The public knows them as body language, how we dress, how we walk have meaning.

公眾知道他們的身體語言，我們如何穿著，我們如何走路都有意義。

And we use that to interpret what's in the mind of the person.

而我們利用這一點來解釋這個人心中的想法。

My name is Joe Navarro.

我的名字是Joe Navarro。

And for 25 years I was a special agent with the FBI.

而在25年裡，我是聯邦調查局的一名特別探員。

My job was to catch spies.

我的工作是抓間諜。

Most of my career I spent within the national security division, a lot of it had to do with looking at specific targets.

我職業生涯的大部分時間是在國家安全部內度過的，很多都是與查看具體目標有關。

And then it was about, well how do we get in their heads and how do we neutralize them?

然後是關於，我們如何進入他們的頭腦，如何讓他們中立化？

Our security is based on nonverbals.

我們的安全是建立在非言語的基礎上。

We look at the person through the peephole, we look at who is behind us, at the ATM machine.

我們通過窺視孔看人，我們看身後的人，看ATM機上的人。

We know from the research that most of us select our mates based on nonverbals.

我們從研究中得知，我們中的大多數人都是根據非言語來選擇伴侶的。

We may think we're very sophisticated.

我們可能認為自己非常成熟。

But in fact we are never in a state where we're not transmitting information.

但事實上，我們從未處於不傳遞信息的狀態。

There's a lot of myths out there.

外面有很多的神話。

The ones that stand out is if you cross your arms that it's a blocking behavior.

其中最突出的是，如果你交叉雙臂，那就是一種阻擋行為。

That's just nonsense.

這簡直是胡說八道。

Even when you don't like the person that is in front of you, this isn't to block them out.

即使你不喜歡在你面前的人，這也不是要把他們擋在外面。

It's actually to self soothe because in essence it's a self hug when you're sitting at a movie and you're watching, you're going to cross your arms, you're waiting for somebody.

這實際上是為了自我撫慰，因為從本質上講，這是一種自我擁抱，當你坐在電影院裡看的時候，你要交叉雙臂，你在等人。

You tend to do this.

你傾向於這樣做。

What's interesting is we do this behavior more in public than in private.

有趣的是，我們在公開場合比在私下裡更多地做這種行為。

The other one that really stands out is as we think about something.

另一個真正突出的是在我們思考一些問題的時候。

We may look in a certain way, as we process the information.

我們可能會以某種方式看，因為我們處理資訊。

We may look in another way.

我們可以從另一個角度來看。

It's certainly not indicative of deception and it really shouldn't be used that way.

這當然不表明有欺騙行為，而且確實不應該這樣使用。

All we can say is the person is processing the information.

我們只能說這個人正在處理這些資訊。

The other misconceptions are that if the person clears her throat, touches their nose or covers their mouth, their line, we do these behaviors as self soothe others their pacifying behaviors scientifically and empirically.

其他的誤解是，如果這個人清理她的喉嚨，觸摸他們的鼻子或覆蓋他們的嘴，他們的線，我們做這些行為作為自我安撫他人他們的安撫行為科學和經驗。

There's just no Pinocchio effect.

只是沒有匹諾曹效應。

And people who prattle that and say, well we can detect deception because the person touches their nose or covers their mouth.

而那些喋喋不休的人說，我們可以檢測到欺騙，因為這個人摸了摸鼻子或捂住了嘴。

That's just sheer nonsense.

這只是純粹的胡說八道。

We humans are lousy a detecting deception.

我們人類是很難察覺欺騙的。

Espionage work is often nowhere near what we see in movies.

間諜工作往往與我們在電影中看到的情況相差甚遠。

And in one of the cases, we had information from another country saying you have an american we think is actually a mole who somehow entered the United States is able to pass as an american.

在其中一個案例中，我們有來自另一個國家的資訊，說你有一個美國人，我們認為他實際上是一個內鬼，以某種方式進入美國，能夠冒充美國人。

But he's here working for a hostile intelligence service just fortuitously, he was video graphed coming out of a flower shop.

