Index

A arms. See torso and arms Arnold, Magda, 164 accommodating nonverbals, 31, 179, artifi cial time constraints, 31, 179, 181 181–182 action units. See AUs ask how, when, why questions, 31, adornment, 17–19. See also clothing 180, 181, 186–187 affi rmation, negation and, 194 ASKINT, 179 airport incidents, 21–22, 171–172 assistance themes, 31, 179, 181, Alperovitch, Dmitri, 204 182–184 altruism, reciprocal, 31, 180, 181 astonishment, mock, 194 Amaral, D. G., 165 AUs (action units), 103–105, “Americans and Text Messaging,” 196 187–190, 205 amygdala, 161–175 authority brain, 163–164 Gardner Museum theft, 47 hijacking, 167–168, 172–174, 185, infl uence, 32 203 Milgram experiments, 40 information processing, 165–166 introduction, 164–165 summary, 174–175 B Anderson, D. I., 6 baby anger laughing, 132 “Beat Them orCOPYRIGHTED Ban Them: The visual MATERIAL cliff experiment, 6–8, 170, Characteristics and Social 171 Functions of Anger and bad social engineering skills, 47–48 Contempt,” 121 Barbu-Roth, M., 6 described, 128–132 Batman (fi ctional character), 199 pursed lips, 148, 149 batons, 63, 191–192 Antwerp diamond heist, 47 “Beat Them or Ban Them: The anxiety, 13, 150, 151, 152, 169 Characteristics and Social applying , Functions of Anger and 197–211 Contempt,” 121

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Belushi, John, 194 C Ben and Selena examples caller-ID spoofi ng, 39–40, 41 anger, 129, 131 Campos, J. J., 6 comfort-discomfort, 142, 143, 144, carrying box, 45 146, 149, 150, 151, 152, 155, Case Western Reserve University 156, 157 study, 167 contempt, 122, 123, 124 cat and resume example, 116–118 disgust, 125, 126, 127 chest, heaving, 92 fear, 112 chewing objects, 152 genital framing, 74 Cialdini, Robert, 32, 196 hand displays, 78–79 clothing jewelry playing, 66 adornment, 17–19 leg communication, 85–86, 87, 88 enclothed cognition, 18–19, 29, 42 smiling, 133, 134, 135 phone vocal tones, 42 torso and arms, 90, 91, 93, warehouses incident, 17–18, 27, 29, 94, 95, 96 43 ventral display, 95 Coca-Cola company incident, 35 Bing Maps, 29 coding, 57–58 biting fi ngers, 151 “Come here,” “Go away” or, 60 biting lips, 150 comfort, 139–158 biting objects, 152 face-pacifying move, 143–144 bobble, head, 195 head tilts, 154–158 brain introduction, 141–142 amygdala, 161–175 leg direction, 86 hijacking, 167–168, 172–174, 185, lips, 147–152 203 mouth covers, 146–147 information processing, neck-pacifying move, 143–144 165–166 self-comforting, 154–158 introduction, 164–165 summary, 158 summary, 174–175 commitment, infl uence, 32 subconscious communication. See also email; emotions, 166 nonverbal communication manipulators, 65 feedback, 5, 169, 180 torso leaning, 89 The Gender Communication subliminal aff ective priming, Handbook, 38 169–170 modeling, 5, 46 subliminal slides, 166 “Communicative Body Movements,” brow lowerer, 189–190 9 brow raiser, 188–189 concession, infl uence, 32 Bruce Wayne (fi ctional character), consistency, infl uence, 32 199 contempt, 121–125 Bundy, Ted, 48 “Contempt and Self-Esteem,” 121

