David Schneer

Practical Applications for Nonverbal Intelligence and the Indications of Facial Half Framing.

by

By David M. Schneer, Ph.D./CEO

3-Minute Read

I’m often asked how you can tell when someone is engaged in the conversation. Certainly, the head tilt is one. And a smile is another. But what if you’re talking with someone and suddenly, they frame the side of their face with their thumb and forefinger without any support? What does that mean?

Well, that’s actually a good sign. Facial half-framing, as I unofficially call it, is a sign of engagement, and positive sentiment.

This is what it looks like.

However, if the person rests their head in the web of their thumb and forefinger, that is a different story. That can mean tiredness, boredom, or disagreement.

We teach these indications and look for them in our research studies. We can tell who is engaged and who isn’t with body language signs like the facial half-frame. For those who are not engaged, we can intensify our efforts to draw them out with stimuli such as refreshments, new content, or a change in topic.

Contact us today to see how we can help you or your organization become proficient at finding out what people are really thinking when they communicate with you.

Most Communication is Nonverbal. Are You Fluent?

Lean In (Literally)

by

Practical Applications for Nonverbal Intelligence and the Indications of Leaning In.

By David M. Schneer, Ph.D./CEO

3-Minute Read

Anecdotally, I have heard from more than a few recruiters who tell me that some people typically lack two things during the interview process: eye contact and positive body positions.

Of course, maintaining good (direct) eye contact during the interview process is critical. But what about the body?

One of the easiest things you can do (and look for, if you are recruiting or interviewing) is leaning in. It has long been established that a person who leans in toward their subject is interested[1], and typically with positive engagement. Often, leaning in can signal curiosity. It looks like this.

So, if you are interviewing someone and they are consistently leaning forward that is a good sign and something you should look for.

And if you are a job candidate, one of the best things you can do is lean in. Literally. It tells the astute observer that you are interested and curious.

When I moderate focus groups or in-depth, in-person interviews I am looking for the participant(s) to be leaning in. If not, I need to understand why or change my tactic for better engagement. How can you do this? One way is to introduce a stimulus of some sort. That always perks people up.

Make sure your participants are comfortable and you’ll have a better chance of engagement.

Contact us today to see how we can help you or your organization become proficient at finding out what people are really thinking when they communicate with you.

Most Communication is Nonverbal. Are You Fluent?

[1] “Forward leaning may be interpreted as a signal of interest (Coker and Burgoon, 1987).”

— The Routledge Dictionary of Nonverbal Communication by David B. Givens, John White: https://a.co/d1sMJe6

Darling, I will Make you a Star

by

How to Shine in the Media with Market Research

By Angela Burtch, Vice President, Merrill Research

3-Minute Read

When we think of using market research we think of purposes like positioning, new product development, product evaluation, and customer satisfaction measurement.  But, sometimes market research can be a unique way to create content to create buzz or position your company as a thought leader in the industry.

Here are three examples of how our research services helped our clients sparkle.  And a checklist of what to keep in mind if you embark on research-based content. 

  1. A women’s health platform provider and a professional services firm commissioned us to gauge sentiment among women regarding important healthcare issues and to give them a voice going into the 2020 election. The results of the online survey we conducted were very revealing and were featured by several media outlets, including Forbes:  Dear Future President, The Women Of America Have A Message For You (forbes.com)
  2. CyberSheath Services International helps DoD contractors become CMMC compliant. They asked us to conduct an online survey among prime and sub-contractors to get the first-of-its kind industry perspective on the preparedness for compliance changes.  This study of the Defense Industrial Base established CyberSheath as the industry expert and go-to cybersecurity provider. It provided information-rich content for conferences, webinars, and press releases.  Here’s one of their uses of our research: More than 87% of Pentagon Supply Chain Fails Basic Cybersecurity Minimums – CyberSheath
  3. Our client, SafelyYou, is a leader in providing AI-enabled technology to help detect and prevent falls among seniors, specifically those with dementia. We developed an online study among executives and caregiving professionals to understand the occurrence, cost, and impact of falls.  This research was instrumental to their 2022 State of Falls report cited in media and conferences. Here’s one application: Resident falls cost providers $380,000 per year, on average: report – McKnight’s Senior Living (mcknightsseniorliving.com)

So, do you think your company could benefit from research-based content to promote your company?  Here are some tips to help you dazzle:

  • Make sure you pick the correct sample for the job. This is critical. Not all sample suppliers will be able to source all targets. Some specialize in B2B while others concentrate on consumer targets. Still, others focus on health care. Who you include in the research, where they were sourced and how they were recruited will be scrutinized by editors.
  • Consider doing some up-front qualitative research to better understand the burning issues in the minds of your target audience.  This will help you create a questionnaire that addresses the most interesting topics in the language of the respondents.
  • If you want the research to be picked up by media outlets, use larger sample sizes.  A sample size of 150 may be enough to answer your internal questions and may be statistically valid; however, a sample size of 500 is more convincing and more likely to be picked up.
  • Lean on your research provider to doublecheck your communications that are based on the research. Something as simple as two numbers getting flipped or a misinterpreted statistic could damage the credibility of your study and your company.  We strongly encourage our clients to have us review collateral before it’s published—and when we do—it averts problems.
  • Choose a research company that has experience in designing, collecting, analyzing, and synthesizing research used for communications purposes.

Merrill Research—Experience You Can Count On!

Blocking Behavior

by

Practical Applications for Nonverbal Intelligence and the Indicators of Some Forms of Blocking.

