About Sales Person Body language
Body movement
. 1. A conspicuous up-and-down motion of the Adam's apple. 2. A movement of thethroat visible while gulping or swallowing, as in nervousness.
Usage
: The Adam's-apple-jump is an unconscious sign of emotional anxiety, embarrassment, or stress.At a business meeting, e.g., a listener's Adam's apple may inadvertently jump should he or she dislike or
strongly disagree with a speaker's suggestion, perspective, or point of view.
U.S. politics
. The Adam's apple gained it's 15 minutes of fame when former Vice President JamesDanforth Quayle's thyroid cartilage "jumped" in the 1988 vice-presidential debates, as he listened to his
opponent, Lloyd Bentsen's pointed claim: "Senator, you're no Jack Kennedy!"
RESEARCH REPORTS
: 1. Swallowing "associates well with flight and submission" (Grant 1969:528).2.
Stimulating the emotionally sensitive amygdala can cause involuntary body movements "associatedwith olfaction and eating, such as licking, chewing, and swallowing" (Guyton 1996:758-59).
Anatomy
. Anxiety, social discomfort (e.g., embarrassment), and fear are often visible in unwitting,vertical movements of a projection at the front of the throat called the
laryngeal prominence, where thehttp://members.aol.com/nonverbal2/adajum.htm (1 of 2) [27/04/02 05:54:44]
adajum
largest (or
thyroid) cartilage of the Adam's apple shows, prominently in men, but less noticeably inwomen.
Neuro-notes
. Acting through the vagus nerve (cranial X), emotional tension from the brain's limbicsystem
causes unconscious muscular contractions of the sternothyroid, thyrohyoid, and associatedinferior pharyngeal constrictor
muscles of the Adam's apple. Movement is evident as the musclescontract to swallow, to
throat-clear, or to vocalize an objection which may be left unsaid. The Adam'sapple is emotionally responsive (i.e., reflects visceral or "gut" feelings) because its muscles are mediated
by the vagus, which is one of five
special visceral nerves.Synonym
--Gulping. See also NECK DIMPLE, NECKWEAR, PALM-UP, SHOULDER-SHRUG.Copyright
© 1998 - 2001 (David B. Givens/Center for Nonverbal Studies)Detail of illustration (copyright 1951 by Stephen R. Peck)
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bodymove
BODY MOVEMENT
I have always tried to render inner feelings through the mobility of the muscles
. . . --Auguste RodinAs an actor, Jimmy was tremendously sensitive, what they used to call an instrument. You could see through his feelings.
His body was very graphic; it was almost writhing in pain sometimes. He was very twisted, almost like a cripple or a
spastic of some kind
. --Elia Kazan, commenting on actor James Dean (Dalton 1984:53)Concept
. Any of several changes in the physical location, place, or position of the material parts of thehuman form (e.g., of the
eyelids, hands, or shoulders).Usage
: The nonverbal brain expresses itself through diverse motions of our body parts (see, e.g.,BODY LANGUAGE
, GESTURE). That body movement is central to our expressiveness is reflected inthe ancient Indo-European root,
meue- ("mobile"), for the English word, emotion.Anatomy
. Our body consists of a jointed skeleton moved by muscles. Muscles also move our internalorgans, the areas of skin around our
face and neck, and our bodily hairs. (When we are frightened, e.g.,stiff, tiny muscles stand our hairs on end.) The nonverbal brain gives voice to all its feelings, moods, and
concepts through the contraction of muscles:
without muscles to move its parts, our body would be nearlysilent
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Anthropology
. Stricken with a progressive spinal-cord illness, the late anthropologist, Robert F. Murphydescribed his personal journey into paralysis in his last book,
The Body Silent. As he lost muscle control,Murphy noticed "curious shifts and nuances" in his social world (e.g., students ". . . often would touch
my arm or shoulder lightly when taking leave of me, something they never did in my walking days, and I
found this pleasant" [Murphy 1987:126]).