bindex.indd 01/10/14 Page 214 Index 215 contradictions. See hot spots personal space, 14 conversational signals, 187–196 proxemics, 14 batons, 63, 191–192 public space, 14 breaking down, 191–193 touch, 15 Ekman on, 195 emotions, 190–191 D eyebrows DAPs. See detailed action plans anger, 131, 148 de Castillejo, Irene Claremont, 3 batons, 63, 191–192 defending, 204, 206–207 brow lowerer, 189–190 deictic movements, 63 conversational signals, 195 detailed action plans (DAPs), 28 disgust, 127 disbelief, 194 Ekman on, 187, 191 discomfort, 139–158 FACS, 103 biting fi ngers, 151 fear, 109, 112 biting lips, 150 inner brow raiser, 188 biting objects, 152 outer brow raiser, 188–189 eye blocking, 153–154 question mark, 193 face-pacifying move, 143–144 sadness, 119, 120, 121 head tilts, 154–158 sophisticated skepticism, 194 introduction, 141–142 surprise, 113, 115, 116 leg direction, 86 underliner, 192 lips, 147–152 word search, 193 mouth covers, 146–147 worry, 110 neck-pacifying move, 143–144 nonverbal, 193–195 self-comforting, 154–158 punctuation, 192–193 summary, 158 question mark, 193 disgust, 125–128 underliner, 192 dorking, Google, 28 word search, 193 Dreeke, Robin, 21, 30–31, 83, critical thinking, 207–210 179–180, 196 Critical Thinking Scripts (CTSs), Duchenne smile, 132, 133 209–210 crossed arms, 94–95 E crossed legs, 87–88 Efron, David, 9, 57 CTSs. See Critical Thinking Scripts eggs example, 163–164 cultural variance. See also emblems; ego suspension, 31, 179, 181, emotions 184–186 conversational signals, 191, 194 Ekman, Paul emblems, 11, 57, 58, 59–61 on conversational signals, 195 eye contact, 16 Emotions Revealed, 22, 108, 121, micros, 105 128, 136 origin of nonverbal behaviors, 57 on eye contact, 16

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on eyebrows, 187, 191 nonverbal communication, 6, 38–39 on facial changes, 99, 101 phishing, 35–39 Friesen and, 55, 57, 58, 102, 103 Coca-Cola company incident, 35 “Hand Movements,” 11, 55, 62 defi ned, 35 Human Ethology paper, 187, 190, Facebook, 35–36 195 nonverbal communication, 38–39 on illustrators, 63 PayPal, 37 on manipulators, 65 three-layered attack, 40–41 Microexpression Training Tool, 136 receiver, 5, 6 O’Sullivan and, 102, 104, 105, 106, sender, 5, 6, 39 141 spoofi ng, 201 Telling Lies, 63, 65 emblems elicitation, 177–196 cultural variance, 11, 57, 58, 59–61 defi ned, 30, 179 described, 9–11, 58–62 phone, 39–42, 173–174 illustrators compared to, 62, 63 rapport slips, 59 accommodating nonverbals, 31, emoticons, 5, 38–39 179, 181 “Emotion and Personality,” 164 artifi cial time constraints, 31, 179, emotional processor. See amygdala 181–182 emotions. See also conversational ask how, when, why questions, 31, signals; facial expressions; hand 180, 181, 186–187 displays; happiness assistance themes, 31, 179, 181, anger 182–184 “Beat Them or Ban Them: The defi ned, 30–31 Characteristics and Social described, 179–181 Functions of Anger and ego suspension, 31, 179, 181, Contempt,” 121 184–186 described, 128–132 framing, 33 pursed lips, 148, 149 Greg example, 101–102 anxiety, 13, 150, 151, 152, 169 It’s Not All About “Me”, 30–31, contempt, 121–125 179–180 conversational signals, 190–191 manage expectations, 31, 180, 181 defi ned, 108 quid pro quo, 31, 180, 181 disgust, 125–128 reciprocal altruism, 31, 180, 181 eye contact, 15–16 slower rate of speech, 31, 179, 181 fear sympathy themes, 31, 179, 181, facial expression, 109–113 182–184 fi ght or fl ight response, 109, 114, validation, 31, 179, 181 146 summary, 196 visual cliff experiment, 6–8, 170, email 171 communication cycle, 5 worry, 110–111 emoticons, 5, 38–39 feelings versus, 108 misunderstanding, 6 grief, 116, 117, 120

