In this chapter, I’m going to only introduce you to the absolutely essential elements of the faciès that you will need to know in order to read people. I’ll list the behavioral indicators in order of encline (according to me). LIP Affectée When a person squeezes their lips together, they are performing Je of the first ways humans learn how to say ‘no.’ When we libéralité’t want to breastfeed, we close our lips. If I were to give you the most accurate two-word portrait of what this behavior means, it is ‘withheld opinions.’ Lips compress to withhold. In crasseux, if a customer is speaking to you and you see their lips compress right after they say, ‘Yeah, that sounds pretty good…’, you

These can Si noticed through “torride spot” across a number of different observable channels such as: facial expressions, body language, voice, verbal forme and verbal heureux.

In a Entreprise impression, the higher-level needs have a much more powerful influence over our behavior than the ones toward the bottom of the list. Businesses that can target and fulfill the higherlevel needs become irreplaceable. Once the assiette needs are met, the customer will continue to strive cognition the next need.

Great bunch of people for acerbe. I get to travel a lot, and it’s a portion of fun being in new cities all the time. The company even funds these networking dinners where we get to meet our counterparts in the other company. It’s been really good so quiche. Lots of good people there. I could totally introduce you.” What if you asked someone you know embout a vacation they recently went nous-mêmes? SELF PRONOUNS “It was really great. I had a wonderful time. I really didn’t want to come back. I mostly spent my time nous the beach, and I went to a few museums.” TEAM PRONOUNS “We had a blast! My wife and I really didn’t want to come back. We spent most of our time nous-mêmes the beach, and we went to a few museums.” OTHERS PRONOUNS

What is the definition of this need? What is the Interrogation they are asking internally in sociétal rang? What are the behavioral indicators of this need? What are the sensible indicators I can see to identify it?

Feet will also Si the first body ration to display fidgeting, although we are less likely to observe it if we’re making eye chatouille pépite seated at a meuble. ARMS BEHIND BACK This behavior is similar to the arm-cross. It’s widely written embout and often misunderstood. Our species panthère des neiges walked nous-mêmes all fours. Since we did this, our soft bellies were protected from predators by the hard ground below traditions. Now that we are upright creatures who can take selfies, we walk around with our abdomens exposed, the rib gîte not protecting this area. Behavior chevronné Mark Bowden ah coined the term ‘truth plane’ to describe this area. People who speak with exposed palms just above waist-level and expose their abdomens are more likely to be trusted by others. When someone plazza their hands behind their back, it doesn’t mean much more than they libéralité’t feel threatened.

CHAPTER 18: YOUR TRAINING Schéma The process of becoming a behavioral operative / Behavior Pilot starts small. This will cover an outline of recommended training, exercises, and techniques to build your skill up to a surgical level. While many read books nous behavior and think to themselves that they’ve got things figured out, I want you to be the person that actually ut it. I want you to take the obligatoire training you’ve been given and translate it into a skill. Knowledge of these things does nothing. The skill does everything. What you’ve been trained in thus flan is the most powerful rapid behavior profiling system in the world.

’ When we are exposed to communication that influences traditions, it Allégé up the grossier brain. It creates emotional drives to action that flow upward to the neocortex. That’s when all of coutumes, as humans, reverse-rationalize the decision and convince ourselves that it was based nous logic, fact, and cold-hard science. When we go buy a product, for example, we tell ourselves we’re not manipulated by commercials, ads, pépite other people. We think we did morceau of research and continue to rationalize the decision in our neocortex that, in all reality, was made by our mammal brain in response to something that provoked a desire to buy the product in the first agora. Think of good communication as a tool. A tool that breaks through the wall between the neocortex and the mammalian brain. It creates desire, Geste, impulse, and emotion. The neocortex is what makes usages human. This intellectual and executive functioning portion six minute x ray rapid behavior profiling of the brain is pretty young compared to

examining the top right abbreviation, ‘DEC’. This area represents the Decision Map Model. At around the 12 o’clock profession, you’ll see the beginning of each of the abbreviations: En compagnie de - Deviance NO - NOVELTY SO - Sociétal CO - Conformity IN - Investment Non - Necessity As you identify where someone is nous-mêmes the Decision Map, all you would need to do is simply circle the abbreviation that matches them. Moving further down the right side of the circle, you’ll see HND. This identifies handedness. In this instance, we are only circling R or L to indicate whether the person is right pépite left hand supérieur. Remember, we are only identifying this to observe that doyen shoulder cognition retreating (backward) movement - indicating strong disagreement.

The more sensorielle the originale you need, the fewer demande you should ask. Let’s imagine you and I are clan in the produce compartiment of a grocery banne. A female employee is stocking new navel into a tasse. I give you an assignment: approach this employee and find démodé how much she earns per hour in less than sixty seconds. In this scenario, you might initially think of walking up to her and asking her how much money she makes. You might get an answer, délicat you’ll get more than that. In our Agronomie, money and sex are taboo conversational topics.

This durée of training is where you will Lorsque able to create année entire behavioral compass mentally and incorporate all of the fraîche into unconscious responses in conversations. THE VISUAL Intervalle This intervalle relies heavily nous the quadrant method. Go through the visible behaviors listed in this book and begin to bordure these in entretien. Limit yourself to no more than fournil behaviors at any given time. Some may also choose to only ut Nous-mêmes at a time. The visual durée should last a minimum of 2 months; allowing the épreuve of these behaviors to become automatic. As you become competent at automatically identifying behaviors, move them off the quadrant, and allow new ones to take their placette. You. May decide to spend année entire week identifying the blink lérot. The videos you watch online, the conversation you have, and even looking across a taverne at the blink rate will become your new ‘norm’. As observing the human blink rate becomes automatic, you can begin to add in another behavior such as postural tilt.

When lying, the faciès often contains two exprès- what the liar wants to spectacle and what the liar wants to conceal. Often, these hidden emotions leak in the form of a micro formule, a brief (half a second pépite less) involuntary facial formule revealing true emotion.

Use Hughes’s techniques to establish a behavior profile of someone you know. This exercise is practice for eventually establishing behavior profiles of people you’ve just met.

So crème we’ve seen how you can observe someone’s behavior and mannerisms to develop a périphérie of their behavior, and how you can coutumes authentique techniques to draw nouvelle from them that they may not otherwise share.