[Script Info]
Title: 
[Events]
Format: Layer, Start, End, Style, Name, MarginL, MarginR, MarginV, Effect, Text
Dialogue: 0,0:00:20.10,0:00:22.71,Default,,0000,0000,0000,,Good morning.
Dialogue: 0,0:00:22.71,0:00:24.100,Default,,0000,0000,0000,,Before we kick off\Nlet's get a bit of light in the room.
Dialogue: 0,0:00:24.100,0:00:27.22,Default,,0000,0000,0000,,So I can see the faces of the dummi ---
Dialogue: 0,0:00:27.22,0:00:30.07,Default,,0000,0000,0000,,the participants that we get later \Nand see where you are.
Dialogue: 0,0:00:30.07,0:00:31.62,Default,,0000,0000,0000,,That's a bit better. Good.
Dialogue: 0,0:00:31.62,0:00:35.25,Default,,0000,0000,0000,,Everybody hold your right hand in front \Nlike this in a handshaking position.
Dialogue: 0,0:00:35.26,0:00:38.64,Default,,0000,0000,0000,,Uncross your legs. Relaxed position.\NRight hand in front.
Dialogue: 0,0:00:38.64,0:00:40.91,Default,,0000,0000,0000,,When I say "Now"\Nhere's what we're going to do.
Dialogue: 0,0:00:40.91,0:00:42.66,Default,,0000,0000,0000,,You'll turn to someone besides you
Dialogue: 0,0:00:42.66,0:00:44.80,Default,,0000,0000,0000,,shake hands as if meeting\Nfor the first time
Dialogue: 0,0:00:44.80,0:00:47.52,Default,,0000,0000,0000,,and keep pumping till I ask you to stop.
Dialogue: 0,0:00:47.52,0:00:49.22,Default,,0000,0000,0000,,Then you'll stop and freeze it
Dialogue: 0,0:00:49.22,0:00:50.49,Default,,0000,0000,0000,,and we're going to analyze\Nwhat's happening.
Dialogue: 0,0:00:50.49,0:00:51.32,Default,,0000,0000,0000,,You got that?
Dialogue: 0,0:00:51.32,0:00:53.37,Default,,0000,0000,0000,,No time to think about this.\NDo it now.
Dialogue: 0,0:00:53.37,0:00:55.31,Default,,0000,0000,0000,,Pick anybody and pump. \NPump, everybody.
Dialogue: 0,0:00:55.31,0:00:57.67,Default,,0000,0000,0000,,Pump! Pump! Pump!
Dialogue: 0,0:00:57.67,0:01:00.04,Default,,0000,0000,0000,,Freeze it. Hold it.\NStop. Hold it. Freeze it.
Dialogue: 0,0:01:00.05,0:01:02.57,Default,,0000,0000,0000,,Keep your hands locked. Keep them locked.
Dialogue: 0,0:01:02.57,0:01:05.21,Default,,0000,0000,0000,,Person's whose hand\Nis most on top is saying
Dialogue: 0,0:01:05.21,0:01:07.68,Default,,0000,0000,0000,,I'll be the boss for the rest of the day.
Dialogue: 0,0:01:07.68,0:01:09.41,Default,,0000,0000,0000,,(Laughter)
Dialogue: 0,0:01:16.38,0:01:20.29,Default,,0000,0000,0000,,And when you meet people\Nfor the very first time
Dialogue: 0,0:01:20.29,0:01:22.31,Default,,0000,0000,0000,,the first 4-minutes\Nof meeting a new person
Dialogue: 0,0:01:22.31,0:01:26.51,Default,,0000,0000,0000,,you decide pretty much\N80% of your attitude about it, don't you?
Dialogue: 0,0:01:26.51,0:01:29.79,Default,,0000,0000,0000,,You decide in the first 4-minutes\Nof meeting somebody
Dialogue: 0,0:01:29.79,0:01:33.94,Default,,0000,0000,0000,,if you'll give them a fair go, a fair\Nhearing or if you're going to reject them.
Dialogue: 0,0:01:33.94,0:01:36.46,Default,,0000,0000,0000,,The first thing is likely to happen\Nis a handshake.
Dialogue: 0,0:01:36.46,0:01:38.95,Default,,0000,0000,0000,,And I'm going to try a couple\Nin the front row here.
Dialogue: 0,0:01:38.95,0:01:41.87,Default,,0000,0000,0000,,You get one of three feelings\Nwhen you lock hands with people.
Dialogue: 0,0:01:41.87,0:01:44.07,Default,,0000,0000,0000,,First thing is -- it feels pretty good.
Dialogue: 0,0:01:44.07,0:01:45.96,Default,,0000,0000,0000,,I think you and I will get on pretty well.
Dialogue: 0,0:01:45.96,0:01:47.78,Default,,0000,0000,0000,,I think we could do business together.
Dialogue: 0,0:01:47.78,0:01:49.11,Default,,0000,0000,0000,,We're going to get on well.
Dialogue: 0,0:01:49.11,0:01:52.14,Default,,0000,0000,0000,,That was a good one. \NLet's try a second one.
Dialogue: 0,0:01:52.14,0:01:53.34,Default,,0000,0000,0000,,Okay.
Dialogue: 0,0:01:53.34,0:01:55.09,Default,,0000,0000,0000,,(Laughter)
Dialogue: 0,0:01:55.09,0:01:58.32,Default,,0000,0000,0000,,Just check my cash,\Nsee if it's all still there, yeah.
Dialogue: 0,0:01:58.32,0:01:59.84,Default,,0000,0000,0000,,Felt a bit intimidated there.
