeling,” says body-language expert Kevin Hogan, Psy.D., author of The Psychology of Persuasion. “All you have to do is observe them.” We can help: Here’s how to train your eye to pick up on your guy’s innermost thoughts. He's Lying The clue: He keeps scratching his nose or ears. "When a man is afraid of being caught in a lie, his heart rate often accelerates and blood rushes to his nose, ears, and forehead, creating an itchy, tingly sensation," Hogan says. Your move: To get the truth out of him, put on your friendliest face. Then frame your questions in a way that sounds like you're being curious rather than accusatory, says Leslie Seppinni, Psy.D., a licensed marriage and family therapist in Los Angeles. A fibber will rarely plot out the minutiae of his story, so if you listen long enough he may get tripped up in his convoluted tale and spill the beans. He's Second-Guessing Your Relationship The clue: He always seems to be holding something in his hands. He may be avoiding intimacy, since keeping his paws occupied prevents him from touching you. "Creating physical distance until he's ready to make a decision is often how men process their feelings," says body-language expert Patti Wood. Your move: Call him on it. Say, "I love that we're so open with each other, but I feel like you're not telling me something." If he blows you off, press him by saying, "I can handle whatever it is." This might convince him you won't freak out—a major fear men have about self-expression, says Scott Haltzman, M.D., author of The Secrets of Happy Families. If he starts talking, well, great. But if he's indecisive about the relationship, suggest taking space until he knows where he stands. He Has to Confess Something and It Isn't Good The clue: He draws in his lips. "When a man has to get something off his chest, his mouth will tense up and he'll press his lips together as if he can't decide whether he should open his mouth and unload the bad news," Wood says. Your move: When an inquiry sounds sincere, it can relax a suspect—er, man—into making a confession. Say something like, "You look upset. Anything you want to tell me?" No matter what, maintain a poker face, even if what he says upsets you. "The best way to get information from a guy is to keep a neutral expression while he speaks so he won't change his story based on your reaction," Haltzman says. His Ego Is Wounded The clue: He holds one of his wrists. "It may appear that he's adjusting his watch, but it can be a sign that he's feeling insecure," Wood says. It's like he's protecting himself; his arms act like a shield positioned across his body. Your move: Guys love to feel like superheroes, so when his boss chews him out or you inadvertently insult him, his confidence can plummet. "When a man's feelings are hurt or he's trying to sort out a particular issue, he feels powerless," Haltzman says. "Give him some solo time to think the issue through and regain control."

6 Unintentional Things Your Body Language Says in a Relationship By KnowMoreTV Whether you’re in the midst of a long-term relationship or navigating your way through a new one, there is one thing in particular you should always pay attention to when it comes to giving off the right vibe: your body language. Your body can speak louder than words. But is it saying what you want it to say? Learn to send your messages clearly with these body language do’s and don’ts. 1) Eye for an Eye Celebrity Matchmaker Samantha Daniels reveals eye contact is very important because it shows that you are interested in what he is saying and that you are paying attention. “This is universally applicable, whether you’re having a deep conversation with your boyfriend or are trying to connect with someone new on a first date.” To put it simply, eye contact is talking in the absence of words. Eyes can communicate a wide range of messages and sensitivity. Be extra conscious about looking your man directly in the eye, even though it may feel more comfortable looking away. 2) Body Positioning Matchmaker and Dating Coach Suzanne K. Oshima forewarns both men and women usually don’t realize which way their body faces, and it is very telling as to whether or not the other person is interested. “If someone’s torso, shoulders and legs are facing toward the other person, they are showing interest”, Oshima says. “But if their torso, shoulders and legs are facing away or off to the side, they are either not sure or they are blocking the person from getting to know them.” 3) Crossed Arms This one is a no-no for obvious reasons. “Crossed arms essentially make you look closed off, unwelcoming, and disinterested,” Daniels says. “If you want men to approach you on the dating scene, you need to appear as open and welcoming as possible.” 4) Group Formation Speaking of looking closed off, be attentive when out with your ladies. When a group of gals are out on the dating scene, they tend to stand in a circle. “Circles are closed off and leave no opening for a guy to join, which makes it difficult for men to approach them,” Daniels explains. “When you’re out on the town, try to stand in a ‘C’ shape to give guys an opening.” Standing at the edge of the ‘C’ also makes you the easiest to approach. 5) Take a Stand Your mother wasn’t lying when she told you to stand up straight. “A good posture on a date shows your confidence level in who you are and your self worth,” Oshima says. “A woman who doesn’t stand up straight, or has her shoulders rounded forward may be perceived as shy or with low confidence.” (This YouTube video is a great exercise to improve your posture and shape your arms!) 6) Turn that Frown Upside Down Without a doubt smiling is the number one, most important thing you can wear while dating and in a relationship. “A smile on your face shows that you are a happy person… and men gravitate toward happy women,” Daniels says. What other social cues deter men? Can guys be guilty the same things as well? Sfrom ound off in the comments below!

