Transcript Nonverbal Communication Foundations in Business

FOUNDATIONS IN BUSINESS
NONVERBAL COMMUNICATION
HOW IMPORTANT IS
NONVERBAL COMMUNICATION?
HOW DO
NONVERBAL CUES FUNCTION?
1.
2.
3.
4.
5.
Manage Impressions
Initiate & Manage Relationships
Attract & Distract Messages
Aid Learning, Imitation
Demonstrate & Violate Expectations
NONVERBAL SENSITIVITY
DECODING
ENCODING
SIMPLE
Attunement
Deciphering
Spontaneous
Deliberate
COMPLEX
Contextualizing
Integrating
Adapt to Situations
Coordinate Signals
BODY LANGUAGE
(KINESICS)
Eye Contact
Facial Expressions
Gestures
Body Movement
Posture
GESTURES
* Emblems Increase Attention & Retention
* Illustrators Increase Persuasion
* Self-touch Decreases Persuasiveness
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
PARALANGUAGE / VOCALICS
‘Beside/Beyond the Tongue’
INCLUDES
RATE
PITCH
VOLUME
ACCENT/DIALECT
QUALITY
ARTICULATION
PRONUNCIATION
PERSUASIVE
MESSAGES HAVE
FASTER RATE
FLUENCY
CHANGES IN INTONATION
VOLUME
STRONG DELIVERY
TOUCH & SPACE
(Haptics and Proxemics)
1.
Touch and Space cues serve as “contact codes”
2.
Different types of touch accomplish different goals.
Culture bound rules for use.
3.
Noncontact cultures are sensitive to space violations.
4.
Does touch always increase persuasiveness?
Expectancy Violations Theory:
Violation Size & Violator’s Reward Power
dictate Persuasiveness.
PHYSICAL APPEARANCE

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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
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.
ACCESSORIES AND ENVIRONMENT
(ARTIFACTS)

Choices in clothing and environmental
artifacts can facilitate persuasion or
indicate power and status
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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%)
NONVERBAL COMMUNICATION,
THROUGH:
BODY LANGUAGE
SPACE & TOUCH
PARALANGUAGE
TIME
PHYSICAL APPEARANCE
ARTIFACTS
INITIATES & MANAGES
RELATIONSHIPS