6. Mid-Term Pre-Assessment Review Guide

*97. Application (Romance)* - What is preening?

primping, playing with hair, trying to 'fix' yourself or make yourself look good, playing with earrings. When a woman touches her lips, hair, or neck.

*18. Fundamentals (First Impressions)* - Explain what *Frank Bernieri* did to test the strength of first impressions

*Frank Bernieri* filmed students doing 20 minute mock job interviews. He asked trained evaluators to rate these videos and determine if the applicants were hirable or not. Shortened the videos down to 20 second clips which only showed the first few seconds of the interview, the applicant walking into the room, shaking the interviewer's hand, and taking a seat without verbally answering any questions. Asked second set of trained evaluators to review the new clips for hirability. The results between the two sets of evaluators were identical. This hints that our verbal answers don't really have much of a difference on how someone perceives us.

*63. Laws (Negative Nonverbal)* - List of all gestures

*Self-soothing* (rubbing arms / suprasternal notch, wringing hands, cracking knuckles, biting tongue or lips, preening) *Movement* (hopping / pacing, fidgeting, drumming / tapping) *Blocking* (arms crossed, eye blocking, clutching purse or drink or book, laptop or ipad or phone block) *Shame* *Forehead back* *Clenched Fists* *Chin juts* *The Judge Judy*

*55. Laws (Vocal Power)* - How can you add more vocal variety and emotionality to your voice tone?

*Stories* help to you have more vocal variety and more emotionality in your voice tone. Power posing will also come through voice tone. Tap into the actual emotion you are feeling about the topic you are talking about. Practice answering common questions that you receive in different ways as to not get too 'bored' by it which caused you to answer in more monotone.

*96. Application (Romance)* - What is signal amplification bias?

We are not as obvious as we think. People tend to think their flirting cues are obvious, but in fact, they are not.

*92. Application (Phone Power)* - What are ways you can build confidence on calls?

Avoid the question inflection Power pose Use your lowest natural voice tone

*4. Fundamentals* - What are the three stages of learning?

Awareness Discomfort Adoption

*81. Laws (Lie Detection)* - What is a facial punctuator?

Facial expression / microexpressions that a person regularly uses when they are being honest. An expression they use as punctuation when they speak. Facial punctuators ie. contempt that occurs often during baseline means that it is not a red flag for that person.

*31. Laws (Purposeful Gazing)* - How do people misinterpret the advice "make good eye contact!"?

A lot of people mistake this advice to mean to maintain eye contact 100% of the time. This is not true. The ideal is *60-70%* of the time. You can exhibit too much or too little eye contact.

*38. Laws (Microexpressions)* - Explain how the happiness microexpression keeps us safe.

A true happiness microexpression can be seen from 300 ft away. This is a signal of a friend and not a foe.

*82. Laws (Lie Detection)* - What is squelching?

A type of facial expression that occurs when liars realize that they made some microexpression that they didn't want to make so they try to change that expression to something more neutral.. Squelching can also occur when someone is trying to show an expression and the feeling isn't actually there. Basically, someone is trying to control their emotions.

*34. Laws (Microexpressions)* - What is a microexpression?

A very brief involuntary facial expression made during an intense emotional feeling.

*32. Laws (Purposeful Gazing)* - What happens when eye contact is above 70% and below 60%?

Above 70% starts to be creepy. We feel like it's invasive, like we are being judged or criticized. Below 60% indicates evasiveness and avoidant or even shifty.

*58. Laws (Negative Nonverbal)* - What is blocking? What are some examples of blocking?

Blocking is when we put something in between our body and the person, topic, or thing that is making us uncomfortable. We subconsciously do this to protect our body. Negative body language cues: arms crossed, eye blocking, clutching purse or drink or book, laptop, ipad, phone block, shame, torso blocking

*13. Fundamentals* - Is body language always universal?

Body language is both cultural and universal. Whether you're in Japan or Canada or Australia - you are going to see the same body language pattern fundamentals. There are, however, a couple of different cultural emblems. These are things that different cultures use specifically. These are rare, but it is important to note cues that are cultural vs. universal.

*10. Fundamentals* - When we say 'nonverbal communication' what do we mean?

Body language, voice tone, and ornaments.

*75. Laws (Lie Detection)* - How do you get a baseline?

By asking baseline questions in non-threatening circumstances when someone has no reason to lie.