Body Language vs Micro-Expressions Debunking the myths of "micro-expressions" Published on December 24, 2011 by Joe Navarro, M.A. in Spycatcher 88 inShare email Thoughtful questions often prompt thoughtful analysis and recently a series of questions from a reader regarding "micro-expressions" had such an effect on me. His questions made me stop and think about how the public perceives "micro expressions" and their significance in our overall understanding of body language, and more importantly, their relevance in detecting deception. By now most people have heard of "micro-expressions" as a result of the show Lie to Me, or because the term has been popularized by the media. In fact, I routinely run into people who say they have taken courses on "micro-expressions" and have been "certified" or who want to become experts on "micro-expressions." (It reminds me of when students first wanted to be "criminal profilers" and then they wanted to be "CSI agents," just like on TV, now I guess it is "micro-expression experts") That's fine I say, but what about the rest of the body? And that is when I hear silence. After all, the rest of the body is transmitting information about thoughts, desires, fears, emotions, and intentions with far more regularity. If someone ventilates their shirt or hides their thumbs while being asked questions, you should know what that means beyond it's hot and they don't know what to do with their hands (it means: issues, discomfort, insecurities) because there may be no "micro-expressions" to help you at all. Find a Therapist Search for a mental health professional near you. Find Local: Acupuncturists Chiropractors Massage Therapists Dentists and more! In order to properly anchor us, let's start with what the term "micro-expressions" means or has come to mean. In 1966 two researchers by the name of Haggard and Isaacs discovered, while looking at films of couples in therapy, what they described as "micromomentary expressions." They noted behaviors that would flash by so quickly they were difficult to see except by slowing the film down. A few years later, building on this earlier work and observing these same behaviors, Paul Ekman coined the term "micro expressions" while he was studying deception. Ekman later incorporated this into his book, "Telling Lies," which you really should read if you care about nonverbals. What Haggard and Isaacs, as well as others, found was that our faces often reveal hidden sentiments that are being intentionally concealed. This was obviously useful in detecting issues during couples' therapy. Unfortunately, over time the term "micro expressions" grew to include too many things; failing for instance to differentiate between the truly miniscule, the small, and the larger facial distortions. There was also a failure to differentiate between the behaviors that were fast and those which were super-fast, but which had little to do with being "micro" or small. Lastly there was a failure to differentiate behaviors that are asymmetrical or that oddly freeze in place such as when we hold a tense smile at a snarling dog. Consequently, because so many things have been lumped under the appellation "micro-expression" it is often difficult to determine what someone means, especially when they substitute "micro-expressions" for plain old body language or nonverbals. So let's see if we can add some clarity here to help you better understand behaviors of the face, which are often lumped under the term "micro-expressions" or worse they are ignored completely. First we should recognize, as David Matsumoto has pointed out, that there are behaviors, gestures, or expressions of the face that do occur without conscious prompting which leak or reveal our true feelings or sentiments. Some of these behaviors or expressions flash before us very quickly (1/15, 1/25 of a second) and others loiter there seemingly too long. Also there are behaviors that are difficult to observe because they are so tiny (twitching muscles just under the eye for example) while others are quite large or as "large" as they can be given the size of some small facial muscles. What is important for observers is that while these behaviors do occur, we must not attach more meaning to them than we should. Shows such as Lie to Me (now cancelled) made it seem that if you saw one of these behaviors then the person is lying. Nothing could be further from the truth. For as Ekman, Frank, DePaulo, Burgoon, and Vrij have repeatedly told us, there is no single behavior indicative of deception (Matsumoto, et. al. 2011, 1-4; Navarro 2008). There are indicators of stress, psychological discomfort, anxiety, dislike, issues, or tension, but not deception - I'm sorry to say. In fact, rather than focus on deception, in my experience, it is far more useful to become an "Issue Detector" because that is really what we are observing. When we see the physical displays of psychological discomfort, we are really seeing our bodies communicating there are "issues"; in ohter words something is bothering us, the questions is what? Examining the Face: One way to understand facial gestures or behaviors is to divide them up by what they do, not whether they are mini, micro, or macro which does not take into account speed or in some cases lengthy, asymmetrical, or rigid presentations. The following is not a comprehensive list but if you focus on these five areas you will find it easier, in my experience, to identify how others truly feel or what they think: Facial Gestures