但他在這裡為一個敵對的情報機構工作只是偶然的，他被拍到從一家花店出來的視頻。

We're looking at the video and everybody in the in our small unit, we were saying, well there's not much there.

我們正在看視頻，我們這個小組織、部門的每個人都在說，好吧，那裡沒有什麼。

you know, He's coming out of the shop getting in his car and I said, stop the film right there.

你知道，他從店裡出來，上了他的車，我說，把電影停在那裡。

Just as he came out of the shop, he took the flowers and most americans tend to hold the flowers by the stock so that the flowers are up.

就在他從店裡出來的時候，他拿著花，大多數美國人傾向於用花的股子抱著花，這樣花就起來了。

This individual took them and grab the stock and then held the flowers so that they were facing down.

這個人拿著它們，抓住股票，然後拿著花，讓它們朝下。

And I said, that's how they carry flowers in eastern europe.

我說，在東歐他們就是這樣帶花的。

Rather than confront him about, are you a spy?

而不是與他對峙，你是間諜嗎？

I decided to do what's called a presumptive.

我決定做所謂的推定。

So as I sat there with him and I said, would you like to know how we know?

所以當我和他坐在那裡，我說，你想知道我們是怎麼知道的嗎？

And he had this look on his face and I said it was the flowers.

他臉上出現了這種表情，我說這是花的問題。

And then he confessed when I came into law enforcement.

然後他在我進入執法部門時承認了。

I thought it was all about the confession.

我以為這都是關於懺悔的。

It's really about facetime In my 25 years in the FBI.

這真的是關於面子的問題 在我在聯邦調查局的25年中。

It was a rarity that a person didn't eventually reveal what I needed to know because we would sit down and have these very lengthy conversations.

一個人最終沒有透露我需要知道的東西是很罕見的，因為我們會坐下來，進行這些非常冗長的談話。

I look at behaviors to do an assessment.

我看行為來做評估。

What is this person transmitting in relations to any stimuli?

這個人在與任何刺激物的關係中傳遞著什麼？

My further questioning comes from my observing these behaviors.

我的進一步質疑來自於我對這些行為的觀察。

The first thing I look at is I look at the hair, does it look healthy?

我看的第一件事是我看頭髮，它看起來健康嗎？

Does it look well groomed forehead is very interesting because a lot of times we reveal stress.

它是否看起來修飾得很好額頭是非常有趣的，因為很多時候我們會暴露出壓力。

A lot of the things that we have gone through life are often etched in the forehead.

我們一生中經歷的很多事情往往都刻在額頭上。

I look at the eyes to see if they're red or not enough sleep.

我看了看眼睛，看它們是否發紅或沒有足夠的睡眠。

This small area here between the eyes called the globe ella.

兩眼之間的這一小塊區域被稱為地球儀Ella。

It's one of the first areas that reveals information to us most often when we don't like something, we do that bunny nose of, I don't like, we don't really know what our lips look like and we tend to compress them when something bothers us.

這是最早向我們透露資訊的領域之一，當我們不喜歡某些東西時，我們會做那種兔子鼻子，我不喜歡，我們並不真正知道我們的嘴脣是什麼樣子，當有東西困擾我們時，我們往往會壓縮它們。

When something really bothers us, we tend to suck them in the mandibular and look at the cheeks.

當一些事情真的困擾著我們時，我們往往會把它們吸在下頜骨裡，看著臉頰。

We may do something like this.

我們可能會做這樣的事情。

Well will rub our tongue against the inside of the cheek.

那麼將用我們的舌頭摩擦臉頰的內側。

But when we try to hide it, then it tells me that this person is trying to do some perception management and if they are, I want to know why at the neck.

但是，當我們試圖隱藏它時，那麼它告訴我，這個人正試圖做一些感知管理，如果他們是，我想知道為什麼在脖子上。

I want to see if there's any head tilt because head tilt, the person is more relaxed the minute the head tilt goes away, there's usually some issue.

我想看看是否有任何頭部傾斜，因為頭部傾斜，人比較放鬆的時候，頭部傾斜一消失，通常就有一些問題。

I'm looking at the shoulders.

