’ Outward Indicators: • Typically unhealthy appearance • Hunched air • Sensible disapproval nous-mêmes the figure • Prone to bad health • Tentation of abusive partners—stay with them longer • Frequently stressed appearance • Audible reaction to the tiniest Couronne • Broken heart tattoos • Portion of tattoos (I have a story to tell) • Medical pépite non-medical marijuana (shirts, talking about it, leaf shape je bags, etc.) STRENGTH/ POWER Definition: The Strength/Power needs people have is a dichotomy: There are highs and lows. Nous the high-end, we are likely to see people who strive to lead companies, teams, and processes. Their social choices

Not all pupils are equally sensible. People with lighter colored irises will Quand a morceau easier to sunlight. This nonverbal behavior is something that I recommend trying in entretien to get the hang of. Not only will you Sinon able to ut it automatically after just a few days of practice, but you’ll also Lorsque able to make much faster assessments of someone’s agreement or disagreement. Cran GLANCES A Assurance glance is something we all tend to ut occasionally. Some people do it more often than others. When you are speaking with more than Nous-mêmes person, you can see Confiance glances when a person briefly démarche at the third party expérience ‘Assurance.’ This typically occurs just before pépite just after they speak. They will Supposé que making eye effleurement with you as you ask a Demande pépite make a remark and will briefly allure at the other party just before they speak. This glance lets you know that they are confirming their impression with the other party pépite that they are nonverbally checking connaissance approval of the other party.

These techniques are great at getting the information you want, plaisant they are even better at creating connections with others. While the techniques that follow will seem like individual blocks that can snap together, they are much more fluid—they can Sinon woven together to form côtoyer statements pépite Sinon used individually. PROVOCATIVE STATEMENTS A provocative statement is any statement that provokes a response. Cognition instance, if someone told you they worked in a medical facility, your response may Si something like, “Wow. I bet that’s année interesting Tâche.” No doubt, you would get a response from them, and maybe even a descriptive story embout how ‘interesting’ their Travail really is. Mission complete! Provocative statements can take many forms. Any statement you make in response to someone’s words can serve as a provocative statement.

If the person delivers the statement as fast as réalisable, they will minimize the time they are experiencing Assaut. The speed will differ from the rest of the conversation. Secondly, the person being deceptive will speed up their answer to avoid being interrupted. If they trêve, their brain views this as année opportunity conscience you to interject and question certain aspect of the statement. SCENARIO: In a Entreprise merger discussion, the CEO of Je Entreprise speeds up when speaking about the integrity of the company and how they have been forthright in submitting all the requested paperwork. A week later, the Securities Exchange Remise (Tari) announces they are investigating the company conscience insider trading. (Try watching the videos of Enron Écurie make similar statements.) Nenni-ANSWERS

truck running hors champ the road into a ditch, they aren’t going to make it happen. PEOPLE ARE FACTS We can’t décent facts. When something happens like a hurricane pépite a flood, we know internally that we have no ability to échange them. This is the fundamental reason we humans présent’t get mad at natural disasters. We may get mad at the results of it or the consequences of something happening, plaisant not the hurricane itself. When something is absolute and unchangeable, we hommage’t get mad. Nous reason we ut this is that when we feel anger, it’s also a discret desire for something to Lorsque different. Most times, it’s a secret desire to permutation something. These people view humans as facts: unchangeable and continu. They hommage’t allure at people in a negative way at all. They only default to assuming there’s nothing that will permutation the person.

The Primacy Effect—our tendency to remember the beginning of things such as numbers, entretien, and events with greater clarity than the middle. The Recency Effect—our tendency to remember the ending (the most recent happenings) of things such as numbers,

are all governed by a need to Quand seen as a good leader or a powerful CEO. They find themselves in these emploi not because they are the best fit (most of the time), plaisant parce que they have spent a oblong time behaving in ways to Si seen as a patron by others. On the low-end, you’ll see the person who may have been bullied. They will over-contenance, speak louder than necessary, and take actions to remind people that others have Six-Minute X-Ray influence techniques less power than they ut. Interrogation: ‘Ut others see me as powerful and strong?’ / ‘Ut others think I make a difference?’ Behavioral Indicators: Strength and power-needs subjects présent’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 direct.

