MGT 348 - Research PPT - Body Language (MAsh)_verbal

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Understanding Body Language: Sending and Receiving Non-Verbal Messages

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Understanding Body Language: Sending and Receiving Non-Verbal Messages :

Understanding Body Language : Sending and Receiving Non-Verbal Messages Mary-Ellen Ash MGT 348 - Gilead Cohort 8 November 30, 2016

Overview:

Overview Introduction to Body Language Importance of Body Language Types of Body Language Body Language in Business Negotiations Conclusion 2

Introduction to Body Language:

Introduction to Body Language What is Body Language (aka non-verbal communication)? It refers to the patterns of facial expressions and gestures that people use to express their feelings in communication. Sending and receiving non-verbal messages Takes place without words. It’s a big part of human culture . But how so? 3

Introduction to Body Language:

Introduction to Body Language When we converse with others we communicate by much more than words . People communicate through a variety of channels. Two Forms of Communication: Verbal = spoken (<30%) But communication is not just with words/language Non-Verbal = body language (>70-90%) It’s innate Non-verbal communication is massively important It is impossible for us to communicate non-verbally Language that doesn’t use words takes place all the time . 4

Importance of Body Language:

Importance of Body Language Extremely powerful tool which can improve our life in many ways . With patience, persistence, and practice we can use nonverbal behavioral patterns to: more easily detect truth and lies project a more confident, powerful presence persuade , influence, and sell better put people at ease create a sense of trust, make friends Being aware of both nonverbal and verbal messages will give you an important edge. 5

Types of Body Language:

Types of Body Language Six Major Categories to be Aware of during face-to-face Communications: Distance between people in the conversation Physical appearance and physical contact Eye contact Facial expression Gestures Posture 6

Types of Body Language:

Types of Body Language Six Major Categories to be Aware of during face-to-face Communications: Distance between people in the conversation Physical appearance and physical contact Eye contact Facial expression Gestures Posture 7

Types of Body Language:

Types of Body Language Distance between people in the conversation Different people have different ideas about the proper distance between people conversing. 8

Types of Body Language:

Types of Body Language Six Major Categories to be Aware of during face-to-face Communications: Distance between people in the conversation Physical appearance and physical contact Eye contact Facial expression Gestures Posture 9

Types of Body Language:

Types of Body Language Six Major Categories to be Aware of during face-to-face Communications: Distance between people in the conversation Physical appearance and physical contact Physical appearance conveys messages. Very important role in creating first impression. 10

Types of Body Language:

Types of Body Language Six Major Categories to be Aware of during face-to-face Communications: Distance between people in the conversation Physical appearance and physical contact Physical Appearance conveys messages. Very important role in creating first impression . Personal Dress: cliché , “Dress for success.” clothing has the most potent affect on credibility . Physical Contact norms vary based on cultures: In English-speaking countries, physical contact is generally avoided in conversation among ordinary friends or acquaintances . Merely touching someone may cause an unpleasant reaction. He/she usually utters an apology such as “Sorry, Oh, I’m sorry, Excuse me.” In China, a common complaint of western mothers is that Chinese often fondle their babies and very small children. 11

Types of Body Language:

Types of Body Language Six Major Categories to be Aware of during face-to-face Communications: Distance between people in the conversation Physical appearance and physical contact Eye contact Facial expression Gestures Posture 12

Types of Body Language:

Types of Body Language Six Major Categories to be Aware of during face-to-face Communications: Distance between people in the conversation Physical appearance and physical contact Eye contact Important aspect of body language. A person shows that he is listening by looking at the other person’s eyes or face The amount of eye contact varies greatly among cultures. The “rules” about eye-language are numerous and complex. t o look or not to look when to look how long to look who and who not to look at. 13

Types of Body Language:

Types of Body Language Six Major Categories to be Aware of during face-to-face Communications: Distance between people in the conversation Physical appearance and physical contact Eye contact Facial expression Gestures Posture 14

Types of Body Language:

Types of Body Language Six Major Categories to be Aware of during face-to-face Communications: Distance between people in the conversation Physical appearance and physical contact Eye contact Facial expression The face is probably the single most important source of non-verbal communication. Capable of conveying several emotions simultaneously . The type of non-verbal behavior that people are best able to control . Be aware that facial expressions also vary from culture to culture. 15

Types of Body Language:

Types of Body Language Six Major Categories to be Aware of during face-to-face Communications: Distance between people in the conversation Physical appearance and physical contact Eye contact Facial expression Gestures Posture 16

Types of Body Language - GESTURES:

Types of Body Language - GESTURES 17

Types of Body Language - GESTURES:

Types of Body Language - GESTURES Gestures: Gesture is the expressive movement of a part of the body, especially the hand and the head. Same gestures have different meanings in different cultures. As with verbal language, non-verbal codes are not universal . To understand a person’s meaning, pay attention to all the cues they are sending and the context in which the cues occur, not to just a single gesture. Use the non-verbal behavior that goes with that particular language. 18

