1. BASIC KINESICS FOR THE
INTERVIEWER /
INVESTIGATOR
Atty. Harve B. Abella, Esq.

2. FACIAL ACTION CODING SYSTEM
• Psychologists-PAUL EKMAN and TOMKIN- agreed that there
was a common set of rules that governed the facial expressions
human beings made.We can pick up fleeting micro expressions
on our faces that signal what our authentic feelings really are
Ekman and Wallace Friesen , created a taxonomy of facial
expressions.
• Human face can make 43 distinct muscular movement.
• There are 300 combinations of two muscles, if you add in a third
you get over 3000. We took it up to five muscles, which is over
10,000 visible facial configurations.
• Ekman said “ Most of the 10,000 facial expressions do not mean
anything. They are the kinds of nonsense faces children make”.
• However Ekman & Friesen identified about 3000 expressions that
comprise the essential repertoire of human facial displays of
emotions.

3. • FROM THE INSIDE OUT Expression alone is
sufficicient to create marked changes in the autonomic
nervous system.-fear, anger,anguish heartbeat would
go up,hands get hot etc.
• The process also works in the opposite direction as
well.Emotions can also start on the face.
• The face is not a secondary billboard for our feelings.it
is a partner in the emotional process.
• FLASHES OF TRUTH Many facial expressions can be
made voluntarily but often some part of another
emotion that we are trying to suppress leaks out.
• Facial expressions can be reformed and corrected.

4. APPEARANCE
• The final area of kinesics is appearance.
• Appearance includes clothes, hair, jewelry, cosmetics and
such. It accents our body movements and how we are
perceived.
• Appearance tells others how we want to be seen. How we
practice the “rules” of the game in an organization.
• If you changed your appearance drastically- from formal to
informal, for example- how would others respond?
• When do you give your appearance special attention?
These occasions tell you about the importance of
appearance.
• Most people indicate they are not influenced by another’s
physical appearance,but apparently they are.
• Expect your appearance to a part of the messages you
communicate,and should plan your appearance so that it
will effectively communicate to others.

5. BODY SHAPE AND POSTURE
• Body shape and posture are a part of Kinesics. Body
shape and posture affect how we think about
ourselves, how we relate to others, and how others
relate to us even though body shape is mostly
hereditary and largely uncontrollable.
• When we encounter an unfamiliar situation, we
become more aware of body shape and posture-
interview or a formal speech.
• Posture is part of any relationship, regardless of your
degree of awareness. Whether you lean
forward/backward ,stand or sit erectly,or slouch ,you
tell another person something.
• The others mental filter gives meaning to your posture.

6. • Behaviorists have studied the shapes of our bodies
and have identified three types. The ectomorph is thin,
youthful, and tall; the mesomorph is strong, athletic,
muscular and bony; the endomorph is fat, round, and
soft.
• Indeed our physical structures communicate
something about us. Perhaps these body types lead to
false stereotypes, but the point remains that our
physical structures do communicate.

7. 07/11/14
Nature vs. nurture
•
Some body language is inherited and consistent among all
humans. Other body language is not.
•
The use and recognition of certain fundamental facial
expressions are now generally accepted to be consistent and
genetically determined among all humans regardless of
culture.
•
However the use and recognition of less fundamental
physical gestures (hand movements for example, or the
winking of an eye), and aspects of personal space distances,
are now generally accepted to be environmentally
determined (learned, rather than inherited), which is
significantly dependent on local society groups and cultures.

8. 07/11/14
North America: OK
Russia, Brazil, Turkey:
An orifice signal; sexual insult; gay man
Tunisia, France, Belgium: Zero; worthless
Japan: Money; coins
Britain, Australia, New Zealand, Malta: Up yours!
USA: Two
Germany: Victory
France: Peace
Cultural hand signals

9. 07/11/14
Most western countries: Two
Greece Go to Hell!
Bali: Bad
Japan: Woman
South America: Thin
France: You can't fool me!
Mediterranean: Small penis

10. 07/11/14
Widespread use : OK, good, hitchhike
Many Europoean countries: one
Australia: sit on this! (a_s hole)
Western countries: Number 5
Could also mean in many countries: Stop!
Greece and Turkey: Go to hell!

11. 07/11/14
Sneering

12. 07/11/14
‘Sneering’ involves baring the teeth and flaring
nostrils usually signals anger and irritation.
Among apes, baring the teeth signals an
impending attack while flaring nostrils allows
more oxygenated blood to flow. Humans still
carry the expression as part of evolutionary
heritage.

13. 07/11/14
Universal facial expressions
•
Anger
•
Disgust
•
Fear
•
Surprise
•
Sadness
•
Joy
Charles Darwin (1872). The Expressions of the Emotions in Man and Animals
P Ekman, E R Sorenson and W V Friesen (1969) Pan-Cultural Elements in
Facial Displays of Emotion, Science Vol 164, No 3875, 4 Apr 1969

14. 07/11/14
•
Ekman's work included isolated tribes-people
who could not have been influenced by Western
media and images, and essentially proved that
Darwin was right - i.e., that the use and
recognition of facial expressions to convey
certain basic human emotions is part of human
evolved nature, genetically inherited, and not
dependent on social learning or conditioning.

15. 07/11/14
Neutral

16. 07/11/14
Anger

17. 07/11/14
Disgust

18. 07/11/14
Fear

19. 07/11/14
Surprise

20. 07/11/14
Sadness

21. 07/11/14
Real enjoyment/genuine smile

22. 07/11/14
Feigned enjoyment/polite smile

23. 07/11/14
Contempt

24. 07/11/14
Shame

27. 07/11/14
Rules for Better Reading
•
1) Read Gestures in Cluster
–
Each gesture is like a single word and one word may
have several different meanings.
–
Gestures come in ‘sentences’ called “clusters”.
–
A body language cluster, just like a verbal sentence,
needs around three words in it before one can
approximate what each ‘word’ means.