Dialogue: 0,0:01:59.84,0:02:01.43,Default,,0000,0000,0000,,Let's try the third one.
Dialogue: 0,0:02:01.43,0:02:03.94,Default,,0000,0000,0000,,Yes, she'll do anything I want. Won't you?
Dialogue: 0,0:02:03.94,0:02:05.49,Default,,0000,0000,0000,,(Laughter)
Dialogue: 0,0:02:05.49,0:02:07.82,Default,,0000,0000,0000,,Actually you all had roughly\Nthe same handshake.
Dialogue: 0,0:02:07.82,0:02:11.12,Default,,0000,0000,0000,,But you do get one of three gut feelings.\NIt has to do with two things.
Dialogue: 0,0:02:11.12,0:02:13.52,Default,,0000,0000,0000,,One, the angle of the hand,\Nsecond, the power of the hand.
Dialogue: 0,0:02:13.52,0:02:16.23,Default,,0000,0000,0000,,I'll demonstrate.\NThis gentleman in the front row.
Dialogue: 0,0:02:16.24,0:02:17.93,Default,,0000,0000,0000,,Can you join me up here please?
Dialogue: 0,0:02:17.93,0:02:20.56,Default,,0000,0000,0000,,Yes? The fellow looking concerned.\N(Applause)
Dialogue: 0,0:02:20.56,0:02:23.14,Default,,0000,0000,0000,,Come up here.
Dialogue: 0,0:02:23.14,0:02:25.96,Default,,0000,0000,0000,,Here's your modern western handshake.\NHere's how it looks.
Dialogue: 0,0:02:25.96,0:02:28.94,Default,,0000,0000,0000,,It's been in this position\Nfor about 2,000 years.
Dialogue: 0,0:02:28.94,0:02:31.55,Default,,0000,0000,0000,,If you go back 4,000 years\Nto the Roman era,
Dialogue: 0,0:02:31.55,0:02:34.16,Default,,0000,0000,0000,,on vases you would have seen it\Nlooking like this.
Dialogue: 0,0:02:34.16,0:02:37.22,Default,,0000,0000,0000,,That's the original position.\NIt has several significances.
Dialogue: 0,0:02:37.24,0:02:40.79,Default,,0000,0000,0000,,So the troop leaders would meet\Nafter battle or training.
Dialogue: 0,0:02:40.79,0:02:44.86,Default,,0000,0000,0000,,They're always men, so this has remained\Na male activity until recent times.
Dialogue: 0,0:02:44.86,0:02:46.72,Default,,0000,0000,0000,,When they would meet they would do this.
Dialogue: 0,0:02:46.72,0:02:48.88,Default,,0000,0000,0000,,If his arm was stronger\Nit would go like this.
Dialogue: 0,0:02:48.88,0:02:51.08,Default,,0000,0000,0000,,And you'd then say\N"He's got the upper hand."
Dialogue: 0,0:02:51.08,0:02:53.11,Default,,0000,0000,0000,,Upper hand is an ancient Roman expression.
Dialogue: 0,0:02:53.11,0:02:55.68,Default,,0000,0000,0000,,If he's got the upper hand, \Nhis guys get the first crack
Dialogue: 0,0:02:55.68,0:02:59.02,Default,,0000,0000,0000,,at the wining, the dining and the dancing.\NMy guys have to wait.
Dialogue: 0,0:02:59.02,0:03:01.45,Default,,0000,0000,0000,,If it goes the other way\Nmy guys get first crack.
Dialogue: 0,0:03:01.45,0:03:03.39,Default,,0000,0000,0000,,If it's in the middle it's 50/50.
Dialogue: 0,0:03:03.39,0:03:06.73,Default,,0000,0000,0000,,This was originally done squatting.\NNow we do it standing.
Dialogue: 0,0:03:06.74,0:03:09.76,Default,,0000,0000,0000,,So the fingers are below the wrist\Ninstead of above.
Dialogue: 0,0:03:09.76,0:03:12.34,Default,,0000,0000,0000,,But essentially, we have the same position.
Dialogue: 0,0:03:12.34,0:03:15.07,Default,,0000,0000,0000,,So when the hands lock\Nif his hand is slightly on top --
Dialogue: 0,0:03:15.07,0:03:17.68,Default,,0000,0000,0000,,doesn't have to be right on top,\Njust a little bit.
Dialogue: 0,0:03:17.68,0:03:20.97,Default,,0000,0000,0000,,I'll get a feeling, at a gut level,\Nand we think this is hard wired
Dialogue: 0,0:03:20.97,0:03:23.30,Default,,0000,0000,0000,,because you've never been trained\Nto decode this.
Dialogue: 0,0:03:23.30,0:03:26.06,Default,,0000,0000,0000,,But I get a feeling\Nhe's coming on a bit heavy.
Dialogue: 0,0:03:26.06,0:03:29.04,Default,,0000,0000,0000,,It feels like, yeah,\NI think I get dominated here.
Dialogue: 0,0:03:29.04,0:03:30.46,Default,,0000,0000,0000,,If it goes the other way,
Dialogue: 0,0:03:30.46,0:03:34.39,Default,,0000,0000,0000,,I feel like I got this sucker\Nall lined up, haven't I?
Dialogue: 0,0:03:34.39,0:03:36.57,Default,,0000,0000,0000,,How do you create rapport\Nwith a handshake?
Dialogue: 0,0:03:36.57,0:03:40.56,Default,,0000,0000,0000,,Here are the two rules.\NFirst keep your hand absolutely straight.
