Quotations by Allan Pease

When negotiating over the telephone, the person with the stronger argument usually wins, but this is not so true when negotiating face-to-face. [2004] - Allan Pease

Signals like pupil dilation, sweating and blushing cannot be consciously faked. [2004] - Allan Pease

When men lie their body language can be obvious. Women prefer to look busy as they lie. A woman who is trying to hide something will try to avoid the subject or talk about a range of unrelated topics while doing various other activities at the same time. [2004] - Allan Pease

Salespeople are advised that it is better to wait for the other person to initiate the handshake and, if it is not forthcoming, use a small head-nod as the greeting. [2004] - Allan Pease

There are two key ingredients for creating rapport in a handshake. First, make sure that yours and the other person's palms are in the vertical position so that no one is dominant or submissive. Second, apply the same pressure you receive. [2004] - Allan Pease

The Double-Hander is like a miniature hug and is acceptable only in circumstances where a hug could also be acceptable. The Elbow Grasp conveys more intimacy and control than the Wrist Hold, and the Shoulder Hold conveys more than the Upper-Arm Grip. Unless you and the other person have a personal or emotional bond, only use a single-handed handshake. [2004] - Allan Pease

In the enjoyment smile, not only are the lip corners pulled up, but the muscles around the eyes are contracted, while non-enjoyment smiles involve just the smiling lips. [2004] - Allan Pease

Smiling at the appropriate time, such as during the opening stages of a negotiating situation where people are sizing each other up, produces a positive response on both sides of the table that gives more successful outcomes and higher sales ratios. [2004] - Allan Pease

A false smile often appears stronger on one side of the face than the other. False facial emotions are more pronounced on the left side of the face than the right. [2004] - Allan Pease

Adding humor to advertisements increases sales. [2004] - Allan Pease

Having a sense of humor is near the top of woman's priority list of what they look for in a man. [2004] - Allan Pease

Smiles and laughter build the immune system, defend the body against illness and disease, medicate the body, sell ideas, teach better, attract more friends and extend life. [2004] - Allan Pease

Don't touch: Germany, Japan, England, USA & Canada, Australia, New Zealand, Estonia, Portugal, Northern Europe, Scandinavia. Do touch: India, Turkey, France, Italy, Greece, Spain, Middle East, Parts of Asia, Russia. [2004] - Allan Pease

When entering a foreign country, concentrate on reducing the broadness of your body language until you have the opportunity to observe the locals. [2004] - Allan Pease

Salespeople are taught to use the palm rub gesture when describing products or services to prospective buyers, and to use a fast hand action to avoid putting buyers on the defensive. When a buyer quickly rubs his palms together and says, 'Let's see what you have to offer!' it signals that he's expecting to see something good and might buy. [2004] - Allan Pease

Lying is the oil that greases our interactions with others and lets us maintain friendly social relationships. Social liars are more popular than those who continually tell the truth, even though we know the social liar is lying to us. Malicious Lies, however, are where one person deliberately sets out to deceive another for personal benefit. [2004] - Allan Pease

Women tell more complicated lies than men, whereas men tell simple lies. [2004] - Allan Pease

Drumming the fingers on the table and continual tapping of the feet on the floor are often misinterpreted by professional speakers as boredom signals, but in fact signal impatience. [2004] - Allan Pease

People under pressure, for instance when they are lying, are likely to dramatically increase their blinking rate. [2004] - Allan Pease

Zone Distances: 1. The Intimate Zone: between 6 and 18 inches (15-45 centimeters). 2. The Personal Zone: between 18 inches and 48 inches (46cm-1.22m). 3. The Social Zone: between 4 and 12 feet (1.22-3.6m). 4. The Public Zone: over 12 feet (3.6m). [2004] - Allan Pease