28. 07/11/14
Example
Critical evaluation cluster:
hand-to-face gesture (main signal)
+ cross arms
+ tightly cross legs
+ head and chin down

29. 07/11/14
Rules for Better Reading
•
2) Look for congruence
–
When available, try to find validation in the verbal
message
–
Studies show that when verbal and non-verbal
message are incongruent, women tend to follow the
non-verbal cue
–
A person saying something different from how he is
behaving non-verbally is usually less believable

30. 07/11/14
Examples of incongruence
•
Your BF or GF is saying all the ‘right words’ but
avoids your gaze
•
Your subordinate says its alright for him to do
overtime as you requested but you can see the
sneer in his face

31. 07/11/14
Rules for Better Reading
•
3) Read gestures in context
–
Example: a person, chin down, crossing both legs and
arms in a cold night outside may not be acting
defensive but plainly feeling cold
–
But if the person was acting the same way in a setting
which was not warm and did not act that way until you
started blaming him for the failure of a business
engagement, may be acting defensively.

32. 07/11/14
Hands
•
Hands out with palms upward
–
“I’m a peace maker”
–
Asking for help
•
Palms-in movement
–
Similar to palms upward but with drawing motion; also
may be waving hands around as long as its facing the
speaker/actor
–
May indicate invitation or ‘sweet’ attempts at persuasion

33. 07/11/14
•
Palms down and Palms out
–
Dominating move; authority; holding others at bay while
you speak; may mean you already made up your mind and
not open to input; you are firm with your message;
sometimes viewed as hostility;
–
Notice two lovers holding hands while walking, may
sometimes indicate who is on the ‘upper hand’.
–
Palms down, may usually change or combined with to
palms out which basically means the same except the latter
is more forceful
–
Palms out became a fad in the 90’s “talk to the hand”

34. 07/11/14
•
Fist
–
Newborns squalling usually curl their hands into a tight
fist. This is observed even with deaf or blind babies
indicating that it is not a learned gesture but an inborn
response to anger or frustration
–
The difficulty nowadays is that it is used in many ways
even in jest

35. 07/11/14
•
A hand with open fingers generally displays open-
mindedness
•
Tightly close fingers indicate person is uptight and
rigid
•
The best way to interpret open or close fingers is
when seen together with palms down or palms up
position.
•
Ex. Palms down with fingers apart may mean: “I
feel strongly about my position but I may also be
willing to hear things”

36. 07/11/14
•
Nervousness signs: wringing hands, pulling or bending fingers, digging
nails on the fist, drumming fingertips on table tops usually show
anxiety
•
Self touches may also indicate that all is not well since it is a way of
self comfort
–
Rubbing the face (nose or chin)
–
Rubbing forearms
–
Crossing arms in a tight hug
–
Cracking knuckles
–
Clasping hands together tightly
–
Clenching hands in a fist

37. 07/11/14
•
Boredom signs: finger tapping, facial rubbing,
supporting head with hand, knuckle cracking,
any motion to rouse the person (slapping own
self)
•
Notice that some of these signs are also signs of
boredom thus one must be observant for other
cues

38. 07/11/14
Classic
gesture of
Boredom

39. 07/11/14
Evaluation is shown by a
closed hand resting on the
chin or cheek, often with the
index finger pointing upwards.
When the person begins to
lose interest but still wants to
appear interested the position
will alter so that the heel
of the palm supports the head
as boredom sets in.

40. 07/11/14
When the index
finger points vertically up
the cheek and the thumb
supports the chin, the
listener is having negative or
critical thoughts about the
speaker or his
subject.

41. 07/11/14
Chin Stroke is the signal
that the listener is going
through the decision-
making process

42. 07/11/14
•
Research found those who habitually rub the
back of the neck have a tendency to be negative
or critical, whereas those who habitually rub
their foreheads to non-verbalize an error tend
to be more open and easy-going.
•
NOTE: hand-to-face gestures can easily be
misinterpreted

43. 07/11/14
•
Politicians
–
The more powerful the politician the more controlled the
hand movements
–
Many politicians rehearse their hand gestures
•Bush showing his hand in the podium, “I have nothing to hide”
•Marcos pounding his fist, “I intend to pursue the point”
–
Squeezing against the thumb against the fingertips avoids
intimidating the audience (Tony Blair style)
•In a study, subjects shown this gesture tend to interpret the doer as
someone who is ‘thoughtful’, ‘goal oriented’ and focused. While those
who used pointed finger were viewed as ‘aggressive’, ‘belligerent’ and
‘rude’

44. 07/11/14
Thumb squeezed against fingertips

45. 07/11/14
Handshakes
•
Dominance: turning hand so that palm faces
slightly down
•
Submission: turning hand so that palm faces
slightly up
•
Equality: both hands in vertical position. This
creates a feeling of equality and mutual respect.

46. 07/11/14
Other hand gestures

47. 07/11/14
•
Hands on the back- emotions attached to this
gesture is superiority, confidence and power
•
Thumb displays – in general, usually indicate
several things including dominance and
assertiveness. It also shows confident and
sometimes authoritative and aggressive attitudes.
To be understood, it needs to be read in a cluster.
–
People who wear high-status or prestige clothing usually
display their thumbs.

48. 07/11/14
Hands clenched indicates
frustration even when smiling.

49. 07/11/14
Steeple usually signal
confident attitude. It is
usually used in a superior-
subordinate interaction.

50. 07/11/14
Face Platter: Used mainly by
women and gay men to
attract a man’s attention

51. 07/11/14
Crossed-arms
•
We respond normally to external threats by hiding behind a
barrier. As children we hide behind something when we are in
threatening situations. At the end of pre-school age (4-6) we
usually learn to ‘create a barrier by folding our arms tightly
across our chest when we are threatened. During teens, we
make our crossed arms less obvious by relaxing it a little and
combining it perhaps with crossed-legs. As adults we become
more sophisticated in making it less obvious to others.
•
Monkeys and chimps also crossed-arms to protect
themselves from frontal attack
•
The gesture is a classic sign of protective gesture. People
who feel nervous, threatened, in a defensive or negative
attitude would tend to also do the gesture.