Dialogue: 0,0:03:40.56,0:03:44.15,Default,,0000,0000,0000,,Second this takes a bit of practice,\Nparticularly if you're female.
Dialogue: 0,0:03:44.15,0:03:47.26,Default,,0000,0000,0000,,Give the same pressure you receive.
Dialogue: 0,0:03:47.26,0:03:48.58,Default,,0000,0000,0000,,So on a scale of 1 to 10.
Dialogue: 0,0:03:48.58,0:03:51.05,Default,,0000,0000,0000,,Let's say that 10 is a really strong one,
Dialogue: 0,0:03:51.05,0:03:55.04,Default,,0000,0000,0000,,and a 1 is four breakfast sausages. Okay?
Dialogue: 0,0:03:55.04,0:03:56.66,Default,,0000,0000,0000,,Now let's try it again.
Dialogue: 0,0:03:56.66,0:03:59.86,Default,,0000,0000,0000,,Okay, on a scale of 1 to 10,\Nyours is about a 7.
Dialogue: 0,0:03:59.86,0:04:02.75,Default,,0000,0000,0000,,Mine's about a 7 too.\NTherefore, it felt pretty good.
Dialogue: 0,0:04:02.75,0:04:05.29,Default,,0000,0000,0000,,Neither got the upper hand,\Nthe dominant hand.
Dialogue: 0,0:04:05.29,0:04:08.15,Default,,0000,0000,0000,,And that's why at a gut level\Nwe both felt pretty good.
Dialogue: 0,0:04:08.15,0:04:10.63,Default,,0000,0000,0000,,I can see the look on your face.\NThat felt okay.
Dialogue: 0,0:04:10.63,0:04:12.28,Default,,0000,0000,0000,,Yeah, that felt good.
Dialogue: 0,0:04:12.28,0:04:14.67,Default,,0000,0000,0000,,Yeah, that's very good.
Dialogue: 0,0:04:14.67,0:04:17.03,Default,,0000,0000,0000,,What happens if you meet someone\Nwho's got --
Dialogue: 0,0:04:17.03,0:04:19.95,Default,,0000,0000,0000,,This time you're going to give me\Na 9 and I've only got a 7.
Dialogue: 0,0:04:19.95,0:04:21.51,Default,,0000,0000,0000,,So give me a 9 on intention.
Dialogue: 0,0:04:21.51,0:04:23.29,Default,,0000,0000,0000,,Now the hand\Nwill go straight on top.
Dialogue: 0,0:04:23.29,0:04:26.82,Default,,0000,0000,0000,,I've got to respond with an extra 20%\Njust to level it up.
Dialogue: 0,0:04:26.82,0:04:29.63,Default,,0000,0000,0000,,If I don't, he's going to have\None up on me before we start.
Dialogue: 0,0:04:29.63,0:04:33.49,Default,,0000,0000,0000,,He'll know it and I'll know it,\Nbut not a word's been said. Makes sense?
Dialogue: 0,0:04:33.49,0:04:35.57,Default,,0000,0000,0000,,Give him a round of applause.\NThank you.
Dialogue: 0,0:04:35.57,0:04:38.07,Default,,0000,0000,0000,,(Applause)
Dialogue: 0,0:04:39.21,0:04:42.86,Default,,0000,0000,0000,,There are more connections between\Nyour brain and the palm of your hands
Dialogue: 0,0:04:42.86,0:04:45.02,Default,,0000,0000,0000,,then any other body part.\NDid you know this?
Dialogue: 0,0:04:45.02,0:04:47.97,Default,,0000,0000,0000,,More connections between the brain\Nand the palm of the hands.
Dialogue: 0,0:04:47.97,0:04:51.59,Default,,0000,0000,0000,,Including men, ladies,\Nthen any other body part.
Dialogue: 0,0:04:51.59,0:04:55.36,Default,,0000,0000,0000,,So clearly, the palms have evolved\Nas an important part of human brains.
Dialogue: 0,0:04:55.36,0:04:58.73,Default,,0000,0000,0000,,And they are. They make your bed.\NThey brush your hair.
Dialogue: 0,0:04:58.73,0:05:03.00,Default,,0000,0000,0000,,They do small artwork.\NThey do handshakes. They play the piano.
Dialogue: 0,0:05:03.00,0:05:05.43,Default,,0000,0000,0000,,They do more things\Nthan most other body parts.
Dialogue: 0,0:05:05.43,0:05:07.94,Default,,0000,0000,0000,,But here's my question to you.\NWhen you're dealing with people
Dialogue: 0,0:05:07.94,0:05:10.73,Default,,0000,0000,0000,,where you want to persuade them,\Nconvince them, get them on your side,
Dialogue: 0,0:05:10.73,0:05:13.41,Default,,0000,0000,0000,,you want them to say "Yes"\Nto whatever you're proposing.
Dialogue: 0,0:05:13.41,0:05:17.53,Default,,0000,0000,0000,,Whether it's that job, or a date,\Nor just get your idea accepted.
Dialogue: 0,0:05:17.53,0:05:19.77,Default,,0000,0000,0000,,Where are your palms as you're talking?
Dialogue: 0,0:05:19.77,0:05:24.69,Default,,0000,0000,0000,,This is something that most people\Nhave never considered. Never.
Dialogue: 0,0:05:24.69,0:05:27.79,Default,,0000,0000,0000,,After this session you'll consider it,\Nyou'll think about it.
