BODY LANGUAGEBODY LANGUAGE

Kinesics is the scientific study of body movements involved in communication, especially as they accompany speech.

This includes gestures, facial expressions, eye behaviour and posture. Commonly called Body Language or Non verbal behaviour. Kinesics was developed by American anthropologists Ray L. Birdwhistell.

BODY LANGUAGEBODY LANGUAGE

Dr Birdwhistell who has initiated most of the basic work in developing a rotational system for the new science of Kinesics warns that, “No body, position or movement in and of itself, has a precise meaning.”

• Body language and spoken language are dependent on each other.

• Body movement may mean nothing at all in one context and yet be extremely significant in another context.

Dr Birdwhistell says that, “Movements if they are significant they are learned. We pick them as a part of our society.”

The most important thing to realize about body language, according to Dr Birdwhistell is that, “No single motion ever stands alone. It is always part of a pattern.”

How you sit, how you walk, how your eyes move across How you sit, how you walk, how your eyes move across the room-all your movements broadcast messages to the room-all your movements broadcast messages to the world, instructing others to treat you a certain way.the world, instructing others to treat you a certain way.

Take control of your own signals and start reading the Take control of your own signals and start reading the signals of others correctly.signals of others correctly.

Body language can help you recognize a dangerous Body language can help you recognize a dangerous situation and help you get out of one.situation and help you get out of one.

Albert Mehrabian found that the total impact of the Albert Mehrabian found that the total impact of the message is message is

7% verbal(words only)7% verbal(words only) 38% vocal(tone of voice, inflections, and other sounds)38% vocal(tone of voice, inflections, and other sounds) 55% non-verbal55% non-verbal Other scholars have given similar estimates.Other scholars have given similar estimates.

BODY LANGUAGEBODY LANGUAGE

Verbal channel is used primarily for conveying information.Verbal channel is used primarily for conveying information. Non-verbal channel is used for negotiating interpersonal Non-verbal channel is used for negotiating interpersonal

attitude and in some cases is used as a substitute for verbal attitude and in some cases is used as a substitute for verbal message.message.

Regardless of culture, words,movements occur together with Regardless of culture, words,movements occur together with such predictability that Birdwhistell says a well trained such predictability that Birdwhistell says a well trained person should be able o tell what movement a man is person should be able o tell what movement a man is making by listening to his voice.making by listening to his voice.

Humans are still biologically animals. We are dominated by Humans are still biologically animals. We are dominated by biological rules that control our actions, reactions, body biological rules that control our actions, reactions, body language and gestures- clever and advanced brain.language and gestures- clever and advanced brain.

Perceptive or Intuitive- from technical point of view, it is the Perceptive or Intuitive- from technical point of view, it is the ability to read another person’s non-verbal cues and to ability to read another person’s non-verbal cues and to compare these with verbal signals.compare these with verbal signals.

Genetic or acquired- some gestures can be traced back to Genetic or acquired- some gestures can be traced back to our primitive animal past- baring the teeth.our primitive animal past- baring the teeth.

The wink alone is called a kine, the smallest measurement in body language.

Kinesically mature-the difference between maturity and immaturity is often telegraphed by body language. Too much body movement without real meaning is immature. A mature person moves when he has to, and moves purposefully.

Dr. B divided the body into 8 sections- Head ,Face, Trunk and Shoulders, Arm and

Wrist area, Hands and Fingers ,Hip, Leg and Ankle area, Foot and Neck.

FACIAL ACTION CODING SYSTEMFACIAL ACTION CODING SYSTEM

Psychologists-PAUL EKMAN and TOMKIN- agreed that there Psychologists-PAUL EKMAN and TOMKIN- agreed that there was a common set of rules that governed the facial expressions was a common set of rules that governed the facial expressions human beings made.We can pick up fleeting micro expressions human beings made.We can pick up fleeting micro expressions on our faces that signal what our authentic feelings really are on our faces that signal what our authentic feelings really are Ekman and Wallace Friesen , created a taxonomy of facial Ekman and Wallace Friesen , created a taxonomy of facial expressions.expressions.