52. 07/11/14
•
In a study, students who were instructed to
tightly crossed their arms while listening to a
lecture had 38% less retention than those not
closing their arms, legs and were in a more
relaxed position.
•
Studies also show that observer reaction to a
person crossing arms tended to be negative
compared to someone who did not cross arms

53. 07/11/14
•
Clenched fist arms-crossed show hostile
attitude
•
Double arm grip crossed arms- showing feelings
of insecurity and not buying what is being told.
•
Crossed-arms with thumbs up – defensive but
wants to think he is still ok or cool

54. 07/11/14
Posture and Legs
•
Slouching
•
A subtle characteristic wherein others usually ‘feel’ there is something wrong but can’t put their finger
on.
•
Aside from creating possible physical aches it also projects negative personality images:
–
Illness
–
Boredom
–
Insecurity
–
Shyness
–
Indifference
–
Unsure of one’s self
–
Don’t appear to be interesting

55. 07/11/14
•
Slouching makes you appear smaller
•
Straightening the spine (sitting or standing straight) is one
way to transform appearance.
–
The person appears
•Taller
•More interested
•More confident
•
May also indicate readiness for action
–
Animals standing and trying to make itself appear large usually
indicate feeling threatened and would attack.

56. 07/11/14
•
Body parts in the lower region are usually far
from one’s awareness so most of the time less
controlled.
•
Legs and feet are important sources of
information because people do not pay so much
awareness in them like they do with their face
gestures and they usually do not consider faking
them

57. 07/11/14
•
A person may look composed in the upper body but
would show feet tapping or short air jabs of the feet as
if indicating the frustration at not being able to escape
the situation or feeling anxious
•
Feet jiggling is similar to the idea of getting
away from what is experience. It is usually a sign
of discomfort and nervousness.
–
To make use of this action fully, try to look for
congruence/incongruence in the verbal language

58. 07/11/14
•
Experiments showed (using managers as
respondents) that when subjects lied they
increased their foot movements. Most of the
respondents faked their facial gestures or
controlled hand movements when lying but are
usually unaware of the increased movements in
foot or/and legs
•
Studies also showed that observers tend to catch
lies better when they see the entire body of the
subject.

59. 07/11/14
4 main legs position
At Attention
•
This is a formal position that shows a neutral
attitude with no commitment to stay or go.
•
In male—female encounters, it is used more by
women than men as it effectively keeps the legs
together like a 'No Comment' signal.
•
Used often by subordinates when talking with
superiors

60. 07/11/14
Legs Apart
•
This is predominantly a male gesture and is like
a standing Crotch Display.
•
The Crotch Displayer plants both feet firmly on
the ground, making a clear statement that he
has no intention of leaving.
•
It is used as a dominance signal by men because
it highlights the genitals, giving the Crotch
Displayer a macho-looking attitude.

61. 07/11/14
•
Foot-Forward
•
The body weight is shifted to one hip, which leaves
the front foot pointing forward.
•
A clue to a person's immediate intentions, because
we point our lead foot in the direction our mind
would like to go.
•
In a group situation, we point our lead foot at the
most interesting or attractive person but when we
want to leave, we point our feet at the nearest exit.

62. 07/11/14
Leg Cross (while standing)
•
Usually casual or indicating being reserved.
•
In certain situations where a person is with
strangers, the leg cross is done together with
the arm cross and there is some distance
between the person and others.

63. 07/11/14
•
Standing hands on hip
•
Posturing for authority, sometimes associated
with aggressiveness. Standing two feet on the
ground makes one look bigger, and this is
exaggerated when hands are on hips.

64. 07/11/14
Mouth
•
Compressing lips – classing sign of anger
•
Puckered lips – (lip shape when one is about to
kiss) a sign of affection (e.g. love, sensuality or
sexual harassment!)
•
Purse lips – the shape is between compressed
and puckered lips. Usually indicates anger,
confusion or disagreement on some level.
•
Pouting – sadness, anger or frustration. May
also be done as a playful gesture.

65. 07/11/14
•
Licking the lips – a gesture often misunderstood
especially by men. It can send a variety of
message depending on who is doing the licking
and the setting.
•
Jaw drop – shocked, confused
•
Jaw locked - lower jaw appear like it is set in
stone; anger, tension, sadness

66. 07/11/14
•
Smiling – happy.
•
A real smile is…
–
Lips move or curl upward
–
Nose may crinkle slightly
–
Nostrils may flare
–
Muscles around the eyes are fully engaged
•
A fake smile is…
–
Lips move laterally towards the ears
–
Muscles and features of the rest of the face remain somewhat stagnant

67. 07/11/14
Eyes
•
Raising eyebrows – a way of emphasizing what is said; can also
indicate confusion. It is also perceived as submissive signal in
both humans and apes
•
those not used to lying, this is good indicator of telling the truth;
for perennial liars, raising brows could mean that it’s a lie.
•
When someone raises brows while questioning, notice other
signs (open mouth or flared nostrils) then it would indicate that
he has concerns of what you are saying.
•
Single eye brow raise- often means “I don’t believe you”.
•
Lowering brows is showing dominance and aggression

68. 07/11/14
•
Blinking – the average person blinks about 20 times a minute.
More than the average usually means excitement or anxiety.
•
Squinting – when you squint to someone who is talking to
you the impression is generally you are doubting what he or
she is saying. Even if the real reason of your squint is you can’t
see clearly.
•
Half-closed eye – boredom and fatigue
•
Open eyes – usually interpreted as fully present at the
moment
•
Eyes that are too open – (showing white part) may indicate
fear