Dialogue: 0,0:05:27.79,0:05:31.25,Default,,0000,0000,0000,,Later today you'll start to realize\Nwhy people respond to you
Dialogue: 0,0:05:31.25,0:05:34.16,Default,,0000,0000,0000,,\Nin the way they do\Nthat you've never thought about.
Dialogue: 0,0:05:34.16,0:05:35.58,Default,,0000,0000,0000,,Here's what I'm going to do.\N
Dialogue: 0,0:05:35.58,0:05:38.19,Default,,0000,0000,0000,,I'm going to say the same thing \Nthree times.
Dialogue: 0,0:05:38.19,0:05:41.86,Default,,0000,0000,0000,,I'm going to change \Nonly what I do with the palms of my hands.
Dialogue: 0,0:05:41.86,0:05:46.50,Default,,0000,0000,0000,,I'll keep my body fairly still, \Nso I'm not using any other body signals.
Dialogue: 0,0:05:46.50,0:05:49.13,Default,,0000,0000,0000,,And I'll keep my voice\Nas close to the same as I can.
Dialogue: 0,0:05:49.13,0:05:52.52,Default,,0000,0000,0000,,I say as close as I can because\Nwhen you change your body language,
Dialogue: 0,0:05:52.52,0:05:55.07,Default,,0000,0000,0000,,it's hard wired to your brain\Nto change how you sound.
Dialogue: 0,0:05:55.07,0:05:57.28,Default,,0000,0000,0000,,I'll try to keep it as close as I can.
Dialogue: 0,0:05:57.28,0:06:00.22,Default,,0000,0000,0000,,And I'll use exactly the same words.\NSame instruction 3 times.
Dialogue: 0,0:06:00.22,0:06:02.02,Default,,0000,0000,0000,,Your task is to decide.
Dialogue: 0,0:06:02.02,0:06:04.73,Default,,0000,0000,0000,,Do you accept what I'm saying,\Nor do you reject me?
Dialogue: 0,0:06:04.73,0:06:06.80,Default,,0000,0000,0000,,You want to fight me or go along with it?
Dialogue: 0,0:06:06.80,0:06:09.14,Default,,0000,0000,0000,,You want to say Yes or No?
Dialogue: 0,0:06:09.14,0:06:11.39,Default,,0000,0000,0000,,Okay, clear on this? Here we go.
Dialogue: 0,0:06:11.39,0:06:14.88,Default,,0000,0000,0000,,First instruction, don't do this.\NJust imagine what we're going to do.
Dialogue: 0,0:06:14.88,0:06:17.65,Default,,0000,0000,0000,,In a moment I'll ask the people\Nsitting in these seats here,
Dialogue: 0,0:06:17.65,0:06:20.09,Default,,0000,0000,0000,,I'll ask you to sit on this side\Nof the room, please.
Dialogue: 0,0:06:20.09,0:06:22.44,Default,,0000,0000,0000,,And I'll invite the people here\Nto take their seats.
Dialogue: 0,0:06:22.44,0:06:24.96,Default,,0000,0000,0000,,Those in the back\Ncome forward to the front.
Dialogue: 0,0:06:24.96,0:06:27.93,Default,,0000,0000,0000,,And those in the front\Ncan sit anywhere you choose.
Dialogue: 0,0:06:27.93,0:06:30.86,Default,,0000,0000,0000,,Raise your hand if you feel okay\Nabout what I'm asking.
Dialogue: 0,0:06:30.86,0:06:32.85,Default,,0000,0000,0000,,Who's Okay? Raise your hand.
Dialogue: 0,0:06:32.85,0:06:35.37,Default,,0000,0000,0000,,Just about all of you\Nare prepared to do what I want.
Dialogue: 0,0:06:35.37,0:06:39.02,Default,,0000,0000,0000,,You don't even know what that is.\NBut you're prepared to do what I want,
Dialogue: 0,0:06:39.02,0:06:41.86,Default,,0000,0000,0000,,because you feel like \NI won't threaten you, I won't intimidate you.
Dialogue: 0,0:06:41.86,0:06:44.73,Default,,0000,0000,0000,,While it might look a bit silly,\Nthis could be a bit of fun.
Dialogue: 0,0:06:44.73,0:06:45.98,Default,,0000,0000,0000,,That's what our mind's thinking.
Dialogue: 0,0:06:45.98,0:06:48.38,Default,,0000,0000,0000,,I used a signal that appealed\Nto your ancient brain.
Dialogue: 0,0:06:48.38,0:06:53.21,Default,,0000,0000,0000,,Let's try the 2nd instruction. Same words.\NSame voice. Changing only the palms.
Dialogue: 0,0:06:53.21,0:06:56.11,Default,,0000,0000,0000,,I'll ask the people sitting on this side
Dialogue: 0,0:06:56.11,0:06:57.95,Default,,0000,0000,0000,,I'll invite you to take these seats.
Dialogue: 0,0:06:57.95,0:06:59.64,Default,,0000,0000,0000,,The people here can sit over here.
Dialogue: 0,0:06:59.64,0:07:01.67,Default,,0000,0000,0000,,Those at the back come forward please.
Dialogue: 0,0:07:01.67,0:07:05.07,Default,,0000,0000,0000,,And those at the front\Ncan sit anywhere they like.
Dialogue: 0,0:07:05.07,0:07:08.45,Default,,0000,0000,0000,,Give me a word that goes with this.\NWhat are you feeling, a word?
Dialogue: 0,0:07:08.45,0:07:10.13,Default,,0000,0000,0000,,Feel like you're getting an order?
Dialogue: 0,0:07:10.13,0:07:12.64,Default,,0000,0000,0000,,Raise your hand if you got an order.
