communication

Can Feet Tell the Truth?: How Legs and Feet can Reveal the Mind’s Eye!

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By David M. Schneer, Ph.D.

Sometimes, when we stumble upon our words, it may feel as though we are only opening up our mouths to switch feet. But the stark reality is this: our feet were made for talking.

It is well known that facial expressions can convey more truth than a person’s words. For example, a person’s eyes can tell you whether they are enjoying what they are seeing or not. If a person likes what they are seeing, their pupils will grow as the brain says, “give me more.” Conversely, a person whose pupils are small indicates that the person dislikes what they are seeing. Hence the term, “beady eyes.”

But what about people’s legs and feet? Can they tell anything about what a person is feeling? Absolutely! Many experts in the field regard the legs and feet as more reliable signposts of emotions than facial expressions. Here’s why.

In a series of tests confirmed by Dr. Paul Eckman—as well as practiced in the training from the Center for Body Language (Belgium)—people who lie are more likely to increase their foot movements—irrespective of gender. While some people are adept at faking facial expressions to conceal lies, most are completely ignorant of what their legs and feet are telling others.

Furthermore, professional lie-catchers and astute body language observers are more successful at detecting falsehoods when they are able to observe peoples’ lower extremities. Perhaps this is the reason that many people—especially managers—will sit behind a solid desk to conceal their legs? If you’ve ever felt uncomfortable sitting at a glass table, it is likely that you subconsciously felt less in control with exposed legs and feet, says Eckman.

If you want to ascertain whether someone is telling the truth, just look at their legs and feet. Explains Allan and Barbara Pease, “The legs evolved in humans to serve two purposes: to move forward to get food and to run away from danger. Because the human brain is hardwired for these two objectives—to go toward what we want and move away from what we don’t want—the way a person uses their legs and feet reveals where they want to go. In other words, they show a person’s commitment to leaving or staying in a conversation.” [1]

Some common telltale signs that could indicate certain emotions and/or falsehoods:

  1. Splayed legs: In the world of business and negotiations, legs in an open stance can communicate a desire to learn more or superiority/dominance.
  2. Crossed Legs: Spell a closed attitude or even uncertainty. When a person displays crossed arms and legs, it is likely they have emotionally darted away from the conversation and you are not likely to convince them of anything.
    • Studies have shown that people who exhibit a closed posture are more likely to speak in short, staccato sentences, remember fewer conversation details, and deny more proposals or propositions than those exhibiting a more open position.
    • The same can be true in the dating scene: a woman who folds her arms across her chest and positions crossed legs away from you is basically saying, “no chance, buddy.” Unconsciously, uninterested women (and men) will inadvertently point their feet toward an exit sign. What is the message? “Check please!” A more interested woman (or man) would likely have a more open leg stance with feet pointed toward the subject of interest.
  3. The Ankle Lock: This position can often be seen with clenched fists resting on one’s knees or hands gripping the chair’s arms. Essentially, this is tantamount to “biting one’s lip”. Woman who are uneasy or emotionally withdrawn almost singularly show knees locked together, feet pointing to one side and hands at the side or placed atop the knees (unless, of course they are royalty or perhaps a dire attempt to cover up a wardrobe malfunction).
  4. The Leg Twine: Shy or timid people display the leg twine. What does this look like? You’ve probably seen it before but did not detect it’s meaning. In this gesture, the top of one foot locks around the other in a show of insecurity. If you observe this gesture, a kinder, gentler approach may be warranted.
  5. Happy (Tapping) Feet: Don’t be misled by tapping feet (unless you’re at a concert). Tapping feet may indicate nervousness and uneasiness.

These gestures are just a few of the more common and noticeable ones, but there are many more positions that can tell a tale.

Which brings us back to the topic of glass tables. To the extent that it is possible, conversing or negotiating around a glass table is ideal. If you’re constantly negotiating, invest in a glass table. As for focus group facilities, we recommend they offer glass tables in their moderation rooms.

Stay tuned for more tips on spotting incongruencies between what people say with their mouths and what their bodies are telling you!

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[1] Pease, Allan & Barbara . The Definitive Book of Body Language (p. 211). Random House Publishing Group. Kindle Edition.

What Conversation were YOU Having? : The Real Story Behind Face-to-Face Communication

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By David M. Schneer, Ph.D.

Communication contradictions. Whether we realize it or not, we’ve all experienced them in some form or another. A customer says they’re extremely interested in buying your product, but you never hear from them again. A job applicant confidently expresses their ability to fulfill a role, but two weeks into the job it is clear they are unqualified. A research participant has a positive verbal reaction to a new product concept, but somehow their body language is not quite so convincing.

Case in point: A research participant you are interviewing is presented a concept for a new product. You notice that her body language is screaming that the concept does not resonate. Her arms are folded. She’s leaning back. You look down and you notice that her feet are pointing to the door. One corner of her mouth quickly moves up, ever so slightly. A wayward index finger begins to tap to an unknown beat. She begins to pick lint on her blazer, but you notice there is no lint.

“So,” you ask the respondent, “Tell me, what do you think?” “Oh, I like it,” she replies. “I’d buy it. Certainly.”

You’re conflicted, because the unspoken signals you picked up on suggest her reaction is not quite as positive as her verbal feedback might suggest.

Fast forward to the end of the interview when you thank the respondent for their time, walk them to reception, and then head into the observation room where the clients are huddled in the dark with glowing laptop screens. “They loved it!” one client exclaims, backslapping the other. “Killed it!” yells the other.

You look at them the way a dog sometimes does when it is trying to understand what its master just said, one ear up and one ear down. You think to yourself, “What interview were YOU guys watching?” This is when you tell your client that it’s not only important to observe the signs. You also have to be able to interpret them.

Why would a person say one thing when their body language suggests something else? It is estimated that we hear as many as several hundred lies per day. Writes Paul Eckman in his seminal book on lying: Telling Lies: Clues to Deceit in the Marketplace, Politics, and Marriage (Revised Edition): “Lies occur between friends (even your best friend won’t tell you), teacher and student, doctor and patient, husband and wife, witness and jury, lawyer and client, salesperson and customer.”

People are untruthful for all sorts of reasons, either consciously or unconsciously. For financial gain, love, power, to hide shame and often to be nice or not hurt someone’s feelings.

It’s easy to see how understanding body language would benefit research (for example, helping determine which ad or product looks promising and those that do not). But what about other professions? Besides researchers and focus group moderators, who else can benefit from the understanding body language?

Virtually anyone. Which is why we started the Merrill Institute for Body Language Training—dedicated to providing training and certification so you too can become a Micro Expression Practitioner or Micro Expression Master.

Just a few ways different folks would benefit from this training:

  • Experienced and new moderators will often miss the subtle and sometimes not-so-subtle signs about what a person is really saying—paying too much attention to the spoken word and less to the non-verbal. Body language training is essential for every moderator.
  • Human Resource professionals can use body language to determine the best employee fit for their company; after all, it has been estimated that up to two-thirds of all candidates lie about their past.
  • Job candidates looking for that next big career move can learn how their body language sends messages that a skilled interviewer can spot.
  • Corporate executives and managers can improve their leadership skills by learning effective body language when communicating to employees.
  • Product managers who need to regularly communicate with customers would benefit greatly by understanding body language. Are their customers truly satisfied?
  • Coaches and trainers can offer new services to their clientele and help them be even more effective.
  • And of course, let’s not forget about sales professionals. Understanding body language can help them read their audience and adjust their communications accordingly, thereby developing stronger relationships and increased sales.

We believe we can change lives, improve business, and facilitate better communication by teaching others these skills. Come join us.

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