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Chapter 8
Non-Verbal Communication
Nonverbal Communication
Definition: Human action and behavior
and the corresponding meaning that is
attached to behavior. In short,
everything but the words.
• It is far more than just gestures and
eye contact.
Linkage of Verbal and
Nonverbal Communication
• Complement—what
is being said and
accompany the
words.
• Accenting—strong
action supporting
words.
• Contradicting—say
the opposite of the
verbal message.
• Repeating—verbal
signal followed by
physical signal.
• Regulating—
speaking louder or
holding up a hand.
• Substituting—using
action or symbols in
lieu of words.
Why pay attention to nonverbal?
• Exchange of
information thru
nonlinguistic signs
• Assists in drawing
accurate
conclusions
• Increases
sensitivity
• Nonverbal is
stronger
• Nonverbal adds to
or qualifies
message
• More frequent:
– 7 % words
– 55% body (facial,
posture)
– 38% voice (Mehrabian
(1968)
For discussion
• Why do you consider nonverbal
communication important? What are some
examples of the ways you use nonverbal
communication in your personal and
professional lives?
Kinesics
•
1.
2.
3.
4.
5.
Movement—most studied category of
nonverbal communication; includes
gestures as well as posture.
Not a precise science.
Differs between cultures.
More accurate if observed over time.
Gestures.
Cultural context (Symbols and action
vary).
For discussion
• When you picture people you talk to on the
telephone, through email or in newsgroups
(such as in your Kaplan class) before
meeting them face to face, does your
expectation of how they will look usually
turn out to be accurate?
For discussion
• What vocal and nonverbal cues did they use
that led to your picture of how they would
look?
Strategic Usage of
Nonverbal Signals
Emblems—actually stand for
something.
Illustrators—complement
verbal message.
Regulators—gestures that
control what a speaker
says.
Affect Display—more
complex and obvious.
Adapter—moving body parts
that simulate what you
would like to do, but can’t.
Facial expressions:
•
•
•
•
•
•
•
Smiling is a powerful cue that transmits:
Happiness
Friendliness
Warmth
Liking
Affiliation
Thus, if you smile frequently you will be
perceived as more likable, friendly, warm and
approachable. Smiling is often contagious and
students will react favorably and learn more.
QUESTION: In this picture, an experienced flight
attendant demonstrates a facial expression she uses
at work. Is she performing genuine warmth, or is it
concealed irritation?
• a. Genuine Warmth
b. Concealed Irritation
Answer
• The woman is a flight attendant and she and the
other attendants have learned that you can say
anything to a passenger as long as you smile. She
demonstrates this by performing the smile she
uses while dealing with unruly or inebriated
passengers. The verbal content of what she says is
quite negative, but as long as the attendant smiles
while saying it, the passenger accepts the
information without complaint.
Gestures:
• If you fail to gesture while speaking, you
may be perceived as boring, stiff and
unanimated. A lively and animated teaching
style captures students' attention, makes the
material more interesting, facilitates
learning and provides a bit of entertainment.
Head nods, a form of gestures,
communicate positive reinforcement to
students and indicate that you are listening.
QUESTION: In the video A World of Gestures,
people from all over the world demonstrate the
remarkable diversity of international gestures. Can
you guess the meaning of this Japanese gesture?
• a. I'm scared like a bunny
b. I've been hearing things about you
c. I'm angry
Answer: I’m angry
• The Japanese woman demonstrates the
gesture for 'I'm angry.' There is no
'international language' of gestures. Instead,
cultures have developed systems of unique
gestures, and it is almost never possible for
us to understand intuitively the gestures
from another culture.
Gestures
• Cognitively, gestures operate to clarify,
contradict, or replace verbal messages.
Gestures also serve an important function
with regard to regulating the flow of
conversation.
PROXEMICS
Personal Space
• DISTANCE
–
–
–
–
Intimate Distance 18”
Personal Distance 1 - 4 ‘
Social Distance 4 - 8’
Public Distance 12’
• STATUS
– Higher physical locations
– Privacy
– Propinquity—close to power
What Can You Interpret About a Person's
Body Language From a Photograph?
• Barak Obama certainly is known for his
striking IMAGE.
What do you see?
• Notice the intensity on his face. The cheek
bones. The strength of his jaw. The back of
a soldier.
Body Language of Nicky Hilton
with ex-boyfriend Brian Connolly.
• Question: "Kevin, will these two last?"
Answer...observe...
Observations
• Notice Nicky's body language. The knee
elevated against her boyfriend's right leg.
Her left leg supporting her entire body. The
expressionless smile as she poses for the
other photographer.
• One clue I always look for is, "Where is the
cell phone." Pocket or hand. Answer: Hand.
No, this will not last.
QUESTION: This man comes from a culture where
HEAVIER women are seen as more attractive. Can
you guess where he comes from?
• a. Jamaica
b. New Guinea
c. Ivory Coast
Answer:
• In the African nation of the Ivory Coast, the
cultural preference is for the much heavier
woman. As this man explains in the video, people
in the Ivory Coast have a saying, "The bigger the
better." When a woman approaches marriage, she
is given a special diet to gain weight, so that she
will be as large as possible on her wedding day.
Many other societies also regard the heavier body
shape as more attractive. This demonstrates that
the 'ultra-thin' ideal in some Western societies is
far from universal or inevitable.
Spatial Differences
Proxemics zones vary according to:
• Culture—awkwardness can result.
• Gender—Men tend to maintain larger
personal space bubbles than women.
• Temporary reductions cause people to
“stake out” territory.
– Barriers
– Arranging personal “stuff”
– Cubicles
For discussion
• How are nonverbal cues displayed in
computer mediated communication (emails
and newsgroups)?
• What do nonverbal cues such as typos,
slang spelling errors, incomplete sentences,
and poor sentence structure communicate to
the receiver about the sender?
Exploring Human Proxemics
• Every culture has rules about the
CORRECT use of space. The "proxemic"
rules are unwritten and never taught-- but
they are very powerful and known to all
members of the culture. What will this
woman do??
Select One
• a. She will ask them to sit somewhere else
• b. She will stare at the space "invaders"
defiantly, but she will not move
• c. She will leave, saying nothing to the three
people who invaded her personal space
•
Answer
• C. Flight is the most common response to
spatial invasions, and only 2% of the
"invaded" people in proxemics experiments
ever say anything to those who invade their
personal space. The invasion is stressful for
the invaded, making an early departure is
almost certain.
Paralanguage
• Nonverbal aspects
of vocal delivery:
pitch, tone,
response or onset
time, and duration
of message.
• Nervous—high
pitch
• Slow response—
lying or thoughtful
Men and Women in Business
• Men take up more
space
• Handshakes—firm,
not bone
crunching.
• Women smile more
and are expected
to smile
• Women maintain
eye contact longer
Nonverbal Leakage of Deception—Lying
• BASE LINE behavior
before judging
• MOVEMENT
– Hand-to-face (cover
mouth)
– Nose rub
– Lip biting
– Foot tapping
– Open gestures show
comfort.
• DRESS
– Close and open coat
– Play with collar
– Picking at lint on
clothing
• PROXEMICS
– Moving away
• PARALANGUAGE
– Slow response
– Long answers
– Vocal pitch