of Nervousness and Tension: - Furrowed forehead - Squinting eyes - Lip compression - Lips that are sucked into the mouth - Quivering lips - Quivering chin - Corners of mouth twitching or pulling oddly toward the ear very quickly Facial Gestures of Dislike or Disagreement: - Pursed lips usually mean I don't like or I disagree (seen in babies as young as four weeks). - Nose crinkle (nose moves very quickly up as a shortened sign of disgust) - Upper half of lip on one side rises as does nose - Rolling of the eyes - Eyelid flutter (usually seen when someone says something we strongly disagree with) - Eyelids close fail to reopen for what seems a long time - Squinting of the eyes (think of Clint Eastward in a shootout) Facial Gestures to Relieve Stress: There are any number of facial ticks which may suddenly develop or which become permanent to deal with tension. Examples are: - Uncontrollable blinking - Cheek twitching - Uncontrollable twitching of the eye - Jaw thrusts forward - Jaw displacement to the sides - Tongue biting - Pulling of facial hair - Repetitive touching of the nose or eyelid with a finger These behavior are not only repetitive, they may increase in severity under stress and at times become very fast. Incidentally, as I mentioned in Clues to Deceit, repetitive behaviors are soothing behaviors, which is why we develop nervous ticks in the first place. The brain benefits from the repetitive muscular tick as a form of pacification; however, it can become pathological. Asymmetrical Facial Gestures: Gestures that involve only one half of the face fall into this category: - Fake smiles - Smile involving only half the face - Person smiles but the eyes squint or show tension - Asymmetry also applies to discord between what is said with what the body is transmitting, such as saying, "I love you" with clenched teeth or a tense face. Facial gestures of Contempt or Disdain: - A smirk (corner of mouth tightens on one side, dimples, or pulls toward eye or ear ) - Nose high haughty attitude - Rolling of the eyes - Looking dismissively askance Contempt, incidentally, is not a sign of deception, it is seen in both the innocent as well as the liar. Contempt is often seen among the innocent when interviewed by those they deem to be of lower social status or whom they perceive as incompetent. You also see looks of contempt on the part of an occupied population toward their oppressors. Caution While these gestures or behaviors are useful in discerning true thoughts and feelings, they are in no way indicative of deception. They may indicate psychological or physical discomfort, dislike, issues, or nervousness, but that is it. No inference of deception can be drawn from these for there is no single behavior indicative of deception. None. Recommendation After studying nonverbals for over 40 years, I think it is wiser to understand what all of the body communicates, not just the face, or just "micro-expressions." Especially knowing that the feet are more accurate than the face in revealing sentiments and intentions and that all of our body is constantly transmitting vital information (Navarro 2008). In fact, as I note in Clues to Deceit there are over 215 behaviors associated with psychological discomfort and most of those are not in the face. If you truly want to learn about body language and nonverbal communications and go beyond the tripe usually served on television, give yourself a treat and read Desmond Morris' trilogy on nonverbals (Manwatching, Bodywatching, Peoplewatching). Morris looks at humans with the critical eye of a scientist discovering a new species and explains why we do the things we do. He is an authority without equal when it comes to nonverbal communications and as a zoologist and anthropologist, will open your eyes as no other author or expert can, with perhaps the exception of Charles Darwin, who started it all one day while watching orangutans in the London zoo. ---------------------------------- Joe Navarro, M.A. is 25 year veteran of the FBI and is the author of What Every Body is Saying, as well as Louder Than Words. For additional information and a free bibliography please contact him through www.jnforensics.com or follow on twitter: @navarrotells or on Facebook. Copyright © 2011 Joe Navarro. Bibliogaphy Darwin, Charles. 1872. The Expression of Emotion in Man and Animals. New York: Appleton-Century Crofts. Ekman, Paul. 1985. Telling Lies: Clues to Deceit in the Marketplace, Politics, and Marriage. New York: W.W. Norton & Co. Haggard, E. A. and Isaacs, K.S. 1966. Micromomentary Facial Expressions. In Methods of Research in Psychology, L.A. Gottschalk and A.H. Auerback, Eds.. New York: Appleton Century Crofts. Matsumoto, David, et. al. 2011. Evaluating Truthfulness and Detecting Deception New Tools to Aid Investigators. FBI Law Enforcement Bulletin, (January):1-8. Morris, Desmond. 1985. Bodywatching. New York: Crown Publishers. Morris, Desmond. 1980. Manwatching. New York: Crown Publishers. Morris, Desmond. 2002. Peoplewatching: New York: Crown Publishers Navarro, Joe. 2011. Clues to Deceit. Amazon Kindle. Navarro, Joe. 2008. What Every Body is Saying. New York: Harper Collins. Porter, S., & ten Brinke, L. (2008). Reading between the lies: Identifying concealed and falsified emotions in universal facial expressions. Psychological Science, 19, 508-514. Vrij, A., Granhag, P. A., & Porter, S. 2010. Pitfalls and opportunities in nonverbal and verbal lie detection. Psychological Science in the Public Interest, 11, 89-121.

