Social Engineering Blogs

An Aggregator for Blogs About Social Engineering and Related Fields

Changing Minds Blog September 12, 2015

Red for Sexiness

Yes, it’s true. Wear red and attract the opposite sex. Men too!

Filed Under: Uncategorized

The Humintell Blog September 10, 2015

Wild Bonobos Use Referential Gestural System to Communicate Their Intentions

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Social interactions among bonobos – pointing gestures and pantomime, too, are deployed in communication. Credit: LuiKotale Bonobo Project/ Zana Clay

Pointing and pantomime are important components of human communication but so far evidence for referential communication in animals is limited. Observations made by researchers Pamela Heidi Douglas and Liza Moscovice of the Max Planck Institute for Evolutionary Anthropology in Leipzig, Germany, make important contributions to this research topic: To solve social conflicts female bonobos invite other females to engage in a socio-sexual behaviour by using pointing gestures and mimicking hip swings. This observation raises new questions about the evolution of referential communication and human language.

One important feature of human language is the ability to use arbitrary vocal and gestural signals to symbolically represent or refer to objects, actions or events. Two examples of symbolic gestural communication are pointing, which directs someone else’s attention to an external object in the environment, and pantomime, or acting out parts of actions to communicate desires or goals even in the absence of the relevant objects.

It has long been believed that forms of referential gesturing, such as pointing, and forms of iconic gesturing, such as pantomime, are unique to humans. In a recent study of wild bonobos at the Luikotale field site in the Democratic Republic of Congo, researchers from the Max Planck Institute for Evolutionary Anthropology documented regular use of a form of pointing and pantomime. During their three-year study, Pamela Heidi Douglas and Liza Moscovice observed that the gestures were always produced in the context of socio-sexual behaviour between females. Female sexual behaviour serves to reduce social tension and promote cooperation. The gestures used by the females are notable in that they appear to be not only intentional, but also referential and potentially iconic, since they communicate specific information about the desired goal.

The majority of gestures occurred in feeding contexts, and led to socio-sexual interactions between the gesturer and the recipient. Following socio-sexual interactions, the gesturer and partner were more likely to stay near each other and to feed together compared with rare situations when females rejected the gestural requests for sexual interactions. This suggests that female bonobos use referential and iconic gesturing to enhance communication in contexts in which behavioural coordination and cooperation are necessary.

The observed gestures have obvious parallels with human pointing and pantomime in both form and function and the results of this research, published in Scientific Reports, challenge the current view that such gestures are unique to humans. What remains to be explored is whether bonobos have mental representations when they produce these gestures, and whether females who respond to gestures understand the referential or iconic content of the signals.

Filed Under: Nonverbal Behavior, Science

The Influence People Blog September 7, 2015

Influence and Persuasion Quotes to Ponder

This week’s post is a little different. Below you’ll find some of my favorite quotes when it comes to influence and persuasion. It’s a short post but I encourage you to read the quotes slowly and give thought to what each author is saying.
“Persuasion is the art of getting someone to do something they wouldn’t ordinarily do if you didn’t ask.” – Aristotle, Greek philosopher. If people are already doing what you want there’s no need to persuade them, right?
“Character may almost be called the most effective means of persuasion.” – Aristotle, Greek philosopher. It doesn’t matter what you know if people can’t trust you they won’t listen to you.
“Persuasion skills exert a far greater influence over others’ behaviors than formal power structure do.” – Robert B. Cialdini Ph.D., author of Influence Science and Practice. When I read this I immediately thought of Gandhi, Martin Luther King and Jesus. None of them had formal power but each had a huge influence on the world.
“The only real power available to the leader is the power of persuasion.” – Lyndon B. Johnson, 36th President of the United States. Many people consider the President of the United States the most powerful person in the world but as LBJ acknowledged, the President must persuade to get things done.
“Power is nothing unless you can turn it into influence.” – Dr. Condoleezza Rice, former U.S. Secretary of State. Power is good but once that power is removed will people listen to you? Better to have power and influence because not only will people listen to you because they have to but also because they want to.
“Selling is the process of persuading a person that your product or service is of greater value to him than the price you’re asking for it.” – Brian Tracy, author of The Psychology of Selling. Selling is persuading and persuading is selling.
“I like to think of sales as the ability to gracefully persuade, not manipulate, a person or persons into a win-win situation.” – Bo Bennett, American businessman. Manipulation is an attitude that conveys, “I win and I don’t care whether or not you do.” That’s not a recipe for long-term success.
“The key to successful leadership today is influence, not authority.” – Ken Blanchard, author of The One Minute Manager. The best leaders don’t force people to do what they want, they persuade them and gain voluntary followers.
I’ll conclude with a quote of my own, something I share with audiences quite often when I speak – “Much of your professional success and personal happiness depends on getting others to say ‘Yes’ to you.”
The more people who say “Yes” to you at work, the more you’ll get accomplished, the more you’ll move your agenda forward and the more sales you’ll make.
Never discount the importance of persuasion at home because when your spouse, significant other, children, family members, or roommates willingly do what you want the less tension there will be and more happiness.
Have a great week!
Brian Ahearn, CMCT® 
Chief Influence Officer
influencePEOPLE 
Helping You Learn to Hear “Yes”.

Filed Under: Ken Blanchard, Lyndon Johnson

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