Human face can make 43 distinct muscular movement.Human face can make 43 distinct muscular movement. There are 300 combinations of two muscles, if you add in a third There are 300 combinations of two muscles, if you add in a third

you get over 3000. We took it up to five muscles, which is over you get over 3000. We took it up to five muscles, which is over 10,000 visible facial configurations.10,000 visible facial configurations.

Ekman said “ Most of the 10,000 facial expressions do not mean Ekman said “ Most of the 10,000 facial expressions do not mean anything. They are the kinds of nonsense faces children make”.anything. They are the kinds of nonsense faces children make”.

However Ekman & Friesen identified about 3000 expressions However Ekman & Friesen identified about 3000 expressions that comprise the essential repertoire of human facial displays that comprise the essential repertoire of human facial displays of emotions.of emotions.

FROM THE INSIDE OUTFROM THE INSIDE OUT Expression alone is Expression alone is sufficicient to create marked changes in the sufficicient to create marked changes in the autonomic nervous system.-fear, anger,anguish autonomic nervous system.-fear, anger,anguish heartbeat would go up,hands get hot etc.heartbeat would go up,hands get hot etc.

The process also works in the opposite direction as The process also works in the opposite direction as well.Emotions can also start on the face.well.Emotions can also start on the face.

The face is not a secondary billboard for our The face is not a secondary billboard for our feelings.it is a partner in the emotional process.feelings.it is a partner in the emotional process.

FLASHES OF TRUTHFLASHES OF TRUTH Many facial expressions can Many facial expressions can be made voluntarily but often some part of another be made voluntarily but often some part of another emotion that we are trying to suppress leaks out.emotion that we are trying to suppress leaks out.

Facial expressions can be reformed and corrected.Facial expressions can be reformed and corrected.

APPEARANCEAPPEARANCE

The final area of kinesics is appearance. Appearance includes clothes, hair, jewelry, cosmetics and

such. It accents our body movements and how we are perceived.

Appearance tells others how we want to be seen. How we practice the “rules” of the game in an organization.

If you changed your appearance drastically- from formal to informal, for example- how would others respond?

When do you give your appearance special attention? These occasions tell you about the importance of appearance.

Most people indicate they are not influenced by another’s physical appearance,but apparently they are.

Expect your appearance to a part of the messages you communicate,and should plan your appearance so that it will effectively communicate to others.

BODY SHAPE AND POSTUREBODY SHAPE AND POSTURE

Body shape and posture are a part of Kinesics. Body shape and posture affect how we think about ourselves, how we relate to others, and how others relate to us even though body shape is mostly hereditary and largely uncontrollable.

When we encounter an unfamiliar situation, we become more aware of body shape and posture-interview or a formal speech.

Posture is part of any relationship, regardless of your degree of awareness. Whether you lean forward/backward ,stand or sit erectly,or slouch ,you tell another person something.

The others mental filter gives meaning to your posture.

Behaviorists have studied the shapes of our bodies and have identified three types. The ectomorph is thin, youthful, and tall; the mesomorph is strong, athletic, muscular and bony; the endomorph is fat, round, and soft.

Indeed our physical structures communicate something about us. Perhaps these body types lead to false stereotypes, but the point remains that our physical structures do communicate.

You are seen before you are heard.You are seen before you are heard. Movements if they are significant are learned. Movements if they are significant are learned.

We pride them as a part of society.We pride them as a part of society. Strong and weak body language – examine the Strong and weak body language – examine the

slides:slides:

BODY LANGUAGEBODY LANGUAGE

THE BODY THE BODY LANGUAGE LANGUAGE

OF POWEROF POWER

THE BODY THE BODY LANGUAGE OF LANGUAGE OF

WEAKNESSWEAKNESS

GESTURE CLUSTERSGESTURE CLUSTERS

Body language consists of word, sentences and punctuation.Body language consists of word, sentences and punctuation.

Each gesture is like a single word e.g. Scratching, lying, fleas, Each gesture is like a single word e.g. Scratching, lying, fleas, dandruff, sweating, uncertainty or forgetfulness.dandruff, sweating, uncertainty or forgetfulness.

