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I had the book "Blink" by Malcolm Gladwell and he talked about Paul Ekman and how facial expression will tell about the person. So I bought his 'Telling lies, Emotions Revealed' from Amazon. Since I had bought these books they said that I would like your 'What Makes People Tick & Why'. I then I bought your book and it was the best of the lot.

Thanks,  Marvin M

Excerpt from Chapter Four: 

The Eyes - Windows of the Soul

 
Eyelids covered          Very Analytical

Eyelid completely exposed   Likes to get to the point

A person's analytical nature can be determined by the degree to which the eyelids are visible - how much or how little of the eyelids you can see. Individuals who have eyelids completely covered by the fold of skin have extremely analytical natures and will want to know how and why everything works. In encounters with Analytical people, prepare yourself for lots of questions and be able to back up your statements with facts.

 On the other hand, Low Analytical individuals, those with completely exposed eyelids, like Hilary Clinton, want you to get directly to the point or to the bottom line. If you talk on an on, they feel their time is wasted.  When you hear this in their voice and conversation, recognize they are ready to make the appointment, purchase the product or do whatever is necessary to get things accomplished. Low Analytical people get extremely impatient with long-winded discussions or meetings. They like to get meetings over and done. If they run a meeting, expect it to be completed in half the time it would if run by a High Analytical person.

Low Analytical
When the eyelid is fully exposed, this indicates someone who wants to get to the bottom line - someone with the Low Analytical trait.  When they have enough information to go on, they become action driven.  They like to get directly to the heart of the matter.  If needed, they will go back and check the details later.  Once they have grasped the concept, they prefer to act right away.  They will ask, "Why," but they will not necessarily take the time to deeply analyze the problem.  They find long, drawn-out explanations boring.  They are more matter of fact and to the point.

Sometimes Low Analytical individuals may appear ruthless and cold, because they like to get to the core of things quickly, ignoring the subtleties and different facets others have meticulously researched for them.  They like to cut through the red tape and get things accomplished.  If you talk too long, they either will cut you off in the middle of a sentence or finish it for you.  Others may find these actions rude and think what they had to say was of little importance to the Low Analytical person.

Low Analytical

 







 

People with this personality trait also can come across as rather aggressive, competitive and in your face, particularly if they have a pointed nose (Fussy).  They are more "in-your-face" people.  Often, such people are trying to get others to see their point, but this can have the opposite effect when their posturing puts people off.

 
Ann's husband constantly interrupted her.  She found this annoying and felt what she had to say was unimportant to him.  "Why do you keep interrupting me?  I haven't finished yet.  Why don't you want to hear what I have to say?" she asked him.
 
Her husband responded, "I already know what you're going to tell me.  If only you would just get to the point!"
 
If you ever go into the hospital emergency room (hopefully as a visitor), notice that most of the doctors and nurses have exposed eyelids.  They are good in crisis situations, because they quickly evaluate what action to take and then say, "Come on let's go."  They like the excitement of what is going on around them and enjoy the feeling of rising to the occasion.  They like to cut through the red tape to get things done.  In these situations, their actions are highly productive. 
 
That said, nurses need to be careful about cutting off their patient in mid sentence, or patients feel unheard.  If a nurse asks how you are feeling and you start to explain but get cut off in mid sentence, as a patient you will feel brushed off, unimportant or not cared for.  The nurse probably has heard the same response many times, knows the response as you begin to speak, hence cuts you off in mid sentence.  If you recognize this tendency and are in the nursing profession, take the time and listen to your patients questions or needs.  This will help them to feel more relaxed.
 
When Low Analytical Sandra runs a meeting, she immediately determines the issues, the problems and what needs to be done next.  She also decides how long the meeting should take, and begins immediately banging out the agenda. If others in the meeting want more discussion, she responds: "Why do we need to keep talking?  Let's get to work."  Sandra doesn't need all of the "story" before starting on the project.  She quickly gets a sense of what needs to be handled.  A lot is accomplished at her meetings, although some people probably leave feeling frustrated and still feeling the need for more discussion.
 
If you are more of a bottom line person, understand that others may need to know more information than you do before making a decision.  Slow down your reaction time.  Be prepared to explain in more detail for the analytical people.  Particularly in a sales situation, this creates a feeling of trust.  Just remember to be patient when others need more detail or discussion.  Or, you might say, "I know I move along quickly. You may have a lot of questions. Can we go over the most important ones first?" In this way you communicate your needs and acknowledge theirs.
 
While waiting for a shuttle bus one day, I noticed the young lady next to me had exposed eyelids and close set eyes (Low Tolerance).  "I bet she's studying psychology," I thought.   I asked her if she was in college and what was she studying. 
 
"Oh," she said, "I'm studying psychology." I explained to her what I did and also mentioned that people with a vertical forehead (Sequential Thinker), like herself, often become gymnasts.  She looked at me in surprise and said, "Yes, I was one of the top female gymnasts." Next time you are watching a gymnastic competition, notice how many have exposed eyelids and vertical foreheads.
 
Many male physical therapists have exposed eyelids.  Also many martial arts students have the Low Analytical trait. 
 
Famous Faces
Anthony Hopkins, Andy Roddick, Nancy Pelosi, Condelizza Rice.
 
Relationships
Low Analytical partners may cut their High Analytical partners off in the middle of their sentence, which could really annoy them.  Their partner may feel extremely hurt and come to the conclusions that what they have to say is unimportant to them. If both partners have this trait, then it won't present such an issue.
 
Children
You may find it annoying if your children constantly interrupt you.  Keep in mind, they inherit the trait either from you or their other parent.  Explain to them that they need to be patient and to listen to what other people tell them.
 
Sales
If you are a High Analytical person and your clients just want the bottom line, don't bog them down with lots of information.  If you are more of a bottom-line person, learn to be patient with your more analytical clients.  Don't cut them off, listen to their concerns.  Make sure you answer any questions that come up.
 
Careers
People with this trait will enjoy and excel at any career that benefits from this extremely analytical tendency, such as jobs in research.
  [end of excerpt]



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