1.KOPPACT K-KINESICS Kinesic communication is communicating by body movement and is perhaps the most wellknown non-verbal form of communication, although it is not the only way to talk with others without words. Body posture The way that the body is held can communicate many different messages. An open body that takes up a lot of space can indicate comfort and domination, whilst a closedin body that makes itself small can signal inferiority. Copying of the other person's body shows agreement, trust and liking. Gestures Gesture is communicating through the movement of body and arms. Ekman and Friesen (1969) identified five types of gesture: • • • • • Emblems: Direct replacements for words. Illustrators: Shaping what is being said. Affect displays: shows of emotion. Regulators: for controlling the flow of conversation. Adaptors: Self-oriented tension relievers and other forms. Facial signals When we communicate with others, we look mostly at their face. This is not a coincidence as many signals are sent with the 90-odd muscles in the face. The way the head tilts also changes the message. The eyes are particularly important, and when communicating we first seek to make eye contact. We then break and re-establish contact many times during the discussion. Eyebrows and forehead also add significant signals, from surprise to fear to anger. The mouth, when not talking can be pursed, downturned or turned up in a smile. O-OCCULESICS This non-verbal communication is how the eyes and eye movement speak in addition to the facial expressions. This is more than just eye gaze. Occulesics includes the movement of pupils as well as orbital movement of the eye ball, blink rate and eyelid movement. The way we look, stare, blink and the pupil reactions can be nonverbal forms of communication. pitch. flat. Certainly a booming. With something we dislike. More men are born with low-baritone or bass-pitched voices. harsh. We would expect inflection. or shrill? All of these represent different combinations of rate. These may be a bit subtler other forms of nonverbal behaviors in communicating our intent. feminine. thin. Inflection: Inflection refers to variations in pitch. "I really want you to do it now!" The intensity can be a direct indicator of the speaker's passion and commitment or lack of it! Silence: Silence can speak Volumes. Rapid rates of speech (and quickly coming up with a retort) have been correlated with composure and selfassurance. signal respect and reverence. Pitch: Is the voice high or low in pitch? A high-pitched voice can sound squeaky and childlike. Vocal cues include: Rate: How many words per minute? In the United States. if we dislike something our pupil's contract. or the invasion of one's personal space. yelling voice is not subtle. convey feelings. When we take interest in something. our blinking rate decreases and our eyes begin to dilate. nasal. provide greater opportunity for increasing awareness of the self and others. They rarely use the highest level of pitch that women use. throaty. or tremulous. people from the north-east speak with more rapidity than do Southerners and generally men speak faster than women. Is the voice small. How song-like does one sound? Imagine a storyteller reading a book to children. grating. Intensity: How emphatic are the statements? For example. We associate lower pitches with greater credibility. or fronted (aloof). assertiveness. However. the pupils will contract. P-PARALINGUISTICS Paralinguistic communication is the study of voice and how words are said. It can provide thinking time. When we open our mouths we reveal all kinds of things about ourselves that have nothing at all to do with the words we are uttering and manipulating the nonverbal elements of our message can completely change its meaning.Interest in a person or thing will result in decrease in blinking rate and dilation of pupils. Paralinguistic cues refer to everything having to do with speech for the words we actually utter. and boldness are reflected in louder speech. hurt another person. accent or . big gestures. Quality: Quality generally refers to those vocal characteristics that allow you to differentiate one voice from another. create personal distance. isolate oneself. prevent communication. and volume. a firm that conveys conviction is more nuanced than a pointing finger. Volume: How loud or soft is the voice? Researchers have found that confidence. tense. The Amish call this "shunning. standing in a line to get into see a movie may not be as uncomfortable as someone walking up behind you in an otherwise open space. say nothing. However.emphasize certain messages. On the other hand. 18 inches-4 feet: Personal distance. For example. found that North Americans have four distinct ranges where face to face interactions have related levels of comfort. P-PROXEMICS Vertical distance and proxemics. Later studies found that these are circles around us. We always say do you needed your space speaking of your personal space? The distance or space we feel we need is influenced by social norms. are some of the types of nonverbal communication. an anthropologist." Pausing is a form of silence that can be motivated by anxiety. allow the speaker to explore his or her own thoughts and feelings. the amount of personal space needed when having a casual conversation with another person usually varies between 18 inches to four feet. or create interpersonal distance. The comfort zones vary from culture to culture. The original work was in 1959 and there have been numerous changes as various cultures have melded. what is your comfort zone around your body? Edward Hall. 4 feet—12 feet: Social distance. personality characteristics of those around us as well as ourselves. the personal distance needed when speaking to a crowd of people is around 10 to 12 feet. situational factors. It also impacts the rhythm and cadence or flow of the speech. Put another way. A-ARTIFACTS . Likewise the distance behind us that we feel uncomfortable if someone enters varies by who and when. and level of familiarity. A stranger may make you feel uncomfortable. The four distances of the 1959 Research: 0-18 inches: Intimate distance. 