Kinesics: The study of body movement, gesture, & posture.Great example is Winston Churchill: Prime Minister Great Britain during WWII.Unlike France…who rolled over to Hitler like well trained dog…Great Britain…equally as small…equally unprepared for war…fought hard & effectively against Germans...Face & Eyes…Because facial expressions are so complex & convey meaning so subtly…VoiceTouch-Still other studies shown that touching indicates dominance & power…Further more…female touching highly persuasive w/ both women & men…Physical AttractivenessDistanceIf person w/ reward value violates our space expectation by coming closer to us than we expected…TimeNonverbal Communication: TypesPosture & GestureKinesics: The study of body movement, gesture, & posture.-Most of time…postural & gesture related behaviors have obvious meaning.Ex. Slumping Over = Tired or Depressed.Ex. Throwing Hands in Air = Exasperation.Ex. Drumming Fingers Together (i.e., Simpson’s Mr. Burns) = Plotting, Scheming, or Coldly Calculating.-But sometimes meaning behind postural & gesture cues less obvious. Ex. We’ve talked about “Speech Convergence,” which occurs when communicators adapt their speech style to other persons speech style.By changing our vocabulary, … we can show solidarity, similarity, & respect for other person.-But shouldn’t limit our mirroring behavior to language……we should also mirror others’ gestures & postures, speech rate, number of/placement pauses …Research shown that communicators who mirror nonverbal behavior of others……perceived as more empathetic, attractive, and personable than people who do not converge their nonverbal behavioral style to speakers.Ex. Counselors & Therapists who converge their gestures & postures to patients’ nonverbal behavior style… Perceived by patients more empathetic & understanding than Counselors & Therapists who do not converge nonverbal behavior to patients.Ex. Romantic couples who report relational satisfaction also mirror partner’sgestures & postures more than couples not satisfied w/ relationship.-But humans’ tendency converge our nonverbal behavior others around not always good thing. Remember...Non Verbal behavior reveals our emotional states more than ourverbal behavior.…especially important for people leadership positions to remember.True leaders act confident & secure whether they are or not.That’s key: You can fake it.Just takes practice, awareness, & knowledge.Great example is Winston Churchill: Prime Minister Great Britain during WWII. Unlike France…who rolled over to Hitler like well trained dog…Great Britain…equally as small…equally unprepared for war…fought hard & effectively against Germans... …major factor in war going our way…not Germany’s.Major reason for British public support for war was Churchill’s seemingly unwavering determination…….His public pronouncements that Britain would not fall…-Historians credit his speeches w/ maintaining Britain’s fighting spirit.Lines like “If the British Empire & its Commonwealth last for a thousand years, men will still say, ‘This was their finest hour.’”-But Churchill’s Memoirs & Historical investigation into private life reveal that in private…he thought there was little chance of beating Hitler…-In private…very pessimistic…terrible alcoholic.Point: Many times what separates “great leaders” from rest of us is ability control nonverbal behavior no matter what emotions they’re feeling.In case of Churchill…his ability to act tough & controlled helped save Europe from Nazi Control.**But regulating our gestures & postures very important everyday situation as well.Ex. Women should know that rapists often decide which women to attack based on nonverbal behavior.Women who’re rape victims tend to: (a) Walk Slowly(b) Appear Hesitant(c) Avoid eye contact w/ others(d) Move arms & legs in short, jerky motions.So its important for variety of reasons –some very important, others not so important- to regulate our posture & gestures. Face & EyesWe are capable of producing over 250,000 facial expressions.…Because facial expressions are so complex & convey meaning so subtly……Communicologists have avoided studying effects of facial expression on Human Interaction more than any other aspect nonverbal behavior. But there have been some interesting studies on facial expression.Ex. Studies have shown that by smiling & nodding… waitresses earn larger tips… …Therapists are judged more competent & friendly……Students accused cheating treated w/more leniency… …Teachers inspire students pay more attention score better on tests.-However…frequent smiling & nodding not always good thing. Ex. Former President Jimmy Carter…smiled too much.When Carter talked about serious issues w/ media, congress, or foreign diplomats…He wasn’t taken seriously… & appeared not take serious issues seriously. Also…when you’re dominant individual in conversation- Supervisor, Parent- too much smiling & nodding reduces your persuasiveness.In other words…when you’re at top hierarchy…little friendliness good, but don’t overdo it or you might lose control.See this all time w/ parents who try to be child’s friend instead of child’s parent or coach.**As far as Eye Contact concerned…research nearly unanimously supports notion that eye contact increases communicator persuasiveness. Remember that people (at least individualistic cultures) associate eye contactw/honesty…Obviously honest people more persuasive than dishonest people.Eye contact also gives speaker air confidence & assuredness, which helps gain compliance & change other people’s attitudes.**However…power of eye contact depends on nature of request.There are two types requests…legitimate & illegitimate. Requests that fulfill need are considered “legitimate.”Ex. If you had requested 35 cents call home because you locked keys in your car…Or asked for dollar for bus fair…stranger consider request legitimate. …If you asked stranger for couple dollars for candy bar, beer, or coffee…they probably would consider request illegitimate. *Legitimate request? Eye contact good (confidence, trust)…No eye contact bad…(raises suspicion, distrust)*Illegitimate request?Eye contact bad (brazenness, gall, arrogance…)…No eye contact good (humbleness, vulnerability = sympathy).VoiceParalanguage can be
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