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hand displays, 55 F sadness, 116–121 face rubbing, 143, 144–145 cat and resume example, 116–118 Facebook, 35–36, 39, 196 described, 116–121 face-pacifying move, 143–144 eye blocking, 153–154 Facial Action Coding System (FACS), surprise 103–105, 187–190 described, 113–116 facial expressions, 99–138. See also fi ght or fl ight response, 109, 114, emotions; happiness 146 anger mouth covers, 146–147 “Beat Them or Ban Them: The subliminal aff ective priming, Characteristics and Social 169–170 Functions of Anger and types Contempt,” 121 exercise, 19–20 described, 128–132 seven universal emotions, 20, 105, pursed lips, 148, 149 108, 125 anxiety, 13, 150, 151, 152, 169 Emotions Revealed (Ekman), 22, 108, biting fi ngers, 151 121, 128, 136 biting lips, 150 empathy, 167–168, 170, 172–175, biting objects, 152 183 contempt, 121–125 employee smoking areas, 45 disgust, 125–128 enclothed cognition, 18–19, 29, 42 Ekman on, 99, 101 encouragement, 7, 134, 180, 195, 211 eye contact, 15–16 expectations, managing, 31, 180, 181 eyebrows eye blocking, 153–154 anger, 131, 148 eye contact, 15–16 batons, 63, 191–192 eyebrows brow lowerer, 189–190 anger, 131, 148 conversational signals, 195 batons, 63, 191–192 disgust, 127 brow lowerer, 189–190 Ekman on, 187, 191 conversational signals, 195 FACS, 103 disgust, 127 fear, 109, 112 Ekman on, 187, 191 inner brow raiser, 188 FACS, 103 outer brow raiser, 188–189 fear, 109, 112 question mark, 193 inner brow raiser, 188 sadness, 119, 120, 121 outer brow raiser, 188–189 sophisticated skepticism, 194 question mark, 193 surprise, 113, 115, 116 sadness, 119, 120, 121 underliner, 192 sophisticated skepticism, 194 word search, 193 surprise, 113, 115, 116 worry, 110 underliner, 192 face-pacifying move, 143–144 word search, 193 fear worry, 110

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described, 109–113 fake smile, 132, 134, 155–156 fi ght or fl ight response, 109, 114, fear 146 described, 109–113 visual cliff experiment, 6–8, 170, fi ght or fl ight response, 109, 114, 171 146 worry, 110–111 visual cliff experiment, 6–8, 170, grief, 116, 117, 120 171 lips, 147–152 worry, 110–111 macroexpressions, 7, 34, 106–107 feedback, 5, 169, 180 microexpressions, 34, 104, 105, feelings, 108. See also emotions 106–107 feet. See legs and feet neck-pacifying move, 143–144 fi ght or fl ight response, 109, 114, 146 overview, 19–20 fi ve-day class, “Social Engineering practicing, 136–137 for Penetration Testers,” 30, 137, reading, 170–171 202–204 sadness, 116–121 “focus” face, 138 cat and resume example, 116–118 folded arms, 65, 154 described, 116–121 framing eye blocking, 153–154 defi ned, 33 smile genital, 74, 79 Duchenne smile, 132, 133 rapport, 33 fake, 132, 134, 155–156 friendliness happiness in voice, 41–42 arm display, 93 head tilt, 155–157 crossed legs, 88 sincere, 7, 133, 134, 136, 172 emoticons, 39 social, 133, 134 head tilt and smile, 156 “The Value of a Smile: Game Friesen, Wallace V., 55, 57, 58, 102, Theory with a Human Face,” 103 41–42, 134 summary, 137–138 G surprise gang sign, “I love you” or, 59 described, 113–116 Gardner Museum theft, 47 fi ght or fl ight response, 109, 114, gathering information, 28–29 146 The Gender Communication Handbook mouth covers, 146–147 (Nelson), 38 subliminal aff ective priming, genital framing, 74, 79 169–170 “ and Environment,” 57 Truth Wizards, 102, 104–107, 141 “Go away,” “Come here” or, 60 worry, 110–111 “Good luck,” obscene or, 61 FACS. See Facial Action Coding good social engineering skills, 46–47 System Google fake badge, 45, 145 dorking, 28 fake cast, 48 Hacking Database, 28–29 fake sincerity, 172 Maps, 29