Types of Body Language:

Types of Body Language Six Major Categories to be Aware of during face-to-face Communications: Distance between people in the conversation Physical appearance and physical contact Eye contact Facial expression Gestures Posture 19

Types of Body Language - POSTURE:

Types of Body Language - POSTURE Posture: The way people carry themselves communicates volumes . In general: A confident posture of standing erect, shoulders back, head held high display confidence, energy, and self-assurance, which gains more attention from the audience. A relaxed posture, a comfortable seating position, uncrossed arms, and lack of stiffness indicate openness with no communication obstacles. Avoid abrupt movements, shifting seating positions, crossed arms or legs may signal defiance, disinterest or an unwillingness to listen. 20

Body Language in Business Negotiations:

Body Language in Business Negotiations In business negotiations, body language plays a significant role in the communication. Your gestures and other nonverbal actions matter too. An old saying goes: “actions speak louder than words.” 21

Body Language in Business Negotiations:

Body Language in Business Negotiations Good negotiators must first be Good Communicators . Savvy negotiators have learned how to read body language; use the resulting insights to their advantage. Pay attention! avoid missing valuable opportunities to read their counterparts’ nonverbal messages Look for vital non-verbal cues. Don’t get too wrapped up in what’s being said or in the documents being presented 22

Body Language in Business Negotiations:

Body Language in Business Negotiations Good negotiators must first be Good Communicators . To have a successful negotiation, successful negotiators have mastered both verbal and non-verbal language skills Verbal – art of negotiation and bargaining. But that is not enough . Non-verbal – a lot of the time these are involuntarily. 23

Body Language and its affect in Business Negotiations:

Body Language and its affect in Business Negotiations Good negotiators know how to use body language to their advantage . Learn how to read and pay attention to other people’s body language Perhaps gain the upper hand . Negotiators do well to: Establish that person’s normal — or baseline behavior : Observe people when they are not stressed or pressured. It only takes a few minutes. The best time to do this is before the negotiation starts — for instance while having coffee and making “small talk.” Ask a few simple questions to which you know the answers Watch how your counterpart behaves when relaxed and candid. 24

Body Language and its affect in Business Negotiations:

Body Language and its affect in Business Negotiations Good negotiators know how to use body language to their advantage . Learn how to read and pay attention to other people’s body language Perhaps gain the upper hand . Negotiators do well to: Establish that person’s normal — or baseline behavior: Pay Attention to things like: How much eye contact are you given? Notice if eyes go to one (preferred) side when constructing truthful answers. How much smiling are you being shown? Which gestures are you seeing most frequently? What sort of posture is being displayed when your counterpart is comfortable? 25

Body Language and its affect in Business Negotiations:

Body Language and its affect in Business Negotiations Good negotiators know how to use body language to their advantage . Learn how to read and pay attention to other people’s body language Perhaps gain the upper hand . Negotiators do well to: Establish that person’s normal — or baseline behavior Evaluate other person’s engagement , disengagement, and stress most important signals to monitor in the other person’s body language. Engagement behaviors (eye contact, head nods, smiles, forward leans, etc.) may indicate interest, receptivity, or agreement. Disengagement behaviors (looking away, leaning back, narrowed eyes, frowns, etc.) may indicate that a person is bored, angry, or defensive. Stress signals (higher vocal tone, face-touching, tightly crossed ankles, etc.) most often accompany bluffing or discomfort with how the negotiation is proceeding. 26

Body Language and its affect in Business Negotiations:

Body Language and its affect in Business Negotiations Good negotiators know how to use body language to their advantage . Learn how to read and pay attention to other people’s body language Perhaps gain the upper hand . Negotiators do well to: Establish that person’s normal — or baseline behavior Evaluate other person’s engagement , disengagement, and stress Observe “gesture cluster” of non-verbal cues A group of movements, postures and actions that reinforce a common point. When words appear in sentences or gestures in clusters, their meaning becomes clearer . Is a gesture significant or not? 27

Conclusions::

Conclusions: Body language absolutely plays a significant role in communications and in business negotiations. It is an asset to master the art of using and reading body language . Continue trying to spot the body language, listen to what is being said and deciding what your next action takes practice and patience. Good Luck! 28

Conclusions::

Conclusions: Body language absolutely plays a significant role in communications and in business negotiations. It is an asset to master the art of using and reading body language . Continue trying to spot the body language, listen to what is being said and deciding what your next action takes practice and patience. Good Luck! 29

References::

References: Goman , C. (2012, September 4). How Savvy Negotiators Read Your Body Language. Retrieved from http://www.forbes.com/sites/carolkinseygoman/2012/09/04/how-savvy-negotiators-read-your-body-language/2/#6d69aa0918bc Lewicki , R. J., Barry, B., & Saunders, D. M. (2011). Essentials of negotiation. New York: McGraw-Hill/Irwin. Zhou, H. (2009). Body language in Business Negotiation. IJBM, 3(2). doi:10.5539/ijbm.v3n2p90 30

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