69. 07/11/14
•
Dilating pupils – Excitement, mental activity
(e.g. problem solving and fully dilates in finding
a solution)
•
Contracting pupils – angry, negative mood
•
Eyebrow flash – eyebrows rise rapidly and drops
again with the intention of drawing attention to
the face. This is usually used as a ‘hello’ signal or
social greeting and is found to be present in
apes and monkeys

70. 07/11/14
•
Studies show that people tend to read eye
areas well than any other body parts and
women are better than men.
•
Autistic people, in general have a deficiency in
reading body language even if they have high
IQs. Researchers suspect this as the reason for
their poor social relations

71. • You are seen before you are heard.
• Movements if they are significant are learned.
We pride them as a part of society.
• Strong and weak body language – examine the
slides:
BODY LANGUAGEBODY LANGUAGE

72. THE BODYTHE BODY
LANGUAGELANGUAGE
OF POWEROF POWER

73. THE BODYTHE BODY
LANGUAGE OFLANGUAGE OF
WEAKNESSWEAKNESS

74. GESTURE CLUSTERS
• Body language consists of word, sentences and punctuation.
• Each gesture is like a single word e.g. Scratching, lying, fleas,
dandruff, sweating, uncertainty or forgetfulness.
• Critical – seen by the fact that the legs are tightly cross and arms
crosses the body (defensive) head and chin are down (hostility)
sentenced - i don’t like what you are saying and i disagree with
you.
• Status power or prestige is also directly related to the number of
gestures or body movements he uses.
• As a general rule the higher the person on the socio-economic
scale, the less gesticulation and body movement he uses.

75. SHOULDER SHRUG

76. COMMON CRITICAL
EVALUATION CLUSTER

77. WAY A CHILD TELLS A LIE

78. ADULT TELLING A LIE

79. SMOKE DOWN :
Negative, secretive, suspicious
SMOKE UP :
Confident, superior, positive

80. TERRITORIES AND ZONES
• Dr. EDWARD T.HALL STUDIED MAN’S PERSONAL SPACE ,
HE COINED THE WORD PROXEMICS –
• SENSE OF TERRITORY IS INBORN IN ANIMALS. HUMANS
LIKE ANIMALS INDICATE THEIR OWNERSHIP OF THIS
ESTABLISHED TERRITORY AND WILL CONSEQUENTLY
DEFENDED AGAINST ALL INVASION. E.g.- 2nd
SESSION
• SUBSTANCE OF CONVERSATION CAN OFTEN DEMAND
HANDLING OF SPACE. E.g.- TELLING A SECRET- NEGATES
THE CONFIDENTIALITY OF THE MESSAGE ITSELF.
• THE PROXEMICS OF HOME IS AN INTERESTING STUDY.
• POLICE INTERROGATORS USE TERRITORIAL INVASION
TECHNICS TO BREAK DOWN THE RESISTANCE OF THE
CRIMINALS.
• CULTURAL FACTORS AFFECTING THE ZONE DISTANCES
• COUNTRY Vs CITY SPATIAL ZONES

81. • As the density of the crowd increases,
each individual has less personal space
and takes a hostile stand, which is why,
as the size of the mob increases, it
becomes angrier and uglier. This
information is used by the police, and they
try to break up the crowd so that each
person can regain his own personal space
and so become calmer.

83. ACCEPTABLE
CONVERSATIONAL
DISTANCE - 46 CMS

84. NEGATIVE REACTION OF A WOMAN
WHEN TERRITORY IS ENCROACHED

85. WOMEN FROM A COUNTRY
TOWN GREETING
EACH OTHER

86. WOMEN FROM A
TOWN GREETING
EACH OTHER

87. MEN FROM CITY GREET EACH OTHER

88. FOLKS FROM A SPARSELY POPULATED AREA

89. GESTURE SHOWING PRIDE OF OWNERSHIP

91. HAND AND ARM GESTURE
• RESEARCH BY NIERENBERG AND CALERO ON THE HANDS-
CLENCHED POSITION BROUGHT TO THE CONCLUSION THAT
THIS WAS A FRUSTRATION GESTURE, SIGNALLING THAT
THE PERSON WAS HOLDING BACK A NEGATIVE ATTITUDE.
• STEEPLING - CAN BE AN EXCEPTION TO THESE RULES. IT IS
OFTEN USED IN ISOLATION OF OTHER GESTURES.

92. HANDS CLENCHED IN
RAISED POSITION
HANDS CLENCHED IN
LOWER POSITION

93. THE UPPER ARM GRIP
THE HAND GRIPPING
WRIST GESTURE
THE SUPERIORITY –
CONFIDENCE GESTURE

94. RUBBING THE PALMS TOGETHER
HANDS CLENCHED IN
MIDDLE POSITION

95. THE LOWERED STEEPLE
THE RAISED STEEPLE

96. THUMB DISPLAYS
• In palmistry, the thumbs denote strength of character and
ego and the non verbal use of thumb agrees with this.
• Thumb displays are positive signals, they are secondary
gestures, a supportive part of gesture cluster.
• Thumbs protruding from pockets shows dominant attitude.
• Arms folded with thumbs pointing upwards is a double
signal, -defensive, negative attitude plus a superior
attitude.
• Closed fist thumb gesture can be used as a signal of
ridicule and disrespect when it is used to point at a another
person.

97. THUMBS PROTUDING
FROM BACK POCKETS
IN MY HUMBLE OPINION…

98. THE THUMBS GESTURE IN COAT
THUMBS-UP POSITION

99. OK GESTURE

100. THUMB-UP GESTURE

101. THE V SIGN

102. HAND TO FACE GESTURES
• THE MOUTH GUARDTHE MOUTH GUARD THE
BRAIN SUB-CONSICOUSLY INSTRUCTS TO TRY AND
SUPPRESS THE DECEITFUL WORDS THAT ARE BEING SAID.
• NOSE TOUCHINGNOSE TOUCHING
IS SOPHISTICATED, DISGUISED VERSION OF THE MOUTH
GUARD. LYING CAUSES THE DELICATE NERVE ENDING IN THE
NOSE TO TINGLE
• THE EYE RUBTHE EYE RUB
THIS GESTURE IS THE BRAIN’S ATTEMPT TO BLOCK OUT THE
DECEIT, DOUBT OR LIE THAT IT SEES OR TO AVOID HAVING TO
LOOK AT THE FACE OF THE PERSON TO WHOM HE IS TELLING
THE LIE.
• THE EAR RUBTHE EAR RUB
AN ATTEMPT BY THE LISTENER TO BLOCK THE WORDS
“HEAR NO EVIL” OR THAT A PERSON HAS HEARD ENOUGH OR
MAY WANT TO SPEAK.

