Nonverbal Communication

Introduction
o in communication with others only 30 % of the communication is verbal, o 70 % is non-verbal o non-verbal communication involves gestures, facial expressions, eye contact o our non-verbal behavior is mostly

Non Verbal Communication is Powerful

o Non-verbal communication can be as powerful as or more than verbal communication
o Facial expressions convey: love, suspicion, interest, anger, hatred Body postures convey relaxation nervousness, boredom and power o Physical objects symbolize professional identity, personal commitments & life style

o We communicate our identities every day through

non-verbal communication

Nonverbal Communication I
Is it possible to communicate without words? Studies show that over half of your message is carried through nonverbal elements:
Your appearance Your body language The tone and the pace of your voice.

Nonverbal Communication II
We know the importance of first impression But first impressions happen everytime we initiate the communication. Before someone processes our verbal messages,
She/He has taken in our appearance, Registered our enthusiasm and sincerety Noted our tone of voice and processed all into nonverbal message.

Nonverbal Communication III

o If this message reinforce the content of verbal one, it means we send a powerful message. o If the two messages do not match, they may cancel each other and that means nomessages delivered. o Nonverbal communication part of this training is for learning how to create a powerfull nonverbal message that will support your verbal content.

Projecting a Powerful Image I

o o o o How would you like to sound? How would you like to look? How did you look &sound ? The name of the difference is the image gap o Projecting an image that is consistent with the person you want to be significantly improves your ability to develop trust &rapport

Projecting a Powerful Image II

o Image can be critical to your success. o It is definitely a key element of communication. o Politicians, singers, anchormans, top managers o It is irrational but people mostly judge the book by the cover. They expect a totaly different image from an executive and a rock musician. o Businessworld expect neat, clean, energetic look which reflects that she is ready to work.

Projecting a Powerful Image III

Total image consists of: o The first impressions you project o The depth of your knowledge o The breadth of your knowledge o Your enthusiasm.

First Impression
First impression includes: o Dress & grooming o Voice o Handshake o Eye contact o Body posture

First Impression is IMPORTANT

o Positive first impression make communications much easier and more comfortable. o Negative first impressions can cut off a relationship before it gets started. o Many people give up rather than trying to reverse the other peoples negative impression.

Depth of knowledge: in the area of expertise o This refers how well you know your subject? o How well do you know your company? o Does the depth of your knowledge project credibility and command respect from your employees or do they say I could do her job as well as she can o As a part of your image learn your job, company, industry, firms policies, personnel

Breadth of Knowledge
Breadth of Knowledge: This area deals with your ability to converse with others in fields of outside area of expertise. The latest development in world events? Popular books and movies? Arts? Hobbies? Different interest areas? Touristic experiences?

Enthusiasm
Most people like to work with others who are enthusiastic about their work. Enthusiastic people seem to work harder, longer and more accurately than those who are not enthusiastic. Enthusiasm is a projected behaviour to others and make the others enthusiastic. Reverse is valid also.

Projecting a Powerfull Image

The response you receive from the world around you is a measure of your success in interpersonal relations. From the beginning to the end of every transaction with another person, you are on the stage. Every word, gesture, expression and impression is being seen and evaluated Therefore be careful and respectful

Gestures do SPEAK
Body language and nonverbal communication are transmitted through the eyes, face, hands, arms, legs and posture (sitting and walking) Each individual, isolated gesture is like a word in sentence; it is difficult and isolated dangerous to interpret in and of itself. Therefore consider the gesture in the light of everyhing else that is going on around you.

Eyes
Windows of the soul, excellent are

indicators of feelings. Shifty eyes, beady eyes and look of steel demonstrate awareness. Honest person has a tendency to look you straight in the eye when speaking. At least listeners accept it like that.

Eyes II
People avoid eye contact with other person when an uncomfortable question asked.

Try to reduce tension and build trust rather than

increase tension. The raising of one eyebrow shows disbelief and two

shows surprise.
People are classified as
@ Right lookers are more influenced by logic and precision, @ Left lookers are found to be more emotional, subjective and suggestible.

The Face
The face is one of the most reliable indicators
of a persons attitudes, emotions & feelings

By analysing facial expressions, interpersonal

attitudes can be discerned and feedback obtained.

Some people try to hide their true emotions.

The term Poker Face describes them.

The Face
o Common facial gestures are:
o Frowns: unhappiness, anger o Smiles: happiness o Sneers: dislike, disgust o Clenched jaws: tension, anger o Pouting lips: sadness.