Critical – seen by the fact that the legs are tightly cross and arms Critical – seen by the fact that the legs are tightly cross and arms crosses the body (defensive) head and chin are down (hostility) crosses the body (defensive) head and chin are down (hostility) sentenced - i don’t like what you are saying and i disagree with sentenced - i don’t like what you are saying and i disagree with you.you.

Status power or prestige is also directly related to the number of Status power or prestige is also directly related to the number of gestures or body movements he uses.gestures or body movements he uses.

As a general rule the higher the person on the socio-economic As a general rule the higher the person on the socio-economic scale, the less gesticulation and body movement he uses.scale, the less gesticulation and body movement he uses.

Gestures are the physical movements of arms, legs, hands, torso and head.

Common gestures- U.K.,USA- OK Brazil – insult Japan – money France – zero

Speaking and gesturing are linked, we coordinate the two-both are learned.

SHOULDER SHRUG

COMMON CRITICAL EVALUATION CLUSTER

WAY A CHILD TELLS A LIE

ADULT TELLING A LIE

SMOKE DOWN : Negative, secretive, suspicious

SMOKE UP : Confident, superior, positive

TERRITORIES AND ZONESTERRITORIES AND ZONES

Dr. EDWARD T.HALL STUDIED MAN’S PERSONAL SPACE , Dr. EDWARD T.HALL STUDIED MAN’S PERSONAL SPACE , HE COINED THE WORD HE COINED THE WORD PROXEMICS PROXEMICS – –

SENSE OF TERRITORY IS INBORN IN ANIMALS. HUMANS SENSE OF TERRITORY IS INBORN IN ANIMALS. HUMANS LIKE ANIMALS INDICATE THEIR OWNERSHIP OF THIS LIKE ANIMALS INDICATE THEIR OWNERSHIP OF THIS ESTABLISHED TERRITORY AND WILL CONSEQUENTLY ESTABLISHED TERRITORY AND WILL CONSEQUENTLY DEFENDED AGAINST ALL INVASION. E.g.- 2DEFENDED AGAINST ALL INVASION. E.g.- 2ndnd SESSION SESSION

SUBSTANCE OF CONVERSATION CAN OFTEN DEMAND SUBSTANCE OF CONVERSATION CAN OFTEN DEMAND HANDLING OF SPACE. E.g.- TELLING A SECRET- NEGATES HANDLING OF SPACE. E.g.- TELLING A SECRET- NEGATES THE CONFIDENTIALITY OF THE MESSAGE ITSELF.THE CONFIDENTIALITY OF THE MESSAGE ITSELF.

THE PROXEMICS OF HOME IS AN INTERESTING STUDY.THE PROXEMICS OF HOME IS AN INTERESTING STUDY. POLICE INTERROGATORS USE TERRITORIAL INVASION POLICE INTERROGATORS USE TERRITORIAL INVASION

TECHNICS TO BREAK DOWN THE RESISTANCE OF THE TECHNICS TO BREAK DOWN THE RESISTANCE OF THE CRIMINALS.CRIMINALS.

CULTURAL FACTORS AFFECTING THE ZONE DISTANCESCULTURAL FACTORS AFFECTING THE ZONE DISTANCES COUNTRY Vs CITY SPATIAL ZONESCOUNTRY Vs CITY SPATIAL ZONES

• As the density of the crowd increases, each individual has less personal space and takes a hostile stand, which is why, as the size of the mob increases, it becomes angrier and uglier. This information is used by the police, and they try to break up the crowd so that each person can regain his own personal space and so become calmer.