bindex.indd 01/10/14 Page 218 Index 219 gravity-defying gestures, 83–84 practicing, 78–79 Greg example, rapport, 101–102 rubbing hands, 12, 56, 75 grief, 116, 117, 120 , 55–56 Gustav, Carl, 25 summary, 78–79 thumb displays, 71, 72, 75–76 H wringing hands, 64, 75 Hacking Database, Google, 28–29 “Hand Movements” (Ekman), 11, 55, Hadnagy, Christopher. See Social 62 Engineering: The Art of Human Hands (Napier), 55 Hacking happiness hand displays, 53–79. See also torso described, 132–136 and arms smile arms and, 92–96 Duchenne smile, 132, 133 Ben and Selena examples, 78–79 fake, 132, 134, 155–156 emblems happiness in voice, 41–42 cultural variance, 11, 57, 58, 59–61 head tilt, 155–157 described, 9–11, 58–62 sincere, 7, 133, 134, 136, 172 illustrators compared to, 62, 63 social, 133, 134 slips, 59 “The Value of a Smile: Game hiding hands, 77 Theory with a Human Face,” high confi dence hand displays, 41–42, 134 66–74 visual cliff experiment, 6–8, 170, high confi dence territorial display, 171 70–71 Happy Feet, 83 illustrators Harbinger, Jordan, 67, 68, 69 batons, 63, 191–192 head bobble, 195 deictic movements, 63 head , 194–195 described, 11, 62–63 head tilts, 154–158 Ekman on, 63 heaving chest, 92 emblems compared to, 62, 63 hidden thumbs, 76 ideographs, 63 hiding hands, 77 kinetographs, 63 high confi dence hand displays, 66–74 pictographs, 63 high confi dence leg displays, 87 rhythmic movements, 63 high confi dence territorial display, low confi dence, 75–77 70–71 manipulators hijacking amygdala, 167–168, defi ned, 63–64 172–174, 185, 203 described, 11–12, 63–66 hot spots, 106–107, 137, 141, 152, 157 Ekman on, 65 how, when, why questions, 31, 180, examples, 64 181, 186–187 face-pacifying move, 143–144 human emotional processor. See hand wringing, 64, 75 amygdala neck-pacifying move, 143–144 Human Ethology paper, 187, 190, 195 playing with jewelry, 65, 66, 75 humility, 20, 184, 211

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I J “I am not open to your ideas,” 94 James I, King, 53 “I love you,” gang sign or, 59 jewelry, playing with, 65, 66, 75 ideographs, 63 jittery legs, 84 illustrators batons, 63, 191–192 K deictic movements, 63 Kelly, Paul, 102, 104–107, 111, 119, described, 11, 62–63 124, 125, 126, 141, 194, 195, Ekman on, 63 206, 210 emblems compared to, 62, 63 Kennedy, Dave, 205 ideographs, 63 kindness, 204, 211 kinetographs, 63 kinesics, 9–13 pictographs, 63 kinetographs, 63 rhythmic movements, 63 impersonation L described, 43–45 laughter. See also happiness nonverbal communication, 44–45 baby, 132 tailgating, 45, 122 “your mama,” 153 infant legs and feet, 81–88 laughing, 132 Ben and Selena examples, 85–86, visual cliff experiment, 6–8, 170, 87, 88 171 comfort and discomfort, 86 infl uence gravity-defying gestures, 83–84 aspects, 32 Happy Feet, 83 defi ned, 32 jittery, 84 manipulation compared to, 32–33 leg crossing, 87–88 social proof, 32, 171–172 Lejeune, L., 6 information gathering, 28–29 liking, infl uence, 32 information processing, 165–166. See lip biting, 150 also amygdala lips, 147–152 “The Information Processing Role of Long, Johnny, 28–29 the Amygdala in Emotion,” 166 “Look at me; I’m a strong man,” 74 inner brow raiser, 188 love, 108 Internet low confi dence hand displays, 75–77 information gathering, 28–29 scams, 43 M intimate space, 14 iPhone, phishing attack, 40–41 macroexpressions (macros), 7, 34, It’s Not All About “Me” (Dreeke), 106–107 30–31, 179–180 Maltego, 28, 29 manage expectations, 31, 180, 181

