Think about a situation where someone answered a direct question with a question. That’s an avoidance nonverbal behavior. There are different motivations for it, but often answering a direct question with a question signals an issue. For example: “DID YOU TAKE THE...

In my consulting work with executives, I’ve observed there are three ingrained habits that can cause you to miss out on what’s really happening at the meeting: Being preoccupied with what you want to say Missing their nonverbal signals because you are paying attention...

It depends… People respond differently to put-downs. Muhammad Ali once wrote about the high school teacher who told him he wouldn’t amount to anything. On his return home from winning the Olympic gold medal, he stormed into her classroom with the medal, and told her,...

This week, U.S. tennis player Coco Gauff changed her strategy to defeat Jelena Ostapenko at the U.S. Open. After losing to her at the Australian Open in January, Gauff’s coaches advised her to stop hitting hard, fast balls (which she loves)...

Yes! It’s counter-intuitive, but when you make a concession during a negotiation, you have a huge opportunity to gain influence. Dr. Robert Cialdini identified this strategy in his Reciprocation Principle. Why does this work? WHEN SOMEONE RECEIVES A GIFT, IT TRIGGERS...

On a recent flight, I noticed how many passengers immediately put on their headsets or ear buds and then turn their focus to an electronic device. Often there is no greeting or even eye contact with the people sitting next to them. The clear message is, “I do not want...

It’s no surprise that one of the most influential voices in your life is your own, but are you taking advantage of that? I’m not just talking about the little voice in your head. According to research, talking to yourself out loud can be a powerful tool to help you...

I’ve seen many articles about how we greet people nonverbally while walking by them on a sidewalk or in a hallway. All the articles are based on men greeting men in situations where there is no intention to do what Larry David refers to as the “stop and...

Virtual meetings are not going away. While these are similar to meeting in person, there are differences… and one of the most important involves nonverbal communications. WHAT NONVERBALS ARE MISSING FROM VIRTUAL MEETINGS? In the forward to my book “Read The Zoom,” Joe...

I was watching an interview with MVP Patrick Mahomes on the Netflix docuseries “Quarterback” and almost fell off the couch when he said that he purposely compliments the defensive linemen who tackle him. If you watch it, you’ll see film clips of him telling the guys...

The truth is that decisions are not based on logic. In their research, neuroscientists can actually see what areas of the brain light up first when people are asked to make decisions. While most of us want to believe we are using logical thinking – especially for...

Many people do not realize that nonverbal communications encompass far more than just body language... and apply to more than human beings. Places – including your office ­– send their own nonverbal messages. Even though you may not be conscious of it, your brain is...

In case you missed it the first time, the “Monkey Selfie” photo is back in the news. A few years ago, a precocious 6-year-old Indonesian crested macaque monkey named Naruto stole a camera from a professional nature photographer, and took several photos, including a...

Think about a time when you felt nervous about an important business presentation… Remember how fast your heart was beating before you began to speak. Maybe your throat felt dry as you were giving your presentation. Both are normal stress responses from your brain’s...

The answer may surprise you… When I took a self-defense course, my black-belt martial arts instructor advised, “The best self-defense is to not put yourself in a vulnerable position in the first place.” Turns out, the same is true in business. A recent study published...

I’ve had the opportunity to learn directly from some of the front-line researchers in the Science of Influence. One of those experts, Dr. Robert Cialdini, was recently quoted on CNBC News about the way billionaire Warren Buffett builds trust through his shareholder...

When employers want to motivate a change in behavior from their employees, often their first instinct is to use financial incentives. That usually comes in the form of bonuses, contests and other monetary rewards… but, even when they achieve the behavior change, how...

The more hiring experience you’ve had, the more likely the answer is, “Yes.” You remember how impressed you were at the interview… then when the new hire gets on board, they under perform – or worse – they disrupt your workplace with bad behavior. What influenced you?...

In working with both employers and employees, I’ve consulted on the pitfalls of unconscious biases. Recently, I came across one that may be impacting your career path because it involves Flextime programs. On the positive side, research shows Flextime leads to higher...

Are looks really important? In studies by both psychologists and economists, the answer keeps coming up “Yes!” University of Texas Economics Professor Daniel Hamermesh reviewed several studies over the years that showed attractive people – both men and women – have a...

When I speak about Insights from the Science of Influence, most people in my audiences are amazed at how fast we form judgments about others… and how difficult it is for people to change their minds after they form the first impression. A new study from Cornell...

What is the 2016 “Word of the Year”? If you haven’t heard it, yet, here’s a hint: this newly invented word rose in usage by 2,000% in just the last year. Events like Brexit and the U.S. Presidential Election gave birth to this hyphenated adjective that is officially...

I was recently visiting the Chihuly Glass and Gardens in Seattle, and was surprised to learn that my favorite glass artist “lives the message” in my TED Talk. If you’ve ever seen his beautiful boats filled with glass floating on water, you may have wondered how Dale...

It was a thrill to give my first Ted Talk at the TEDxPlano event in Texas! I will send out the video link in about a month when it posts to the TED site. In the meantime, here’s a brief overview… I’ll try not to spoil any of the surprises (of which there were many in...

Before you bang out a quick email to a client, there’s something you should know about what thrills and what kills your image in email. People are making quick judgments about you based on things you may have never guessed were important. New research shows there are...

Business casual is great, right? Last week I was interviewed by CBS radio talk-show host George Russell about a very interesting study which showed that dressing casually for work may make you feel more comfortable, but it will not help you perform better. In fact,...

Ever met someone in business who comes across as arrogant? My executive clients say if they sense a person is arrogant, it's an instant deal-killer. So, what's the distinction between arrogance and confidence? I heard business author Dr. Alan Weiss describe it this...

A precocious monkey from an obscure Indonesian island has become an internet sensation and the subject of a lawsuit regarding intellectual property rights. The monkey absconded with a nature photographer’s camera and took a number of photographs, including some...