12 feet—line of sight: Public distance. from the word proximity. You may feel totally comfortable if your wife is right behind you. Artifacts have symbolic significance of personal identities. they may just look like a bunch of symbols and have no meaning at all. structure our time and react to time is a powerful communication tool. and vital in conveying physical intimacy. most Europeans will schedule a meeting for a specific time. The way different cultures perceive time can influence communication as well. daily agendas. Another example is eqyptian heiroglyphics. a soldier would have to change the way he is communicating with that person. time perception plays a large role in the nonverbal communication process.m. in most companies the boss can interrupt progress to hold an impromptu meeting in the middle of the work day. Cultures are usually put into two time system categories: monochronic and polychronic. Time can also be used as an indicator of status. T-TACTILICS/HAPTICS Haptic communication is the means by which people and other animals communicate via touching. Another artifact that symbolizes different things to different people within the United States is military symbols on uniforms.. speed of speech. movements and how long people are willing to listen. Babies who can perceive . hatred and other feelings which affect how these two cultures would communicate with each other. the American flag only symbolizes America to other countries. Like the other forms of nonverbal communication. Different artifacts can have a number of different meanings to different cultures. however. These heiroglyphics mean several things to Egyptians. Time perceptions include punctuality. On the other hand. It can be both sexual (kissing is one such example that is sometimes sexual) andplatonic (such as hugging or tickling). C-CHRONEMICS Chronemics is the study of the use of time in nonverbal communication. as well as providing information about surfaces and textures it is a component of nonverbal communication in interpersonal relationships. There are several different artifacts that may have great spiritual value to some cultures. if any. The use of time can affect lifestyles. Across cultures. territories and personal environments. if he were talking to a fellow soldier who has few. and expect all involved parties to be punctual. The way we perceive time. willingness to wait. they may set a time to meet "sometime in the afternoon" and on many occasions the schedule is broken. symbols. if he were talking to a general or someone of higher rank who has more symbols. he would have to choose his words and actions carefully. yet the average worker would have to make an appointment to see the boss. Human babies have been observed to have enormous difficulty surviving if they do not possess a sense of touch. For example. changed or deadline unmet. Touch is the earliest sense to develop in the fetus. Touch is an extremely important sense for humans. while in others are a symbol of anger. Depending on the symbol. but to foreigners. For example. For example. he would have little concern. For example. such as 2:15 p. and interactions. even if they retain sight and hearing. and helps set the stage for the communication process. artifacts and their significance differ from culture to culture. The development of an infant's haptic senses and how it relates to the development of the other senses such as vision has been the target of much research. but in America it can symbolize freedom and prosperity. In many cultures in Africa and Latin America. Harry Harlow conducted a controversial study involving rhesus monkeys and observed that monkeys reared with a "terry cloth mother". . It usually does not include anger. In the Thai culture. pushing. The word touch has many other metaphorical uses.(Harlow. To 'touch oneself' is a euphemism for masturbation. American children were said to be more aggressive than their French counterparts while playing at a playground. Touch can be thought of as a basic sense in that most life forms have a response to being touched. Touch Research Institutes. Socially acceptable levels of touching varies from one culture to another. It was noted that French women touched their children more often than the American parents. tend to fare much better. Remland and Jones (1995) studied groups of people communicating and found that in England (8%). In chimpanzees the sense of touch is highly developed. As newborns they see and hear poorly but cling strongly to their mothers. touching someone's head may be thought rude. Stoeltje (2003) wrote about how Americans are ‘losing touch’ with this important communication skill. pinching. Striking. pulling. a wire feeding apparatus wrapped in softer terry cloth which provided a level of tactile stimulation and comfort.through touch. while only a subset have sight and hearing. referring to an action or object that evokes an emotional response. kicking.1958) Touching is treated differently from one country to another. During a study conduced by University of Miami School of Medicine. were considerably more emotionally stable as adults than those with a mere wire mother.5%) sample. even without sight and hearing. disgust or other forms of emotional rejection unless used in a sarcastic manner. To say "I was touched by your letter" implies the reader felt a strong emotion when reading it. France (5%) and the Netherlands (4%) touching was rare compared to their Italian (14%) and Greek (12. One can be emotionally touched. In a sentence like "I never touched him/her" or "Don't you dare to touch him/her" the term touch may be meant as euphemism for either physical abuse or sexual touching. strangling and hand-to-hand fighting are forms of touch in the context of physical abuse. Reserved for deep personal relationships. PROXEMICS What is proxemics? The study of the communicative aspects of personal space and territory is called proxemics. family. or associates. This is distance is used for having personal conversations with friends. He also noted that comfort zones varied drastically between cultures. and that these distances were surprisingly universal to most Americans.attacks. As cooperation is a key factor in Street Negotiation. Knowing the dynamics of personal space will also prevent you from unknowingly violating your counterpart’s personal space and causing unnecessary tension. This distance is used for sexual contact or comforting someone. Americans are: • 0-18 inches: Intimate distance. Our comfort zone varies depending on who we are talking to and the situation that we are in. anthropologist Edward Hall discovered that humans are distinctly aware of their perception of space and territory and he conducted numerous studies and experiments in which he concluded that Americans had four distinct comfort distances. . Vision is impaired at this level and the main senses used are smell and touch. Your goal in