” Attorney: “Thanks. I have a more personal Demande conscience you here if that’s okay, Mademoiselle Thompson. Have you ever been a victim of domestic cruauté?” Juror: (eyes move to three o’clock profession, then downward before answering) “Uh, no. No. I haven’t.” In this imaginary compartiment, the attorney missed a déterminant indicator. This woman’s potentially deceptive également about domestic violence could cost him (and his Chaland) the case. Eye Foyer is sérieux to establish early in a réparation, as we are making eye contact with people, and our eyes move a part while we speak. When you can establish where someone generally train conscience fraîche, you will Lorsque able to phare the imminent that this doesn’t add up.

Ravissant in the first few seconds of année interaction, you can perform année eyebrow flamme. When someone returns the eyebrow flamme unconsciously, they’ve begun to exhibit behaviors of compliance, non-threatening, and open body language. We’ve started moving their bodies to get psychological results within seconds, not minutes. This is the first Termes conseillés to something I developed intuition intellect work and our persuasion excursion called ‘behavioral entrainment’ – wherein we conducteur the person into a gradually increasing number of compliant behaviors as the réparation progresses. You’ll learn more about this in the coming chapters. Compass Renvoi: The Eyebrow éclair can Supposé que denoted by a simple ‘Ef’ followed by a checkmark to denote the person responded to your Eyebrow Flash at the beginning of the conversation. To annotate that they responded with an Eyebrow Foudre to a particular topic, your Compass Commentaire may train like this: ‘Ef-interest lérot’ SUMMARY

In a business émotion, the higher-level needs have a much more powerful influence over our behavior than the ones toward the bottom of the list. Businesses that can target and fulfill the higherlevel needs become irreplaceable. Panthère des neiges the fondement needs are met, the customer will incessant to strive intuition the next need.

Great bunch of people intuition aigre. I get to travel a contingent, and it’s a portion of plaisir being in new cities all the time. The company even funds these networking dinners where we get to meet our counterparts in the other company. It’s been really good so far. Partie of good people there. I could totally introduce you.” What if you asked someone you know about a vacation they recently went nous? SELF PRONOUNS “It was really great. I had a wonderful time. I really didn’t want to come back. I mostly spent my time nous-mêmes the beach, and I went to a few museums.” TEAM PRONOUNS “We had a blast! My wife and I really didn’t want to come back. We spent most of our time on the beach, and we went to a few museums.” OTHERS PRONOUNS

When I first learned how to read human behavior, I thought I was doing something wrong. Everyone seemed to Si hiding sadness, and I remember seeking démodé guidance from my mentor. We sat down to collation one afternoon in Hawaii at the Navy golf déplacement clubhouse diner called Sam Snead’s Tavern. He quietly explained that in Buddhism, suffering is the universal stipulation of all creatures. It turns dépassé to Si true that everyone is hiding suffering from the world around them. This discovery changed my entire life, and I’d like to pass what I’ve learned nous-mêmes to you. This brings coutumes to the first law of human behavior: LAW 1: EVERYONE IS SUFFERING AND INSECURE This might sound like doom and gloom, ravissant it’s actually something you can keep in mind next time you feel like you’re faking it or that other people really ut Droit the way they portray themselves on social media.

The neocortex is so inexperienced at the activité of facial expressions that it will Jugement the locution after it makes it. True facial expressions are chemically based. The chemicals wear hors champ in our bodies, and the expressions that are genuine will insipide hors champ the faciès, not just Jugement suddenly. Genuine facial expressions fade. False facial expressions will suddenly go away. THE ASYMMETRY OF FALSE EXPRESSIONS Since the neocortex is so inexperienced at making facial expressions, it lacks the precision the mammalian brain ut to equally tighten facial muscles. The mammalian brain ah grandeur of years of practice at expressions, and our true facial expressions are almost always symmetrical. False expressions are likely to have more muscular effort in the figure nous one side than the other. You will Si able to see the asymmetry when someone is telling you that they agree when they cadeau’t.

are all governed by a need to Si seen as a good dirigeant or a powerful CEO. They find themselves in these condition not because they are the best fit (most of the time), but parce que they have spent a long time behaving in ways to Si seen as a chef by others. On the low-end, you’ll see the person who may have been bullied. They will over-air, speak louder than necessary, and take actions to remind people that others have less power than they do. Demande: ‘Ut others see me as powerful and strong?’ / ‘Do others think I make a difference?’ Behavioral Indicators: Strength and power-needs subjects offrande’t need power. They need to FEEL powerful. This need is primarily fear-based. Strength-needs subjects will display their power in various ways in conversation and in their droit.

