2. Lecture Nine Chapter Eight Non-Verbal Communication

3. NON VERBAL COMMUNICATION Definition: Human action and behavior and the corresponding meaning that is attached to behavior. In short everything but the words.

4. Linkage of Verbal and Non Verbal Communication Repeating (Verbal signal followed by physical signal) Contradicting (Subtle clues about message) Complimenting (Congruence of action and words Accenting (Strong action supporting words) Substituting (Use action or symbols in lieu of words. OK) Regulating (Speaking louder, holding up a hand)

5. WHY PAY ATTENTION TO NON- VERBAL Lack of Universal Messages Assists in Drawing Accurate Conclusions Increases Sensitivity Non-Verbal Message is Stronger Non-Verbal is a Clarifier More Frequent –7 % Words –55% Body(Facial, Posture –38% Voice (Mehrabian (1968)

6. TIME AND COMMUNICATION BUSINESS TIME (Constructed to support the industrial revolution. Not a natural activity) PERSONAL TIME PERCEPTION OF TIME –Time is Money –Time is Power (Access) –Time is Status (Who sees who and when)

7. 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)

8. SPACE AND COMMUNICATION (2) TERRITORY ARRANGEMENT ROLE OF BUILDINGS OFFICE LOCATION –Window –Inner –Bull Pen

9. SPACE AND COMMUNICATION (3) ROOM AND FURNITURE DESIGN ROOM COLOR (Red, Orange and Yellow aggressive) (Blue and Green cool and serene) ARRANGEMENT OF FURNITURE –Power –Friendly –Neutral

10. KINESICS (Body Language1 ) NOT A PRECISE SCIENCE DIFFERS BETWEEN CULTURES MORE ACCURATE IF OBSERVED OVER A LONG PERIOD OF TIME GESTURES CULTURAL CONTEXT (Symbols and action vary)

11. KINESICS (Body Language 2) FACIAL EXPRESSION EYE MOVEMENT (Pupil Dilating, eye contact) VOICE TOUCH (Pats on the Back, Handshakes, Hugs and the issues of sexual harassment.)

12. HAPTICS TOUCHING –Professional –Social –Friendship –Intimacy –Sexual SEXUAL HARASSMENT –Reasonable Woman Standard

13. DRESS In Fashion not Making Fashion Avoid “Sexy” Look the part you want Avoid –Pastels, Bright Colors, Green, Purple, or Orange

14. PARALANGUAGE Pitch, Tone, Response Time (onset), Duration of message Nervous (High Pitch) Slow Response (Lying or Thoughtful)

15. 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

16. NONVERBAL LEAKAGE OF DECEPTION (LYING ) BASE LINE BEHAVIOR BEFORE JUDGING KINESICS –Hand to Face –Cover Mouth –Touch Nose –Lip Biting –Palms Up –Foot Tapping DRESS –Close and Open Coat –Play with Collar –Picking at lint on clothing PROXEMICS –Moving Away PARALANGUAGE –Slow response –Long Answers –Vocal Pitch