*30. Laws (Purposeful Gazing)* - How can you use gazing to gauge how someone feels about you?

By decoding, you can determine if someone is intimate gazing with you or would like you to 'back up'. This helps in knowing whether or not to pursue a relationship.

*47. Laws (Power Posing)* - How could you check your phone without going into low power body language.

If you have to check your phone do so, but try to bring a newspaper instead. Pivot your phone out and up so you stand more broadly. Listen to Siri reading to you out-loud. Hold your phone with one hand down by your waist.

*6. Fundamentals* - Are children, on average, more or less expressive with their body language?

Children on average are more expressive with their body language. They innately use body language iconically and symbolically more than they use words.

*7. Fundamentals* - The 5 C's

Communication Context Cross-Cultural Consistency Cluster

*103. Application (Negotiation)* - How can you de-escalate confrontation in a negotiation?

Do not front the person if on opposite sides of an issue. Sit diagonally or off 45 degree from the other person to indicate 'we are working on the same issue, but coming from different perspectives'.

*39. Laws (Microexpressions)* - How did *Dr. John Gottman* discover that contempt was powerful for couples? What did he find out?

Dr. Gottman uses contempt to predict with 93.6% accuracy which couples will divorce.

*61. Laws (Negative Nonverbal)* - How do you get someone out of blocking behavior?

If you see blocking happening in a meeting, etc. you can use (bring with you to meetings) anti-blocking objects. You can offer to refill their drink or hand them business cards or other objects. This encourages engagement. It's a calming and soothing gesture that you are offering. It can help get them out of that blocking behavior. So you can get some control over others' blocking behavior if you have the right objects or props with you.

*11. Fundamentals* - Why is context important for body language trainers?

Every situation is going to affect someone's nonverbal behavior. These situations need to be taken in context specifically to truly and accurately decode someone's body language. Sometimes there are things that are immediate context like nerves and stress and pain but also, even contextual cues that are beyond our recognition that are going to affect things.

*78. Laws (Lie Detection)* - Why do we tend to cover our mouth when we lie?

First, when we say a lie, our brain knows that we can get into trouble. So, the thought is that our hand flies up to our mouths to say 'don't do it', 'cover your mouth', 'don't lie'. Second, it could also be a self-soothing behavior that calms us like a pacifier did as a child.

*62. Laws (Negative Nonverbal)* - What is a chin jut? Why do we do it?

Forehead back, chin pushed out. Usually occurs during anger.

*27. Laws (Trust Indicators)* - What happens when you shake someone's hand on a chemical, physical, and emotional level?

Handshakes build fast connections and indicate trust. A good handshake is worth *3 hours* of face-to-face time. When we notice that the person is not holding a weapon, etc. our brain relaxes. Physical = Physical contact releases the hormone Oxytocin. Our brain surges with Oxytocin. Chemical = Oxytocin is the chemical feeling of connection. Emotional = Emotionally, this indicates to us that the person can be trusted and is a potential connection. The scientific name for touch is *haptics*.

*16. Fundamentals (Power of Nonverbal)* - Explain what *Professor Stephen Ceci* did to test the power of body language?

He scripted out two classes exactly the same (word for word). He used power body language in one of these classes and hoped he could obtain two additional favorable results on his end of class survey from the students through the use of power body language. Every survey question received higher ratings, even the textbook quality, which was never used. This proved that power body language aided in giving an overall 'pleasant feeling' for the students about the class and instructor...creating the Halo effect.

*8. Fundamentals* - What percent of our communication is nonverbal?

If we had to guess, *about 60% (on the low end)* of our communication is nonverbal.

*20. Fundamentals (Background)* - How many signals do people send in a 30 minute meeting?

In *30 minutes*, two people can send *over 800* nonverbal signals.

*36. Laws (Microexpressions)* - Why are microexpressions important for empathy?

In facial feedback hypothesis, we begin to feel the emotions that our face makes. Not only does our emotion cause our face, but our face also causes our emotion. This is the basis of empathy. If we are with someone who is sad, our face involuntarily begins to mimic their facial expressions. This helps us to feel how they are feeling.

*35. Laws (Microexpressions)* - What is the facial feedback hypothesis?

In just 3/100th of a second, our facial muscles imitate what they see

*65. Laws (Understanding Space)* - What are the different space zones?