bindex.indd 01/10/14 Page 220 Index 221 manipulation Night Dragon, 47 defi ned, 32–33 nodding head, 194–195 infl uence compared to, 32–33 nonverbal communication manipulators (nonverbals), 3–23. See defi ned, 63–64 also clothing; email; facial described, 11–12, 63–66 expressions; hand displays; Ekman on, 65 kinesics; legs and feet; smell; examples, 64 social engineering; touch face-pacifying move, 143–144 accommodating nonverbals, 31, hand wringing, 64, 75 179, 181 neck-pacifying move, 143–144 adornment, 17–19 playing with jewelry, 65, 66, 75 applying, 197–211 Maps aspects, 8–20 Bing, 29 email, 6, 38–39 Google, 29 how to use, 20–23 Martensson, Jonathan, 177 impersonation, 44–45 master swordsman, 206 importance, 6–8 McWilliams, Peter, 139 olfactics, 16–17 Microexpression Training Tool, 136 percentage, 5–6 microexpressions (micros), 34, 104, phishing emails, 38–39 105, 106–107 phone elicitation, 41–42 Milgram, Stanley, 40 proxemics, 13–14 Mischke, Tom, 18 social engineering, 34 Mitnick, Kevin, 205 summary, 23 mock astonishment, 194 text messaging, 6, 117, 196 modeling, communication, 5, 46 visual cliff experiment, 6–8, 170, The Moral Molecule (Zak), 15 171 mouth covers, 146–147 nonverbal conversational signals, 193–195 N Notarbartolo, Leonardo, 47 Napier, John, 55 National Cryptologic School, 106 O neck obedience experiments, 39 neck-pacifying move, 143–144 object biting, 152 rubbing, 142, 143, 144–145 obligation, infl uence, 32 negation, affi rmation and, 194 , “Good luck” Nelson, Audrey, 38 or, 61 “Neural and Behavioral Evidence Off ensive Security, 29 for Aff ective Priming---” paper, olfactics, 16–17. See also smell 169–170 one-fi nger steeple, 67 Nickerson, Chris, 205 origin, coding, usage, 57–58

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O’Sullivan, Maureen, 102, 104, 105, Q 106, 141 question mark, 193 O’Toole, Mary Ellen, 48 quid pro quo, 31, 180, 181 outer brow raiser, 188–189 Oya, H., 166 R P rapport. See also elicitation; framing accommodating nonverbals, 31, PayPal, phishing, 37 179, 181 penetration testing, 40–41, 114, artifi cial time constraints, 31, 179, 202–204 181–182 personal space, 14 ask how, when, why questions, 31, phishing, 35–39 180, 181, 186–187 Coca-Cola company incident, 35 assistance themes, 31, 179, 181, defi ned, 35 182–184 Facebook, 35–36 defi ned, 30–31 nonverbal communication, 38–39 described, 179–181 PayPal, 37 ego suspension, 31, 179, 181, three-layered attack, 40–41 184–186 phone elicitation, 39–42, framing, 33 173–174 Greg example, 101–102 pictographs, 63 It’s Not All About “Me”, 30–31, “Pinocchio” clue, 107 179–180 pitch, RSVP, 12–13 manage expectations, 31, 180, 181 PK. See Kelly, Paul quid pro quo, 31, 180, 181 playing with jewelry, 65, 66, 75 reciprocal altruism, 31, 180, 181 “Please come with me,” 73 slower rate of speech, 31, 179, 181 positive social engineering, 46–47 sympathy themes, 31, 179, 181, practicing 182–184 conversational signals, 195–196 validation, 31, 179, 181 facial expressions, 136–137 Rayno, Bernie, 69–70 hand gestures, 78–79 RE3. See Responding Eff ectively to pretexting Emotional Expressions described, 29–30 reading facial expressions, 170–171 Thriving Offi ce app, 30 receiver, 5, 6 warehouses incident, 17–18, reciprocal altruism, 31, 180, 181 27, 29, 43 reciprocity, infl uence, 32 processing information, 165–166. See Responding Eff ectively to Emotional also amygdala Expressions (RE3), 104 proof, social, 32, 171–172 resume and cat example, 116–118 proxemics, 13–14 rhythmic movements, 63 psychopaths, 48 RSVP, 12–13 public space, 14 rubbing face, 143, 144–145 punctuation, 192–193 rubbing hands, 12, 56, 75 pursed lips, 148, 149 rubbing neck, 142, 143, 144–145

