Tag Archive for Probability

Deciphering Cause And Effect From Seating Position

by  • March 6, 2013 • 0 Comments

So which is it cause or effect? What happens when you assign seating versus allow people to choose their seating? A study by Douglas Levine of the University of California in 1980 sought out to measure this exact question. The study examined two phases, one where students were allowed to choose their own seating and the second where seating was randomly assigned. They found that students sitting at the front did much better than those sitting at the rear but only if the seats were chosen by the students. When the seating was assigned there was no discernible different in test scores. They did find that student involvement was affected by seating however, as in both cases participation was greater for those sitting in the front seats. Thus, it becomes evident that students who want to learn more choose seats in the front rows because it allows them a better view of the teacher and also allows them to participate more. Those that want to blend in and avoid participation sit at the rear and sides. Other studies show that keener students often choose seats in the front and also those that relate better to the instructor will orient themselves in relation to them.

In another study conducted in 2004 arranged seating was found to affect test scores contrary to the study presented above. Here economics professors Mary Benedict and John Hoag at Bowling Green State University found that students who were forced forward produced a net gain in test scores. For example, a student who preferred a back seat but was forced to a center row, reduced the probability of receiving a D or F from twenty-three to twelve percent for an overall gain of eleven percent. The study also suggests a lower probability of receiving an A and a higher probability for receiving a D or F for those students forced from the middle aisle seats to the side aisle seats.

Therefore, when presenting information organized seating can have a subtle effect, but can be somewhat limited in scope. If you wish to wow someone in particular, position them in the front as you’ll be better able to connect with them. Those parties you wish to mute can be placed at the back-sides to reduce their ability to speak out. The data from research seems to suggest that audiences naturally arrange themselves according to how interested they are to learn especially in theater style auditoriums. Thus, this information can be used passively to choose the most qualified or interested parties for important projects.

Other strategies come from the walk and talk method taken from lab style learning. Here, the instructor is permitted to travel through rows and isle and connect with more than just the front row of listeners eliminating the side effects of rows and columns. Orienting seating into a horseshoe also eliminates the effects that rows and columns hold and so too does smaller group sizes. It’s much more difficult to be forgotten in a small group and functionally impossible when speaking one on one!

Breaking The Mold – How To ‘Close’ The ‘Closed’

by  • March 5, 2013 • 0 Comments

Handing someone a drink, papers, anything, can be an excellent way to open someone up for a sale.

Handing someone a drink, papers, anything, can be an excellent way to open someone up for a sale.

The research shows us that a significant amount of information is inhibited from reaching the brain when our bodies show closed body language. In one such study, two groups of students attended the same lecture. One group was instructed to hold their arms and legs crossed throughout, while the other received no such instructions. The group instructed to hold closed body language was found to have retained forty percent less information than the group that held open body language. The lecturer was also rated far more critically. Therefore, when presenting to someone with their arms crossed it is vitally important to use tactics that help them open up and drop negative cues. Not only will the retention of your message increase significantly, but so too will the probability that any agreement will take place.

It’s nearly impossible to formulate agreements with others who have their arms crossed or a myriad of other closed body postures. By simply opening your objective, they will be more receptive to your thoughts and ideas. This is why is it important, as closed body language arises, to immediately re-calibrate your tactics. If your target’s legs cross, have them stand up and move to the same side of the table to get a closer look at the material, or have them reach forward for something, forcing them to take a ready position with their bodies leaning toward you. If their arms are crossed, have them jot down notes on a piece of paper which you can express as being important for later, or have them examine a document which you can hand to them. You will want to carefully monitor their post position to see if after the item is discarded they return to their original closed body position. If they are adamant in keeping closed, they probably aren’t receiving the message to your favour.

Other ways to open people include handing them a cup of coffee, or glass of water, show them photographs of family or pets, handing them model cars or any other office artifact you might have noticed them examining with some interest. Handing them any object forces them to uncross their arms to reach for it thereby opening them. The object used isn’t vitally important, it just needs to be interesting enough to motivate them to reach for it. By doing a bit of research beforehand, you can probably find a mutual interest that can be exploited during the pitch to build rapport. This will prove especially useful if the meeting takes a turn for the worst. Being creative to re-open the conversation is an important tactic for everyone in business.

Eyebrow Flash – The Social Greeting

by  • March 5, 2013 • 0 Comments

They eyebrow flash has been studied for decades most notably by German behavioural research scientist Eibl-Eibesfeldt. He found that the eyebrow flash is a universally recognized long distance social greeting. The only exception is in Japan where it is considered an overt sexual invitation and therefore inappropriate. For everyone else the eyebrow flash in a sort of nonverbal “Hello” or “Hey there, I know you”. The eyebrow flash happens very briefly and lasts only about one-sixth of a second. It is a quick raising and lowering of the eyebrows. The flash normally happens over a distance of between six to twelve feet by which dialogue can not easily occur, but of which, signals to another party that you have recognized them. The video of Fergie and Prince Andrew’s wedding provides a real life example of the eyebrow flash as she makes her way down the aisle.

The eyebrow flash could be a response to surprise, as if saying “Hey, I noticed you and am surprised, but also fearful because I’ve been taken off guard.” Therefore, the eyebrow flash sends the message that you aren’t a threat, since you’ve been taken by surprise. Another theory advanced says that the eyebrow flash draws attention to the face so that less ambiguous signals can be exchanged.

Research shows us that eyebrow flashes are infrequently used between individuals who are enduring strained relationships, so this can be used as a test. If you aren’t sure, try an eyebrow flashing on a colleague you’ve recently had a fight with. If the signal elicits a flash back then you have been forgiven, but if the flash is denied or you instead receive a dirty look then your transgressions are still at the forefront of their mind.

Eye contact between those in strained relationships is rigorously avoided under most circumstances, most likely so there is a reduced probability that the greeting extends to further unwanted interaction. We can therefore look at the eyebrow flash as a nonverbal conversation starter and lack thereof as a conversation avoider.