Intimate = 0-18 inches Personal = 1.5-5 ft Social = 5-7 ft Public = over 7 ft

*89. Application (Pitching)* - Why should presenters use visuals?

It gives the audience a second thing to look at. And it can help with hand gestures as well.

*71. Laws (Triple Nod + Head Tilt)* - Why a slow triple nod?

It indicates listening and understanding.

*9. Fundamentals* - Why is the percentage of our nonverbal behavior a range?

It is difficult to put an exact number or percentage on the amount of our communication that is nonverbal. Many studies stay within a range when estimating the percentage. 60% is on the low end of the studies / range.

*14. Fundamentals* - Why are congruency and consistency goals for body language trainers?

It is important to make our words, our emotions, our body language congruent. This helps to keep us authentic in our communication and interactions. This is the only 'right' kind of body language, when it is congruent and consistent. If our body language is not matching our feelings, we can come across as inauthentic.

*49. Laws (Fronting)* - Why is fronting important?

It lets people know that we are fully interested in what they are saying. It also helps us (who are fronting) pay more attention, listen more attentively, and be more engaged.

*64. Laws (Understanding Space)* - Why are proxemics important?

It's important to respect people's need for space and to understand the different space zones and what they mean.

*51. Laws (Fronting)* - How does fronting change our perspective of people in photographs?

It's the same. We perceive people who are fronting in pics to be more trustworthy and open vs. people who aren't fronting. They appear less engaged, less trustworthy, like they don't want to be there.

*60. Laws (Negative Nonverbal)* - What is the universal gesture of shame?

Lightly touch either side of the forehead with fingertips.

*100. Application (Romance)* - What are the nonverbal signs of back-up?

Lip pursing Chin jut Blocking & Distancing

*94. Application (Phone Power)* - How can you sound more competent on calls?

Master the Hello Don't hold your breath Volumize Close Distractions ie. phone apps you may be looking at, computer screen, tv, etc.

*53. Laws (Vocal Power)* - Explain each of the four aspects of vocal power in your own words

Low Tone - the lowest natural end of my voice tone Vocal variance - different vocal pace, tempo Avoid the question inflection - Don't use voice tone to indicate a question at the end of speaking unless you are asking a question Emotionality - use emotion within my words

*73. Laws (Triple Nod + Head Tilt)* - Why is the spectrum important for head tilting and nodding? What should people be careful to watch out for?

Low on the spectrum indicates being bored stiff. High on the spectrum can look like an impatient bobblehead. Ideal on the spectrum is purposeful.

*68. Laws (Mirroring)* - What is chameleonization?

Mirroring is a way to show and gauge interest. Chameleonization is mimicking others verbally (cadence, word usage) and/or nonverbally (posture, gestures).

*69. Laws (Mirroring)* - Why do you need to be careful with mirroring?

Needs to be done with a sincere desire to be empathetic. Otherwise, it can be taken or perceived as mocking.

*77. Laws (Lie Detection)* - What happens in the brain when you lie? How does this affect your body language?

Our brain tries to portray the verbal and nonverbal behavior of someone who is honest. Our brain is trying to keep track of many factors of keeping a lie straight and not exhibit any red flags. But, our body language can't keep up with that façade and we begin to let out body language leaks ie. the one-sided shoulder shrug.

*25. Laws (Trust Indicators)* - What happens in the brain when we can't see someone's hands?

Our brains say "I can't see their hands therefore I can't really know what's going on with them. They are hiding something from me". Our brains subconsciously determine that this person is more sneaky, untrustworthy, and deceitful. Additionally, our brains aren't able to fully relax.

*23. Fundamentals (Background)* - Can our emotions manifest differently in our body? Explain.

Our emotions physiologically, chemically, hormonally change our body makeup Yes, our emotions can manifest as colors and energy within different parts of our bodies based on how we are feeling. Thermal scans have shown this to be true. Examples include: anger showing as yellow/orange in our upper torso and arms, depression displays as blue from our head to our toes except for our torso which appears as black.

*37. Laws (Microexpressions)* - Explain how the fear microexpression keeps us safe.

Our eyelids, and eyebrows want to get out of the way so that we can take in as much of our environment as possible. Our mouth opens up so we can take in oxygen in case we have to fight or flight. These are genetic reasons that we make these expressions. It's to keep us safe.

*19. Fundamentals (First Impressions)* - Why are first impressions important?

