Face off!

Hand reading

ng is not just the stuff of The X-Files, says Colette Harris. If you're looking to second-guess a rival, assess a new team member or understand an annoying client, the key may be right in front of you, in their face, hands, writing style and body language. "The hands are genetic maps," says hand reader and author Lori Reid.

The history of hand reading stretches back as far as 3000BC in China.

A thousand years later, Sanskrit writings contain references to the use of markings on the palm to assess character. Aristotle, Roman orator Quinitilian and Renaissance scholar Paracelsus all gave a big hand for palm reading, and by the 18th century no self-respecting physician was without his hand-reading skills. During this last century the skill has fallen out of favour.

"But," claims Lori, "through the 1980s and '90s, more and more people are turning to hand reading, not just to help spot potential medical or relationship problems, but to help in business."

From any palm, Lori can tell whether the person will be suited to their job, point out particular characteristics and even tell how long they're likely to stay with a company. But you don't have to be an expert to read the signs. Here's just a taster of what to watch out for.

- Long fingers or digits are a sure sign of a meticulous character, someone who will always read the fine print and take great care before signing on the dotted line.

- Fat hands at the base of the palm indicate physical strength and potential aggression; someone who's not afraid of confrontation and won't back down easily.

- A short middle finger shows a likelihood for irresponsibility, a person you might want to keep an eye on in case they decide to cut a few corners without bothering to tell you.

- The long, pointed tip of the middle finger characterises the charmer. He or she's a winning salesman and well practiced in the art of selling snow to Eskimos.

- Beware the barer of a crooked little finger - they are devious and have their own plans in mind, regardless of what they may tell you.

- Keeping the thumb close into the hand is a clear sign of inhibition or cautiousness - the deal definitely hasn't been done yet here. A thumb held at 45 to 90 degrees from the hand shows a confident and relaxed person, happy to seal the deal.

- Fat basal phalanxes (the bottom section of the finger) denote a sedentary, self-indulgent character, not exactly the go-getter type. Long middle phalanxes show a prudent nature, a good manager.

Graphology

In the age of cyberspace, there is precious little in the increasingly paperless office environment that can give us clues to character. Emails, faxes, quickmails and memos - all transport information without giving any flavour of the character and inner motivations of the sender. But if you can get a eye on some handwriting, your competitor or colleague could become an open book.

"Every sign has a range of meanings, from positive to negative, and must be read in comparison with everything else," says Rosemary Findlater of the London College of Graphology.

Here's how to read the writing on the wall:

- Try to find hand-written text, preferably at least a page, and avoid signatures. "The signature is how we want to show ourselves to the world," says Rosemary. "The text is how we are."

- How is the writing laid out on the page? The page is symbolic of the world, says Rosemary, so a balance of writing and white space shows a balanced and open person, but a page crammed with writing may show someone who wants to command their environment.

- The lower zone of the writing represents impulses, instincts and money; the middle shows their attitude to everyday life; and the upper reflects a person's thoughts and spirituality.

- If the writing is very reminiscent of the school copybook, this person may be very conventional or unoriginal. If it is well evolved, you're dealing with a unique and confident character.

- Big writing can define an outgoing person, but it can mean the opposite if the tone of the pen stroke is light and unassertive.

- If letters are linked smoothly, this person has a gentle character, while a more angular linking will point out a robust person who may not care so much how they come across.

- Very joined-up writing can imply a logical and deductive mind, but beyond a certain point you're looking at the work of a potential obsessive.

Face reading

Author and practitioner Naomi R Tickle teaches workshops on both sides of the Atlantic on the business applications of face reading. "Personality is built into the face, in the structure of the bones," she says. "So the work I do is 80 per cent about understanding how genetics have formed the structure, the placing of the eyes, the forehead and nose and what those structures mean."

The study of physiognomy is age old, but the basis of Naomi's work is a system developed by a Los Angeles judge at the turn of the century to assess character. She now uses it to show the suitability of personnel for potential careers.

