Behavioral communication

“We cannot solve our problems with the same thinking we used

when we created them”

-Albert Einstein

Behavioral Communication is a psychological construct that addresses people's use of day-to-day behaviors as a form of communication. Specifically, it refers to people's tendency to express feelings, needs, and thoughts by means of indirect messages and behavioral impacts.

• Basically, any behavior (or its absence when one is expected) may be judged as communicative if it has the intent to convey a message.

• For example, an expressive hairstyle, a show of a certain emotion, stonewalling (emotional withdrawal), or simply doing (or not doing) the dishes all can be means by which people may convey messages to each other.

What needs to be communicated

Information/ Attitudes

Data + Values

MoodsEmotions

Nonverbal communication, known as “body language” sends strong positive and negative signals. This is how much it influences any message:

Words 8%

Tone of voice 34% 92Non-verbal cues 58%Message 100%

• Face• Figure• Focus• Territory • Tone • Time

Each of these is described in the following slides…

Face includes:– Your expressions– Your smile or lack thereof– Tilt of the head; e.g., if your head is tilted

to one side, it usually indicates you are interested in what someone is saying

What message are you sending if someone is presenting a new idea and you are frowning?

• Figure includes:– Your posture– Your demeanor and gestures– Your clothes and accessories such as jewelry

What message are you sending if you are dressed casually at an important meeting?

• Focus is your eye contact with others• The perception of eye contact differs by culture. For most

Americans…– Staring makes other people uncomfortable– Lack of eye contact can make you appear weak or not

trustworthy– Glasses may interfere or enhance eye contact

What message are you sending if you are looking at other things and people in a room when someone is speaking to you?

• Territory focuses on how you use space. It is also called proxemics.

• The perception of territory differs by culture. Most Americans are comfortable with an individual space that is about an arm’s length in diameter

What message are you sending if you keep moving closer to a person who is backing away from you?

• Tone is a factor of your voice– Pitch is the highness or lowness of voice– Volume is how loud your voice is

– What message are you sending if during a disagreement you start speaking very loudly?

• Time focuses on how you use time. It is also called chronemics.– Pace is how quickly you speak– Response is how quickly you move– Punctuality is your timeliness

What message are you sending if you are consistently late for meetings?

BEHAVIORAL COMMUNICATION• People are always communicating• The meaning intended by the sender is never

exactly the message gotten by the receiver• We can help to overcome barriers to

communication by being aware of them• Verbal and non-verbal communication is

important in sending our messages

The construct of behavioral communication is conceived as a variable of Individual differences. This means that some people more than others tend to engage in behavioral communication in spite of the plausible alternatives of using verbal communication.

• BEHAVIORAL COMMUNICATION

• Understanding the forces that bring people together and keep them together and those that divide and separate them.

• Our communication behavior is the very life blood of our relationship.• How communication behavior affects our relationship ? OR vice versa• Environment where the relationship develops can affect the way we

communicate.• All our communication takes place within the context of some type of

relationships..• Relationship expectations change as a result of communication behavior

and communication behavior changes as a result of relationship expectations

BEHAVIORAL COMMUNICATION

• People are drawn to each other for many reasons• Impulse to receive information / knowledge• Impulse to express experiences• Impulse to learn more about oneself• Impulse to enhance enjoyment of certain activities• Impulse to reduce uncertainties

What we see in others and how we perceive them may be influenced by a host of factors-

• Our own cultural , educational and personal background

• Our own needs, desires and emotional states• The way we choose to overtly describe covert

feelings and impressions• Method of self presentation used by others

• Conditions most likely to provide basis for attraction

• Proximity• Physical attractiveness• Similarities of attitudes and beliefs• Personal rewards derived from the other

persons

Two basic groups of body language

• OPEN/CLOSED and

• FORWARD/BACK

RESPONSIVE

ENGAGEDleaning forwardopen bodyopen armsopen handsEAGER(sprint position)open legsfeet under chairon toesleaning forwardREADY TO AGREEcloses paperspen downhands flat on table

REFLECTIVE

LISTENINGhead tiltedlots of eye

contactnodding

high blink rateEVALUATINGsucks glasses/

pencilstrokes chin

looks up and rightlegs crossed in

4 pos.(ankle on knee)

ATTENTIVE(standing)

arms behind backsmile open feet

FUGITIVE

BOREDstaring into spaceslumped posture

doodlingfoot tappingLET ME GO

feet towards doorlooking around

buttoning jacketREJECTION

sitting/moving backarms folded

legs crossed 11 pos(thigh on knee) head

down frownDEFENSIVE(standing)

feet pointing inhands clenched

COMBATIVE

LET ME SPEAKfinger tapping

foot tappingstaring

AGGRESSIVEleaning forwards

finger pointingfists clenched

DEFIANT(standing)

hands on hipsfrown

LYINGtouches face hand over mouth pulls

ear eyes downglances at you

shifts in seatlooks down and

to left

DIFFERENT TYPES OFCOMMUNICATION BEHAVIOUR

• There are a variety of ways of behaving when we are communicating with others.

• The appropriate choice of behaviour is vitally important if we are to communicate effectively.

• There are 4 different types of behaviour:-• Aggressive • Submissive• Avoidance• Assertive

DIFFERENT TYPES OFCOMMUNICATION BEHAVIOUR

• Aggressive behaviour –offends or isolates someone else’s rights. It is a showing, perhaps both physically and verbally, of anger or dominance. It can be an automatic reaction or a one-off reaction to a particularly sensitive or threatening situation. Aggression can sometimes be an expression of fear, lack of self-esteem, or inability to control a situation in any other way. Aggression places the rights of the aggressor above the rights of the other party and avoids responsibility.

• Avoidance behaviour-is sometimes used to evade any confrontation. It ignores the isolation of rights and responsibilities through fear of the consequences or because you don’t wish to be bothered with the consequences. People can become very adept at avoiding uncomfortable situations, either through refusal to recognize the problem or by deliberately side stepping confrontational situations. Avoidance can be displayed in many ways -refusing to get a diagnostic test, not answering the phone to certain people or avoiding socialising in a certain place. Quite elaborate plans can be devised to avoid a situation.

lets you reduce anxiety, guilt or fear by letting your views or thoughts be misconstrued,

ignored or lets you be taken advantage of. We often have this type of behaviour

instilled in us from parents, schools and hierarchical organisations. We often

experience an immediate pleasant effect from pleasing others and not rocking the boat

as we see it. This type of behaviour is often shown in not wanting to say no to

unreasonable requests, not wanting to draw attention to yourself, a belief that you are

not as good as others, wanting to appear polite and helpful in an excessive way, or

wanting to avoid a scene.

Submissive behaviour often leads to a build up of resentment which can show itself in

loss of self-esteem or an eventual aggressive outburst.

Submissive or accommodating behaviour-

Assertive Behaviour- Many may associate the word with aggression or manipulation –a method of getting what you want at the expense of others. There are many issues revolving around sexual stereotyping when we think of assertion. Men behaving assertively are thought to be in control and masterful -women behaving assertively are thought of as being aggressive, domineering or bossy! Assertive behaviour is often thought of as a Win-Win situation where both parties in the communication process benefit from increased effectiveness. Assertive behaviour means stating your own feelings whilst acknowledging the other persons point of view. It involves clear and steady communication, standing up for your rights and beliefs, whilst looking for ways to resolve possible problems.