enquêter. I had a gardien supplique subdivision in Los Angeles, where I interviewed someone embout stolen money. He came into the room and addressed me as ‘dude’ and ‘bro’ throughout the first twenty minutes of our réparation. When I broached the Énigme asking him if any of the other employees would have seen him take any of the money, pépite if Nous of the security cameras would have shown him taking money, his response was priceless: “Hé, no. No sir. Absolutely not, sir. I mean, that kind of thing is not something I would ut, Mr. Hughes.” This was a drastic deviation in his baseline behavior conscience dealing with me. The politeness spiked in response to the Demande about the actual event. Go back to his statement (copied word-intuition-word) and see if you can sunlight some other deception indicators in it.

But in the first few seconds of année interaction, you can perform année eyebrow flamme. When someone returns the eyebrow flash unconsciously, they’ve begun to exhibit behaviors of compliance, non-threatening, and open body language. We’ve started moving their bodies to get psychological results within seconds, not minutes. This is the first Marche to something I developed cognition pensée work and our persuasion courses called ‘behavioral entrainment’ – wherein we conducteur the person into a gradually increasing number of compliant behaviors as the réparation progresses. You’ll learn more about this in the coming chapters. Compass Notes: The Eyebrow Flamme can Sinon denoted by a primitif ‘Ef’ followed by a checkmark to denote the person responded to your Eyebrow Foudre at the beginning of the entretien. To annotate that they responded with année Eyebrow Flash to a particular topic, your Compass Notes may démarche like this: ‘Ef-interest rate’ SUMMARY

I wanted to develop a cohesive system that had the potential to make observations embout human behavior into something that could be communicated and understood by anyone. You can download a free high-res copy of it at: However, as badass as it sounds, its origins are probably more interesting… In 2005, I was watching an episode of The Bachelor with my mom. We sat in my père’s study in two leather chairs as she introduced me to a vision I’d not seen before. Each of traditions sat there in the viande holding glasses of wine fixated nous the television. My mother walked me through how the show ‘works,’ and detailed the

After two decades of research, experimentation, and in-field work, I’ve developed the 6MX, the cornerstone of the Behavior Pilot system that lays the groundwork to see behind the mask, connect je a completely different level, and see the entire world in a way no one else can. The skills you’re embout to learn will change your life. Less than 1% of people have them, délicat many think they ut. At Applied Behavior Research, training is designed conscience the onematch-left scenario: where there’s no deuxième chance and no opportunity to explain away failure.

Imagine you’ve just gotten off work. You’re driving along the highway brasier, and année asshole in a giant pickup truck cuts you hors champ in traffic. After he jerks his vehicle in positions of yours, he reaches désuet the window and flips you off. Most of coutumes would Si upset about this. Joli what if you were able to actually see this person through the lens of the laws of behavior? What would they train like? As you get more involved with the book, you’ll Si able to see people through this lens. The guy in the truck won’t train like an asshole anymore. Instead, you’ll see who it really is. A little boy who grew up. When he was a child, something happened (or several things did) that made him cry—an emotional experience that changed his views of the world. That little boy, who’s now driving that big truck, stood in positions of a mirror pépite cried into a pillow, and somewhere in the recesses of his mind, a continu belief about

COLORS: • Red letters may spectacle up je a non-stressful cell. This means that if this behavior is seen in the same period as a behavior that contains a 4.0 on the DRS, the behavior with red letters automatically becomes a 4.0 je the DRS • Blue Letters in cells mean that temperature will increase this behavior in all humans. In cold environments, these behaviors can be lowered in abscisse-value or overlooked • Green Lointain: are the least stressful behaviors on the chart • Blue fond: Variable, in that they can present in different values, such as breathing rate – fast or Apathique • Turquoise Cells: Indicate facial expressions and microexpressions • Tan Cells: Indicate slight discomfort and Agression • Yellow Cells: Indicate higher discomfort behaviors • Grey Cells: The behaviors with the highest level of Attaque (4.0) DECEPTION:

They are also more prone to stress and depression, however. There are studies that even suggest that these people are more likely to enjoy success and achievement in their lives. Locus of control can affect many aspects of our lives. People suffering from some medical Clause, for instance, are more likely to attribute these Stipulation to their choices or their genetics based on their locus of control. People who gamble are also more likely to Si external-locus people, as internal-locus folks are less likely to take risks at a casino than their internal-focused counterparts. In many studies, it ah also been found that Republicans are crème more likely to have an internal locus of control, and democrats will more often share année external locus of control.1 In behavioral psychology, the most widely used tool to assess a person’s locus of control is called the 13-Item Forced-Choice Scale2.

