Negotiation Nonverbal Communication Secret # 1083: Brewer's MAPs Flag Foreboding

We don't know what President Obama is discussing with Governor Jan Brewer (R-AZ) in this White House meeting, but we do know she's feeling trepidation. At first glance, one may confuse Brewer's hand configuration for that of a steeple - but it's not - her fingers and palms are too close together here. (see Secret # 901: The Over-used Steeple, Back Fire in Berlin and Secret # 705: Two Signals No Candidate Should Want to Project) This Pseudo-Prayer Signal, when held close to, or when covering the mouth (her hands may have just been doing so - or may have, just after this image was captured) often (but not always) accompanies fear, surprise or embarrassment. In other positions - particularly when held lower and moved in a chopping motion - the pseudo-prayer has a completely different meaning. When you see the pseudo-prayer - always look at the mouth and eyes for hints.

Most all self-touching (but not all) fits into a class of nonverbals known as Manipulators, Adaptors, or Pacifiers (aka MAPs). MAPs indicate anxiety related to other negative emotions - and as with all body language tells, it is crucial to look for congruence with other nonverbal signs. The interpretation of the pseudo-prayer signal is also often contingent upon and amplifies simultaneous facial expressions. The Governor's mouth clearly conveys concern. Whatever Barack is telling Jan in this Oval Office encounter - evokes a primal fear display.

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Negotiation Nonverbal Communication Secret # 1060: Belichick's Anger

Bill Belichick is pictured here at a recent press conference. The New England Patriots' Head Coach is exemplifying several classic body language signals - four just with his mouth. First note that his lips and mouth opening are stretched and thinned in a horizontal line - which is a strong indicator of anger. In addition, the Coach's lips are rolled inwards (2). This Inward Lip Roll (ILR) is seen when there is anxiety and an attempt to control it. Commonly there is another negative emotion with which it is coupled - often anger, fear, sadness, etc. .... Belichick's psyche is attempting to squelch an outward expression of his emotions. The ILR is also coincident with a clenched and closed jaw (3). This tight jaw configuration along with a jaw jut (see Secret # 273: Anger and Disgust in Azerbaijan and Secret # 757: Asma's Mild Jaw Jut) (4) are nonverbals which also correlate strongly with anger. Often with the ILR, the jaw is not clenched completely closed - because there is less, little or no anger component. In such cases, the lips roll inwards between the teeth and thus give the mouth a different appearance (see: Secret # 531: Sarkozy's Mouth Tells Us What He's Feeling).

Will Billy be displaying any of these nonverbals at tomorrow's post game press conference?

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Negotiation Nonverbal Communication Secret # 1059: Tommy's Fear Factor and Anxiety

Tom Brady just heard or saw something that scared him. Perhaps it was the Giants defensive line. Brady's eyes are opened slightly wider than normal - which indicates and increased adrenaline state and momentary relative sympathetic nervous system excess. The vast majority of the time this "White and Wide" appearance of the eyes are displayed - indicates fear, severe anger (rage) or surprise. There are no signals of these latter two emotions present (However it is possible that surprise - the briefest of all emotions - preceded this photograph by a few seconds. Surprise very commonly and rapidly is replaced by a second emotion - typically anger, embarrassment, joy-happiness-laughter or FEAR)  the New England quarterback is showing body language signals of anxiety. The behavior of facial touching belongs to a general class of nonverbal behaviors known as Manipulators, Adaptors or Pacifiers (aka MAPs). MAPs are highly consistent with increased anxiety states. Covering the mouth virtually always indicates low confidence and high anxiety and is particularly increased during deception. Hmmm.....

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Negotiation Nonverbal Communication Secret # 1055: The Subtle Lip Purse

This Image of Tom Brady taken during the media availability-press conference in preparation for Super Bowl XLVI yesterday, shows two subtle emotional displays.

Anyone can spot dramatic emotion. I am continually dumbfounded by the percentage of otherwise socially adept, worldly and educated adults who cannot accurately identify moderate, let alone subtle emotional body language cues. The New England quarterback is displaying a very subtle lip purse here (see: Negotiation Secret # 9: Nancy's Lip Purse, for a more obvious example). When the lips are pursed, there is a disagreement taking place. But in a high percentage of the time, the disagreement will not be verbally expressed. In addition, those who display this expression are in a "position of power" wherein they feel they can implement their plan/idea. Thus when you see this nonverbal signal, be prepared for a proverbial "end-run". There is a reason that their opinion is not being openly expressed. Ambush. Hmmm..... perhaps there are some business applications here.

Emotions rarely occur in isolation, and here the Patriots' QB is no exception. Mr. Gisele Bundchen's second emotion is disgust. The specific facial signals to look for here are both the mild tightening of the "mustache area" and particularly his subtle nostril flare. Additionally, he is not looking directly at the person(s) who is (are) the object of his feelings. We don't look directly at those who we don't like, don't respect or don't believe

New York Giants by 7

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Negotiation Nonverbal Communication Secret # 1033: A Sure Signal of Insincerity or Contempt

Every politician does it. Republican, Democrat, Socialist, Marxist, Communist. Politicians say things that they do not fully believe. They profess to care when they don't. They say they don't care when they really do. They claim to be "absolutely sure" when they don't really know - and they declare they don't know when they surely do. These acts are at least insincere, perhaps worse. One sign is of insincerity is speaking with the mouth asymmetrically. Unless it is part of that person's normal (and highly atypical) body language speaking behavior - talking out of the side of the mouth is a sign of insincerity or contempt (although no display of contempt is seen here by Mr. Romney. Distinguishing contempt vs. insincerity is a difficult nonverbal nuance for the body language novice to make).