Analysis



In this section, you will find occasional analyses of speeches, adverts and so on.

* Aero Slogan: The subtly of a chocolate bar slogan.
* Ann Coulter on Religion: Body language of a controversial American commentator.
* Barack Obama's Victory Speech: On being elected President of the USA.
* Betty Crocker's Egg: Freudian machinations in early TV home programming.
* George Carman, QC: The life of an extraordinary advocate.
* Live 8: I was there, and saw many minds being changed.
* Martin Luther King's 'I have a dream' speech: The power of the famous paragraph.
* McDonald's Passing By: McDonald's...subtle?
* Power Sales: The battle for selling power is reaching new depths.
* Selling Shampoo: The words on the bottle of shampoo are carefully chosen.
* Supernanny: TV show of terrorist children being tamed.
* Susan's Mother: Effective Crunchy Nut advert.
* Terrorist Bombs: From New York to Bagdad to London, how a few change the minds of millions.
* The Heist: Programmed Criminals: How ordinary people were turned into armed robbers on TV.
* Wooing Journalists: PR aimed at getting good press.
* You Could Save...: An unsubtle ad.




Terrorists and Bombs



Analysis > Terrorists and Bombs



Not long after the Live 8 concert, on 7th July 2005, London was rocked by five suicide bombers. Perchance I was out of town that day, at my daughter's graduation. I know people who came close to death, catching the train before and the train after, but thankfully not one of the four which were blown up.

Terrorism is an extreme but also effective form of changing minds (if you live to tell the tale). It grabs attention with threats and actuality of death and destruction, and a fanatic minority can hold a terrorized majority in thrall.
Suicide extremism

One of the ways that terrorist work in today's mad world is in suicide bombings, and these horrors that Israel, Iraq and others have endured are now reaching into western capitals. America and New York was sharply awoken by the uniquely effective 9/11 attacks. The bombing in Madrid changed the course of a general election. And now London has its tale to tell.

Suicide bombing is not new. The kamikaze pilots of World War II gave their lives for their country as they flew their planes into American ships. Today's bombers do it for political and religious reasons.

A frightening thing about suicide bomber is the thought that a person will willingly die to kill others. This, in itself, changes minds. If the unthinkable come true, then what else might happen? All of a sudden the rules that hold the world together are no longer valid. When we cannot predict, then we feel out of control, which is a scary place to be.

It is all the more scary that the bombers seemed so normal. One of the London bombers was a schoolteacher who was so dedicated to his children he was picked for a visit to Parliament. We look over our shoulders at the next person on the train: could they be a bomber? Am I about to die?
A stairway to heaven

Not only do the terrorized have their minds changed: the bombers also are transformed from ordinary people also have their minds changed. Many of the early methods of creating a suicide bomber may include variants on conversion techniques.

A particularly powerful method is to make dying for the cause an act of such selflessness that it automatically guarantees you an entry into heaven. This is quite an effective move, as it appeals to very basic need for survival, such that committing suicide is the best way of living forever. Seems like a good deal? Good enough, it seems.

