About Sales Person Body Language
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About Sales Person Body language

Body movement. 1. A conspicuous up-and-down motion of the Adam's apple. 2. A movement of the

throat 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 James

Danforth 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 "associated

with 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 the

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largest (or thyroid) cartilage of the Adam's apple shows, prominently in men, but less noticeably in

women.

Neuro-notes. Acting through the vagus nerve (cranial X), emotional tension from the brain's limbic

system causes unconscious muscular contractions of the sternothyroid, thyrohyoid, and associated

inferior pharyngeal constrictor muscles of the Adam's apple. Movement is evident as the muscles

contract to swallow, to throat-clear, or to vocalize an objection which may be left unsaid. The Adam's

apple 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 Rodin

As 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 the

human 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 in

the 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 internal

organs, 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 nearly

silent.

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Anthropology. Stricken with a progressive spinal-cord illness, the late anthropologist, Robert F. Murphy

described 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 scale

Mount 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 of

the 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 are

in 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 in

a positive way nonverbally. Her boredom and impatience are so evident. She shifts in her seat, rolls her eyes, and sighs

during 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 down

hundreds 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) on

Erik 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 most

expressive parts of the human body.

Usage: Their combined verbal and nonverbal IQs make hands our most expressive body parts. Hands

have more to say even than faces, for not only do fingers show emotion, depict ideas, and point to

butterflies on the wing--they can also read Braille, speak in sign languages, and write poetry. Our hands

are 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, the

First 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 the

brain itself.

Cave art. Stenciled images of human hands are "common" and "sometimes dominate" areas of Ice-Age

caves (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 lobe

fins of early fishes known as rhipidistians. Primeval "swim fins" helped our aquatic ancestors paddle

through Devonian seas in search of food and mates. In amphibians, forelimbs evolved as weight-bearing

platforms 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 threading

with our fingertips (see MIME CUE)--or reward a child's successful threading with a gentle pat. There is

no 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 of

life, 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 water

shortly after birth, babies can swim, as paleocircuits of the aquatic brain & spinal cord prompt

newborns 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 power

grip. 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 the

4th and 5th months of age, and coordinated sequences of reaching, grasping, and handling objects are

seen 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 and

hands as if anticipating the size and hardness (or softness) of objects in their reach space (Chase and

Rubin 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 component

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parts, as if curious to learn more about relationships and about how things fit together (Chase and Rubin

1979). At one year, infants grasp objects between the tactile pads of thumb and index fingers, in a

mature, distinctively human precision grip. Pointing with an extended index finger also begins at 12

months, 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 (see

HOMUNCULUS). In the mind's eye, as a result a. of the generous space they occupy on the sensory and

motor strips of our neocortex, and b. of the older paleocircuits linking them to emotional and grooming

centers of the mammalian brain, almost anything a hand does holds potential as a sign. Today, our

hands 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, computer

keyboard 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 specialized

nerve 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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