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FOUNDATIONS IN BUSINESSNONVERBAL COMMUNICATION
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HOW IMPORTANT ISNONVERBAL COMMUNICATION?
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HOW DO NONVERBAL CUES FUNCTION?
Manage Impressions
Initiate & Manage Relationships
Attract & Distract Messages
Aid Learning, Imitation
Demonstrate & Violate Expectations
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NONVERBAL SENSITIVITY
DECODING
Attunement
Deciphering
Contextualizing
Integrating
ENCODING
Spontaneous
Deliberate
Adapt to Situations
Coordinate Signals
SIMPLE
COMPLEX
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BODY LANGUAGE ( K I N E S I C S )
Eye Contact
Facial Expressions
Gestures
Body Movement
Posture
GESTURES
* Emblems Increase Attention & Retention
* Illustrators Increase Persuasion
* Self-touch Decreases Persuasiveness
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BODY LANGUAGE & STATUS
MEHRABIAN, Ph.D.
People with high status have:
Increased Eye Contact Audience
Increased use of Gestures
Increased Affirmative Nods
Increased Facial Expressivity
Decreased Self-Manipulation
Decreased Backward Leans
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PARALANGUAGE / VOCALICSBeside/Beyond the Tongue
INCLUDES
RATE
PITCH
VOLUME
ACCENT/DIALECT
QUALITY
ARTICULATION
PRONUNCIATION
PERSUASIVE
MESSAGES HAVE
FASTER RATE
FLUENCY
CHANGES IN INTONATION
VOLUME
STRONG DELIVERY
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TOUCH & SPACE(Haptics and Proxemics)
Touch and Space cues serve as contact codes
Different types of touch accomplish different goals. Culture
bound rules for use.
Noncontact cultures are sensitive to space violations.
Does touch always increase persuasiveness?
Expectancy Violations Theory:
Violation Size & Violators Reward Power dictate
Persuasiveness.
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PHYSICAL APPEARANCE
Attractive people are more persuasive than Unattractive
people
Endomorphs less persuasive than ectomorphs or mesomorphs
Mature-faced = competent
Baby-faced = trustworthy
Shortness and hair loss (esp. in men) may inhibit
persuasiveness
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USE OF TIME aka (CHRONEMICS)
Higher status people
have greater bandwidth
of appropriate chronemic
use, and can make
people wait.
Marketers may use time to
increase the pressure to buy
a product.
Non-urgency tactics can be
used to soft-sell.
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ACCESSORIES AND ENVIRONMENT(ARTIFACTS)
Choices in clothing and environmental
artifacts can facilitate persuasion or
indicate power and status
Individual Personality & Preferences
BICKMAN, Ph.D. - Uniforms Increase Compliance
People claim they are not influenced by uniforms, however
uniformed guards had the highest compliance rate (36%) compared to
civilian (20%) and milkman (14%)
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NONVERBAL COMMUNICATION,
THROUGH:BODY LANGUAGESPACE & TOUCHPARALANGUAGETIME PHYSICAL
APPEARANCEARTIFACTSINITIATES & MANAGES RELATIONSHIPS
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