In this CNN video, U.S. Presidential Candidate hopeful, Mitt Romney made a comment for which he has received a lot of negative press lately - "I'm not concerned about the very poor, we have a safety net there, if it needs repair I'll fix it ......". Throughout the majority of this interview, Mr. Romney speaks predominantly out of the right side of his mouth. Whenever a person is interviewed hundreds of times a month, it is difficult to convey caring and depth of emotion. Ay, there's the rub! - how to convey sincerity when you've said the same thing a thousand times. But boredom does not insincerity or contempt make. When you tell your "significant other" that you love them, do you sound bored? I hope not. Of course, this is not the same emotional context, but all who profess to lead should study sincerity - how to detect it and how to become it. It will change them only for the better. People will follow you if you're sincere and they will leave you if you're not. Mitt, Newt, Barack, Rick, Ron .... and for that matter, Vladimir, Hu, David, Nicholas, Manmohan, etc. all would do well to watch video of their speeches and interviews. It may be just a bit painful.

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Negotiation Body Language Secret # 1019: Cameron's Critical Cluster

The United Kingdom's Prime Minister, David Cameron is pictured here in a classic critical evaluation cluster (Pease). With his thumb and middle finger supporting the jaw and the index finger covering his mouth, a subtle drawing together and lowering of his eyebrows, as well as his head turned slightly away from the person(s) he is listening to - this nonverbal grouping is a strong indicator that Mr. Cameron does not like what he's hearing. His words may very well not convey the same level of negativity that his body language does - indeed his words may very well be positive. In such examples of disparity, the nonverbal cues are always correct. What would make this configuration even more critical? ..... if his other hand/arm were crossed over his lower (or upper) chest - or if his thumb was covering his ear - or if there were flaring of his nostrils. These would all be additional negative nonverbal signals typically seen in this context.

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Negotiation Body Language Secret # 1003: Obama's Dropped Jaw Smile

Here we see yet another common type of false smile, this time by then Presidential Candidate, Senator Obama - four years ago at the Iowa State Fair. Of course, people in the public eye feel the need to smile dramatically and often. This is a very human desire and most people would feel the need to do the same if they were one in the limelight. That being said, the smile displayed here by Mr. Obama is forced and not indicative of the emotion of Joy-Happiness. This variety of false smile, known as a "Dropped Jaw Smile" (Pease) or a False Surprise Smile (Ekman) is a relatively easy nonverbal for most to replicate and represents a very common type of insincere smile. As mentioned in a post yesterday (see: Secret # 1009: A Sure Sign of a False Smile), whenever the forehead is wrinkled - the smile is always feigned. In addition, candidate Obama's eyelids are opened wider than normal here (particularly on Barack's right), which is never seen with a sincere smile either - in fact, the eyelids should be partially closed - and in a very particular manner - during a smile born of sincerity (see: Secret # 353: Brad Pitt's Eyes - Sincere and Insincere Smiles).

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Negotiation Body Language Secret # 1009: A Sure Sign of a False Smile

Whenever the forehead is wrinkled during a "mouth smile", the smile is always forced (This nonverbal rule does not apply however, to laughter). This does not necessarily indicate that the person's entire personality is insincere, but in that moment - there are NOT emotions of Joy or Happiness present. In the defense of Mitt Romney, pictured here just prior to the 2012 Florida Primary, how few of us could display a true, felt, sincere smile day after day?

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Negotiation Body Language Secret # 1051: The President Trumps the Speaker

Here U.S. President Barack Obama shakes the hand of John Boehner (R-OH) just prior to his 2012 State of the Union Address. He makes sure to assert his Presidential dominance by having his hand on top of the Speaker's. Although one can make the argument, that if President were completely given to bipartisanship, his hand would be oriented vertically (perpendicular to the floor) - there is a natural nonverbal tendency in this setting to compensate for standing lower on the podium.

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Negotiation Body Language Secret # 1014: What Do You Call an Ex-Knight?

What emotions or intentions are signaled by an Asymmetric Smile? One possible tell beneath this nonverbal clue is an Insincerity - being acted and forced onto the face. It's wearer does NOT feel true Joy-Happiness. It does not mean that the person as a whole is necessarily insincere, but in that moment the expression is feigned. If chronically displayed however, the knight ... er, ah person has been measured and found wanting.

The second major emotion that should come to mind when an asymmetric smile is seen is Contempt. Unilateral nostril flaring is often also present. When contempt is subtle or even moderate, many mistake it for a coy smile.

Fred Goodwin, pictured above was Knighted in 2004. Yesterday his Knighthood was "cancelled and annulled" by the Queen "on the advice of her government and the Honours Forfeiture Committee" as the CEO of the Royal Bank of Scotland (RBS) and for its role in the financial crisis.

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