(Bk Business) Carol Kinsey Goman Ph.D.-The Nonverbal Advantage_ Secrets and Science of Body Language at Work -Berrett-Koehler Publishers (2008)

Chapter 5: Talking with Your Hands
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He has his doubts.
nerve endings that, when stroked, reduce blood pressure,
lower heart rate, and calm the individual down.
Women, by the way, pacify by touching their necks differently
than men do. They sometimes touch or twist necklaces
they are wearing. They also touch or cover the hollow
area right below the Adam’s apple—sometimes referred
to as the neck dimple—when they feel threatened, fearful,
or anxious.
TRY THIS
Stay alert for pacifying gestures. lf you are a manager
who’s just announced a new work schedule and one of
your staff members rubs the back of her neck (the pain-inthe-neck
gesture), ask her about her concerns. If you are a
salesperson and your prospect starts to scratch his head,
realize that he may still be unconvinced—so mention product
warranties and customer endorsements to reassure him.