ACCEPTABLE

CONVERSATIONAL

DISTANCE - 46 CMS

NEGATIVE REACTION OF A WOMAN

WHEN TERRITORY IS ENCROACHED

WOMEN FROM A COUNTRY

TOWN GREETING

EACH OTHER

WOMEN FROM A TOWN GREETING

EACH OTHER

MEN FROM CITY GREET EACH OTHER

FOLKS FROM A SPARSELY POPULATED AREA

GESTURE SHOWING PRIDE OF OWNERSHIP

HAND AND ARM GESTUREHAND AND ARM GESTURE

RESEARCH BY NIERENBERG AND CALERO ON THE RESEARCH BY NIERENBERG AND CALERO ON THE HANDS-CLENCHED POSITION BROUGHT TO THE HANDS-CLENCHED POSITION BROUGHT TO THE CONCLUSION THAT THIS WAS A FRUSTRATION GESTURE, CONCLUSION THAT THIS WAS A FRUSTRATION GESTURE, SIGNALLING THAT THE PERSON WAS HOLDING BACK A SIGNALLING THAT THE PERSON WAS HOLDING BACK A NEGATIVE ATTITUDE.NEGATIVE ATTITUDE.

STEEPLING - CAN BE AN EXCEPTION TO THESE RULES. IT STEEPLING - CAN BE AN EXCEPTION TO THESE RULES. IT IS OFTEN USED IN ISOLATION OF OTHER GESTURES.IS OFTEN USED IN ISOLATION OF OTHER GESTURES.

HANDS CLENCHED IN RAISED POSITION

HANDS CLENCHED IN LOWER POSITION

THE UPPER ARM GRIP

THE HAND GRIPPING WRIST GESTURE

THE SUPERIORITY – CONFIDENCE GESTURE

RUBBING THE PALMS TOGETHER

HANDS CLENCHED IN MIDDLE POSITION

THE LOWERED STEEPLE

THE RAISED STEEPLE

THUMB DISPLAYSTHUMB DISPLAYS

In palmistry, the thumbs denote strength of character and In palmistry, the thumbs denote strength of character and ego and the non verbal use of thumb agrees with this.ego and the non verbal use of thumb agrees with this.

Thumb displays are positive signals, they are secondary Thumb displays are positive signals, they are secondary gestures, a supportive part of gesture cluster.gestures, a supportive part of gesture cluster.

Thumbs protruding from pockets shows dominant Thumbs protruding from pockets shows dominant attitude.attitude.

Arms folded with thumbs pointing upwards is a double Arms folded with thumbs pointing upwards is a double signal, -defensive, negative attitude plus a superior signal, -defensive, negative attitude plus a superior attitude.attitude.

Closed fist thumb gesture can be used as a signal of Closed fist thumb gesture can be used as a signal of ridicule and disrespect when it is used to point at a ridicule and disrespect when it is used to point at a another person.another person.

THUMBS PROTUDING FROM BACK POCKETS

IN MY HUMBLE OPINION…

THE THUMBS GESTURE IN COAT

THUMBS-UP POSITION

OK GESTURE

THUMB-UP GESTURE

THE V SIGN

HAND TO FACE GESTURESHAND TO FACE GESTURES

THE MOUTH GUARDTHE MOUTH GUARD THE THE BRAIN SUB-CONSICOUSLY INSTRUCTS TO TRY AND BRAIN SUB-CONSICOUSLY INSTRUCTS TO TRY AND SUPPRESS THE DECEITFUL WORDS THAT ARE BEING SAID. SUPPRESS THE DECEITFUL WORDS THAT ARE BEING SAID.

NOSE TOUCHINGNOSE TOUCHING IS SOPHISTICATED, DISGUISED VERSION OF THE MOUTH IS SOPHISTICATED, DISGUISED VERSION OF THE MOUTH GUARD. LYING CAUSES THE DELICATE NERVE ENDING IN GUARD. LYING CAUSES THE DELICATE NERVE ENDING IN THE NOSE TO TINGLETHE NOSE TO TINGLE

THE EYE RUBTHE EYE RUB THIS THIS GESTURE IS THE BRAIN’S ATTEMPT TO BLOCK OUT THE GESTURE IS THE BRAIN’S ATTEMPT TO BLOCK OUT THE DECEIT, DOUBT OR LIE THAT IT SEES OR TO AVOID HAVING DECEIT, DOUBT OR LIE THAT IT SEES OR TO AVOID HAVING TO LOOK AT THE FACE OF THE PERSON TO WHOM HE IS TO LOOK AT THE FACE OF THE PERSON TO WHOM HE IS TELLING THE LIE.TELLING THE LIE.

