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The Humintell Blog April 4, 2015

Body Language of Defeat

The evolution of the body language of sports disappointment.A recent article in Slate by Daniel Engber looked at the body language of college-basketball athletes, particularly in moments of victory and defeat. He Engber noticed certain consistent gestures: such as arms outstretched in victory and hands on heads in defeat. But what are the reasons for these gestures and are they learned or innate?

He says, “I deferred to body-language experts. David Matsumoto, a San Francisco State University professor of psychology and director of a nonverbal-behavior training company called Humintell, has studied gesture in athletics. For a 2008 paper, he and Jessica Tracy, a psychology professor at the University of British Columbia, studied photos of athletes at both the 2004 Olympic and Paralympic Games. They focused on the sport of judo, and the expressions made by winners and losers drawn from 37 different countries. Some of the athletes were blind.

Tracy and Matsumoto guessed that certain gestures would be fundamental—that they would show up in athletes from all around the world, whether they could see or not. Indeed, many of the winners seemed to make the same response: Heads tilted back, torso pushed out and arms raised high. That’s reminiscent of the “inflated display” that you might see in dominant chimpanzees, among other nonhuman species. The same gestures can be identified as prideful by 4-year-old children, and by people in preliterate societies throughout the world. That is to say, it seems to be innate.

The authors say that corresponding, innate gestures of shame—head tilting downwards, slumped shoulders and narrowed chest—are also seen in human groups around the world, and related cringing or lowering behaviors have been observed in chimps, baboons, macaques, rats, rabbits, wolves, elephants, seals, salamanders, and even crayfish. Judo practitioners sometimes showed this response to losing, but the effect was most pronounced among the blind athletes.

Tracy and Matsumoto propose that a learned response to shame can override or cover up more natural gestures. According to Matsumoto, you can spot the innate response within the first half-second of an emotional event. After that, a more self-conscious or culturally determined display kicks in. He thinks that some college basketball players’ gestures are more a product of evolution, such as their tendency to hide their faces, as seen in the montage below”

To learn more about the “face cover”, take a look at this past blog post!

Filed Under: Nonverbal Behavior

The Humintell Blog March 11, 2015

Why Giving Makes You Feel Good (Infographic)

This engaging infographic from our friends at Happify delves into the science of giving, and presents facts and figures which show that indeed – giving makes us happier and healthier. Furthermore, research indicates that what and how we give can also make a difference. 

Giving-Happify

Filed Under: Nonverbal Behavior, Science

Cressi February 28, 2015

Elicitation Techniques

Elicitation is a valuable tool when collecting information. I like it especially because it is so hard to detect and so easy to use.

1. Avoid asking too many questions

Asking too many questions in a conversation can turn off your target. He’ll start to suspect you want something from them and will stop talking to you. You instead just say your questions as comments and then stop talking. Your target will then likely respond to your comment and won’t feel interrogated.

2. Provocative statements

Saying something provocative to your target can provide you with loads of information. If he agrees with you he’ll elaborate, if he disagrees with you he’ll start to defend himself while disclosing confidential information.

3. False statements

People have a strong tendency to correct false statements. You can take advantage of this by deliberately making false statements about the thing you want to collect information about. Works better with some people than another.

4. Disbelief

When you question your targets statement he’ll provide more information to get your approval. You can use a third person as a source of the criticism to prevent damaging the relationship with your target.

5. Flattery

Everybody want to hear compliments, you can use this to open up your target to provide more information to you. Can be used with any of the techniques above.

The post Elicitation Techniques appeared first on Social Engineering.

Filed Under: Nonverbal Behavior, rapport

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