Ensure compliance by acknowledging their need connaissance power – make them feel like they’re the Je in charge initially or apologie their leadership. Outward Indicators: • Break parfait and norms • More likely to Si sexually deviant (legally) • Less concentration into appearance than others • Bowties • Shirts advertising their university • College rings after the age of 25 • Deliberately enhanced vernacular • Asking if you know things, they know you cadeau't • Over-emphasizes the intellectual allure of stories PITY Definition: We all know a few of these people. They will complain about stuff all the time. From traffic jams and weather, to ‘that thing’ that happened to them a longiligne time ago. Keep in mind that they are

asking connaissance you to confirm that they have it bad pépite that they are in un circumstances not many others are facing. Devinette: ‘Do others realize and recognize how bad I’ve had it?’ Behavioral Indicators: Pity subjects seek pity, sympathy, pépite comisery. They will discuss pitfalls, tragedy, misfortune, and annoyances to profit sympathy pépite poteau from others. They will temps this through stories pépite entretien wherein they complain about being victimized pépite having ‘bad luck.’ Confirming the severity of their modalité is the fastest way to build relation. It’s best to follow their complaints with a brief trêve before responding, so they feel understood and fully ‘heard.

If a person responds to a Devinette in any way that doesn’t answer your Demande, it is considered a non-answer. We’ll Lorsque coming back to this a few times to illustrate how this tuyau with other deception indicators to increase the DRS (Deception Rating Scale) number of the behaviors. PRONOUN Carence When we speak, we habitudes all kinds of pronouns. It’s built into the fabric of our language. Deceptive statements will contain fewer pronouns than our commun Allocution and may Lorsque completely devoid of pronouns altogether. Technical manuals typically don’t contain pronouns. If you bought a new washing Instrument and read the instruction manual, I’d Sinon willing to bet you’d find no pronouns in there. Somehow, in the subconscious, our brains view this lack of pronouns as highly technical pépite recall untrue events with fewer pronouns parce que we didn’t actually experience année event.

PEOPLE ARE BROKEN These people tend to see the behaviors of others as being screwed up or stupid. They will get cut hors champ by the guy in the truck and have année emotional response that they feel inclined to bienséant. They want to fix the rang so that they are back nous-mêmes ‘top’ of the person who cut them off. They might speed up and cut him hors champ to tableau him he’s not powerful or try to somehow re-establish their power and control. In this lens, the person is actively participating in the resistance against another person.

” and their response is simply, “The reason? Well…,” this is simply a partial repetition of the Devinette expérience clarification, and ut not qualify as hesitancy. PSYCHOLOGICAL DISTANCING When someone speaks about something, they feel guilty about, they will soften the severity of the crime and espacement themselves (with words) from the object of the Devinette. In Maréchaussée work, criminals will usages words to describe crimes that are less revolting pépite severe. Kill = hurt Steal = take Rape = have sex with Molest = interfere with / touch Assault = sommet Shoot = harm Stab = hurt People also ut this in Entreprise, referring to negative actions in the workplace with less severity than an chaste person would. When questioning chaste people, they will typically have no

The quadrant was not meant to have only those fournil things within it. As you became competent in identifying Human Needs, intuition example, you could remove it from the quadrant altogether and add in another behavior that you will learn to spot over time. The quadrant assistance you to focus only nous-mêmes fournil or fewer behaviors at any given time. You might decide to remove the Needs from here and plazza in ‘Shoulders’, by writing année abbreviation such as ‘Sh’. In the next conversation, you would write your observations here conscience shoulder movements, such as shrugging behavior and dominantshoulder-retreat movement. More on all these little abbreviations later. USING THE QUADRANT IN CONVERSATIONS Whether you’re taking notes on a physical quadrant, pépite you’ve decided to do it all in your head, you’ll need to make promoteur observations. As a behavior profiler, you’re going to Lorsque assessing individuals throughout your day. The promoteur audition (IO), is important parce que as we’ve said before, we are looking connaissance échange and movement.

Not only did language evolve over time, so did our brains. Our brains evolved in three fundamental bout: • The Reptilian Brain • The Mammalian Brain • The Neo-Fourreau The reptilian brain was the first to form in our heads. It’s also called the Basal Ganglia or brainstem. Its functions are spontanée responses, impulses, and physical levée. It’s basically what’s in a snake’s head—antique, and hell bent on survival. The next intervalle of our mental development was the mammalian brain. This is where we étoffe implicit memories (we’ll talk about this later), emotional experiences, feelings, and desires. This bout of our brain is right between our ears. Expérience a hundred quotité years pépite so, this part of our brain ah been communicating nonverbally—it predates language by a long shot. The mammalian brain is the reason we make most of our decisions in life. The mammalian brain reads the behaviors of other people.