Confidence
. "The physical confidence that he [Erik Weihenmayer, 33, the first blind climber to scaleMount Everest] projects has to do with having an athlete's awareness of how his body moves through
space. Plenty of sighted people walk through life with less poise and grace than Erik, unsure of their
steps, second-guessing every move" (Greenfeld 2001:57).
Media
. In movies of the 1950s, such as Monkey Business (1952) and Jailhouse Rock (1957), motions ofthe pelvic girdles of Marilyn Monroe and Elvis Presley, respectively, had a powerful influence on
American popular culture.
Salesmanship
. "Your walk, entering and exiting, should be brisk and businesslike, yes. But once you arein position, slow your arms and legs down" (Delmar 1984:48).
RESEARCH REPORT
: "A nonverbal act is defined as a movement within any single body area (head,face, shoulders, hands, or feet) or across multiple body areas, which has visual integrity and is visually
distinct from another act" (Ekman and Friesen 1968:193-94).
E-Commentary
: "I am searching for the piece of influential advice that will help one of my employees to communicate ina positive way nonverbally. Her boredom and impatience are so evident. She
shifts in her seat, rolls her eyes, and sighsduring meetings. It is disturbing to her co-workers and bad for morale. I have explained to her it is not appropriate. She
replies she can't hide the way she feels. On the other hand, she wants to keep her job. So what can I do to get through to
her before she loses her job?" --T., USA (4/17/00 8:40:04 PM Pacific Daylight Time)
Neuro-notes
. Many nonverbal signals arise from ancient patterns of muscle contraction laid downhundreds of millions of years ago in
paleocircuits of the spinal cord, brain stem, and forebrain.See also
FACIAL EXPRESSION, INTENTION CUE, POSTURE.Copyright
© 1998 - 2001 (David B. Givens/Center for Nonverbal Studies)Detail of photo by Heinz Kluetmeier (Soviet gymnasts; copyright 1980 by Heinz Kluetmeier)
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hands
HANDS
His hands are like antennae, gathering information as they flick outward, surveying the rock for cracks, grooves, bowls,
nubbins, knobs, edges and ledges, converting all of it into a road map etched into his mind
. --Karl Greenfeld (2001:60) onErik Weihenmayer, 33, the first blind climber to scale Mount Everest (see below,
Anatomy)His hands rose, fluttered like wounded birds a few inches above the surface of his desk, slowly came back to a landing
. --George C. Chesbro,
Shadow of a Broken Man (1977:40)Smart parts
. 1. The terminal end organs below the forearms, used to grasp and gesture. 2. The mostexpressive parts of the human body.
Usage
: Their combined verbal and nonverbal IQs make hands our most expressive body parts. Handshave more to say even than
faces, for not only do fingers show emotion, depict ideas, and point tobutterflies on the wing--they can also read Braille, speak in
sign languages, and write poetry. Our handsare such incredibly gifted communicators that they always bear watching.