By David M. Schneer, Ph.D./CEO

3-Minute Read

One of the greatest body language myths is that crossed arms mean a person is “blocked”. Crossed arms can be an indication of blocking—in the right situations and context—but most often it is a form of pacification. It just feels good to cross your arms. Especially when we are in public. Next time you are in a venue and the lights go dim, look around, chances are you’ll see people with crossed arms. So, you need to be careful in discerning this type of behavior. Let’s take a closer look at another form of blocking.

Answer me this. Let’s say you just gave a sales pitch for your company to two different clients. Which of these two prospects do you think would be most open to your proposal?  The man on the left, the woman on the right, or neither?

So, if you said the man on the left was most open to your idea, you’d be wrong. And if you chose the woman on the right, you’d also be wrong. If you said, neither you’d be right. Why? These positions are highly reliable indicators of being in an argumentative state, ready to debate, or disagree.

For example, the man on the left is so firmly blocked that he is grasping his crossed leg with both hands. That’s blocking.

And the woman on the right, she’s blocked too. Let’s break it down. First, she is leaning away, her right arm is draped over her right thigh, she’s also leaning back, and her left arm is crossing her midsection. She’s quite blocked too.

A Telltale Sign of Inner Conflict

Sudden blocking positions are often very visible in person, and sometimes on video. When you observe it, do not ignore it. At Merrill Research, we see participants block in qualitative studies when they are struggling to grasp a new product concept, for example, or if they dislike it. And when we see this behavior, it is always an opportunity to probe and learn more.

So, what can you do if you see this type of behavior? If it’s an in-person meeting, suggest to the subject some sort of break, such as refreshments, or suggest taking a walk. This will get them up and out of their blocking positions. Another tip is to follow up with a question asking the person if they have any concerns or if there is any confusion. Dig deep enough, and you will find out that there is.

Contact us today to see how we can help you or your organization become proficient at finding out what people are really thinking when they communicate with you. 

Most Communication is Nonverbal. Are You Fluent?

The Chinny Chin-Chin Can Talk

by

Practical Applications for Nonverbal Intelligence and the Emotional Indicators of The Pout.

By David M. Schneer, Ph.D./CEO

3-Minute Read

Most of us are familiar with the term-jaw-dropping surprise—the mouth agape with teeth showing. This behavior is a reliable indicator that someone has truly been caught off guard, has lost their way, or may even be terrified.[1] The pout can also indicate silent resignation or acceptance.

But what about when someone’s chin starts chattering? Yes, the chin has a language all its own. And you’ve probably seen it more than a few times—especially if you have children or work with them. It’s the pout. Children are likely to pout when they are sad, frustrated, or in precarious situations.

But what about adults? We pout too. You can see it in negotiations when people will pout (often seen as mottling of the skin at the end of the chin) when they disagree with something. And they don’t even know they are doing it. This is a telltale sign that something is amiss.[2]

And it looks like this.

A Telltale Sign of Inner Conflict

Sudden pouts are often very visible, even via video conferencing. When you observe it, do not ignore it. At Merrill Research, we see participants pout in qualitative studies when they are struggling to grasp a new product concept, for example, or if they dislike it. And when we see this behavior, it is always an opportunity to probe and learn more. If you see this behavior, then you might follow up with a question asking the person if they have any concerns or if there is any confusion. Dig deep enough, and you will find out that there is.

Contact us today to see how we can help you or your organization become proficient at finding out what people are really thinking when they communicate with you. 

Most Communication is Nonverbal. Are You Fluent?

[1] Givens, David B.; White, John. The Rutledge Dictionary of Nonverbal Communications, s.v., “Jaw,” Rutledge, Third Avenue, New York New York 10158

[2] Ibid., 187

Practical Applications for Nonverbal Intelligence and the Emotional Indicators of Crossed Arms and Legs.

by

By David M. Schneer, Ph.D./CEO

3-Minute Read

Blocked or unblocked?

Practical Applications for Nonverbal Intelligence and the Emotional Indicators of Crossed Arms and Legs.

When I show the following image to people, I ask them, “tell me, what do you make of this woman? What does the position of her body indicate?”

Most of the time what I hear back is that this woman seems closed; that she is “blocked.”

What do you think? If you think she is closed or blocked, you’d be wrong.

Here’s why.

Crossed Arms

Probably one of the greatest body language myths in existence is that crossed arms is an indication of “blocking”. Certainly, it can be, but most of the time people cross their arms as a pacifying behavior. It just feels good. It is soothing.[1] Next time you’re in a movie theater, look around when the lights dim, and you will likely see people crossing their arms to comfort themselves. Essentially, they are hugging themselves, especially when in company.[2]

Now, if someone is crossing their arms and gripping their forearms with enough force that their knuckles are white—this can be an indication of blocking or stress.

Crossed Legs

The woman in the image is crossing her legs only because she is comfortable. Her limbic system—her 24×7 alarm system—is allowing her to be off balance because she is relaxed and safe. But the minute she becomes threatened, her arms will drop, and her legs will uncross. Then, in the face of danger she will be in the freeze-flight-fight mode and ready for inaction or action.

Putting It All Together

At Merrill Research, we see indications of crossed arms and legs in qualitative studies when participants are truly comfortable in the setting. That is a good sign and should be the goal of any successful communications—to create psychological comfort during the process such that your subject relaxes and engages.

Just like the woman in the image.

Contact us today to see how we can help you or your organization become proficient at finding out what people are really thinking when they communicate with you. Most Communication is Nonverbal. Are You Fluent?

[1] The Rutledge Dictionary of Nonverbal Communications, s.v., “crossed legs/arms,” Routledge, 605 Third Avenue, New York New York 10158.

[2] The Dictionary of Body Language, Joe Navarro, s.v., “crossed legs/arms,” https://books.apple.com/us/book/the-dictionary-of-body-language/id1281489160.