103. HAVING NEGATIVE THOUGHTS
MAKING A DECISION

104. EVALUATION, DECISION,
BOREDOM CLUSTER
THE MOUTH GUARD

105. THE NOSE TOUCH
INTERESTED EVALUATION

106. THE EYE RUB
THE COLLAR PULL

108. HAND TO FACE GESTURE
• THE NECK SCRATCHTHE NECK SCRATCH
THE PERSON SCRACTHES ABOUT FIVE TIMES - IS A SIGNAL
OF DOUBT OR UNCERTAINITY AND IS CHARACTERISTIC OF A
PERSON WHO SAYS “ I M NOT SURE I AGREE”
• THE COLLAR PULLTHE COLLAR PULL
DESMOND MORRIS RESEARCHED THAT TELLING OF A LIE
CAUSED A TINGLING SENSATION IN THE DELICATE FACIAL
AND NECK TISSUES. IT IS ALMOST AS IF THE LIE CAUSES A
SLIGHT TRICKLE OF SWEAT TO FORM ON THE NECK WHEN
THE DECEIVER FEELS THAT YOU SUSPECT HE IS LYING.

109. THE NOSE TOUCH
THE EAR RUB
THE NECK SCRATCH

110. PAIN IN THE NECK GESTURE
REASSURANCE IS NEEDED HERE
BOREDOM

111. ARM BARRIERSARM BARRIERS
HIDING BEHIND A BARRIER IS A NORMAL HUMAN
RESPONSE THAT WE LEARN AT AN EARLY AGE
TO PROTECT OURSELVES.
TESTS REVEALTHAT, WHEN A LISTENER FOLDS
HIS ARMS,NOT ONLY HE HAS MORE NEGATIVE
THOUGHTS ABOUT THE SPEAKER, BUT ALSO
PAYS LESS ATTENTION TO WHAT IS BEING SAID-
38%
IT IS FOR THIS REASON TRAINING CENTERS
HAVE CHAIRS WITH ARMS.

112. STANDARD ARM-CROSS GESTURESTANDARD ARM-CROSS GESTURE - IS AN ATTEMPT
TO HIDE FROM AN UNFAVOURABLE SITUATION COMMONLY
SEEN WHEN THE PERSON IS AMONGST THE STRANGERS,
PUBLIC MEETING, QUEUES, CAFETERIAS, ELEVATORS, OR
ANYWHERE PEOPLE FEEL UNCERTAIN OR INSECURE.
PARTIAL ARM/ BARRIERPARTIAL ARM/ BARRIER - IS OFTEN SEEN AT MEETINGS
WHERE A PERSON MAY BE A STRANGER TO THE GROUP
OR IS LACKING IN SELF-CONFIDENCE. IT ALLOWS A PERON
TO RELIVE THE EMOTIONAL SECURITY THAT HE
EXPERIENCED AS A CHILD WHEN HIS PARENTS HELD HIS
HANDS UNDER FEARFUL CIRCUMSTANCES.
ARM BARRIERSARM BARRIERS

113. DISGUISED NERVOUSNESS
FIST SHOWS A HOSTILE
ATTITUDE

114. ARM BARRIERS
SUPERIOR ATTITUDE
HOLDING HANDS WITH ONESELF

115. COLD, NOT DEFENSIVE

116. PARTIAL ARM BARRIER
BOOKS AS A BARRIER

117. DEFENSIVE STANDING
POSITION
STANDARD ARM CROSS

118. LEG BARRIERS
• THE STANDARD LEG-CROSS POSITIONTHE STANDARD LEG-CROSS POSITION
MAY BE USED TO SHOW A NERVOUS, RESERVED OR DEFENSIVE
ATTITUDE. HOWEVER THIS SHOULD NOT BE INTERPRETED IN
ISOLATION OR OUT OF CONTEXT.
• THE AMERICAN FIGURE 4 LEG LOCK POSITIONTHE AMERICAN FIGURE 4 LEG LOCK POSITION
INDICATES THAT AN ARGUEMENTATIVE OR COMPETITIVE ATTITUDE
EXITS.
• FIGURE 4 LEG CLAMPFIGURE 4 LEG CLAMP
SIGN OF THE TOUGH MINDED, STUBBORN INDIVIDUAL WHO MAY NEED
A SPECIAL APPROACH TO BREAK THROUH HIS RESISTANCE.
• STANDING LEG CROSS GESTURESTANDING LEG CROSS GESTURE
GENERALLY MOST PEOPLE STAND LIKE THIS WHEN THEY ARE AMONG
PEOPLE WHOM THEY DO NOT KNOW WELL.
• THE ANKLE LOCK GESTURETHE ANKLE LOCK GESTURE
OBSERVATION HAVE REVEALED THAT HE IS TRYING TO HOLD BACK A
NEGATIVE ATTITUDE, EMOTION, NERVOUSNESS OR FEAR.
• THE FOOT LOCKTHE FOOT LOCK
IT IS ALMOST EXCLUSIVELY USED BY WOMEN. SHOWS THAT SHE HAS
BECOME A MENTAL RECLUSE OR HAS RETREATED INTO HER SHELL.