我在看肩膀。

You ask somebody a question they don't know.

你問某人一個他們不知道的問題。

Both shoulders shoot up very quickly and then I look at the hands when something's troubling us, we tend to stiffen our fingers interlaced them and almost like a teepee.

兩個肩膀很快就拍起來了，然後我看了看手，當有事情困擾我們的時候，我們往往會僵硬地把手指交錯在一起，幾乎就像一個茶棚。

We move our hands back and forth very slowly.

我們非常緩慢地來回移動我們的手。

This is to be differentiated from when we do the steeple, which we do in this position.

這要區別於我們做尖頂的時候，我們在這個位置做。

When something's that issue, we tend to put our hands on our hips and we become very territorial.

當有問題的時候，我們往往會把手放在屁股上，我們變得非常有主見。

This is called arms akimbo, but look how it changes when we put our thumbs forward.

這被稱為雙臂張開，但看看當我們把拇指向前伸時，它是如何變化的。

And then it becomes one of more of an inquisitive.

然後就變成了更多的探究者之一。

But I also look for any behaviors of ventilating, because men tend to ventilate at the neck and we do at the very instant something bothers us.

但我也會尋找任何發洩的行為，因為男人傾向於在脖子上發洩，我們會在某些事情困擾我們的一瞬間進行發洩。

And then I look at the legs to see if there's any brushing of the legs with the hands, which is again to pacify, and then the feet do.

然後我看腿，看有沒有用手刷腿的情況，這又是為了安撫，然後腳也是。

I see any behaviors such as wiggling of the feet kicking of the feet?

我看到任何行為，如扭動腳丫子踢腳？

If I asked a question and all of a sudden defeat, withdraw and are crossed.

如果我問了一個問題，一下子就敗下陣來，退縮了，被人打了。

Perhaps the person feels a little threatened by that question.

也許這個人對這個問題感到有點威脅。

So when we study nonverbals, it's not about making judgments, it's about assessing what is this person transmitting in that moment?

是以，當我們研究非語言時，不是要做判斷，而是要評估這個人在那一刻傳遞的是什麼？

It really is looking at an individual and saying, what are they transmitting?

它真的是在看一個人，並說，他們在傳輸什麼？

We're all transmitting at all times.

我們在任何時候都在進行傳輸。

We choose the clothes that we wear, how we groom ourselves, how we dress, but also how do we carry ourselves?

我們選擇我們所穿的衣服，我們如何修飾自己，我們如何穿著，但也選擇我們如何攜帶自己？

Are we coming to the office on this particular day with a lot of energy?

在這個特定的日子裡，我們是否帶著滿滿的能量來到辦公室？

Or are we coming in with a different sort of pace and what we look for?

還是我們以一種不同的節奏和我們所尋找的東西來進行？

Our differences in behavior?

我們在行為上的差異？

Down to the minutia of what is this individual's posture as they're walking down the street?

小到這個人走在街上時的姿勢是什麼？

Are they on the inside of the sidewalk?

它們在人行道的內側嗎？

On the outside?

在外面？

Can we see his blink rate?

我們能看到他的眨眼率嗎？

Can we see how often he's looking at his watch?

我們能看到他看錶的頻率嗎？

I know you're blink rate is around 88 times a minute.

我知道你的眨眼率是每分鐘88次左右。

But you don't know that you're not sitting there counting all these things factor in because they're transmitting information now, it's up to us to then use that information to say, okay, we need to marshal resources to be on that individual right now work.

但你不知道，你不是坐在那裡計算所有這些事情的因素，因為他們現在正在傳輸資訊，這取決於我們然後利用這些資訊說，好吧，我們需要調集資源，現在就對那個人工作。

So in most Western culture is the first time people touch is when they shake hands, touching becomes that important.

所以在大多數西方文化中，人們第一次接觸是在握手的時候，接觸變得那麼重要。

Because we can always remember a time when we shook hands with someone and we didn't like that.

因為我們總能記得有一次我們與某人握手時，我們不喜歡這樣。

It's also the first time when our bodies release these bonding chemicals that say I like this person or I don't like this person.