Our first impression (based mostly on our nonverbal) is how people perceive us. Accompanying words don't actually matter as much. So, it is important that we have control of our nonverbal cues so we know that we are sending the right ones immediately.

*33. Laws (Microexpressions)* - Explain the *Nicholas Rule and Nalini Ambady* study?

Our snap judgments about someone generally come from their facial expressions, facial reactions, and the shape and size of their face. They took pics of CEOs from the Fortune 500 list. They removed the most recognizable. They then took the top 25 and the bottom 25. They asked people to determine which were the top and which were the bottom just by looking at their pics. They were able to determine which CEOs were the most successful just by making a snap judgment.

*80. Laws (Lie Detection)* - Why do people use less personal pronouns when they lie?

Passive voice = passive voice tones People tend to use distancing language when they lie such as 'that woman' instead of 'my friend or the name of the person'. Liars do this to distance themselves from the lie. Example: Bill Clinton "I did not have sexual relations with that woman!".

*83. Laws (Lie Detection)* - Why do we need to do step 7 in lie detection? Why is it better to assume honesty?

Perform step 7 after seeing all the red flags and hypothesize as to why you might be seeing them. So, circle back and re-check your findings. This is to ensure you are decoding accurately. You do not want to inaccurately believe that someone is lying. You always want to give people the benefit of the doubt. You are more likely to be accurate if this is your default.

*54. Laws (Vocal Power)* - How can you use the lowest natural end of your voice tone (authoritative)?

Speak on the out breath after taking an in breath

*91. Application (Phone Power)* - What are the benefits of creating paper-trail for calls?

Phone conversations contain the most amount of lying. It's harder to lie to someone's face. The phone provides this in-between zone where you don't have to look someone in the eye when you lie, and there is no paper trail for them to worry about. Creating a paper-trail for calls helps to increase and harvest honesty. Benefits of this include: making you look organized, and helps you have a reminder of your conversation down the road if you need it. Also, if the other person did exaggerate on the phone, they will have to correct it in the paper trail you create.

*17. Fundamentals (Power of Nonverbal)* - What is a Halo Effect?

Powerful body language increases your ratings with everything you do. It makes everything around you, everything you touch look better. *One positive experience makes everything look better.*

*95. Application (Phone Power)* - How could filiming yourself on calls help your nonverbal skills?

Practicing body language on the phone helps to maintain your skills. It will also come through in your voice on the call. Helps the convo to be more effective and you to be more genuine.

*90. Application (Phone Power)* - How can you have more effective conversations?

Practicing power body language while on the phone does come through in your voice tone. This helps each conversation to be more effective and helps you to be more genuine.

*85. Application (Pitching)* - What are the three most important body language skills to remember for a grand entrance?

Pre-Power Pose + Launch Stance Visible Hands Purposeful

*84. Laws (Lie Detection)* - Lie Detection Steps

Prepare a baseline Get a physical baseline Get an audio baseline Get an emotional baseline Spot lying cues Find clusters Confirmation

*29. Laws (Purposeful Gazing)* - How can you use gazing to your advantage?

Purposeful gazing can tell you a lot about the relationship and the person you are sitting with. Eye contact is what builds the fastest connection. Eye contact is the foundation for all your relationships. We can use eye gazing to let someone know how we feel about them. We can also choose to convey warmth and/or competence with our eye gazes.

*57. Laws (Negative Nonverbal)* - What are examples of nervous body language cues?

Rubbing arms, suprasternal notch, wringing hands, preening, cracking knuckles, biting tongue or lips. Movement ie. Hopping/pacing, fidgeting, drumming/tapping

*56. Laws (Negative Nonverbal)* - What is a self-soothing gesture? What is it also known as?

Signs of inner nerves aka *comfort gestures*. Can also appear as *nervous body language cues*.

*98. Application (Romance)* - What do men do when they are attracted to someone? Why?

Territorial Claims, Inflating, Alpha Cross This makes them feel more dominant, like they are claiming what they want to have, they are claiming their territory.

*2. Fundamentals* - Is the brain a muscle? How do you know?

The brain is like a muscle. We can work out these areas of the brain and increase body language skills, so things that used to be hard to learn no longer are. Study by Dr. Daniel Amen with NFL player Duval Love. After *3 months* of brain rehab, Amen had kickstarted and reactivated the parts of Duval's brain that previously had no activity due to trauma. Now, there were whole areas that had gained back activity by specifically targeting those areas. So, if we know the specific areas of the brain that read body language (and we do), we can target them in a 'brain gym session' and literally gain more activity in those areas.