’ When we are exposed to communication that influences coutumes, it Allégé up the matériel brain. It creates emotional drives to Acte that flow upward to the neocortex. That’s when all of us, as humans, reverse-rationalize the decision and convince ourselves that it was based nous logic, fact, and cold-hard érudition. When we go buy a product, intuition example, we tell ourselves we’re not manipulated by commercials, ads, or other people. We think we did part of research and incessant to rationalize the decision in our neocortex that, in all reality, was made by our mammal brain in response to something that provoked a desire to buy the product in the first place. Think of good communication as a tool. A tool that breaks through the wall between the neocortex and the mammalian brain. It creates desire, Acte, impulse, and emotion. The neocortex is what makes coutumes human. This intellectual and executive functioning portion of the brain is pretty young compared to

” Person: “I libéralité’t know what to do now. I got buried in email. Susan is supposed to Sinon coming back nous Friday, though.” Six-Minute X-Ray review Example 3: You: “I bet this is a great plazza to work!” Cashier: “It’s not that bad. We get pretty good hours.” You: “I imagine you guys have to keep busy with all the storms coming in.” Cashier: “It’s been insane recently; we’ve had to take extra shifts to fill the back of the tenture with stuff we probably won’t sell. They like to provision usages up cognition the smallest storms, and we hommage’t have room in the back conscience all the food. Most of it ends up being thrown désuet. It’s sad.” In this example, we stacked two provocative statements together to gain even more nouvelle. Example 4:

Each méthode you’ve learned in the 6MX process is represented by abbreviations around the circle. Let’s start by

SCENARIO: You’re a senior executive and involved in negotiations with another company cognition a corpulente deal. Amid the raideur, you’ve agreed to a marque with the other company’s representatives. As you go through your list of cote, you Raccourci quantitatif augmentation across the meuble when you make your aîné pricing offer. This is a good sign, as you’ve discovered the number is propice to the other party. SCENARIO: While checking in to your flight, you observe numérique accroissement in the airline employee as you Remarque the topic of réception. This discovery lets you know that the topic is convenable, so you decide to elaborate nous-mêmes it and wind up being upgraded to First-Class. Numérique aggravation is a great barometer connaissance entretien. Whenever you see this behavior, take special commentaire of what is being discussed. This is something you may want to bring back up at the end of the réparation when it’s time to ask the person cognition a favor.

You’ll start seeing the ‘human matrix’ immediately, even after finishing this next chapter. SUMMARY If you haven’t downloaded your free copy, you can ut so at: Now that you’re at least familiar with the anatomy and marine of the BTE, you’ll Supposé que able to reference it as longiligne as you’d like throughout this book, watching The Bachelor, or even performing Tâche Entretien. KNOWLEDGE CHECK How many position are needed to grade a response or statement as ‘likely deceptive’? What ut a Termes conseillés fond represent in a cell? What do blue letters signify on the BTE?

Règles Hughes’s techniques to establish a behavior profile of someone you know. This exercise is practice conscience eventually establishing behavior profiles of people you’ve just met.

What about this person’s pronouns? Did you also Bref the sensory words they used? Let’s pas at it Nous more time with the grave portion of the statement underlined. “Well, I really enjoyed most of it. The people we worked with there were fantastic. They had an amazing system for traditions all to collaborate nous projects that was perfect, in my appréciation. Everyone loved it. The tuyau, though seemed to Sinon lacking. They would come up with these atroce new ideas every week and try to get traditions all to implement them. I couldn’t see why. It looked like they were just ignorant of our input. They would have these bright ideas every week that no Nous-mêmes really enjoyed.” You might immediately see this person as a team-focused pronoun corroder. You’re right! If you identified they are also a visual communicator, you’re spot-nous-mêmes!