The Tell

September 9, 2013
Drawing on poker’s concept of the “tell,” a mannerism that can yield clues to an opponent’s cards, and numerous behavioral studies in which he has been involved, psychologist Hertenstein has produced a study that is lively and engaging yet unremarkable in its conclusion that both environment and genes influence our decision-making. For example, he reveals that we’re able to predict ways an adult might behave by looking at early tells; thus, infants that have insecure attachments to their parents are more likely than those with secure attachments to develop some form of psychopathology later. Various studies have found that facial features can be useful in predicting aggression or lying and cheating: “In carefully controlled studies, men with wider faces were three times more willing to lie than slim-faced men.” In dating, women choose men based on facial attractiveness, symmetry, smell, and masculinity, while men choose “women who are attractive, youthful, and display signs of fertility.” Despite the inconclusiveness of evolutionary psychology, Hertenstein offers much material to ponder and suggests that we embrace the power of these tools for helping us predict behavior, though he also cautions against an overly prescriptive use of these approaches, which could lead to harmful cultural stereotypes. 31 b&w figures.

October 1, 2013
In his debut, Hertenstein (Psychology/DePauw Univ.) contends that the predictive power of the human brain is exemplified by its ability to draw accurate conclusions "based on observations of brief samples of others' behavior." The author has honed his lively style with appearances on NPR and the Today Show and his commentaries in the New York Times and other major publications, and he takes his title from the psychological component in poker. An inexperienced player reveals clues to his hand by a variety of "tells." Before deciding on a bet, an experienced player will judge "how an opponent stares, the speed with which he lays down cards, or how quickly he is breathing." Hertenstein expands on this idea, examining, for example, physical and behavioral clues that indicate gay versus straight sexual orientation, as well as how experiments have revealed how "[t]he perceived power of male Fortune 500 CEOs' faces predicts the profitability of their companies." Further, marriage counselors who meet engaged couples can predict the likelihood of divorce with 90 percent accuracy by judging fleeting facial expressions and body language. Based on nonverbal clues, strangers watching only 30 seconds of a video can distinguish between instructors given a high- or low-quality end-of-term evaluation by their students. On a more serious note, Hertenstein looks at the experiences of soldiers in dangerous areas, who must remain alert to signs that a parked car might contain a bomb. Despite our useful ability to form accurate first impressions, the author rightly notes the importance of being open to information that contradicts as well as supports our hunches. "[S]cience will continue to identity the tells that truly are predictive versus those we merely think of as such," writes the author in closing. An entertaining look at our oft-maligned intuitive capabilities, offering useful tips on how we may sharpen our powers of observation and increase the accuracy of our predictions.

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Starred review from January 1, 2014

Hertenstein (psychology, DePauw Univ.) builds the tone of this study on topics related to the brain, neuroscience, behaviorism, and nonverbal expression from a very easy space. Early chapters detail how he was challenged by a personal experience with nonexpressive behavior and how that encounter piqued his interest in the internal workings of the brain (and a resulting functional magnetic resonance imaging [fMRI] experimentation). Hertenstein smoothly ties this into his evaluation of the current evidence supporting how all of those functions relate to one another. Unlike Barbara and Allan Pease's The Definitive Book on Body Language, this book does not seek to give readers a secret clue to figuring out what everyone around them is thinking; instead, Hertenstein delves into the reasons we can subconsciously understand nonverbal cues almost instantaneously and the biological, genetic, and behavioral origins of that understanding. VERDICT Extremely relatable to the lay reader while still accessing an incredible amount of peer-reviewed scholarship, Hertenstein's work is perhaps the most comprehensive explanation of the correlation of nonverbal communication to genetics and behavior available today. Despite its nonacademic tone, this book has much to teach any reader.--Victoria Frerichs, Prescot, UK

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