119. AMERICAN 4 LEG LOCK
POSITION
ARMS LOCK THE LEG IN
PLACE

120. CLOSED BODY &
CLOSED ATTITUDE
OPEN BODY & OPEN ATTITUDE

121. FEMALE – ANKLE LOCK
SEATED FOOT
LOCK POSITION
STANDING FOOT
LOCK POSITION

122. THE STANDARD LEG CROSS
WOMAN SHOWING DISPLEASURE

123. • EYES ARE STEELY, KNOWING, MOCKING, PIERCING, GLOWING
AND SO ON.
• IS THERE SUCH A THING AS A BURNING GLANCE OR A HURT
GLANCE.
• FAR FROM BEING WINDOWS OF THE SOUL EYES ARE
PHYSIOLOGICALLY DEAD ENDS, SIMPLY ORGANS OF SIGHT
BUT NEVER REALLY CAPABLE OF EXPRESSING EMOTION IN
THEMSELVES.
• EYES CAN TRANSMIT THE MOST SUBTLE NUANCES, THE
EMOTIONAL IMPACT OF THE EYES OCCUR BECAUSE OF THEIR
USE AND THE USE OF THE FACE AROUND THEM.
• THE LENGTH OF GLANCE, BY OPENING OF EYELIDS, BY
SQUINTING AND BY A DOZEN LITTLE MANIPULATONS OF THE
SKIN AND EYES, ALMOST ANY MEANING CAN BE SENT OUT.
EYE SIGNALSEYE SIGNALS

125. GAZE BEHAVIOUR
• IT IS ONLY WHEN YOU SEE EYE TO EYE WITH ANOTHER
PERSON THAT A REAL BASIS FOR COMMUNICATION CAN BE
ESTABLISH.
• LIKE MOST BODY LANGUAGE AND GESTURE, THE LENGTH OF
TIME THAT ONE PERSON GAZES AT ANOTHER IS CULTURALLY
DETERMINED .
• NOT ONLY IS THE LENGTH OF THE GAZE SIGNIFICANT; JUST
AS IMPORTANT IS THE GEOGRAPHICAL AREA OF THE
PERSON’S FACE AND BODY AT WHICH YOU DIRECT YOUR
GAZES.THESE SIGNALS ARE TRANSMITTED AND RECEIVED
NON-VERBALLY AND ARE ACCURATELLY INTERPRETED BY
THE RECIEVER.

126. THE BUISNESS GAZE

127. THE SOCIAL GAZE

128. THE INTIMATE GAZE

129. OTHER POPULAR GESTURES AND ACTION
• STRANDDLING A CHAIR -STRANDDLING A CHAIR - SYMBOLISES THE SAME PROTECTIVE
BEHAVIOR TO SHIELD HIMSELF WHEN UNDER PHYSICAL OR
VERBAL ATTACK.
• PICKING IMAGINERY LINT -PICKING IMAGINERY LINT - WHEN A PERSON DISAPPROVES OF THE
OPINIONS OR ATTITUDES OF OTHERS BUT FEELS CONSTRAINED IN
GIVING HIS POINT OF VIEW. THIS IS ONE OF THE MOST COMMON
SIGANLS OF DISAPPROVAL AND INDICATES HE DOES NOT LIKE
WHAT IS BEING SAID EVEN THOUGH HE MAY BE VERBALLY
AGREEING WITH EVERYTHING.
• HEAD GESTURE -HEAD GESTURE - HEAD UP IS THE POSITION TAKEN BY A PERSON
WHO HAS A NEUTRAL ATTITUDE ABOUT WHAT HE IS HEARING.
 WHEN THE HEAD TILTS TO ONE SIDE IT SHOWS THATWHEN THE HEAD TILTS TO ONE SIDE IT SHOWS THAT
INTEREST HAS DEVELOPED.INTEREST HAS DEVELOPED.
 WHEN THE HEAD IS DOWN IT SIGNALS THAT THE ATTITUDE ISWHEN THE HEAD IS DOWN IT SIGNALS THAT THE ATTITUDE IS
NEGATIVE AND EVEN JUDGEMENTAL.NEGATIVE AND EVEN JUDGEMENTAL.
 BOTH HANDS BEHIND THE HEAD “I HAVE ALL THE ANSWERS,BOTH HANDS BEHIND THE HEAD “I HAVE ALL THE ANSWERS,
“EVERYTHING’S UNDERCONTROL – FEELING CONFIDENT,“EVERYTHING’S UNDERCONTROL – FEELING CONFIDENT,
DOMINANT OR SUPERIOR ABOUT SOMETHING.DOMINANT OR SUPERIOR ABOUT SOMETHING.

130. THE STRADDLER

131. THE LINT PICKER
‘MAY BE SOMEDAY YOU’LL
BE AS SMART AS I AM.’

134. DEFENSIVE
DEPRESSED

135. EXCITED
REJECTING

136. CONFIDENT THOUGHTFUL

137. I AM JUST AS SMART AS YOU ARE

138. THIRD PERSON NOT ACCEPTED BY FIRST TWO

139. BODY POINTING IS USED TO EXCLUDE THE MAN ON THE RIGHT

140. AGGRESSIVE
DESCRIPTIONDESCRIPTION
Angry,
Sarcastic ,
Being a bad listener,
Putting people down ,
Blaming others,
Shouting ,
Raising one’s voice ,
Overly critical.
BODY LANGUAGEBODY LANGUAGE
Clenched fists,
Confrontational pose,
Tense body posture,
Hands on hips,
Head tilted,
Finger pointing,
Prolonged eye contact,
Narrowing eyes,
Looking down on others.

142. SUBMISSIVESUBMISSIVE
DESCRIPTION BODY LANGUAGE
Apologetic,Apologetic,
Self depreciating,Self depreciating,
Resentful,Resentful,
Low self-esteem,Low self-esteem,
Retreating,Retreating,
Too ready to please.Too ready to please.
Fidgety,Fidgety,
Covering mouth and eyes,Covering mouth and eyes,
Stumped posture,Stumped posture,
Nervous deposition,Nervous deposition,
Fiddling,Fiddling,
Poor eye contact,Poor eye contact,
Quite,Quite,
Faltering voice,Faltering voice,
Pleading smile,Pleading smile,
Tendency towards obsequiousness.Tendency towards obsequiousness.

