Chapter 1. Does Self-Confidence Intimidate Others?

Short Description

How does the way we present ourselves influence other peopleís reactions to us? In this study, Todd (a professional actor) plays a simple game of chance against unsuspecting research participants. In the game, Todd and the participant bet against one another.

Long Description

How does the way we present ourselves influence other people's reactions to us? In this study, Todd (a professional actor) plays a simple game of chance against unsuspecting research participants. In the game, Todd and the participant bet against one another. All are allowed to keep whatever they win. The study begins with Todd and his opponent completing a survey in each other's presence. Todd presents himself as a winner. He appears competent and in control. Finishing his form quickly, well before his opponent, Todd communicates self-confidence. Next, the two engage in a card game of chance. The highest card drawn wins. Although skill is irrelevant, Todd's opponents place low bets. To other research participants, Todd presents himself as a loser. Along with a change in clothes and hairstyle, he acts in a submissive manner. He assumes a hunched and unthreatening posture and avoids eye contact. In short, he does everything to make his new opponents feel superior. While playing the card game, these opponents make much larger bets. Although it is still a game of chance and Todd cannot affect the outcome, the naïve research participants act as though they are playing against a loser.

Questions