FOUNDATIONS IN BUSINESS NONVERBAL COMMUNICATION

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FOUNDATIONS IN BUSINESSNONVERBAL COMMUNICATION
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HOW IMPORTANT ISNONVERBAL COMMUNICATION?
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HOW DO NONVERBAL CUES FUNCTION?

1. Manage Impressions
2. Initiate Manage Relationships
3. Attract Distract Messages
4. Aid Learning, Imitation
5. Demonstrate Violate Expectations

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NONVERBAL SENSITIVITY

• DECODING
• Attunement
• Deciphering
• Contextualizing
• Integrating

ENCODING Spontaneous Deliberate Adapt to
Situations Coordinate Signals
SIMPLE COMPLEX
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BODY LANGUAGE ( K I N E S I C S )

• Eye Contact
• Facial Expressions
• Gestures
• Body Movement
• Posture

GESTURES Emblems Increase Attention
Retention Illustrators Increase Persuasion
Self-touch Decreases Persuasiveness
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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

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PARALANGUAGE / VOCALICSBeside/Beyond the
Tongue
PERSUASIVE MESSAGES HAVE FASTER
RATE FLUENCY CHANGES IN INTONATION VOLUME STRONG
DELIVERY

• INCLUDES
• RATE
• PITCH
• VOLUME
• ACCENT/DIALECT
• QUALITY
• ARTICULATION
• PRONUNCIATION

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TOUCH SPACE(Haptics and Proxemics)

• Touch and Space cues serve as contact codes
• Different types of touch accomplish different
  goals. Culture bound rules for use.
• Noncontact cultures are sensitive to space
  violations.
• Does touch always increase persuasiveness?
• Expectancy Violations Theory
• Violation Size Violators Reward Power
  dictate Persuasiveness.

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PHYSICAL APPEARANCE

• 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

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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.

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ACCESSORIES AND ENVIRONMENT(ARTIFACTS)

• Choices in clothing and environmental
• artifacts can facilitate persuasion or
• indicate power and status
• 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)

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NONVERBAL COMMUNICATION,THROUGHBODY
LANGUAGESPACE TOUCHPARALANGUAGETIME
PHYSICAL APPEARANCEARTIFACTSINITIATES
MANAGES RELATIONSHIPS