The Definitive Book of Body Language

The Definitive Book of Body Language

Sitting with your elbows on the armrest of a chair is a position

of power and conveys a strong, upright image. Humble

defeated individuals let the arms drop inside the arms of the

chair, so avoid this at all times unless your goal is to appear

defeated.

The Power of Touch

Touching a person with your left hand while shaking hands
with your right hand can create a powerful result.
Researchers at the University of Minnesota conducted an
experiment that became known as 'The Phone Booth Test'.
They placed a coin on the ledge of a telephone booth then hid
behind a tree and waited for an unsuspecting subject to walk
in and find it. When this happened, one of the researchers
would approach the subject and say, 'Did you happen to see
my coin in that phone booth? I need it to make another call.'
Only 23% of the subjects admitted they had found it and gave
it back.
In the second part of the study, the coin was again placed in
the phone booth but when the researchers approached the
people who took it, they touched them lightly on the elbow for
not longer than three seconds and inquired about the coin.
This time, 68% admitted to having the coin, looked embar-
rassed and said things like, 'I was looking around to try to see
who owned it...'

Skilful elbow-touching can give you up to three

times the chance of getting what you want

There are three reasons this technique works: first, the elbow
is considered a public space and is far away from intimate
parts of the body; second, touching a stranger is not consid-
ered acceptable in most countries so it creates an impression;
and third, a light, three-second elbow touch creates a momen-