這也是我們的身體第一次釋放這些結合的化學物質，說我喜歡這個人或我不喜歡這個人。

So handshaking is both necessary and essential in most cultures.

是以，在大多數文化中，握手既是必要的，也是必不可少的。

Good pigeons are supposed to be like dirty birds.

好的鴿子應該是像骯髒的鳥。

Actually, ever, you know, ladies Hi, I'm joe Navarro, joe.

事實上，曾經，你知道，女士們 嗨，我是Joe Navarro，Joe。

I'm laura, laura.

我是勞拉，勞拉。

How are you?

你好嗎？

And you are Khadija.

而你是哈迪雅。

How are you?

你好嗎？

Let me ask you this.

讓我問你這個問題。

Let's back up a little bit.

讓我們倒退一下。

Is this comfortable for you?

這對你來說舒服嗎？

Yeah, it's a little bit more comfortable.

是的，這有點更舒服。

But it's not for you, is it?

但這並不適合你，是嗎？

All right, Thank you.

好的，謝謝你。

All right.

好的。

So keep talking.

所以繼續說。

What we've done here is we've talked about the importance of space and comfort.

我們在這裡所做的是我們已經談到了空間和舒適的重要性。

They don't realize is how much further apart they are now standing.

他們沒有意識到，他們現在的距離有多遠。

And it's because we have brought this subject up to make them comfortable about saying, hey, it's ok to be comfortable at your perfect distance.

而這是因為我們提出了這個話題，讓他們對說，嘿，在你的完美距離上感到舒適是可以的。

And so now we see when they rock, they rock away from each other and they create this space.

所以現在我們看到，當他們搖晃時，他們搖晃得遠離對方，他們創造了這個空間。

If you notice their feet tend to move around more.

如果你注意到他們的腳更傾向於四處移動。

There's a dynamic going on here where they're kind of trying to find, well, what is the perfect space?

這裡有一種動態，他們正試圖找到，嗯，什麼是完美的空間？

What is the perfect distance?

什麼是完美的距離？

And we know that they're unsettled because of the high degree of movement.

而且我們知道，由於高度的運動，他們是不安定的。

That's, that's going on check.

那是，那是要檢查的。

Mm hmm.

嗯，嗯。

Poker is an interesting game.

撲克是一種有趣的遊戲。

The similar attitudes of sitting across from a spy or sitting across from players.

坐在間諜對面或坐在球員對面的類似態度。

It's their reactions to a stimulus.

這是他們對一種刺激的反應。

We have behaviors indicative of psychological discomfort that we use at home at work or at the poker table.

我們有表明心理不舒服的行為，我們在家裡在工作中或在牌桌上都會使用。

So we're going to take a look at poker players and some of the body language that you'll find at a typical poker game.

是以，我們要看看撲克牌手和一些你在典型的撲克遊戲中會發現的身體語言。

Uh, so so we'll pause it right there.

呃，所以我們就在這裡暫停一下。

So one of the things that you first notice is that when a table is called, this is the first time many of them see each other.

是以，你首先注意到的一件事是，當一個表被調用時，這是許多人第一次看到對方。

This is a great opportunity to be looking for behaviors indicative of discomfort.

這是個很好的機會，可以尋找表明不舒服的行為。

We're going to see the individual shifting in his chair.

我們將看到個人在他的椅子上晃來晃去。

We're going to see one individual reaching over and grabbing his shoulder.

我們將看到一個人伸手過來，抓住他的肩膀。

The woman in this case her shoulders are rather high.

在這種情況下的女人，她的肩膀相當高。

This is a great opportunity even before the game starts to collect poker intelligence.

這是一個很好的機會，甚至在遊戲開始之前就可以收集撲克牌的情報。

All right guys, what is good?

好了，各位，什麼是好的？

So we'll stop right there, look where their hands are at here.

所以我們就停在這裡，看看他們的手在哪裡。

We're looking at player number two and number three, and we notice right away that their hands are on top of the cards.