- Naomi believes the lower right and the upper left areas of the face show inherited traits from your father, while upper right and lower left have been passed along from mum. An asymmetrical face may then indicate an unpredictability, a constantly changing mind, indecisive when it comes to the crunch.

- A rounded forehead shows a focused person. They'll be good in a crisis, but beware if they're a competitor - they'll definitely have their eye on the ball.

- If there are clients to keep on good terms, give that task to someone with an oval forehead. This indicates a caring nature, someone who'll be sure to take care of their needs and keep relations sweet.

- If the eyelids are covered or hooded, you're dealing with an analytical customer so you'd best be ready for all the tricky questions you were hoping they wouldn't ask. If the eyes lids are fully uncovered, you're dealing with a bottom-line man, so cut the sales pitch and get to the meat, quick!

- When there are quick decisions to be made, call in the colleague with a sloped back forehead. He or she will have the gumption to take the bull by the horns and the instincts to take the right risks.

- And when the client has a noticeably wide back of the head, you may well be onto a winner - this shows an impulsive nature, and in the right frame of mind they could be putty in your hands.

We gave Naomi anonymous photos of four IT sales and marketing professionals and asked her to tell us what their faces said. Here's what she came up with!

Paul Butler, managing director, ICL's training services

Outer corner of eye lower than inner corner Notices every error and is a perfectionist. Wonders why others do not see such apparent mistakes.

A good editor.

Low set ears Very high standards for himself and others.

Rounded forehead Works well with people.

Mounds on forehead Has a very creative and vivid imagination.

Mounds above eyebrow Checks and rechecks detail.

Full lips Loves to talk

Up-turned nose Very open and can sometimes be too trusting.

Wide set eyes Likes the big picture and is

very tolerant.

One eye higher than other Less conventional, comes up with unusual solutions to situations/stories.

Lines under eyes Has an appreciation of word usage and may look up roots of words, enjoys writing.

Short space between upper lip and base of nose Takes criticism personally.

Rounded eyebrows Good at organisation.

Small mound near hairline Intuition.

Was she right?

Paul and his staff say Naomi's analysis is 'uncannily true'! Paul doesn't necessarily look up word roots, but he does love writing.

Maurice O'Driscoll (top right), associate director, transports and logistics division, CMG

Square forehead Work becomes his hobby, very career focused, will have many different careers.

Flat head Very resolute, will hang on to things or situations just in case they might work. Will hang on until the bitter end sometimes.

Square chin Loves a good meaty conversation or a debate. Will fight for a cause or whatever he believes in.

Long upper lip Dry sense of humour.

His eye are green A love of the outdoors.

Flat forehead Loves information and may have a large collection of books and music.

Eyelids covered Very analytical.

Wide forehead Very direct.

Lines under the eyes Enjoys writing.

Wide head at the back Very competitive, likes to move on his ideas.

High forehead Enjoys intellectual conversation.

Mounds above eyebrows Checks and rechecks detail.

Was she right?

Maurice says Naomi's analysis of his face is accurate, too - right down to the large collection of books and CDs he keeps at home.

Dino Joannides, director, sales and marketing EMEA, Mitel

Eyebrows Has an appreciation of design and organisation such as photography, architecture or anything to do with design.

Eyelids covered Very analytical, good at problem solving and troubleshooting.

Long space from base of chin to nose Very restless.

Sloped back forehead Quick to think and react. Can think on his feet and may be annoyed when others around him are slower.

Close-set eyes Just, tolerant and is very focused on what he is doing, does not like interruptions.

Combination of rounded and flat forehead Works well with people and information.

Ears set back on his head Enjoys attention and focuses on the future.

Ears close to his head Can be a big spender.

Flared nostrils Very independent.

Higher set eyebrows Does not like people getting into his space. Gives much thought to decisions and is selective in the people he has around him.

Was she right?

Almost right on the nail! Except Dino's passion is designer food, not photography.

A keen, creative cook, Dino definitely likes to surround himself with smart people and build high-performance teams.