THE EAR RUBTHE EAR RUB

AN ATTEMPT BY THE LISTENER TO BLOCK THE WORDS AN ATTEMPT BY THE LISTENER TO BLOCK THE WORDS “HEAR NO EVIL” OR THAT A PERSON HAS HEARD ENOUGH “HEAR NO EVIL” OR THAT A PERSON HAS HEARD ENOUGH OR MAY WANT TO SPEAK.OR MAY WANT TO SPEAK.

HAVING NEGATIVE THOUGHTS

MAKING A DECISION

EVALUATION, DECISION, BOREDOM CLUSTER

THE MOUTH GUARD

THE NOSE TOUCH

INTERESTED EVALUATION

THE EYE RUB

THE COLLAR PULL

HAND TO FACE GESTUREHAND TO FACE GESTURE

THE NECK SCRATCHTHE NECK SCRATCH THE PERSON SCRACTHES ABOUT FIVE TIMES - IS A SIGNAL THE PERSON SCRACTHES ABOUT FIVE TIMES - IS A SIGNAL OF DOUBT OR UNCERTAINITY AND IS CHARACTERISTIC OF A OF DOUBT OR UNCERTAINITY AND IS CHARACTERISTIC OF A PERSON WHO SAYS “ I M NOT SURE I AGREE”PERSON WHO SAYS “ I M NOT SURE I AGREE”

THE COLLAR PULLTHE COLLAR PULL DESMOND MORRIS RESEARCHED THAT TELLING OF A LIE DESMOND MORRIS RESEARCHED THAT TELLING OF A LIE

CAUSED A TINGLING SENSATION IN THE DELICATE FACIAL CAUSED A TINGLING SENSATION IN THE DELICATE FACIAL AND NECK TISSUES. IT IS ALMOST AS IF THE LIE CAUSES A AND NECK TISSUES. IT IS ALMOST AS IF THE LIE CAUSES A SLIGHT TRICKLE OF SWEAT TO FORM ON THE NECK WHEN SLIGHT TRICKLE OF SWEAT TO FORM ON THE NECK WHEN THE DECEIVER FEELS THAT YOU SUSPECT HE IS LYING.THE DECEIVER FEELS THAT YOU SUSPECT HE IS LYING.

THE NOSE TOUCH

THE EAR RUB

THE NECK SCRATCH

PAIN IN THE NECK GESTURE

REASSURANCE IS NEEDED HERE

BOREDOM

ARM BARRIERSARM BARRIERS

HIDING BEHIND A BARRIER IS A NORMAL HUMAN RESPONSE THAT WE LEARN AT AN EARLY AGE TO PROTECT OURSELVES.

TESTS REVEALTHAT, WHEN A LISTENER FOLDS HIS ARMS,NOT ONLY HE HAS MORE NEGATIVE THOUGHTS ABOUT THE SPEAKER, BUT ALSO PAYS LESS ATTENTION TO WHAT IS BEING SAID-38%

IT IS FOR THIS REASON TRAINING CENTERS HAVE CHAIRS WITH ARMS.

STANDARD ARM-CROSS GESTURESTANDARD ARM-CROSS GESTURE - IS AN ATTEMPT TO HIDE FROM AN UNFAVOURABLE SITUATION COMMONLY SEEN WHEN THE PERSON IS AMONGST THE STRANGERS, PUBLIC MEETING, QUEUES, CAFETERIAS, ELEVATORS, OR ANYWHERE PEOPLE FEEL UNCERTAIN OR INSECURE.

PARTIAL ARM/ BARRIERPARTIAL ARM/ BARRIER - IS OFTEN SEEN AT MEETINGS WHERE A PERSON MAY BE A STRANGER TO THE GROUP OR IS LACKING IN SELF-CONFIDENCE. IT ALLOWS A PERON TO RELIVE THE EMOTIONAL SECURITY THAT HE EXPERIENCED AS A CHILD WHEN HIS PARENTS HELD HIS HANDS UNDER FEARFUL CIRCUMSTANCES.