*5. Fundamentals* - Why do we need a body language spectrum?

The spectrum helps give a target area to aim for. There is no right or wrong body language, but there are high and low. Typically, ideal is in the middle.

*88. Application (Pitching)* - Summarize our TED talk research.

The study involved the most popular TED talks, the ones that hit over 2 million views. These talks were analyzed for patterns. What the research found was that these popular talks had an average of *465* hand gestures in only 18 minutes. The least popular had only *272*.

*67. Laws (Understanding Space)* - What is the touch map?

The touch map indicates where it is appropriate and where it is not appropriate to touch someone. The hand is the least intimate place to be touched. Safe areas (Handshake, Double Handshake, Arm/non-lingering Shoulder Pat)

*86. Application (Pitching)* - What are explanatory hand gestures?

The use of hands to explain accompanying words and keeping hands visible at all times.

*1. Fundamentals* - How does the brain learn?

There are specific areas of the brain that read and encode our own nonverbal behavior. This means that these specific parts are used to identify and learn nonverbal, which means we can exercise them

*79. Laws (Lie Detection)* - Why do we tend to itch our nose when we lie?

There is a special kind of tissue in your nose that swells slightly when people are lying. This can cause a slight itching in your nose. This can cause liars to touch their nose more often or itch it.

*74. Laws (Lie Detection)* - Are we lied to often? Are we good at detecting lies?

We are lied to as many as *200 times per day*. Researcher *Robert Feldman at the University of Massachusetts* found that on average, people told *2-3* lies in a *ten-minute* conversation. We can only detect deception with about *54% accuracy* innately. We can improve our abilities *up to 90%*.

*12. Fundamentals* - What did researchers at *University of British Columbia* do to figure out if body language was cultural or universal? Explain this study.

They conducted a pride vs. defeat study in Olympic athletes from every area of the world, from North America to South America, from Asia to the Middle East. They wanted to see if there were any differences across cultures. They looked at sighted athletes vs. congenitally blind (from birth) athletes. The blind athletes had never seen anyone win or lose a race, so their nonverbal cues could not have been learned or mimicked. Between all of the athletes, sighted and blind, the body language for pride (winning) and defeat were identical. This proved that most nonverbal behavior is universal as well as cross-cultural

*24. Laws (Trust Indicators)* - Why do we look at someone's hands when we first meet someone?

Think back to caveman days, when we were approached by other cavemen. The first place we wanted to look was their hands to see if they were carrying a weapon, a spear, or a stone. Our brains had to quickly decide if someone was a friend or a foe. Today, this still occurs subconsciously as a survival mechanism. We want to know if a person can be trusted upon seeing or meeting them and this is how our brains interpret that data.

*99. Application (Romance)* - Why do we eyebrow raise?

This can indicate interest or a signal to pay attention and curiosity.

*15. Fundamentals* - Why does focusing on body language clusters help us as trainers?

This is important so that we do not take one cue by itself and label someone based on that one cue alone. There is no Pinocchio's nose for body language. Clustering helps us to accurately decode someone's nonverbal behavior, and accuracy is extremely important for believability and trust.

*59. Laws (Negative Nonverbal)* - Why do we engage in blocking behavior?

This occurs when we don't like what's in front of us. Something makes us uncomfortable or angry or upset. This can be a person or a thing or a topic of conversation. Basically, we do this because we don't want to lie. It is subconscious as we try to block out what we don't like. We do this when we hear a question that might force us to lie. This happens, because we know if we lie we could get into trouble.

*21. Fundamentals (Background)* - Explain the story of Nixon and Kennedy Presidential debate. How is it surprising?

This was the first televised debate ever. And the results from it were dramatically surprising. Nixon was well ahead in the polls and expected to win until this event. Kennedy's body language displayed very competent leadership vs. Nixon's which displayed uncertainty and taking cues from Kennedy (almost in a submissive manner). This caused Kennedy to win the election and future candidates refused to do televised debates for many years because of this. People who watched the debate believed that Kennedy won, people who listened on the radio believed that Nixon won.

*72. Laws (Triple Nod + Head Tilt)* - Why do we head tilt?

