Page 88 - How To Analyze People: 13 Laws About the Manipulation of the Human Mind, 7 Strategies to Quickly Figure Out Body Language, Dive into Dark Psychology and Persuasion for Making People Do What You Want

The Chin and the Neck - Yes, even your chin and neck have
their own secret language that they’re trying to tell the rest of the

world while you remain completely unaware unless you make a
conscious effort to concentrate on these two areas and what
they’re doing when you’re having a conversation. If your chin
juts out in front of you (either habitually or subconsciously),
others might get the impression that you’re either somewhat

stubborn or obstinate. Even the way you hold your neck around
others lets them know how you’re feeling on the inside. Shy
introverts who are obviously uncomfortable being in a large

group of people tend to tuck their chin under so they’re eyes are
fixed on the floor or avoiding eye contact, whereas those who are
confident and poised tend to have their necks straight up and
held high.

The Arm Cross - We already know the context does have a role
to play in the crossing of the arms, but generally, if you’re

crossing your arms during a negotiation, for example, the signal
you’re giving off is that you’re feeling closed off to what the
other person is saying. Even if they've got a smile on their face
and engage pleasantly enough in the conversation while they’re

doing it. How they really feel when their arms are crossed in
front of them is they’re feeling emotionally, physically and
mentally closed off to whomever they may be speaking to and
what’s being said to them. Most of the time this gesture is done

so unintentionally that it makes it the most revealing indicator of
all. When Gerard Nierenberg and Henry Calero recorded more
than 2,000 negotiations as part of the research for their book
How to Read a Person Like a Book, not one of those negotiations

resulted in an agreement if one (or both) parties had their legs or
arms crossed during the negotiation.

Excessive Nodding - At the risk of looking like a bobble head,
the only reason someone might be nodding excessively when