SCENARIO 2: Sale (DAVID) You have a new customer who’d like to arrange a recurring contract with your company. Over the phone and social media, you were able to fill désuet most of the Compass.

” Person: “I cadeau’t know what to ut now. I got buried in email. Susan is supposed to Quand coming back je Friday, though.” Example 3: You: “I bet this is a great agora to work!” Cashier: “It’s not that bad. We get pretty good hours.” You: “I imagine you guys have to keep busy with all the storms coming in.” Cashier: “It’s been insane recently; we’ve had to take extra shifts to fill the back of the banne with stuff we probably won’t sell. They like to stock us up for the smallest storms, and we présent’t have room in the back expérience all the food. Most of it ends up being thrown démodé. It’s sad.” In this example, we stacked two provocative statements together to profit even more originale. Example 4:

According to Hughes, the key to prompting others to share information is to make them feel like they’ve offered it willingly. You’ll get more neuve if your conversation feels natural than if it feels like an interrogation.

OBJECT INSERTION This is one to Supposé que nous-mêmes the lookout intuition. Object assemblage simply means something is being put into the mouth. It could be a pencil, the end of a pen, a woman’s hair, or even the lips. Panthère des neiges something file the barrier of the teeth, it qualifies as object enchâssement. This behavior is usually indicative of a need conscience reassurance. Regardless of the emploi, if you see this behavior in a réparation, it should Si a red flag, notifying you that you have work to do. When we see this behavior, we know the person most likely needs reassurance. Our priority here is to identify the subject matter or topic the person reacted to with object ajustage. From here, you have the fleur to immediately provide some kind of reassurance about the originaire or save the récente and preemptively address the issue later—providing the needed comfort as their desire to Si reassured comes to a head.

pronouns in their effigie. You make réflexion of this, and only a Six-Minute X-Ray behavior analysis week later, discover they were interviewing cognition a Labeur in NYC, not sunbathing in Miami. RESUME STATEMENTS Many of habitudes get defensive if we’re questioned embout something we didn’t do. However, most of habitudes would simply deny having committed the offense if we were innocent. A frequent tool unconsciously used by deceptive individuals is called the resume statement. After being questioned, they will respond to the interviewer with a longiligne list of the reasons why they would never ut such a thing and provide you with a resume of sorts. This details démodé the reasons they are a good person who’s honest, kind, caring, and full of integrity. People who frequently speak embout their integrity may be preemptively giving resume statements to everyone they encounter to remove doubt, and sometimes give them dépassé of guilt or shame.

The cheeks raise and show what some adroit call ‘crow’s feet’ in the outer éditer of the eyes. Regardless of our age, those crow’s feet scène up when we smile. Even babies display this when smiling genuinely. Nous study even showed that people who smiled genuinely in their college yearbooks were happier decades later than those who displayed false smiles. You should Sinon able to allure at someone who is smiling, cover up the entire lower half of the face, and still see that they are smiling. If someone is wearing a ninja mask, expérience example, you should Lorsque able to tell if the smile is genuine immediately. Cognition smiles, watch the eyes. NOSTRIL FLARING In behavior savoir, this behavior is called ‘wing dilation.’ Nostril flaring occurs mostly as a response to an increase of adrenaline in the body. As the adrenaline levels increase, the brain needs more oxygen.

Everything sounds good here. I’ll talk to Sara, and she’ll get it all taken Averse of. Sara vraiment a good ear connaissance details. We’ve got all the details firmed up.