Nonverbal insight. An opportunity to examine an unverbalized (i.e., a hidden, undisclosed, or withheld)
belief, mood, or opinion, as disclosed by a nonverbal cue.
Usage: A probing point disclosed by a lip-purse, shoulder-shrug, throat-clear or other body language cues may appear when a word or phrase in the dialogue stream has "touched a nerve." A probing point presents a strategic opportunity to search beneath spoken comments. Verbal questions may be designed to target unvoiced agendas, unrevealed attitudes, and hidden uncertainties which are unwittingly marked by body-language cues. Probing points may be used to explore unspoken emotions concealed in the chain of verbal behavior and speech.
Media. "'It [e.g., stumbling over words, higher vocal pitch, repeated swallowing] is no guarantee that a lie is being told, but it signifies a hot moment, when something is going on you should follow up with interrogation,' Dr. [Paul] Ekman said" (Goleman, New York Times, C9, Sept. 17, 1991).
Unwitting cues I. Produced unconsciously, a. autonomic (see, e.g., FIGHT-OR-FLIGHT), b. reflexive (see, e.g., ATNR), and c. visceral (i.e., "gut reactive," see SPECIAL VISCERAL NERVE) signs such as the Adam's-apple-jump, gaze-down, hand-behind-head, and tense-mouth can reflect emotions which may be unexpressed in words.
Unwitting cues II. Unwitting cues may be used as "pegs" upon which to frame verbal questions designed to
reveal attitudes, opinions, and moods. Examples include: 1. "Are you sure you really like this model more
than that one?" 2. "You seem a little hesitant--is this your final answer?" And 3. "Do you have mixed feelings about this?"
See also DECEPTION CUE, MESSAGING FEATURE.
Copyright © 1998 - 2005 (David B. Givens/Center for Nonverbal Studies)