Not only are individuals converted: whole societies can conclude that suicide in the name of a cause is a good thing. Mothers proudly send their sons and daughters to oblivion in the belief that they are helping the cause and creating saints. And mothers around the world associate with them and shiver.
Random acts of terror

It takes very few people to terrorize an awful lot more. All you need to do is make the terrorist acts terrible, and then strike when and where people least expect it. In guessing what will happen in the future, we falsely assume that the size of the act represents the size of the threat and so feel in significant danger. The London bombs killed over 50 people. Many more are killed in car accidents every day, yet we do not fear the cars speeding past us.

The random element of terror again makes things difficult to predict and so we are sent in a tailspin or fear. One of the rules for bringing up children is to be predictable in your praise and punishment. If the child does not know if and when you are going to explode, they will grow up fearful or aggressive as a way of coping.
The collaboration of the media

The dilemma for the media in terrorist events is that if they report it, then they are collaborating with the terrorists in spreading terror. Without news reports, terrorists only kill a number of people. With the support of the media, they can hold millions to hostage.

For weeks after the London bombs, newspapers and TV reports kept bringing back to us the horror of the day. Interviews with victims and bystanders help us all relive in detail the terror. In 9/11, US television kept showing the two towers collapsing until children across the nation thought that buildings were falling down everywhere.

It is an unholy alliance, as the media themselves are persuaded by financial and cultural rules. It is a sad fact, but bad news sells newspapers. When people are uncertain and fearful, they seek more information -- and the papers are happy to sell it to them. Culturally, as well, many editors would argue that it would be wrong for them not to print news.
Reaping the seeds of meddling

Many would say that we are reaping the seeds of our own past meddling. Many terrorist groups have their roots in fighting regimes that other governments did not like. The secret services (and sometimes the not so secret ones) found it easier to fight those undesirable governments by covertly encouraging the subversives. My enemy's enemy is my friend, as they say.

In developments that ripple down from World War II resistance and the cold war, the insurgents were taught to wreak havoc with few resources. And then the dog decided to bite the feeding hand: those who fought people in power turned their attention to the more powerful governments. Their minds had been changed, but not so much as to become puppets.

And this is, perhaps, a salutary lesson for those who seek to change minds for immoral reasons. Those who we seek control will, eventually understand what is happening. People who are attracted to cults leave and become their biggest detractors. When we try to control our children's lives too much, they leave, never to return. Battered wives suffer in silence for years and then sometimes kill their cruel husbands. Remember the caveat: What you sow, so also will you reap.
Coda: déja vu

I wrote most of the above this morning, on the train into London. Today is 21st July, 2005, when there was another bombing attempt (two weeks to the day after the first bombings). Curiously, only the detonators went off and nobody was hurt -- not even the bombers, it seems.

It seems that explosives age and the surprised bombers lived to bomb another day. According to one report, one of the bombers looked rather annoyed when there was only a small bang. Perhaps he felt his first-class ticket to heaven had been cancelled. (A later story, when they had been identified, was that one bomber told a neighbor that not only would he go to heaven, but that there would be 80 virgins awaiting him there. I wonder who told him that. For an impressionable young man, one might understand how it could change his mind.)

So what were they saying this time? The underlying message was 'We can do this any time'. By repeating the pattern (three on underground trains and one on a bus), they were cocking a snoot at the police, showing that, despite increased security, there was nothing that could stop them bombing wherever they chose.

The local effect was also interesting. My officemates seemed more irritated than worried (my family was more concerned, as they had heard only vague news).

The effect on potential tourists will be interesting. One bombing seems like a one-off, but two indicates a continuing threat. And this is no doubt a deliberate part of the message.
Coda to the coda: shoot to kill

The next day, a Brazilian electrician who lived in the block of flats where bombers lived went to the station and then ran away from armed police and leaped onto a train (his visa was just out of date). Guessing he was a bomber, the police shot him dead. The government and police supported the action, as did everyone I spoke to. More minds changed. Police killing of innocent people (albeit in extraordinary circumstances) now has public support. And so the terrorists win again.
And again: Police recovery

Still in July 2005, the police have arrested all four of the would-be second set of bombers in an impressively massive show of detection and force. The pervasiveness of closed-circuit television cameras has proved immensely useful in capturing the movements of the terrorists, as has modern forensic methods and collaboration across police forces (the last bomber was caught in Rome).

