Quotations by Allan Pease
Common lift-riding rules: 1. There will be no talking to anyone, including a person you know. 2. Avoid eye contact with others at all times. 3. Maintain a 'poker face' - no emotion is permitted to be shown. 4. If you have a book or newspaper, pretend to be deeply engrossed in it. 5. In bigger crowds, no body movement is allowed. 6. At all times, you must watch the floor numbers change. [2004] - Allan Pease
People increase their lower body movements when they lie. [2004] - Allan Pease
Most people make most of their final decisions to do something when both feet are on the ground, so the European Leg Cross or the American Figure Four is not conducive to asking someone to make a decision. [2004] - Allan Pease
Head nodding is an excellent tool for creating rapport, getting agreement and cooperation. By finishing each sentence with a verbal affirmation such as, 'Isn't it?', 'Wouldn't you?', 'Isn't that true?' or 'Fair enough?', and with the speaker and listener both nodding their heads, the listener experiences positive feelings which create a greater likelihood of getting them to agree with you. [2004] - Allan Pease
Keep your legs together in business meetings. [2004] - Allan Pease
One of the most valuable gestures a negotiator can learn to recognize is seated readiness. When you are presenting a proposal, for example, if the other person were to take this gesture at the end of the presentation, and the interview had gone well up to that point, you could ask for agreement and would be likely to get it. [2004] - Allan Pease
We mirror each other's body language as a way of bonding, being accepted and creating rapport. One of the most noticeable forms of mirroring is yawning - one person starts and it sets everyone off. If two men show up at a party wearing the same outfit, they could become lifelong friends. A powerful way to create a rapport with others is intentionally matching their body language and posture. [2004] - Allan Pease
Marriages are more likely to fail when one partner not only does not mirror the other's expressions of happiness, but instead shows expressions of contempt. [2004] - Allan Pease
Never speak at a faster rate than the other person. A person's speed of speech shows the rate at which their brain can consciously analyze information. Speak at the same rate or slightly slower than the other person and mirror their inflection and intonation. [2004] - Allan Pease
Accountants, lawyers and managers are notorious for using superiority body language clusters around people they consider inferior. By mirroring, you can disconcert them and force a change of position. But never do it to the boss. [2004] - Allan Pease
When presenting ideas, products and services to couples, watching who mirrors whom reveals where the ultimate power or final decision-making ability lies. [2004] - Allan Pease
In a new meeting with someone, mirror his seating position, posture, body angle, gestures, expressions and tone of voice. But never mirror a person's negative signals. [2004] - Allan Pease
When you add glasses to a face in a business context, respondents describe that person as studious, intelligent, conservative, educated and sincere. The heavier the frame on the glasses the more frequently these descriptions were likely to be used. We advise people in positions of power to wear stronger frames to make serious points, such as reading a financial budget, and frameless styles when conveying a 'nice guy' image or being 'one of the boys'. [2004] - Allan Pease
If you wear glasses, remove them when speaking and put them back on to listen. [2004] - Allan Pease
Slim briefcases say that the owner is only concerned with the bottom line and therefore has more status. Always carry a briefcase to one side, preferably in your left hand, which allows you to shake hands. [2004] - Allan Pease
If you are male, it's acceptable to approach a woman from the front and eventually you can angle yourself to 45 degrees. Never approach men directly from the front or women from behind. [2004] - Allan Pease
A man will stand taller, protrude his jaw and expand his chest to make himself appear dominant. A woman who is interested will respond by emphasizing her breasts, tilting her head, touching her hair, exposing her wrists and thereby making herself appear submissive. [2004] - Allan Pease
When a person wants to attract the opposite sex they do so by emphasizing sexual differences. For a man, success in the mating game relies mainly on his ability to read the signals being sent to him, as opposed to being able to initiate his own moves. Women's difficulty in finding partners is not about reading signals, it's more about finding a man who'll match their criteria. [2004] - Allan Pease
Women do initiate up to 90% of flirtatious encounters but it is done so subtly that most men think they are the ones taking the lead. [2004] - Allan Pease
As with other animals, human courtship follows a predictable five-step sequence that we all go through when we meet an attractive person. Stage 1: Eye contact. Stage 2: Smiling. Stage 3: Preening. Stage 4: Talk. Stage 5: Touch. [2004] - Allan Pease