This is a section of
The Definitive Book of Body Language everyone must know
"The Power of Touch
Touching a person with your left hand while shaking hands with your right hand can create a powerful result.
Researchers at the University of Minnesota conducted an experiment that became known as 'The Phone Booth Test'. They placed a coin on the ledge of a telephone booth then hid behind a tree and waited for an unsuspecting subject to walk in and find it. When this happened, one of the researchers would approach the subject and say, 'Did you happen to see my coin in that phone booth? I need it to make another call.' Only 23% of the subjects admitted they had found it and gave it back.
In the second part of the study, the coin was again placed in the phone booth but when the researchers approached the people who took it, they touched them lightly on the elbow for not longer than three seconds and inquired about the coin. This time, 68% admitted to having the coin, looked embarrassed and said things like, 'I was looking around to try to see who owned it...'
Skillful elbow-touching can give you up to three times the chance of getting what you want
There are three reasons this technique works: first, the elbow is considered a public space and is far away from intimate parts of the body; second, touching a stranger is not considered acceptable in most countries so it creates an impression; and third, a light, three-second elbow touch creates a momentary bond between two people. When we replicated this experiment for a television programme, we found the coin return rate varied from culture to culture depending on what the normal touch frequency was in a particular place. For example, with elbow touching, the coin was returned by 72% of Australians, 70% of English, 85% of Germans, 50% of French and 22% of Italians. This result shows how the elbow touch works better in places where frequent touching is not the cultural norm. We have recorded the touch frequencies between people in outdoor cafes in many of the countries we regularly visit and noted 220 touches an hour in Rome, 142 per hour in Paris, 25 touches an hour in Sydney, 4 per hour in New York and 0 per hour in London. This confirms that the more British or German your heritage, the less likely you are to touch others and, therefore, the more successful an elbow touch will be on you.
If you're of German or British origin, you're an easier touch than everyone else.
Overall, we found that women were four times more likely to touch another woman than was a man to touch another man. In many places, touching a stranger above or below the elbow did not produce the same positive results as with directly touching the elbow and often received negative reactions. Touching for more than three seconds also received a negative response, with the person suddenly looking down at your hand to see what you are doing.
Touch their Hand Too
Another study involved librarians who, as they issued a book to a borrower, lightly brushed the hand of the person borrowing the book. Outside the library, the borrowers were surveyed and asked questions about their impressions of the service the library offered. Those who had been touched responded more favourably to all questions asked and were more likely to recall the name of the librarian. Studies conducted in British super, markets where customers are lightly touched on the hand when they received their change show similar positive customer reactions. The same experiment has also been conducted in the USA with waitresses who derive much of their income from customer tips. The elbow-and-hand touching waitresses made 36% more tips from male diners than non-touching waitresses and male waiters increased their earnings by 22% regardless of which sex they touched.
When you next meet someone new and you shake hands, extend your left arm, give a light touch on their elbow or hand as you shake, repeat their name to confirm you heard it correctly, and watch their reaction. Not only does it make that person feel important, it lets you remember their name through repetition.
Elbow-and hand-touching — when done discreetly - grabs attention, reinforces a comment, underlines a concept, increases your influence over others, makes you more memorable and creates positive impressions on everyone.
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