Dialogue: 0,0:07:12.64,0:07:16.95,Default,,0000,0000,0000,,Are you telling me that all I have to do\Nis change my palms from an upward position
Dialogue: 0,0:07:16.95,0:07:19.95,Default,,0000,0000,0000,,where you wanted to do anything I wanted\Nwithout question.
Dialogue: 0,0:07:19.95,0:07:22.33,Default,,0000,0000,0000,,I've turned them over\Nand now you say to yourself,
Dialogue: 0,0:07:22.33,0:07:26.69,Default,,0000,0000,0000,,Hang on a minute,\Nthis guy is giving me an order.
Dialogue: 0,0:07:26.69,0:07:29.49,Default,,0000,0000,0000,,Well, maybe I don't want to do that.
Dialogue: 0,0:07:29.49,0:07:31.77,Default,,0000,0000,0000,,I'm an independent.
Dialogue: 0,0:07:31.77,0:07:33.48,Default,,0000,0000,0000,,I'll just check it all out.
Dialogue: 0,0:07:33.48,0:07:36.52,Default,,0000,0000,0000,,Make me laugh, funny guy.
Dialogue: 0,0:07:36.52,0:07:39.74,Default,,0000,0000,0000,,So now many of you are resisting?\NLet's try the third approach.
Dialogue: 0,0:07:39.74,0:07:42.19,Default,,0000,0000,0000,,I'll ask the people sitting in these seats
Dialogue: 0,0:07:42.19,0:07:44.30,Default,,0000,0000,0000,,if you come sit on this side please.
Dialogue: 0,0:07:44.30,0:07:46.11,Default,,0000,0000,0000,,And those people can sit here.
Dialogue: 0,0:07:46.11,0:07:49.44,Default,,0000,0000,0000,,The back of the room, you can\Ncome forward please. Sit here.
Dialogue: 0,0:07:49.44,0:07:52.32,Default,,0000,0000,0000,,And those in the front\Ncan go anywhere you like.
Dialogue: 0,0:07:52.32,0:07:54.45,Default,,0000,0000,0000,,Give me a word that goes with this.
Dialogue: 0,0:07:54.45,0:07:56.54,Default,,0000,0000,0000,,And not a gesture, a word.
Dialogue: 0,0:07:56.54,0:07:58.73,Default,,0000,0000,0000,,(Laughter)
Dialogue: 0,0:07:58.73,0:08:00.85,Default,,0000,0000,0000,,I guess that was a word.
Dialogue: 0,0:08:00.85,0:08:03.20,Default,,0000,0000,0000,,What are you feeling with this?
Dialogue: 0,0:08:03.20,0:08:05.78,Default,,0000,0000,0000,,This is more than an order.\NThis is a directive.
Dialogue: 0,0:08:05.78,0:08:09.74,Default,,0000,0000,0000,,You have not choice and you're an idiot.
Dialogue: 0,0:08:09.74,0:08:12.41,Default,,0000,0000,0000,,So we tested this in a very simple way.
Dialogue: 0,0:08:12.41,0:08:14.95,Default,,0000,0000,0000,,We got an audience\Nto sit in a room like this.
Dialogue: 0,0:08:14.95,0:08:17.03,Default,,0000,0000,0000,,We got a speaker to present a proposal.
Dialogue: 0,0:08:17.03,0:08:20.99,Default,,0000,0000,0000,,In 20 minutes they had to convince\Nthe audience to agree with the proposal.
Dialogue: 0,0:08:20.99,0:08:23.94,Default,,0000,0000,0000,,The speaker was instructed\Nto do the same thing 3 times
Dialogue: 0,0:08:23.94,0:08:27.41,Default,,0000,0000,0000,,with 3 audiences same demographics\Nwe just changed the audiences.
Dialogue: 0,0:08:27.41,0:08:31.65,Default,,0000,0000,0000,,The first time the speaker spoke\Nprimarily using palm up position.
Dialogue: 0,0:08:31.65,0:08:34.44,Default,,0000,0000,0000,,That's how the proposal worked.\NHere's the bottom line.
Dialogue: 0,0:08:34.44,0:08:35.82,Default,,0000,0000,0000,,It would work for you, sir.
Dialogue: 0,0:08:35.82,0:08:37.99,Default,,0000,0000,0000,,It would work in Australia and in America.
Dialogue: 0,0:08:37.99,0:08:40.08,Default,,0000,0000,0000,,That's the way they did the 1st proposal.
Dialogue: 0,0:08:40.08,0:08:42.77,Default,,0000,0000,0000,,We moved that audience \Nand put a 2nd audience in there.
Dialogue: 0,0:08:42.77,0:08:45.06,Default,,0000,0000,0000,,Same presentations given\Nto the same demographics,
Dialogue: 0,0:08:45.06,0:08:47.32,Default,,0000,0000,0000,,but a different audience, using palm down.
Dialogue: 0,0:08:47.32,0:08:49.06,Default,,0000,0000,0000,,Here's how the deal works.
Dialogue: 0,0:08:49.06,0:08:50.53,Default,,0000,0000,0000,,It would work for you and you.
Dialogue: 0,0:08:50.53,0:08:53.66,Default,,0000,0000,0000,,It would work in the United States\Nand in Iceland.
Dialogue: 0,0:08:53.66,0:08:55.56,Default,,0000,0000,0000,,Move that audience, put in a 3rd one,
Dialogue: 0,0:08:55.56,0:08:58.16,Default,,0000,0000,0000,,they get the same presentation\Nusing finger pointing.