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S social engineering, 25–49. See also elicitation; framing; infl uence; sadness nonverbal communication; cat and resume example, pretexting; rapport 116–118 defi ned, 27, 45, 48–49 described, 116–121 good, 46–47 eye blocking, 153–154 Sato, Kochiyama, 166 information gathering, 28–29 Sato, Wataru, 166 nonverbals, 34 scarcity, infl uence, 32 positive, 46–47 Selena. See Ben and Selena examples skills self comforting, 154–158 bad, 47–48 sender, 5, 6, 39 good, 46–47 senses. See also emotions; sight; ugly, 48 smell summary, 48–49 amygdala, 165, 166 Social Engineering: The Art of Human external stimuli, 163 Hacking (Hadnagy), 5, 19, 28 nonverbal communication, 5 “Social Engineering for Penetration , 96 Testers,” fi ve-day class, 30, 137, sight 202–204 chick in frying pan, 164 social proof, 32, 171–172 disgust, 125, 127 social smile, 133, 134 eye contact, 15–16 social space, 14 sign language, 55–56. See also hand social-engineer.com, 210 displays sophisticated skepticism, 194 sincere smile, 7, 133, 134, 136, 172 speed, RSVP, 12–13 slower rate of speech, 31, 179, 181 spoofi ng smell caller-ID, 39–40, 41 amygdala, 166 email, 201 contempt, 121 Stanislavsky, Konstantin, 81 disgust, 125, 126, 127 steeple, 67–71 olfactics, 16–17 stress hand displays, 55–57 torso leaning example, 89 Stuxnet worm attack, 44, 47 smile. See also happiness subconscious Duchenne smile, 132, 133 emotions, 166 fake, 132, 134, 155–156 manipulators, 65 happiness in voice, 41–42 subliminal aff ective priming, head tilt, 155–157 169–170 sincere, 7, 133, 134, 136, 172 torso leaning, 89 social, 133, 134 subliminal aff ective priming, 169–170 “The Value of a Smile: Game Theory subliminal slides, 166 with a Human Face,” 41–42, surprise 134 described, 113–116 smiley face, 39 fi ght or fl ight response, 109, 114, smoking areas, employee, 45 146

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mouth covers, 146–147 U subliminal aff ective priming, Uchiyama, I., 6 169–170 ugly social engineering skills, 48 suspension, of ego, 31, 179, 181, UG-NAZI hacker group, 39 184–186 uncertainty, 12, 148, 149, 150, 208 swordsman, 206 underliner, 192 sympathy themes, 31, 179, 181, universality. See also emotions; 182–184 microexpressions emotions, 20, 105, 108, 125 T micros, 105 tailgating, 45, 122 usage, origin, coding, 57–58 taste USB keys, 44, 116–118, 168, 205 contempt, 121 disgust, 125 V Telling Lies (Ekman), 63, 65 validation, 31, 179, 181 territorial display, high confi dence, “The Value of a Smile: Game Theory 70–71 with a Human Face,” 41–42, 134 text messages, 6, 117, 196. See also Van Gogh, Vincent, 161 email ventral displays, 71–72, 95–96, 135, three-layered attack, phishing, 40–41 155, 156, 157, 187 Thriving Offi ce, 30 visual cliff experiment, 6–8, 170, 171 thumb displays, 71, 72, 75–76 volume, RSVP, 12–13 thumbs down, 76 thumbs up, 72 W tilting head, 154–158 warehouses incident, 17–18, 27, 29, time constraints, artifi cial, 31, 179, 43 181–182 waste company employee. See torso and arms, 89–97. See also hand warehouses incident displays when, why, how questions, 31, 180, Ben and Selena examples, 90, 91, 93, 181, 186–187 94, 95, 96 whole-hand steeple, 68, 69 crossed arms, 94–95 Witherington, D. C., 6 folded arms, 65, 154 wizards. See Truth Wizards hands displays, 92–96 word search, 193 summary, 97 worry, 110–111 touch, 14–15 wringing hands, 64, 75 contempt, 121 disgust, 125 Y positive social engineering, 46 “You will do what I say,” 73 tribe, 28, 33, 45, 72, 101, 102, 104, 116, 122, 147 Z Truth Wizards, 102, 104–107, 141 Zak, Paul, 15, 203 Twitter, 196 Zhou, Yixue, 121

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