Evaluation and Deceit SignalsMaking a decision Female version of Chin StrokingWhen you've asked the listeners for their decision and they
start Chin Stroking, their next gestures will signal whether
their decision is negative or positive. Your best strategy is to
stay quiet and watch their next gestures, which will indicate
the decision reached. For example, if the Chin Stroke is fol-
lowed by crossed arms and legs and the person sits back in
their chair, it's a fair bet the answer will be 'no'. This gives you
an early opportunity to resell the benefits before the other
person verbalises 'no' and makes it harder to reach agreement.
If the Chin Stroke is followed by leaning forward with arms
open or picking up your proposal or sample, chances are you
have a 'yes' and can proceed as if you have agreement.
Stalling Clusters
Someone who wears glasses sometimes follows an evaluation
cluster by taking off their glasses and putting one arm of the
frame in the mouth instead of using the Chin Stroke when
making their decision. A cigarette smoker will take a puff of
smoke. When a person puts a pen or a finger in their mouth after