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OUR COMMUNICATION :
-Words
-How we say these words (our tone, pitch, volume, etc.)
-Non-verbal communication
WORDS
10%
TONE
30%
NONVERBAL
60%
Less than 10 percent of interpersonal communication
involves words. Different studies have identified a wide
variety of types of nonverbal communication
BASIC TYPES OF NONVERBAL
COMMUNICATION
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Kinesics - body position & motion
Paralinguistics- how we speak
Proxemics - use of space
Haptics – touch
Chronemics - time
Physical appearance
• Artifacts - personal objects
Kinesics
• Best-known type of
nonverbal
communication is
kinesics
• Kinesics is also known as
body language
Paralinguistics
Refers to vocal communication that is separate from actual
language. This includes factors such as:
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Rate-speed
Pitch
Volume
Vocal Fillers
Quality
Proxemics
Haptics
Chronemics
Appearance
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Clothing
Uniforms
Occupational dress
Leisure clothes
Costumes
Color
Occulesics -Eye Behavior
Olfactics
Some nonverbal behavior
"categories" relevant to negotiation
• Chronemics (time)
• Proxemics (space and
distance)
• Kinesics (body)
• Facial and eye expression
• Physical appearance and
dress
• Paralanguage
• Social/cultural rituals,
manners, and
conventions
Gestures And Mimics
-Send visual signals
-Give information about our
thougts and feelings
Gestures
Use of head, hands, arms, feet and body
Mimics
Use of face muscles
Essential Gestures and Mimics
Our movements that support and
concretize our thougts and feelings
A.Expression Gestures
B. Social Gestures and Mimics
C.Mimic Gestures
A.Expression Gestures
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Happiness
Disgust
Fear
Anger
Sadness
Surprise
Happiness
Disgust
Fear
Anger
Surprise
Sadness
B. Social Gestures and Mimics
We play our social roles under masks
Mimic Gestures
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Theatrical gestures
Imitation gestures
Schematic gestures
Technical gestures
Secondary Gestures and Mimics
They are about natural needs of the body
Body Scan
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1.Facial Expressions
2.Head
3.Body
4.Hands and fingers
5.Handshaking
6.Walking
7.Sitting styles
Facial Expressions
The Gaze
Eye Rolling
Negotiation Implications
Eye communication provides to ;
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Monitor feedback
Maintain interest and attention
Regulate the conversation
Signal the nature of the relationship
Compensate for physical distance
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Reducing unnecessary talking time
Increasing participation
Confidence building
Reducing fear of silence
Clear instructions
Improving listening
Avoiding misunderstandings
Much more
-Favorable
-Confident
-Credible
-Qualified
-Honest
And less
-Formal
-Nervous
Broken eye contact
Looking past you
Piercing eye contact
Steady eye contact
Smiling
Head
Head turned slightly
Tilted head
Nodding
Head Shaking
Scratching the head
Body
Negotiation Implications
HANDS and FINGERS
most sensitive and effective organs to
express oneself
A child has 6000 nerve cell ending in each square centimeters of
his finger.
Sometimes one can understand the whole thing that other party
tries to tell with a single hand gesture.
Hands move away from the body, when someone desires to get or
give, to hold or catch something.
Opening hands means that the person is ready to act for contacting
the world