Dialogue: 0,0:08:58.16,0:09:00.25,Default,,0000,0000,0000,,Here's the way it works\Nand the bottom line.
Dialogue: 0,0:09:00.25,0:09:05.07,Default,,0000,0000,0000,,It will work for you, you and you.\NAnd America, Australia and Africa.
Dialogue: 0,0:09:05.07,0:09:08.06,Default,,0000,0000,0000,,Now we survey all three audiences\Nlooking for two things.
Dialogue: 0,0:09:08.06,0:09:12.59,Default,,0000,0000,0000,,First, w/ a simple test, how much \Ncan they recall what the deal was about?
Dialogue: 0,0:09:12.61,0:09:15.43,Default,,0000,0000,0000,,We were looking for how much \Nwere they listening to the deal
Dialogue: 0,0:09:15.43,0:09:18.79,Default,,0000,0000,0000,,as opposed to judging the speaker.
Dialogue: 0,0:09:18.79,0:09:22.14,Default,,0000,0000,0000,,Secondly, from a list of adjectives\Nthey were asked to pick those
Dialogue: 0,0:09:22.14,0:09:24.97,Default,,0000,0000,0000,,that best described\Nhow they feel about the speaker.
Dialogue: 0,0:09:24.97,0:09:27.09,Default,,0000,0000,0000,,You reckon there was any difference?
Dialogue: 0,0:09:27.09,0:09:29.09,Default,,0000,0000,0000,,You already know the answer, don't you?
Dialogue: 0,0:09:29.09,0:09:31.87,Default,,0000,0000,0000,,You know the answer already\Nwithout ever seeing the results.
Dialogue: 0,0:09:31.87,0:09:35.31,Default,,0000,0000,0000,,That the palm up speaker\Nhad up to 40% more retention of the deal
Dialogue: 0,0:09:35.31,0:09:36.94,Default,,0000,0000,0000,,than the palm down speaker.
Dialogue: 0,0:09:36.94,0:09:39.08,Default,,0000,0000,0000,,Palm up speaker had the best adjectives,\N
Dialogue: 0,0:09:39.08,0:09:41.19,Default,,0000,0000,0000,,laid-back, friendly, humorous, engaging.
Dialogue: 0,0:09:41.19,0:09:44.20,Default,,0000,0000,0000,,Palms turned over, authoritative, \Ntelling me what to do, pushy.
Dialogue: 0,0:09:44.20,0:09:46.66,Default,,0000,0000,0000,,When the finger came out,\Nnobody could remember much
Dialogue: 0,0:09:46.66,0:09:49.16,Default,,0000,0000,0000,,and they got the worse adjectives\Nabout that person.
Dialogue: 0,0:09:49.16,0:09:51.51,Default,,0000,0000,0000,,Now here's my question for you.
Dialogue: 0,0:09:51.51,0:09:53.43,Default,,0000,0000,0000,,What's you prominent position?
Dialogue: 0,0:09:53.43,0:09:56.93,Default,,0000,0000,0000,,You have a dominant position\Nof one of these and which is yours?
Dialogue: 0,0:09:56.93,0:09:58.25,Default,,0000,0000,0000,,People never considered.
Dialogue: 0,0:09:58.25,0:10:01.71,Default,,0000,0000,0000,,But you've got one that you're using\Nwhen you're dealing with others.
Dialogue: 0,0:10:01.71,0:10:04.14,Default,,0000,0000,0000,,Now is it up, is it over, is it finger?
Dialogue: 0,0:10:04.14,0:10:08.42,Default,,0000,0000,0000,,We know the palm down,\Nhistorically, is a power signal.
Dialogue: 0,0:10:08.42,0:10:12.56,Default,,0000,0000,0000,,There's 4 times more power\Nin your hands facing down then up.
Dialogue: 0,0:10:12.56,0:10:15.14,Default,,0000,0000,0000,,I think the famous example\Nis Adolph Hitler.
Dialogue: 0,0:10:15.14,0:10:18.06,Default,,0000,0000,0000,,The Nazi salute with "Heil Hitler".\NIt freightened everybody.
Dialogue: 0,0:10:18.06,0:10:20.41,Default,,0000,0000,0000,,How would he have gone\Nif he had gone Heil Hitler?
Dialogue: 0,0:10:20.41,0:10:23.08,Default,,0000,0000,0000,,(Laughing)
Dialogue: 0,0:10:23.85,0:10:25.83,Default,,0000,0000,0000,,Nobody's going to follow Heil Hitler.
Dialogue: 0,0:10:25.83,0:10:29.36,Default,,0000,0000,0000,,That's scary, that's submission.
Dialogue: 0,0:10:29.36,0:10:31.75,Default,,0000,0000,0000,,Here's the good news about this.
Dialogue: 0,0:10:31.75,0:10:35.61,Default,,0000,0000,0000,,You can change and modify\Nyour hand signals with a little practice.
Dialogue: 0,0:10:35.61,0:10:37.40,Default,,0000,0000,0000,,When you first start to do this --
Dialogue: 0,0:10:37.40,0:10:39.41,Default,,0000,0000,0000,,What happens if later today or tonight\N
Dialogue: 0,0:10:39.41,0:10:41.84,Default,,0000,0000,0000,,you suddenly discover\Nyou're a finger pointer?
Dialogue: 0,0:10:41.84,0:10:45.23,Default,,0000,0000,0000,,You're talking with your friends\Nand you've forgotten this session.