我們在看二號和三號玩家，我們馬上注意到他們的手都在牌的上面。

Some players will cage their cards.

有些玩家會籠絡自己的牌。

Some players will put their hands directly on top and press them down, and they may do that because the cards have now increased in value Player # one tends to keep his hands very close to his body.

有些玩家會直接將手放在上面並壓住，他們這樣做可能是因為現在的牌已經增值了。 一號玩家往往會將手放在離身體很近的地方。

Player number four, she's actually withdrawn her hands from the table because when we like things, we tend to move our hands forward.

四號玩家，她實際上已經把她的手從桌子上收回來了，因為當我們喜歡的東西，我們往往會把我們的手向前移動。

When we don't like things, we tend to move the hands away.

當我們不喜歡的東西，我們傾向於將手移開。

These guys are my cards.

這些人是我的牌。

So as we look at player # three, I'm often asked about players who shuffle their chips.

所以當我們看三號玩家時，我經常被問及洗籌碼的玩家。

What you're really doing is self soothing and this just helps you to make it through the game.

你真正在做的是自我安慰，這只是幫助你通過遊戲。

And that's really all we're looking for.

而這確實是我們所尋找的一切。

Oh, come on, okay, so we'll stop right there.

哦，來吧，好吧，那麼我們就在這裡停下來。

Player number five is sitting there, arms cross, you don't see a lot of activity.

五號球員坐在那裡，雙手交叉，你沒有看到很多活動。

That doesn't mean he's not transmitting a lot of information on down the line.

這並不意味著他沒有向下傳輸大量的資訊。

I want to see where those thumbs of his are because he holds them very close when nothing's going on.

我想看看他的那些大拇指在哪裡，因為沒事的時候他把它們握得很緊。

But does that change as the game evolves?

但這是否會隨著遊戲的發展而改變？

Mhm.

嗯。

If you're looking at nonverbals, it's often useful to look at them at double the speed because all the nonverbals that are critical jump out at you as though it were a caricature.

如果你在看非謂語，以雙倍的速度看往往是有用的，因為所有關鍵的非謂語都會跳出來，彷彿它是一幅漫畫。

I want to Alright, so stop right there.

我想好了，就到此為止吧。

The woman in position number four, you see her head moving around quite a bit, player number three, you see a lot of activity with his hands when we look at player number five now his hands are fully out.

四號位置的女人，你看到她的頭在相當程度上移動，三號選手，你看到他的手有很多活動，當我們看五號選手時，他的手完全伸出來了。

This is as far as we've seen them before at this point, we know that he's engaged in that he's interested.

這是在這一點上我們之前所看到的，我們知道他從事的是他感興趣的事情。

Now the game is out in the open, 75-80 of the information we need is sitting out there.

現在遊戲是公開的，我們需要的75-80的資訊都在那裡。

What you often see is everybody's looking at their own cards or looking at the community cards.

你經常看到的是每個人都在看自己的牌或看社區的牌。

Rather than looking around, you should be looking around to see what was the reaction, because you're gonna see that reaction again.

與其說是環顧四周，不如說是看一看當時的反應，因為你會再次看到這種反應。

You know, in poker, we used to say that you can have a poker face, but I encountered you can't have a poker body somewhere.

你知道，在撲克中，我們常說，你可以有一張撲克臉，但我遇到的是你不能在某個地方有一個撲克身體。

It's going to be revealed when I was in college in the early seventies, there were really no courses on non verbal communications, quickly realized that to a great extent, it's really about what you can interpret from behavior.

這將被揭示，當我在七十年代初上大學時，真的沒有關於非語言溝通的課程，很快就意識到，在很大程度上，這真的是關於你能從行為中解釋什麼。

And so we talk about nonverbals because it matters because it has gravity is because it affects how we communicate with each other when it comes to nonverbals.

所以我們談論非言語，是因為它很重要，因為它有引力，因為它影響到我們在非言語方面的溝通方式。

This is no small matter, we primarily communicate nonverbally and we always will.

這不是一件小事，我們主要是以非語言方式進行交流，而且我們將一直如此。