a negotiation is to gain their cooperation and by knowing how personal space is internally regulated. The four distances of personal territory for U. Reserved for personal conversation. you can foster better communication and cooperative behavior from your counterpart. Why is proxemics important for a negotiation? Proxemics gives a lot of nonverbal information to the other person regarding the level of trust and intimacy that the person has for them. The amount of space that we use while interacting with others can play a significant factor in the type of interaction we have with that person. Everyone is surrounded by an invisible zone of psychological comfort that follows us everywhere we travel. • 18 inches-4 feet: Personal distance. What is our comfort zone? In 1959. you must be able to read their level of comfort with you by the amount of distance that they are comfortable dealing with you at. each with their own specific ranges of comfort.S.2. This protective bubble acts as a buffer zone against unwanted touching. You’ll want to pay attention to this behavior because it is a sure indication that you have intruded upon their comfort zone. . In the workplace. Violating personal space is threatening The territorial space that people claim as distinctly belonging to them is their personal space (4 feet). Reserved for formal interactions such as business meetings or interviews. Confident people and people of higher status are comfortable going straight to the center of the attention while lower status or non-confident people tend to hover near the exits or the back of the room. This is much the same way as if a stranger walked into the backyard of your home without your permission. the “important” top-dog might have their own corner office apart from the rest of the workers who might be scrunched together in cubicles. • 12 feet—line of sight: Public distance. Proximity separates the strong from the weak Our social use for space can tell us a lot about the status. When someone who has not yet gained our trust enters our personal space.• 4 feet—12 feet: Social distance. University studieshave shown that the students who sit front and center of the classroom received the highest grades in the class. Reserved for such things as public speaking and lectures. and power of the people around us. while those who sat in the back and at the corner’s of the room received the worst grades. confidence. Police officers are sometimes trained in the technique of deliberately invading the personal space of their suspect during an interview to make the suspect feel uncomfortable and intimidating him into giving up information. The people who possess the most power and authority command a greater amount of personal space that they can call their own. When a violation of space occurs. Just look at your own work place and examine who has the biggest office and who commands the most space while walking around. Note: These distances apply only to those interactions where the participants’ orientation is faceto-face with each other and are aware of each other’s presence. They will often distance themselves from other people around them. it causes the other person to become uncomfortable and instinctively they will move themselves away from the person to regain the correct level of personal territory. Entering someone’s personal distance without first establishing some level of trust can cause conflict and defensiveness to occur. we tend to feel uncomfortable or even threatened because the intruder has trespassed onto our own space. One person takes one side of the corner and the other person takes the other side. we enhance cooperative behavior from them by conveying that we are not competing against them. If you are trying to facilitate cooperation. By sitting to their side. Sitting directly across from someone. that is set between you and the other person is an unconscious equivalent of shielding our body from attack and provides us with a level of emotional comfort from something that we do not like. A table. then the perceived threat of their anger is dramatically increased if compared with the same person being angry with you from across the room. then the best place for you to sit is by their side (i. defensiveness. drinking glass etc.The goal is to approach as close as you can to the other person without making them feel uncomfortable. pillows. desk. or research material that needs organizing. A person who creates barriers between themselves and the other person is usually expressing deception. then the impact of that eye contact is much less meaningful than if they were inches from each other. For example. The benefits of this position are that: (1) It allows for both parties to enter into each other’s personal space. The best seating position at a table for a cooperative exchange of information is at the corner of the table. creating a stronger bond than if they remained distant from each other. tends to foster a competing-type attitude. Are they using barriers? Any inanimate object that is placed between you and the person you are talking with is an indication of defensiveness. Using proxemics for emotional emphasis Proxemics can be used in combination with other behaviors to add emphasis to the message. • Sit at 90° for good conversation. or ulterior motives. This will facilitate better rapport between both parties. If a couple are in love and they are maintaining eye contact with each other from across a room. (2) It breaks up the stuffy formalness of the situation by moving you closer to . to their right or left). • Opposite sides fosters competition. Where should I sit? • Side-by-side fosters cooperation. if a person is angry with you and they invade your intimate space. such as a report on the table.e. such as an employer sitting direct across from a prospective applicant with a table in between them. It also points both of you towards the direction of the problem that exists. but it is not as much of a barrier as if you sat opposite one another. . The corner of the table adds a bit of psychological security for both parties by having a bit of a barrier between them. • Gender differences.them. the study showed that men did not like strangers sitting across from them and women did not like having strangers sitting next to them. Additionally. A study done by Byrne and Fisher (1975) showed that American men generally chose to sit across from people who they considered their friends and American women chose to sit adjacent to the people that they considered to be their friends.