To show empathy and engagement. It can also be used to 'soften the blow' of bad news or high pricing, etc.

*104. Application (Negotiation)* - What is an easy way to build rapport during negotiations?

Try to always meet ahead of time prior to actual negotiations. Talk socially, try to share a snack/meal or drink together. If you need to, bring in coffee and / or snacks to a meeting and allow for mingling time first.

*87. Application (Pitching)* - How do you make eye contact with an audience? Why is it important?

Use the string method. This is a figure 8 pattern with your eyes sweeping the audience back and forth. Face the direction you are looking, slowly walk the stage as if being pulled by a string. Move and plant. Talk for a few minutes, change eye contact location and move as the string pulls you in. Repeat. This gives eye contact to the whole room which helps release Oxytocin in the audience members and helps keep them engaged.

*52. Laws (Vocal Power)* - How does a doctor's voice tone change our perception of their skills? How do we know this?

We determine if a doctor is likeable and credible based on their voice tone. This is based on a study that involved 10 second voice clips from doctors. The clips were altered to make the words garbled, but maintained the voice tone. Participants rated the clips based solely on voice tone and accurately matched which doctors were sued the most for malpractice lawsuits.

*70. Laws (Mirroring)* - Do we mirror naturally? Why?

We do mirror naturally. The closer in relationship we are with someone, the more in-sync we are with their actions, the more we subconsciously mirror each other...down to the blink rate and breathing rate. We also laugh at the same time, use the same kinds of hand gestures, and sit the same way. The belief is that mirroring is subconsciously a way that we show that we are intimate or in-sync with someone.

*102. Application (Negotiation)* - Why is seat height important in negotiations?

We do not want to be in a lower (submissive) position than the person(s) we are negotiating with. We need to be at least the same height, but preferably higher. This gives us the appearance of being the more dominant party, the leader, in the negotiation. When we see someone sit taller than us, our brain has a harder time relaxing.

*26. Laws (Trust Indicators)* - What are common ways we hide our hands in conversation or entering a room? How can we avoid doing this?

We keep our hands in pockets, below the table/desk, hidden by objects we are holding, etc. We do not keep our hands visible. We can hold onto a drink or business cards. Keep our arms loosely at our sides ready to use gesturing. Shake hands. Awareness is key.

*76. Laws (Lie Detection)* - Why do we need an emotional baseline?

We need to understand their body language cues when they are passionate or excited, nervous or tense. This way, we can discount these cues when determining if someone is lying or not. It helps to accurately spot red flags.

*48. Laws (Power Posing)* - When should you high power pose? When should you use your launch stance?

When in business meeting, networking, during presentations, upon entering a stage, entering a room. When you can't pre-power pose. sit in your chair in your launch stance prior to walking up to the 'stage'.

*50. Laws (Fronting)* - What did *Karimov at the University of Brussels* discover about fronting?

When viewing someone straight on, we see them as more trustworthy, open-minded and sympathetic. - *F. Karimov, University of Brussels*

*101. Application (Romance)* - What is responsive listening? Why is it beneficial for relationships?

While listening to someone talk, you respond with "uh-huh", "yeah", "yup", "aha", "okay", "I see", etc. A nonverbal and verbal back and forth between you and your partner. This helps build connection.

*22. Fundamentals (Background)* - Why do men and women interpret body language differently?

Women use *14 to 16* different areas of their brain to interpret body language. Men use between *4 to 6* areas. Women decode facial expressions better than men and men decode voice and body language better *(Zuckerman, 1982)*.

*3. Fundamentals* - Can anyone learn body language? What if you aren't born with the skills?

Yes, anyone can learn body language. We are innately born with the ability to encode and decode body language *up to 54%* accuracy. We can improve our skills *up to 90%* accuracy. Babies begin to read facial expressions at *2 days* old (Field, Woodson and Greenburg) and children begin to use complex hand gestures at *10 months* old (Gold and Meadow). We are all born with the skills, we just have to learn how to use them.

*93. Application (Phone Power)* - How can you produce Oxytocin while on calls?

You can look up profile pics of the person you are talking to on LinkedIn or FB. You can sort of eye gaze with that pic, this helps to release your own Oxytocin which comes through in your voice as warmth.

*66. Laws (Understanding Space)* - How can you use the power of leaning?

for emphasis, for agreement, for partnership