Honest Signals

How can you know when someone is bluffing? Paying attention? Genuinely interested?The answer, writes Alex Pentland in Honest Signals, is that subtle patterns in how we interact withother people reveal our attitudes toward them. These unconscious social signals are not just a backchannel or a complement to our conscious language; they form a separate communication network.Biologically based "honest signaling," evolved from ancient primate signaling mechanisms,offers an unmatched window into our intentions, goals, and values. If we understand this ancientchannel of communication, Pentland claims, we can accurately predict the outcomes of situationsranging from job interviews to first dates. Pentland, an MIT professor, has used a speciallydesigned digital sensor worn like an ID badge--a "sociometer"--to monitor and analyze theback-and-forth patterns of signaling among groups of people. He and his researchers found that thissecond channel of communication, revolving not around words but around social relations, profoundlyinfluences major decisions in our lives--even though we are largely unaware of it. Pentland presentsthe scientific background necessary for understanding this form of communication, applies it toexamples of group behavior in real organizations, and shows how by "reading" our socialnetworks we can become more successful at pitching an idea, getting a job, or closing a deal. Usingthis "network intelligence" theory of social signaling, Pentland describes how we canharness the intelligence of our social network to become better managers, workers, andcommunicators.

Professor Alex ("Sandy") Pentland, is a leading figure at the MITMedia Lab and is a pioneer in the fields of organizational engineering, mobile information systems, and computational social science. He co-directs the Digital Life Consortium, a group of more than twenty multinational corporations exploring new ways to innovate, and oversees the Next Billion Network, established to support aspiring entrepreneurs in emerging markets. In 1997 Newsweek magazine named him one of the 100 Americans likely to shape this century.