Evaluation and Deceit SignalsShowing uncertainty6.The Neck Scratch
The index finger — usually of the
writing hand — scratches the side
of the neck below the earlobe. Our
observations of this gesture reveal
the person scratches an average of
five times. Rarely is the number of
scratches less than five and hardly
ever more than five. This gesture is
a signal of doubt or uncertainty and is characteristic of the
person who says, 'I'm not sure I agree.' It is very noticeable
when the verbal language contradicts it, for example, when the
person says something like, 'I can understand how you feel'
but the Neck Scratch indicates they don't.7.The Collar Pull
Desmond Morris was one of the first
to discover that lies cause a tingling
sensation in the delicate facial and
neck tissues, and a rub or scratch was
required to satisfy it. This not only
accounts for why people who are
uncertain will scratch their neck, it
presents a good explanation as to why
some people use the Collar Pull when
they lie and suspect they have been caught out. Increased
blood pressure from the deceit causes sweat to form on the
neck when the deceiver feels that you suspect he's not telling
the truth.
It also occurs when a person is feeling angry or frustrated
and needs to pull the collar away from his neck in an attempt
to let the cool air circulate. When you see someone use this
gesture, ask, 'Could you repeat that, please?' or, 'Could you
clarify that point, please?' This can cause the would-be
deceiver to give the game away.
Getting hot under
the collar