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00:01:16 From Patrick King's book how to Extract Info, Secrets and Truth, let's take a look at the importance of eye contact and then spend some time discussing active listening.
00:03:34 Effects of Eye Contact and Social Status on the Perception of a Job Applicant in an Employment Interviewing Situation
00:03:56 Accurate Intelligence Assessments in Social Interactions, Mediators and Gender Effects
00:05:34 A 2016 Japanese study by Kajimura and Nomura titled When We Cannot Speak eye Contact Disrupts Resources Available to Cognitive Control Processes During Verb Generation
00:06:22 Helping Children Think Gaze Aversion and Teaching by Phelps and Doherty Snedden, researchers found that kids told to look away while thinking and solving problems showed a 20% increase in performance.
00:07:51 Eye Contact, Distance and Affiliation
00:22:41 Label Emotions
• Eye contact is essential for building trust. If you aren’t able to use eye contact, people will find you untrustworthy. The optimal eye contact period is around three seconds of eye contact at a time, with sufficient rest between gazes.
• Active listening is a valuable skill set that any person should master, but the techniques of active listening can also help you improve your elicitation abilities and gather more information about people. You need to comprehend, retain and respond to the information people are sharing with you.
• You can build rapport and connection in many ways, for example by restating, reflecting, summarizing, labeling emotions, probing (gently!) and using silence to encourage the other person to open up. Open-ended or leading questions (like those covered in the previous chapter) can subtly guide a person to open up to you.
• Avoid giving advice, lecturing, sermonizing or judging.
• Active listening techniques are best used when you would like someone to open up with you and share their true feelings. Other techniques are more appropriate for detecting deception.
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