ARM BARRIERSARM BARRIERS

DISGUISED NERVOUSNESS

FIST SHOWS A HOSTILE ATTITUDE

ARM BARRIERS

SUPERIOR ATTITUDE

HOLDING HANDS WITH ONESELF

COLD, NOT DEFENSIVE

PARTIAL ARM BARRIER

BOOKS AS A BARRIER

DEFENSIVE STANDING POSITION

STANDARD ARM CROSS

LEG BARRIERSLEG BARRIERS THE STANDARD LEG-CROSS POSITION THE STANDARD LEG-CROSS POSITION

MAY BE USED TO SHOW A NERVOUS, RESERVED OR DEFENSIVE MAY BE USED TO SHOW A NERVOUS, RESERVED OR DEFENSIVE ATTITUDE. HOWEVER THIS SHOULD NOT BE INTERPRETED IN ATTITUDE. HOWEVER THIS SHOULD NOT BE INTERPRETED IN ISOLATION OR OUT OF CONTEXT.ISOLATION OR OUT OF CONTEXT.

THE AMERICAN FIGURE 4 LEG LOCK POSITIONTHE AMERICAN FIGURE 4 LEG LOCK POSITION INDICATES THAT AN ARGUEMENTATIVE OR COMPETITIVE ATTITUDE INDICATES THAT AN ARGUEMENTATIVE OR COMPETITIVE ATTITUDE

EXITS.EXITS.

FIGURE 4 LEG CLAMPFIGURE 4 LEG CLAMP SIGN OF THE TOUGH MINDED, STUBBORN INDIVIDUAL WHO MAY NEED SIGN OF THE TOUGH MINDED, STUBBORN INDIVIDUAL WHO MAY NEED

A SPECIAL APPROACH TO BREAK THROUH HIS RESISTANCE.A SPECIAL APPROACH TO BREAK THROUH HIS RESISTANCE.

STANDING LEG CROSS GESTURESTANDING LEG CROSS GESTURE GENERALLY MOST PEOPLE STAND LIKE THIS WHEN THEY ARE AMONG GENERALLY MOST PEOPLE STAND LIKE THIS WHEN THEY ARE AMONG

PEOPLE WHOM THEY DO NOT KNOW WELL.PEOPLE WHOM THEY DO NOT KNOW WELL.

THE ANKLE LOCK GESTURETHE ANKLE LOCK GESTURE OBSERVATION HAVE REVEALED THAT HE IS TRYING TO HOLD BACK A OBSERVATION HAVE REVEALED THAT HE IS TRYING TO HOLD BACK A

NEGATIVE ATTITUDE, EMOTION, NERVOUSNESS OR FEAR. NEGATIVE ATTITUDE, EMOTION, NERVOUSNESS OR FEAR.

THE FOOT LOCK THE FOOT LOCK IT IS ALMOST EXCLUSIVELY USED BY WOMEN. SHOWS THAT SHE HAS IT IS ALMOST EXCLUSIVELY USED BY WOMEN. SHOWS THAT SHE HAS

BECOME A MENTAL RECLUSE OR HAS RETREATED INTO HER SHELL.BECOME A MENTAL RECLUSE OR HAS RETREATED INTO HER SHELL.

AMERICAN 4 LEG LOCK POSITION

ARMS LOCK THE LEG IN PLACE

CLOSED BODY &

CLOSED ATTITUDE

OPEN BODY & OPEN ATTITUDE

FEMALE – ANKLE LOCK

SEATED FOOT LOCK POSITION

STANDING FOOT LOCK POSITION

THE STANDARD LEG CROSS

WOMAN SHOWING DISPLEASURE

EYES ARE STEELY, KNOWING, MOCKING, PIERCING, GLOWING EYES ARE STEELY, KNOWING, MOCKING, PIERCING, GLOWING AND SO ON.AND SO ON.

IS THERE SUCH A THING AS A BURNING GLANCE OR A HURT IS THERE SUCH A THING AS A BURNING GLANCE OR A HURT GLANCE.GLANCE.

