persuasion " Our eyes' pupils are one of the most sensitive and complicated parts of our body. They react to light but they also respond to our emotions, betraying a variety of feelings. When a person is aroused, interested, and receptive, the pupils dilate. This is an attempt by the eye to allow the entry of more light and more information. Being able to see each other's pupils is so important to our communication that we often distrust a person wearing sunglasses. Consciously or subconsciously, we assume that use of the glasses is a direct attempt to hide the eyes in fear that they will reveal the truth. Making eye contact can also convey love or passion. In a number of studies on eye contact and attraction, researchers found that simply looking into one another's eyes can create passionate feelings. In one particular case, two members of the opposite sex who were complete strangers were found to have amorous feelings toward each other after merely gazing into one another's eyes.22 In another study, beggars were interviewed about their "tactics" for getting donations from passersby. Several of the beggars stated that one of the very first things they tried to do was establish eye contact. The}" claimed that making eye contact made it harder for people to pretend they hadn't seen them, to ignore them, or to just keep walking.23 Other studies have shown that public speakers who make more eye contact, use pleasant facial expressions, and incorporate appropriate gestures into their speeches have more persuasive power than speakers who do not.24 Hands The way we use our hands tells others a lot about what we are thinking or feeling. For example, if your hands are tucked away in your pockets or behind your back, you may be perceived as holding something back. Clenched fists may portray anger or tension. Holding your hands up around your face-over your mouth, by your ear, etc.-may portray dishonest}'. Stroking your chin shows you are thinking about what has been said. If you place your hands flat on the table in front of you, you may be sending a signal that you agree. On the other hand, placing your hands on your hips may express defiance or dominance. The way we shake hands also tells people a lot about us. It is customary in business situations to shake hands with someone when we first meet them or when we are sealing a deal. Even if we don't realize it, a firm handshake conveys cooperation and alliance. Weak or limp handshakes, on the other hand, portray just that: weakness, incompetence, or maybe even disinterest. Be sure your handshakes are always firm and appropriately energetic. Head If you notice your prospect tilting her head toward you, it is very likely that she is interested in the deal. If her head is tilted away, however, she may not be totally sold, and, in fact, she may feel some distrust or dissatisfaction toward you or the offer. If she rests her head 011 her hand, she is bored or not really interested. persuasion