Module 2 - Nonverbal Communication

8/13/2019 Module 2 - Nonverbal Communication

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7 Types Of Communication

Intrapersonal

Nonverbal

Interpersonal Organizational

Public

Mass Intercultural


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Nonverbal Communication:

The messages we send and

receive from others withoutwords,

both on a conscious andsubconscious level


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The 7 / 38 / 55 Rule


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Getting The Advantage


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The 7/38/55 RuleAlbert Mehrabian

Relates to the importanceof words we use7%

Refers to the tone ofvoice and inflection38%

Refers to the importanceof body language / face55%


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The Power Of NVC

What is

going on inthe inside

shows onthe outside


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7 Types Of Nonverbal Communication

Appearance

Para Language

Chronemics Proxemics

Haptics

Olfactory Kinesics


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1. Appearance

Clothe maketh

the man

The way he or sheis dressed

The things he or

she is carrying


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2. Para Language

Not what you say buthow you say it

Tone and Pitch

Emphasis

Stress

Volume

Pacing

Accent and Dialect

Pausing

Silence


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3. Chronemics

Honor it!


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The Right Time To Negotiate

Time Of Day Time Of Week


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4. Proxemics

Study of space and

spatial relationship as a

nonverbal code of

behavior Intimate: less than 1 ft

Personal: 12 ft

Social: 2

4 ft Public: above 4 ft


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Proxemics

Close 2035 cm

The Arab World

The Mediterranean

Region

Latin Europe

Latin America

Distant 4060 cm

Most Asians

Northern, Central and

Eastern Europeans

North Americans


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5. Haptics

TouchingBehavior


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6. Olfactory

Smell


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The Handshake

Germans firm, brisk and

frequent

French light, quick and

frequent British moderate

Latin Americans firm

and frequent North Americans firm

and infrequent

Arabs repeated and

lingering

South Asians gentle and

often lingering Koreans moderately

firm

Most Asians very gentleand infrequent


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Eye Contact

Indirect

Most of

Asia

Intense

The Arab World

MediterraneanRegion

Latin Europeans

Latin Americans


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Face And Head

Broken Eye Contact(Hide)

Looking pat you(Bored)

Piercing(Angry)

Steady(Honest)

Head Turned slightly(Evaluating you)

Tilted Head(Uncertain about what you said)

Nodding(In agreement)

Smiling(Confident)


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Arms And Hands

Arms folded tightly(not receptive)

Arm over the back of the chair(need for dominance

or negative reaction)

Open palms(Positive)

Hands clasped behind head(Need for dominance)

Steeling of the fingers(Need to control negotiation)

Hand wringling(Nervousness) Self touching(General nervousness)


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Legs

Crossing your legs has a devastating effect

Out of 2000 videotaped sales meetings, not

one sale was made by people who had their

legs crossed

Source How to Read a Person like a Book by

Gerard I. Nirenberg and Henry H. Calero


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Dominance And Power

Making piercing eye contact

Putting hands behind head or neck

Placing hands on hips Standing while counterpart is seated

Steepling


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Submission And Nervousness

Fidgetting

Making minimum eye contact

Touching hands to face , hair etc Using briefcase to guard body

Clearing throat


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Disagreement And Anger

Getting red

Pointing a finger

Squinting Turning body away

Crossing arms or legs


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Boredom And Lack Of Interest

Failing to make eye contact

Playing with objects

Staring blankly Picking at clothes

Looking at watch/door


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Uncertainty And Indecision

Cleaning glasses

Looking puzzled

Putting fingers to mouth Biting lip

Tilting head


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Suspicion And Dishonesty

Touching nose while speaking

Covering mouth

Avoiding eye contact Crossing arms/legs

Moving body away


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Evaluation

Nodding

Maintaining good eye contact

Tilting head slightly

Stroking chin

Touching index finger to lips


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Confidence, Cooperation And

Honesty Leaning forward

Keeping arms and palms open Maintaining great eye contact

Placing feet flat on floor

Sitting with legs uncrossed

Smiling

Documents

Module 2 - Nonverbal Communication