“A man's decision has an important effect upon how others will react to him. Although the impression gained is immediate and felt as instinctive, it actually derives from assessments made about what his motives are and what kind of person he is.”

“The reason we can assess people so rapidly is that we compare what we see before us with a set of previously established stereotypes - expectations based on what we have been told and what we have gained from past experience. Usually there is some element of truth in these stereotypes but they can also be misleading.”

“Research shows that most of the decisions are made within the first four minutes, far too soon for personality and intelligence to be properly assessed. Among the characteristics that emerge as favorable are self-assurance, eye contact, enthusiasm, cologne, a firm handshake and spectacles. Humour may be beneficial but not if it comes across as smart-arse, competitive or hostile.”

“Regardless of expense, the way we are dressed can show how much pride we take in ourselves and how we value cleanliness. The impression given can range from careless and sloppy to precious and obsessional. Perhaps the most important thing is to be appropriate; we are generally most comfortable when wearing the right thing for the occasion.”

“Obviously, people should be free to present themselves any way they like but they need to be aware that every choice has consequences with respect to how they are perceived. We all have choices to make about how we present ourselves to others but we need to be aware of their likely impact.”

“In almost any aspect of our social lives, the ability to interpret accurately the signals of body language, and to manage the impression we are giving to others, may be critical to our success, or even our survival.”

“The first impression sets the stage for further interaction.”