Confidence in the police and in London has been also recovered by a massive show of force. Every tube station in central London had police at every entrance. When I arrived at Waterloo on Thursday this week, I stood in one spot and counted 18 police (and that was the ones in uniform). This included 2 in full body armor, helmets and automatic weapons. And I was pleased to see them. And so my mind is changed again.





Selling Shampoo



Analysis > Selling Shampoo



With a family of four of us, how many bottles, tubes and other containers of shampoo would you expect to find in the bathroom? Two males, two females. Four? Six? One? Twelve? Well, I just counted and there were twenty seven. I use only one so goodness knows who uses the rest. Still, it's good for a quick poll of the words they use to get us good consumers to use (or at least buy) more shampoo.

Here's a selection of names and promotional statements and a few thoughts about what they mean and their effect.
Names

* Original Source : Tangerine and Bergamot
* Original Source: Almond and Coconut
* Original Source: Lime and Guarana
* Pantene: Brunette Expressions
* Sunsilk: Care and Repair

One style of naming is with food. It's not important whether the oils or whatever make any difference, but an effect that it does have is that when you think of the food, you think of how it smells and tastes. If that is a nice gustatory experience, then you feel good -- and of course transfer those good feelings to the shampoo. This will be emphasized by the smell of the shampoo (again, this nothing to do with what it does to your hair).

Another naming trick is to indicate what it looks like, as with 'Brunette Expressions', triggering mirror experiences where you see yourself (presumably like the model on the bottle or box). 'Care and Repair' is simple naming by function, making the choice clear and simple by telling you what it does.

The basic brand names are interesting too: 'Original Source' implies some level of exclusivity, coupled with being not a copy and perhaps arising from some magical natural spring. 'Pantene' goes for the pseudo-science approach, using a made-up name that implies they know what they are doing (so you don't need to ask). 'Sunsilk' is a sensory-based word, combining the warmth and light of the sun with the tactile experience of stroking silk (which of course will be just like stroking your hair afterwards).
Promotional statements

The bottles of shampoo all had wonderful and, when you think about it, perhaps rather bizarre and meaningless promotional statements. Here are just a few:

* Strengthens and nourishes every day
* Intense nourishment for your hair
* Fuller, thicker looking hair
* Refreshes and invigorates
* Clean, long-lasting freshness
* Glowing, velvety brunette
* Shine release, natural balancing
* Pro-vitality B5, with healthy volume
* Builds body and fullness for weightless, healthy volume
* Classic clean
* New

Using the description of 'nourishment' is using a metaphor of shampoo as food. What comes along with this metaphor is that feeding is a regular thing -- you don't just eat once and that's it. This is hammered home with the 'every day' rider that tells you that you should be using this shampoo daily.

The food metaphor is extended with notions of health. How hair is 'healthy' and has 'vitality' is an interesting philosophical question, but it appears that hair can also have 'body' and 'fullness', so perhaps it is something separate from you that has a life of its own.

Note the sensory language, with words such as 'shine', 'weightless' and 'strengthens'. Sensory language triggers sensory experience. 'Shine release' implies that the shine was already in your hair, perhaps being covered up with the grime that the shampoo washes away.

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Overall, these things may seem trite and foolish to many of us, but to those who carve and agree the words it is an anguished process, no less than the sculptor who creates a great work of art. If they get it right and sell just 0.1% more shampoo, then their salary and fees will be well worth their effort as the shampoo company laughs its way to the bank whilst its customers feel somehow enriched by using their amazing product!
See also

Use of Language




Sensory Language



Techniques > Use of language > Persuasive Language > Sensory Language

Sense and non-sense | Senses in language | Sense preferences | The power of sensory language | See also


Sense and non-sense

When talking or writing, it is possible to make use of our five senses. It is also possible to exclude the senses from the what is said, leading to a more objective way of speaking.

Sensory language references and stimulates the senses, thus:

The cool morning sun cast long fingers of shadow and light across the green field as our visitors tramped across rough and the dewy grass.

Objective language seeks to engage the logical mind, but not the senses, which are considered too emotional. It is thus common in such as legal, scientific and business writing.