Alan Kerr, vice-president EMEA, Informix Software

Full lips Loves to talk and is very generous.

Rounded ears Has high music appreciation and enjoys going to musical events and may even play an instrument.

Wide head at the back Very competitive, progressive and forceful.

Oval forehead Good at maintaining projects and client relationships.

Home and family are very important to him.

Wide face Needs a challenge - life without a challenge would be very boring. Has strong leadership abilities.

Pointed chin Can be stubborn at times and will not be pushed into doing things against his principals.

Large irises Very emotional and can take on other people's emotions.

Expresses his feelings to those close to him.

Protruding lips Very impetuous.

Long space from base of chin to nose Very restless.

Combination of flat and rounded forehead Focuses on information and works well with people.

Close set eyes Very focused. Likes people to arrive on time and less tolerant of sloppy work.

Low set eyebrows Very friendly and meets people easily.

Sloped back forehead He is a quick decision maker and can respond to situations immediately.

Ears set further forward Very considerate person.

Was she right?

Alan does love music, although he doesn't play himself. Not necessarily impetuous, Alan is well known for his approachability and strong leadership.

THE FOUR HAND SHAPES

The general shape of the hand outlines our basic nature, so when you shake hands in business, suss out the hand type for a clue to the personality.

The Earth Hand - these people are best suited to outdoor occupations and are industrious workers. Good with their hands, what they lack in imagination they make up for in practical skills. They hate change and need job security.

The Air Hand - communication is the forte of the air-handed person.

They prefer working in education, sales, the media and politics. They are whizz-kids with machinery, computers, electronics and all manner of gadgetry.

The Fire Hand - leaders and organisers, fire-handed people like to be in control. They are people-oriented, gravitating towards the world of entertainment and performing arts. They thrive on challenge and adventure and work well under stress.

The Water Hand - the caring professions and the arts are likely careers for the water-handed person. They make excellent therapists, but are equally happy as artists, poets and designers.

PEOPLE READING UNDERSTANDING BODY LANGUAGE

Jo-Ellan Dimitrius is an expert in reading people. She's made a career out of being able to predict how people will respond to the information they are given. Most famously, she helped select the jury which acquitted OJ Simpson.

"We must always be curious and aware of our environment," she says. "The oral word is modified through body language and to be successful we have to learn how to better evaluate people."

Jo-Ellan offers these pointers to get you ahead in the office game:

- A loud voice can often be a sign of a controlling or persuasive nature, or used to cover up for other inabilities.

- A soft voice can be used to manipulate but more often suggests a person lacking in confidence and easily swayed.

In either case, if this is not the speaker's usual tone, it may well show you just how out of sorts they're feeling.

- What office props are there surrounding your 'victim'? What kind of calendar is up on the wall - plain and efficient, comedy or saucy? Are there photos on the desk? Who of, and in what kinds of frame? Is the desk littered with well-thumbed professional journals or a pile of dog-eared science fiction novels? What pictures and posters adorn the walls? Are there other personal items of the desk, such as a golf trophy, or is it clear and businesslike? Does he or she use a designer pen or a well-chewed biro? These tell-tale signs will give you a secret peek at the inner person.

- A honest person is generally relaxed and open; a dishonest person isn't.

- Most people are just occasional liars and reveal their discomfort when lying. Shifty, wandering eyes, fidgeting, rapid speech, a change in voice, an exaggeratedly sincere manner and inappropriate familiarity all point to the liar.

- Arms, legs or ankles crossed, frequent repetition of certain phrases, a frozen expression and pointing fingers are likely to mean the sell is not going well and your client is exhibiting hostility.

- If your client is tilting his head from side to side, opening and shutting his hands, or shifting his gaze between two fixed objects, now is the time to strike with your demon pitch, as your customer is showing all the classic signs of indecision.

Genetic imprinting is not just the stuff of The X-Files, says Colette Harris. If you're looking to second-guess a rival, assess a new team member or understand an annoying client, the key may be right in front of you, in their face, hands, writing style and body language.