The Hands
Tightly clenched hands usually indicate that the

person is experiencing undue pressure.

It may be difficult to relate to this person

because of his tension and disagreement.

Superiority and authority are usually indicated

when you are standing and joining your hands behind your back.

The Hands II
Rubing gently behind or beside the ear with the index finger or rubbing the eye usually means

the other person is uncertain about what you are

saying. Leaning back with both hands supporting the head usually indicates a feeling of confidence or superiority.

Hands III
Cupping one or both hands over the mouth, especially when talking, may well indicate that

the person is trying to hide something

Putting your hand to your cheek or stroking your chin generally portrays thinking, interest or consideration. Fingers bent across the chin or below

the mouth most often shows critical

evaluation.

The Arms
Crossed arms tend to signal defensiveness. They seemingly act as a protective guard against an

anticipated attack or a fixed position which the

other person would rather not move. Conversely, arms open and extended toward you generally indicate openness and acceptance.

The Legs
o Crossed legs tend to seem disagreement. o People who tightly cross their legs seem to

be saying that they disagree with what you are

saying or doing. If the people have tightly crossed legs and tightly crossed arms, their inner attitude is usually one of extreme negativity toward what is going on around them. o It may be difficult to get agreement.

Posture: Sitting and Walking

Sitting with your legs crossed and elevated foot moving in a slight circular motion indicates

boredom or impatience.
Interest and involvement are usually projected by sitting on the edge of the chair and leaning slightly forward. Generally, people who walk fast and swing their arms freely tend to know what they want and to go after that.

Posture: Sitting and Walking II

People who walk with their shoulders hunched and hands in their pockets tend to be secretive and critical. They dont seem to like much of what is going on around them. Dejected people usually scuffle along with their hands in pockets, heads down, and shoulders hunched over. People who are preoccupied or thinking,

usually walk with their heads down, hands

clasped behind their backs and pace very slowly.

Interpreting Gesture Clusters

Certain combinations of gestures are especially reliable indicators of a persons true feelings.

These combinations are clusters.

Each gesture is dependent to others, so analysis of a persons body language is based on a series of signals to ensure that the body language clearly and

accurately understood.

Interpreting Gesture Clusters II

All the individual gestures fit together to project a common, unified message.

When they do not, this means a incongruity.

For example: A nervous lough. A laugh generally signal of relaxation. But if there are nervous signals in body language that means the

person is trying to escape from

an unpleasent situation.

Common Gesture Clusters Openness:

Several gestures indicate openness and

sincerety
o Open hands, o unbuttoned coal or collar, o leaning slightly forward in the chair, o removing coat or jacket,

o uncrossing arms and legs,

o moving closer.

Common Gesture Clusters Openness:

When people are proud of what they have done, they usually show their hands quite openly. When they are not often put their hands into their pockets, or hide back

When people show signals of openness

that means they are generally beginning very comfortable in your presence which is good.

Common Gesture Clusters Defensiveness:

People who are defensive usually have

o a rigid body,
o arms or legs tightly crossed, o eyes glancing sideways or darting occasionaly. o minimal eye contact

o lips pursed, fists clenched and

downcast head

Common Gesture Clusters Evaluation:

Evaluation gestures say that the other person is being thoughtful or is considering what you are saying. Sometimes in a friendly way sometimes in an

unfriendly way.
Typical evaluation gestures include
o tilted head,

o hand to cheek,
o leaning forward and o chin stroking

Common Gesture Clusters Evaluation:

Sometimes evaluation gestures take on a

critical aspect.
o The body is more drawn back o The hand is to the face but the chin is in the palm of

the hand with one finger going up the cheek and the
other fingers positioned below the mouth. o This is generally an unfavorable gesture.

Common Gesture Clusters Evaluation:

To gain time for evaluating the situation people use cigarette or pipe smoking habits, removing eyeglasses. A final negative evaluation gesture is dropping

his eyeglasses to the lower bridge of

noise and peering over them. This gesture usually causes a negative emotional overreaction in other people.

Suspicion, Secrecy, Rejection, and Doubt:

These negative emotions are communicated typically by: o Sideways glances o Minimal or no eye contact

o Shifting the body away from the

speaker

o Touching or rubbing the nose.