Morning came and the people arrived.
Senses in language

Language can make reference to any or all senses by deliberate use of appropriate sensory words. Note that these can be both direct description and also sensory metaphors.
Sight

The visual sense is referenced by talking about light and dark, shades and hues, visible shape and appearance.

Her brilliant red blouse fitted her slim figure like a glove.
Sound

Auditory senses are triggered by reference to loudness, timbre, actual words spoken, and so on.

He shouted harsh approval at the sound of her pure warbling Italian soprano.
Feeling

Tactile feeling and emotional feeling are closely connected, as we sense our emotions as tensions and other physical bodily experiences.

His heart thumped as he grasped the meaning of her smile.
Taste and smell

Our gustatory senses are closely linked and are often used in the metaphoric sense.

She could stomach his words no longer and smelled a bitter rat in his intent.

Smell in particularly is powerfully evocative sense and can easily trigger early memories.
Sense preferences

Whilst we can detect five senses, we tend to have a preference for some rather than others. Whilst some of us might be evenly balanced, many of us have a significant preference for visual or auditory information.

Sense preferences can be detected in the language that people use. If I am a 'pictures person' then I will use more visual words, including visual metaphor. On the other hand, if I pay particular attention to sounds, then I might use more sound-base metaphors. Likewise I might use tactile language.
The power of sensory language
The power of stimulation

Sense language is more powerful at engaging others simply because it triggers our senses rather than requiring the cognitive effort that more abstract or objective talk needs.

If you paint pictures, sounds and sensations with words, you will immediately gain attention and greater understanding, and hence be better able to communicate effectively and persuade others to your cause.
Reflecting the sense preference

As with any communication, if you reflect back to a person those things that they prefer, then they will pay even more attention to these things than others.

Using their preferred sense channel will also make you appear to be more like them and hence create a bond with them and consequently gain their trust.

Using Body Language



Techniques > Using Body Language

Message clusters | Core patterns | Parts-of-body language | Other notes | See also



Body language is an important part of communication which can constitute 50% or more of what we are communicating. If you wish to communicate well, then it makes sense to understand how you can (and cannot) use your body to say what you mean.
Message clusters

Body language comes in clusters of signals and postures, depending on the internal emotions and mental states. Recognizing a whole cluster is thus far more reliable than trying to interpret individual elements.

* Aggressive body language: Showing physical threat.
* Attentive body language: Showing real interest.
* Bored body language: Just not being interested.
* Closed body language: Many reasons are closed.
* Deceptive body language: Seeking to cover up lying or other deception.
* Defensive body language: Protecting self from attack.
* Dominant body language: Dominating others.
* Emotional body language: Identifying feelings.
* Evaluating body language: Judging and deciding about something.
* Greeting body language: Meeting rituals.
* Open body language: Many reasons for being open.
* Power body language: Demonstrating one's power.
* Ready body language: Wanting to act and waiting for the trigger.
* Relaxed body language: Comfortable and unstressed.
* Romantic body language: Showing attraction to others.
* Sales Body Language: Using your body to sell.
* Submissive body language: Showing you are prepared to give in.

Core patterns

A number of core patterns can be identified that include clusters of body movements:

* Crossing, Expanding, Moving away, Moving forward, Opening, Preening, Repeating, Shaping, Striking and Touching

Parts-of-the-body language

You can send signals with individual parts of the body as well as in concert. Here's details of the contributions of each part of the body.

* Head: Face, Cheek, Chin, Mouth, Lips, Teeth, Tongue, Nose, Eyes, Eyebrow, Forehead, Hair
* Arm: Elbow, Hand, Finger
* Torso: Neck, Shoulder, Chest, Back, Belly, Bottom, Hips
* Legs: Thigh, Knee, Foot

Other notes

Remember that body language varies greatly with people and especially with international cultures (so be very careful when applying Western understanding to Eastern non-verbal language).

* Body as Cue, Evidence, Persuasion: How we shape changes how we feel.
* Body language caveat: You can't control all of your muscles. So why bother?
* Emphasis with body language: Adding emphasis to what you are saying.
* Social distances: The space between us.
* Satir's Five Positions: Speaking positions.
* Touching: Using physical touch.
* Hugging: Close comfort and affection.

There are about 70 pages of information in total in this section on body language.
See also

Non-Verbal Behavior, Understanding body language, Using Your Body