Dialogue: 0,0:10:45.23,0:10:48.13,Default,,0000,0000,0000,,They're watching your hand \Nand there it is
Dialogue: 0,0:10:48.13,0:10:51.68,Default,,0000,0000,0000,,hitting these silly idiots on the head\Nknocking them into submission.
Dialogue: 0,0:10:51.68,0:10:53.31,Default,,0000,0000,0000,,The thing about body language,
Dialogue: 0,0:10:53.31,0:10:55.93,Default,,0000,0000,0000,,it's an outward reflection\Nof your emotional condition.
Dialogue: 0,0:10:55.93,0:10:58.13,Default,,0000,0000,0000,,All body language shows \Nis how you're feeling.
Dialogue: 0,0:10:58.13,0:11:01.63,Default,,0000,0000,0000,,Whatever attitude or emotional you're\Nfeeling is likely to be reflected
Dialogue: 0,0:11:01.63,0:11:03.30,Default,,0000,0000,0000,,in gesture, movement or posture.
Dialogue: 0,0:11:03.30,0:11:04.97,Default,,0000,0000,0000,,Now the reverse is true as well.
Dialogue: 0,0:11:04.97,0:11:07.81,Default,,0000,0000,0000,,If you intentionally take\Ncertain positions or postures,
Dialogue: 0,0:11:07.81,0:11:10.48,Default,,0000,0000,0000,,you'll start to feel the emotions \Nthat go with it.
Dialogue: 0,0:11:10.48,0:11:12.96,Default,,0000,0000,0000,,For example, everybody copy this.
Dialogue: 0,0:11:12.96,0:11:15.87,Default,,0000,0000,0000,,Like a form of praying,\Njust lightly tap it back and forth.
Dialogue: 0,0:11:15.87,0:11:19.75,Default,,0000,0000,0000,,Put a little smile on your face.\NNo teeth.
Dialogue: 0,0:11:19.75,0:11:23.04,Default,,0000,0000,0000,,Call that your attitude.\NHow do you feel when you do this?
Dialogue: 0,0:11:23.04,0:11:24.75,Default,,0000,0000,0000,,Yeah, you're hatching a good plan.
Dialogue: 0,0:11:24.75,0:11:26.81,Default,,0000,0000,0000,,You're pretty smart. You are in charge.
Dialogue: 0,0:11:26.81,0:11:28.52,Default,,0000,0000,0000,,The word for this is confidence.
Dialogue: 0,0:11:28.52,0:11:31.66,Default,,0000,0000,0000,,If you're feeling confident,\Nlike I know what I'm talking about.
Dialogue: 0,0:11:31.66,0:11:33.32,Default,,0000,0000,0000,,I'm in charge. I'm an expert.
Dialogue: 0,0:11:33.32,0:11:35.98,Default,,0000,0000,0000,,This one that may appear.\NYou may unconsciously use it.
Dialogue: 0,0:11:35.98,0:11:37.48,Default,,0000,0000,0000,,But if you intentionally use this
Dialogue: 0,0:11:37.48,0:11:40.83,Default,,0000,0000,0000,,in situations where you're feeling tense\Nor nervous, it does two things.
Dialogue: 0,0:11:40.83,0:11:43.79,Default,,0000,0000,0000,,First, when you intentionally \Nmake the gesture as you just did
Dialogue: 0,0:11:43.79,0:11:48.64,Default,,0000,0000,0000,,you start to feel more confident,\Nin charge.
Dialogue: 0,0:11:48.64,0:11:50.98,Default,,0000,0000,0000,,(Sighs)\NI'm in charge of my emotions.
Dialogue: 0,0:11:50.98,0:11:54.37,Default,,0000,0000,0000,,Importantly, the person who sees you do it,\Ngets a feeling
Dialogue: 0,0:11:54.37,0:11:56.74,Default,,0000,0000,0000,,you seem to know what you're about.
Dialogue: 0,0:11:56.74,0:11:59.88,Default,,0000,0000,0000,,You know, when I first met that guy\Nor that woman,
Dialogue: 0,0:11:59.88,0:12:01.98,Default,,0000,0000,0000,,they just seem to have\Na confident attitude.
Dialogue: 0,0:12:01.98,0:12:05.20,Default,,0000,0000,0000,,Well no, they're probably intentionally\Ndoing this to create that ---
Dialogue: 0,0:12:05.20,0:12:07.88,Default,,0000,0000,0000,,to reassure themselves\Nand to make you feel good.
Dialogue: 0,0:12:07.88,0:12:10.15,Default,,0000,0000,0000,,Fake it until you make it.
Dialogue: 0,0:12:10.15,0:12:12.48,Default,,0000,0000,0000,,If you keep doing this\Nas part of your repertoire
Dialogue: 0,0:12:12.48,0:12:15.32,Default,,0000,0000,0000,,eventually when you do this,\Nyou will feel confident
Dialogue: 0,0:12:15.32,0:12:17.92,Default,,0000,0000,0000,,about what you're talking about,\Neven when you don't.
Dialogue: 0,0:12:17.92,0:12:19.96,Default,,0000,0000,0000,,So you can go into politics.
Dialogue: 0,0:12:19.96,0:12:21.81,Default,,0000,0000,0000,,(Laughter)
Dialogue: 0,0:12:24.28,0:12:25.86,Default,,0000,0000,0000,,Here's my question for you.
Dialogue: 0,0:12:25.86,0:12:29.42,Default,,0000,0000,0000,,What is your dominant position?\NPalm up, palm over or finger pointing?