143. ASSERTIVEASSERTIVE
DESCRIPTION BODY LANGUAGE
Sincere,
Open,
Honest,
Respectful,
Sympathetic,
Firm but fair,
Offering constructive
Criticism,
Good listener,
Offering praise where due,
Treating people as equals.
Upright,Upright,
Relaxed posture,Relaxed posture,
Face-to-face eye contact,Face-to-face eye contact,
Calm and open gestures,Calm and open gestures,
Relaxed facial expression,Relaxed facial expression,
Maintaining reasonableMaintaining reasonable
distance from subject (not toodistance from subject (not too
close for comfort),close for comfort),
Resonant speech,Resonant speech,
Unambiguous hand signals.Unambiguous hand signals.

144. MANIPULATIVEMANIPULATIVE
DESCRIPTION BODY LANGUAGE
Patronizing,Patronizing, Exaggerate gestures (such as openExaggerate gestures (such as open
Crafty,Crafty, palms to indicate deliberate sincerity),palms to indicate deliberate sincerity),
Calculating,Calculating, Overly laid back posture,Overly laid back posture,
Insincere,Insincere, Patronizing touching,Patronizing touching,
Two – faced,Two – faced, Exaggerated eye contact,Exaggerated eye contact,
A “user”,A “user”, Sugary voice tone,Sugary voice tone,
Lacking trust,Lacking trust, PattingPatting
Overly friendly,Overly friendly,
Making ends justify means,Making ends justify means,
ContrivedContrived

145. TEN GESTURES THAT USUALLY FAILTEN GESTURES THAT USUALLY FAIL
• Standing rigid with your arms at your sides
• Clutching your chest with both arms
• Gripping the podium or projector with white knuckles
showing
• Playing with hair, clothing or face
• Clasping hands behind you
• Mismatching gestures and words
• Shrugging when making assertions
• Shrugging immediately after the talk
• Tugging at clothing
• Moving extraneously in any way

146. SEVEN GESTURES THAT USUALLY WORKSEVEN GESTURES THAT USUALLY WORK
• Resting arms comfortably
• Opening arms and palms (if the words match)
• Enumerating with the hand (don’t make this your
only gesture and never do it more than once in a
presentation)
• Tenting the fingers
• Sweeping arm from one side to the other to show
movement or progress
• Chopping from top to bottom side to side to match a
parallel series
• Avoiding extraneous movement

147. WEEK BODY LANGUAGEWEEK BODY LANGUAGE
• Looks nervous
• Plays with pencil or notes
• Reads or mumbles talk
• Rustles transparencies
• Whispers to someone nearby
• Slouches with legs apart or scrunches body
• Crosses legs and keeps one moving
• Grips notes with both hands
• Closes fists
• Crosses arms tightly over chest

148. STRONG BODY LANGUAGESTRONG BODY LANGUAGE
• Sits straight , leaning slightly forward
• Attends closely to the previous speakers
• Takes notes (perhaps to refer to when her turn comes)
• Places feet comfortably flat on the floor or crossed
• Rests comfortably (if not taking notes)
• Surveys audience to spot potential problems with line
of sight or hearing
• Looks relaxed
• Smiles when appropriate
• Seems to enjoy

149. NON-VERBAL COMMUNICATION
• TOUCH: Often the swiftest and the obvious type of
body language. Touch spells a more vivid and direct
message than a dozen of words, but such a touch
must come at the right moment and in the right
context. Touch varies from culture to culture.
• TYPES OF TOUCH: Compulsive- completely
impervious to all messages. Assertive- Gentle,
empathy. Passive- minimal. Aggressive- firm, jabbing,
pointing without touching.

150. TWO BASIC GROUP OF BL POSTURES:
• OPEN CLOSED: Accepting or rejecting messages.
• FORWARD BACK: Actively or passively reactive to
communication.
• Posture group combine to create four basic modes.
• Responsive mode: open/forward-actively accepting,
time to close the sale/deal, ask for agreement, demand
a concession.
• Reflective mode: open/back- interested and receptive
but not actively accepting. Time to present further facts
and incentives, time to keep quiet and let him think.
• Fugitive mode: closed/back- trying to escape physically
or mentally into boredom, time to spark interest even if
irrelevant.

151. • Combative mode: closed / Forward - there is active
resistance, try to soften, defuse anger, avoid
contradictions, outright arguments. Steer towards
reflective mode.

152. OPENOPEN
FORWARDFORWARD
CLOSEDCLOSED
BACKBACK
RESPONSIVE REFLECTIVE
COMBATIVE FUGITIVE
4 BASIC MODES

153. FOUR BASIC MODES OF BODYFOUR BASIC MODES OF BODY
LANGUAGE IN BUISNESSLANGUAGE IN BUISNESS
RESPONSIVE REFELECTIVE FUGITIVE COMBATIVE
EngagedEngaged ListeningListening BoredBored Let me speakLet me speak
Leaning forwardLeaning forward Head tiltedHead tilted Staring intoStaring into
spacespace
Finger tappingFinger tapping
Open bodyOpen body Lots of eyeLots of eye
contactcontact
SlumpedSlumped
postureposture
Foot tappingFoot tapping
Open armsOpen arms NoddingNodding DoodlingDoodling StaringStaring
Open handsOpen hands High blink rateHigh blink rate FootFoot
tappingtapping

154. EAGER EVALUATING LET ME GO AGGRESSIVE
SprintSprint
positionposition
Sucks glasses/Sucks glasses/
pencilpencil
Feet towardsFeet towards
doordoor
LeaningLeaning
forwardforward
Open legsOpen legs Strokes chinStrokes chin LookingLooking
aroundaround
Finger pointingFinger pointing
Feet underFeet under
chairchair
Looks up andLooks up and
rightright
ButtoningButtoning
jacketjacket
Fist clenchedFist clenched
On toesOn toes Legs crossed inLegs crossed in
4 position4 position
LeaningLeaning
forwardforward
(Ankle on knee)(Ankle on knee)

