Like Switch : An Ex-fbi Agent's Guide to Influencing, Attracting, and Winning People over, Marvin Karlins, Jack Schafer
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Marvin Karlins,Jack Schafer

Like Switch : An Ex-fbi Agent's Guide to Influencing, Attracting, and Winning People over

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I wanted to tap into the psychological principle of reciprocity.
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I did this to give him a sense of control (he could determine his course of action) and to demonstrate that the interview was voluntary (he wasn’t being forced to participate in the interview).
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You should end the eye gaze with a smile
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To send a friend signal via eye contact, pick out your person of interest and establish eye contact by holding your gaze for no longer than a second
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Practice the real smile until it becomes automatic. Then you can choose to use it when you wish.
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A smile releases endorphins, which give us a sense of well-being. When we smile at other people, it is very difficult for them not to smile back
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Smiling faces are judged to be more attractive, more likable, and less dominant.
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Men tend to communicate with their heads upright to present themselves as more dominant.
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The tilted head exposes one of the carotid arteries, which are positioned on either side of the neck. The carotid arteries are the pathways that supply the brain with oxygenated blood. Severing either carotid artery causes death within minutes.
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Prolonged eye contact between two people indicates intense emotion, and is either an act of love or hostility.
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but you might want to use (and look for) other friend signals before you decide to actually try to meet that individual.
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When people greet people for the first time in an office or social setting, they use a verbal greeting along with the eyebrow flash. Verbal greetings could include “How are you?” “What’s up?” or “How’s it going?” The second time people see each other, they don’t have to say anything, but they do exchange eyebrow flashes, or in the case of males, display chin juts. A chin jut is a forward and slightly upward movement of the chin
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They are the “eyebrow flash,” “head tilt,” and the real, as opposed to fake, “smile” (yes, the human brain can detect the difference!).
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You never get a second chance to make a good first impression.
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you are less likely to be seen as prey, just as a healthy, speedy, alert antelope is not likely to be the target of first choice for a lion who is chasing a herd of the beasts across the African savanna.
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To effectively use the Friendship Formula, you have to keep in mind what kind of relationship you are looking to establish and the time you will be required to spend with your person of interest.
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the principle of scarcity” and the “principle of increased restraint increases drive.”
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This silent activity established proximity, but, more important, did not pose a threat. Once Vladimir determined that I was not a threat, he became curious
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With each visit, he could gradually increase intensity, the final component of the Friendship Formula, by looking at other customers a little longer and smiling.
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Regardless of what type of friendship you desire (short, long, relaxed, or intense) it will always be influenced by proximity, frequency, duration, and intensity.
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