Observation
. So connected are hands to our nervous system that we rarely keep them still. Indeed, theFirst Law of Nonverbal Dynamics would be, "A hand tends to stay in motion even while at rest." When a
hand is not moving or handling an object, it is busy scratching, holding, or massaging its partner. This
peculiar tendency of the digits to fuss and fidget intensified as our fingers became major tools used to
explore and shape the material world. The more gifted they became, the more we waved them about as
sensory
feelers.Anatomy
. Hands are the tactile antennae we throw out to assay our material world and palpate its moods.Most of the 20 kinds of nerve fiber in each hand fire off simultaneously, sending orders to muscles and
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glands--or receiving tactile, motion, and position information from sense organs embedded in tendons,
muscles, and skin (Amato 1992). With a total of 100 bones, muscles, joints, and types of nerve, our hand
is uniquely crafted to shape thousands of
signs. Watching a hand move is rather like peering into thebrain
itself.Cave art
. Stenciled images of human hands are "common" and "sometimes dominate" areas of Ice-Agecaves (dating to between 35,000 and 20,000 years ago; Scarre 1993:59). In France's Gargas cave, hands
are depicted with missing fingers or finger segments. "It is unclear whether the joints had actually been
lost through frostbite or some other condition, or whether the fingers were bent in some kind of signaling
system" (Scarre 1993:59; see below,
Neuro-notes II).Evolution
. The 27 bones, 33 muscles and 20 joints of our hand originated ca. 400 m.y.a. from the lobefins
of early fishes known as rhipidistians. Primeval "swim fins" helped our aquatic ancestors paddlethrough Devonian seas in search of food and mates. In
amphibians, forelimbs evolved as weight-bearingplatforms
for walking on land. In primates, hands were singled out for upgrade as tactile antennae or"feelers." Today (unlike flippers, claws, and hooves), fingers link to intellectual modules and emotion
centers of the brain. Not only can we thread a needle, e.g., we can also
pantomime the act of threadingwith our fingertips (see
MIME CUE)--or reward a child's successful threading with a gentle pat. There isno better organ than a hand for gauging unspoken thoughts, attitudes, and moods.
Embryology
. Hands are visible as fleshy paddles on limb buds of the human fetus until the 6th week oflife, when digital rays form separate fingers through a process of programmed cell death. Soon after,
hands and arms make
coordinated paddling movements in mother's amniotic fluid. Placed in watershortly after birth, babies can swim, as
paleocircuits of the aquatic brain & spinal cord promptnewborns to kick with their feet and paddle with their hands.
Infancy
. Babies are born with the primate ability to grasp objects tightly in a climbing-related powergrip
. Later, they instinctively reach for items placed in front of them. Between 1-1/2 and 3 months,reflexive grasping
is replaced by an ability to hold-on by choice. Voluntary reaching appears during the4th and 5th months of age, and coordinated
sequences of reaching, grasping, and handling objects areseen by 3-to-6 months, as fingertips and palms explore the textures, shapes, warmth, wetness, and
dryness of
Nonverbal World (Chase and Rubin 1979).Early signs
. By 5 months, as a prelude to more expressive mime cues, babies posture with arms andhands as if anticipating the size and hardness (or softness) of objects in their
reach space (Chase andRubin 1979). Between 6 and 9 months, infants learn to grasp food items between the thumbs and outer
sides of their index fingers, in an apelike precursor of the
precision grip. At this time, babies also pull,pound
, rub, shake, push, twist, and creatively manipulate objects to determine their "look and feel"(Chase and Rubin 1979).
Later signs
. Eventually, a baby's hands experiment not only with objects themselves but with componenthttp://members.aol.com/nonverbal2/hands.htm (2 of 3) [27/04/02 05:54:49]
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parts
, as if curious to learn more about relationships and about how things fit together (Chase and Rubin1979). At one year, infants grasp objects between the
tactile pads of thumb and index fingers, in amature, distinctively human precision grip.
Pointing with an extended index finger also begins at 12months, as babies use the cue
to refer to novel sights and sounds--and speak their first words.Neuro-notes I
. Our brain devotes an unusually large part of its surface area to hands and fingers (seeHOMUNCULUS
). In the mind's eye, as a result a. of the generous space they occupy on the sensory andmotor strips of our neocortex, and
b. of the older paleocircuits linking them to emotional and groomingcenters of the
mammalian brain, almost anything a hand does holds potential as a sign. Today, ourhands are fiber-linked to an array of sensory, motor, and association areas of the forebrain, midbrain, and
cerebellum, which lay the groundwork for
nonverbal learning, manual sign language, computerkeyboard fluency
, and the ability to make tools of stone, silicon, and steel.Neuro-notes II
. We respond to hands and their gestures with an extreme alertness because specializednerve cells in the
lower temporal lobe respond exclusively to hand positions and shapes (see, e.g., Kandel at al. 1991:458-59).
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