Suspicion, Secrecy, Rejection, and Doubt II

o When a person do not want to look at you it could mean he is being secretive, has private feelings in

opposition to what you are saying or hiding

something. o A sideway glances means suspicion and doubt.

o Shifting your body from someone means

you wish to end the conversation, meeting etc. o Touching nose may indicate doubt or concealment

Common Gesture Clusters Readiness

Readiness is related to the goal-oriented high achiever with a concern for getting things done. It communicates dedication to a goal and is usually communicated by sitting forward at the edge of a chair. This may negatively give the appearence of being overly anxious also.

Common Gesture Clusters Nervousness

o Clearing ones o Whistling, throat, o Jingling pocket o Chain smoking. change o Covering the o Fidgeting mouth with hand, o Twitching lips or o Tapping fingers face

Common Gesture Clusters Boredom or Impatience

These unproductive feelings are usually conveyed by the o Drumming of fingers o Cupping the head in the palm of the hand, o Foot swinging o Brushing or picking a lint o Looking at your watch or the exit.

Common Gesture Clusters Enthusiasm

This is an emotion hat you love to see in other people and they in you. It is conveyed by o A small upper or inward smile o Hands open and arms extended outward o Eyes wide an alert o A lively and bouncy walk o A lively and well-modulated voice.

General Principles
o You cannot not communicate (ALL nonverbal behavior has value) o Nonverbal communication:
o Is, for the most part, culture-bound o Is primarily relational o Is ambiguous o Serves many functions

Functions of Nonverbal Communication

o Repeating o Substituting o Complementing (relational cues) o Accenting o Regulating o Contradicting

Repeating
Nonverbal cues can reiterate verbal communication Repeating is sequential, not simultaneous Your significant other asks if you are having an affair. First, you shake your head no. Then you say, No. You ask a stranger in a foreign country what time it is. The stranger doesnt understand, so you tap the top of your wrist with your finger.

Substituting
Nonverbal cues may serve as substitutes or replacements for words. Emblems are nonverbal gestures that are the equivalent of words.
A basketball player makes a choke sign after a player on the other team misses a crucial free throw. A motorist flips you the bird on the freeway.

Complimenting
Nonverbal cues may compliment or reinforce words.
While scolding a child a parent points a finger at him or her. A teacher asks if you understand an assignment. You nod your head up and down while saying Yes, I think so.

Accenting
Nonverbal cues can amplify or accentuate language.
A parent tells a child Its bedtime. The child lays on the floor, kicking and screaming, while saying No, no, no, no, no. A guy asks a girl, Hey, How YOU doin?

Regulating
Making or breaking eye contact to signal turn taking Using nonverbal cues to cut in or interrupt someone
Gus puts both elbows on the table and inhales, indicating he is about to speak. An argument about politics starts to erupt at a party. A girlfriend puts her hand on her boyfriends forearm to signal that he needs to calm down.

Contradicting
Contradicting (Conflicting) Nonverbal cues can signal the opposite of what words mean. We may perceive others as sending mixed signals. Your mouth is saying no, but your body is saying yes. You stifle a yawn with your hand and say to your dinner date, Thats really fascinating.

Name the function - Quiz

1. Your mother mouths the words call me while making a phone sign on the way out the door. 2. Your credit card is declined on a dinner date. You say Thats just great. 3. A creepy guy in a raincoat beckons with his finger for a child at a playground to come over. 4. At a carniceria , you say Dos tacos, por favor. When the cook says Cuanto ? you hold up two fingers. 5. When your fiance asks Will you marry me? you nod your head up and down like a bobble head doll while saying Yes. 6. Your jaw is clenched when your significant other asks if you are okay, you say, Im fine. (curtly) 7. You raise your hand in class to ask a question

Answers
1. Complimenting (If she didnt mouth the words call me it would be substituting) 2. Contradicting 3. Substituting 4. Repeating 5. Accenting 6. Contradicting 7. Regulating

Types of Nonverbal Communication

o Appearance
o Physical attractiveness o Body type o Clothing

Distance (Proxemics)

o o o o o o o

Body orientation Posture Territoriality Gestures Physical Face and eyes Space Voice (Paralanguage) Color Temperature Touch Lighting Time

Intimate: 0-18 Personal: 18-4 Social: 4-12 Public: 12+

Noise

Enhancing Communication
o Remember: Nonverbal is ambiguous! o Consider:
o Cultural influences o Context of interaction o Relationship between communicators o Moods of communicators

o Check perceptions often