155. GRIPPING THE CHAIR
ON YOUR MARK, GET SET…

156. READY TO
AGREE
ATTENTIVE REJECTION DEFIANT
Closes papersCloses papers
(Standing)(Standing)
Arms behindArms behind
on hipson hips
Smiling,Smiling,
moving backmoving back
(Standing)(Standing)
Hands backHands back
Pen downPen down SmileSmile Arms foldedArms folded FrownFrown
Hands flat onHands flat on
tabletable
Open FeetOpen Feet
Legs crossedLegs crossed
11 position11 position
(Thigh on knee)(Thigh on knee)
Head downHead down
FrownFrown

157. READY TO PROCEED
READINESS TO END AN
CONVERSATION – HANDS ON KNEES

158. THE INTIMIDATOR

159. DEFENSIVE
• (Standing) Feet pointing in
• Hands clenched
LYING
• Touches faceTouches face
• Hands over mouthHands over mouth
• Pulls earPulls ear
• Eyes downEyes down
• Glances at youGlances at you
• Shifts in seatShifts in seat
• Looks down and to leftLooks down and to left

160. 07/11/14
Body Angling
The man on the right
indicating he wants
to leave

161. 07/11/14
To avoid being seen as
aggressive, we stand with our
bodies angled at 45 degrees
to each other during friendly
encounters to form an angle
of 90 degrees.

162. 07/11/14
Open triangular position
encouraging the entry of a
third person.

163. 07/11/14
Direct body pointing
in the Closed Position
to attempt to get a
captive audience.

164. 07/11/14
If another person wants to join two
others standing in a Closed
Position, he'll be invited when the
other two angle their bodies to
form the triangle. If not accepted,
the others will hold the Closed
Position and turn only their heads
towards him as a sign of
recognition and probably give
tight-lipped smiles.

165. 07/11/14
Body Pointing is used to close off a
couple and exclude the man on the
right

166. 07/11/14
Not only do the feet serve as
pointers indicating the
direction in which a person's
mind is going, they also point
at people who we find the
most interesting or attractive.

167. 07/11/14
Most common deceit signals
(Pease and Pease)
•
IMPORTANT: in applying these common deceit
signals, strictly enforce the three rules on reading
body language: Clusters, Congruence or
Incongruence and Context
•
The least dependable signs of lying are the ones
over which a person has the most control, such as
words, because a person can rehearse their lies.
•
The most reliable clues to lying are the gestures a
person makes automatically, because they have
little or no control over them.

168. 07/11/14
Mouth cover
(subconscious suppression of deceitful words)
The mouth cover may involve the whole hand, a
few fingers or the fist.
•
If a person covers mouth while talking, maybe
lying
•
If a person covers mouth while the other is
talking may indicate disbelief

169. 07/11/14
Nose touch
•
Several quick rubs below the nose or one quick nose touch.
•
Research show that when a person lies, certain chemicals are
released causing tissue inside the nose to swell as well as
increase in blood pressure thus the human nose expands with
blood during lying and is known as the “Pinocchio effect”, this
cause the nose to tingle resulting to a rubbing action to satisfy
the ‘itch’.
•
A real itch in the nose is usually an isolated repetitive gesture
and is incongruent or out of context with the person’s overall
conversation.

170. 07/11/14
•
Eye rub
•
When a child doesn’t want to look at something, he covers eyes.
Among grown ups it becomes more complex and turns into the eye
rub which could mean the blocking out of deceit, doubt or deceitful
thing it sees or to avoid having to look at the face of the person being
lied to.
•
Men usually do the eye rub more than women.
•
Women use, small gentle touching motions just below the eye.
•
Looking away holds the same meaning
•
“lying through your teeth” – a combination of clenched teeth, false
smile and eye rub.

171. 07/11/14
Ear grab
•
This the adult version of the ‘hands-over-both-ears’
used by child.
•
It’s the symbolic attempt to block the words heard
by putting hand around or over the ear or tugging
the earlobe, rubbing the back of the ear or ‘finger
drill’ (finger is screwed back and forth in the ear
•
It can also mean the person has heard enough and
want to speak.
•
In Italy it means someone is gay

172. 07/11/14
Neck scratch
•
index finger — scratches the side of the neck
below the earlobe
•
This gesture is a signal of doubt or uncertainty
and is characteristic of the person who says, 'I'm
not sure I agree.‘
•
It is noticeable when verbal language
contradicts it (e.g. I understand what you mean)

173. 07/11/14
Collar Pull - lies cause a
tingling sensation in the facial
and neck tissues making the
scratch the part. This also
explains the collar pull.
Increased blood pressure
from the deceit causes sweat
to form on the neck when the
deceiver feels that you
suspect he's not telling
the truth.
Collar Pull could also mean
anger and frustration.

174. 07/11/14
Deceit signals (Hagen)
•
Wide eyes
•
Flushed face
•
Self touches (nose touch, rubbing back neck)
•
Lack of eye contact
•
Excessive won’t back down eye contact

175. 07/11/14
•
Excessive blinking
•
Angling body away from accuser
•
Hiding the hands
•
Biting the lips or covering mouth
•
Exaggerated movement of arms and legs

176. 07/11/14
Seating arrangements
Corner position: For
friendly and casual
conversation

177. 07/11/14
The Co-operative Position: used
best when two people are thinking
alike or when working on a task
together.

178. 07/11/14
Competitive/Defensive
Position: Sitting across the
table from a person can
create a defensive,
competitive atmosphere
and can lead to each party
taking a firm stand on his
point of view because the
table becomes a solid
barrier between both
parties.
Sitting directly opposite
each other creates bad
vibes.

179. 07/11/14
Independent position:
This is taken by people
when they don't want
to interact with each
other.