Dialogue: 0,0:12:29.42,0:12:33.14,Default,,0000,0000,0000,,Think about life today, \Nbusiness and personal relationships.
Dialogue: 0,0:12:33.14,0:12:36.20,Default,,0000,0000,0000,,It's all first about people.\NDoes somebody buy you?
Dialogue: 0,0:12:36.22,0:12:38.98,Default,,0000,0000,0000,,If somebody buys you,\Nparticularly the first 4-minutes,
Dialogue: 0,0:12:38.98,0:12:41.48,Default,,0000,0000,0000,,they're forming up to 90%\Nof their opinion about you.
Dialogue: 0,0:12:41.48,0:12:45.03,Default,,0000,0000,0000,,If they buy you, there's a good chance\Nthey'll buy whatever goes with you.
Dialogue: 0,0:12:45.03,0:12:48.22,Default,,0000,0000,0000,,What goes with you\Nis what you want them to do.
Dialogue: 0,0:12:48.22,0:12:49.76,Default,,0000,0000,0000,,The other thing is also true.
Dialogue: 0,0:12:49.76,0:12:53.13,Default,,0000,0000,0000,,If they don't buy you, they're not going\Nto buy whatever goes with you.
Dialogue: 0,0:12:53.13,0:12:54.87,Default,,0000,0000,0000,,Even if it's a good idea.
Dialogue: 0,0:12:54.87,0:12:57.97,Default,,0000,0000,0000,,Without that connection,\Nthey feel that you don't like them,
Dialogue: 0,0:12:57.97,0:12:59.67,Default,,0000,0000,0000,,or you're threatening or intimidating.
Dialogue: 0,0:12:59.67,0:13:03.43,Default,,0000,0000,0000,,Suddenly, they just don't want to say yes\Nto whatever you're suggesting,
Dialogue: 0,0:13:03.43,0:13:05.64,Default,,0000,0000,0000,,even if this is a good idea.
Dialogue: 0,0:13:05.64,0:13:08.93,Default,,0000,0000,0000,,So you can practice palms up\Nwhere you want to get cooperation.
Dialogue: 0,0:13:08.93,0:13:11.12,Default,,0000,0000,0000,,Sometimes you might want\Na bit of authority.
Dialogue: 0,0:13:11.12,0:13:13.05,Default,,0000,0000,0000,,You'll turn the palms over.
Dialogue: 0,0:13:13.05,0:13:15.92,Default,,0000,0000,0000,,If the fire alarm went off\Nin this building, I would say,
Dialogue: 0,0:13:15.92,0:13:19.82,Default,,0000,0000,0000,,"Now here's what we're going to do.\NWe're going to go by that exit --
Dialogue: 0,0:13:19.82,0:13:22.61,Default,,0000,0000,0000,,I wouldn't say, "Here's what we\Nneed to do. We're ---"
Dialogue: 0,0:13:22.61,0:13:26.66,Default,,0000,0000,0000,,Because it would be \Nevery man for himself if I did this.
Dialogue: 0,0:13:26.66,0:13:30.19,Default,,0000,0000,0000,,So, by intentionally practicing positions--\Nsuddenly, with the palm up,
Dialogue: 0,0:13:30.19,0:13:33.57,Default,,0000,0000,0000,,you'll find that people start feeling\Nlike they're drawn to you.
Dialogue: 0,0:13:33.57,0:13:35.85,Default,,0000,0000,0000,,In fact as we've been talking\N
Dialogue: 0,0:13:35.85,0:13:39.04,Default,,0000,0000,0000,,I've been doing the Obama hug.
Dialogue: 0,0:13:39.04,0:13:41.24,Default,,0000,0000,0000,,We want to help the Americans.
Dialogue: 0,0:13:41.24,0:13:43.44,Default,,0000,0000,0000,,We want you to come here.
Dialogue: 0,0:13:43.44,0:13:46.83,Default,,0000,0000,0000,,Yeah, we love you.\NLike your Mom or Dad cuddling you.
Dialogue: 0,0:13:46.83,0:13:48.44,Default,,0000,0000,0000,,Like his predecessor who said
Dialogue: 0,0:13:48.44,0:13:50.51,Default,,0000,0000,0000,,We want to help everybody.\NWe want to help.
Dialogue: 0,0:13:50.51,0:13:52.83,Default,,0000,0000,0000,,You, you and you!
Dialogue: 0,0:13:56.13,0:13:59.32,Default,,0000,0000,0000,,Body language\Nis an outward reflection of emotions.
Dialogue: 0,0:13:59.32,0:14:02.94,Default,,0000,0000,0000,,If you intentionally take\Ncertain positions and practice them,
Dialogue: 0,0:14:02.94,0:14:06.00,Default,,0000,0000,0000,,it suddenly changes\Nhow people perceive you
Dialogue: 0,0:14:06.00,0:14:08.05,Default,,0000,0000,0000,,and it changes your own physiology.
Dialogue: 0,0:14:08.05,0:14:11.32,Default,,0000,0000,0000,,You start to feel different\Nabout yourself. That's the great thing.
Dialogue: 0,0:14:11.32,0:14:12.74,Default,,0000,0000,0000,,You can do things on purpose
Dialogue: 0,0:14:12.74,0:14:15.68,Default,,0000,0000,0000,,which gives you a better chance\Nof getting a "Yes" to the job,
Dialogue: 0,0:14:15.68,0:14:20.03,Default,,0000,0000,0000,,to the proposal, to the idea,\Nto the date. Or better.
Dialogue: 0,0:14:21.55,0:14:25.24,Default,,0000,0000,0000,,(Applause)