7.2 Nonverbal Communication and Body Language

Nonverbal communication is a crucial aspect of negotiations. It involves interpreting facial expressions, gestures, and body language to understand emotions and intentions. Mastering these cues can give you an edge in reading others and managing your own signals.

Cultural differences play a big role in nonverbal communication. What's appropriate in one culture may be offensive in another. Being aware of these differences and adapting your style accordingly is key to successful cross-cultural negotiations.

Nonverbal Communication Fundamentals

Interpretation of nonverbal cues

Top images from around the web for Interpretation of nonverbal cues

• 

  Stages of Negotiation | Organizational Behavior and Human Relations View original

  Is this image relevant?

• 

  Unit 43: Non-verbal Communication – Communication Skills View original

  Is this image relevant?

• 

  Introduction: Nonverbal Communication – CaseWORK View original

  Is this image relevant?

• 

  Stages of Negotiation | Organizational Behavior and Human Relations View original

  Is this image relevant?

• 

  Unit 43: Non-verbal Communication – Communication Skills View original

  Is this image relevant?

1 of 3

Top images from around the web for Interpretation of nonverbal cues

• 

  Stages of Negotiation | Organizational Behavior and Human Relations View original

  Is this image relevant?

• 

  Unit 43: Non-verbal Communication – Communication Skills View original

  Is this image relevant?

• 

  Introduction: Nonverbal Communication – CaseWORK View original

  Is this image relevant?

• 

  Stages of Negotiation | Organizational Behavior and Human Relations View original

  Is this image relevant?

• 

  Unit 43: Non-verbal Communication – Communication Skills View original

  Is this image relevant?

1 of 3

• Facial expressions provide insight into emotions and reactions
  • Micro-expressions are brief, involuntary expressions that reveal true emotions (surprise, disgust)
  • Genuine smiles involve the eyes and create crow's feet, while fake smiles only use the mouth
• Gestures reinforce verbal messages and indicate emotional states
  • Illustrators accompany and emphasize verbal messages (pointing, counting on fingers)
  • Adaptors are self-touching gestures that signal stress, anxiety, or discomfort (fidgeting, touching face)
  • Regulators control the flow of conversation (nodding, hand movements to indicate turn-taking)
• Body language communicates receptiveness, defensiveness, and rapport
  • Open postures suggest receptiveness and engagement (uncrossed arms, leaning forward)
  • Closed postures indicate defensiveness or disengagement (crossed arms, leaning away)
  • Mirroring, or unconsciously mimicking the other person's posture and gestures, signifies rapport and agreement

Appropriate physical communication

• Eye contact demonstrates engagement and attentiveness
  • Maintaining eye contact for 50-60% of the conversation is appropriate
  • Gaze aversion, or frequently breaking eye contact, may indicate discomfort, deception, or lack of confidence
• Posture conveys confidence and interest
  • Upright and relaxed posture communicates confidence and professionalism
  • Leaning in slightly shows interest and engagement in the conversation
• Physical distance, or proxemics, varies based on the relationship and context
  • Intimate distance $0-18 inches$ is reserved for close relationships
  • Personal distance $18 inches-4 feet$ is suitable for most conversations with friends and colleagues
  • Social distance $4-12 feet$ is appropriate for formal interactions and public speaking
  • Public distance $12+ feet$ is used in public spaces and large gatherings

Nonverbal Communication in Context

Cultural adaptation in nonverbal communication

• High-context cultures rely more on nonverbal cues and indirect communication (Japan, Arab countries)
• Low-context cultures prioritize explicit verbal messages and direct communication (United States, Germany)
• Cultural differences exist in nonverbal communication norms
  • Eye contact: prolonged eye contact may be seen as aggressive or disrespectful in some cultures
  • Touch: the acceptability of physical touch varies across cultures (handshakes, cheek kissing)
  • Personal space: the comfortable distance between individuals differs based on cultural norms
• Adapting to cultural norms involves research, observation, and flexibility
  • Research and understand the nonverbal communication norms of the target culture
  • Observe and mirror the nonverbal behavior of counterparts when appropriate
  • Remain flexible and open to adjusting your nonverbal communication style

Management of personal nonverbal signals

• Confidence is projected through posture, gestures, and voice
  • Maintain good posture, with shoulders back and head held high
  • Use purposeful gestures to emphasize key points
  • Speak with a clear, steady voice and maintain appropriate eye contact
• Empathy is conveyed through active listening cues and mirroring
  • Use active listening cues, such as nodding and maintaining eye contact
  • Mirror the other person's posture and facial expressions to build rapport
  • Use open body language and facial expressions that convey understanding and concern (raised eyebrows, tilted head)
• Professionalism is demonstrated through appearance, personal space, and avoiding distracting behaviors
  • Dress appropriately for the context and maintain good grooming
  • Manage personal space and physical boundaries
  • Avoid distracting or inappropriate nonverbal behaviors (fidgeting, checking phone)