FAR FROM BEING WINDOWS OF THE SOUL EYES ARE FAR FROM BEING WINDOWS OF THE SOUL EYES ARE PHYSIOLOGICALLY DEAD ENDS, SIMPLY ORGANS OF SIGHT PHYSIOLOGICALLY DEAD ENDS, SIMPLY ORGANS OF SIGHT BUT NEVER REALLY CAPABLE OF EXPRESSING EMOTION IN BUT NEVER REALLY CAPABLE OF EXPRESSING EMOTION IN THEMSELVES. THEMSELVES.

EYES CAN TRANSMIT THE MOST SUBTLE NUANCES, THE EYES CAN TRANSMIT THE MOST SUBTLE NUANCES, THE EMOTIONAL IMPACT OF THE EYES OCCUR BECAUSE OF THEIR EMOTIONAL IMPACT OF THE EYES OCCUR BECAUSE OF THEIR USE AND THE USE OF THE FACE AROUND THEM.USE AND THE USE OF THE FACE AROUND THEM.

THE LENGTH OF GLANCE, BY OPENING OF EYELIDS, BY THE LENGTH OF GLANCE, BY OPENING OF EYELIDS, BY SQUINTING AND BY A DOZEN LITTLE MANIPULATONS OF THE SQUINTING AND BY A DOZEN LITTLE MANIPULATONS OF THE SKIN AND EYES, ALMOST ANY MEANING CAN BE SENT OUTSKIN AND EYES, ALMOST ANY MEANING CAN BE SENT OUT..

EYE SIGNALSEYE SIGNALS

GAZE BEHAVIOURGAZE BEHAVIOUR

IT IS ONLY WHEN YOU SEE EYE TO EYE WITH ANOTHER IT IS ONLY WHEN YOU SEE EYE TO EYE WITH ANOTHER PERSON THAT A REAL BASIS FOR COMMUNICATION CAN BE PERSON THAT A REAL BASIS FOR COMMUNICATION CAN BE ESTABLISH.ESTABLISH.

LIKE MOST BODY LANGUAGE AND GESTURE, THE LENGTH LIKE MOST BODY LANGUAGE AND GESTURE, THE LENGTH OF TIME THAT ONE PERSON GAZES AT ANOTHER IS OF TIME THAT ONE PERSON GAZES AT ANOTHER IS CULTURALLY DETERMINED .CULTURALLY DETERMINED .

NOT ONLY IS THE LENGTH OF THE GAZE SIGNIFICANT; JUST NOT ONLY IS THE LENGTH OF THE GAZE SIGNIFICANT; JUST AS IMPORTANT IS THE GEOGRAPHICAL AREA OF THE AS IMPORTANT IS THE GEOGRAPHICAL AREA OF THE PERSON’S FACE AND BODY AT WHICH YOU DIRECT YOUR PERSON’S FACE AND BODY AT WHICH YOU DIRECT YOUR GAZES.THESE SIGNALS ARE TRANSMITTED AND RECEIVED GAZES.THESE SIGNALS ARE TRANSMITTED AND RECEIVED NON-VERBALLY AND ARE ACCURATELLY INTERPRETED BY NON-VERBALLY AND ARE ACCURATELLY INTERPRETED BY THE RECIEVER.THE RECIEVER.

THE BUISNESS GAZE

THE SOCIAL GAZE

THE INTIMATE GAZE

OTHER POPULAR GESTURES AND ACTIONOTHER POPULAR GESTURES AND ACTION STRANDDLING A CHAIR -STRANDDLING A CHAIR - SYMBOLISES THE SAME PROTECTIVE SYMBOLISES THE SAME PROTECTIVE

BEHAVIOR TO SHIELD HIMSELF WHEN UNDER PHYSICAL OR BEHAVIOR TO SHIELD HIMSELF WHEN UNDER PHYSICAL OR VERBAL ATTACK.VERBAL ATTACK.

PICKING IMAGINERY LINT -PICKING IMAGINERY LINT - WHEN A PERSON DISAPPROVES OF WHEN A PERSON DISAPPROVES OF THE OPINIONS OR ATTITUDES OF OTHERS BUT FEELS THE OPINIONS OR ATTITUDES OF OTHERS BUT FEELS CONSTRAINED IN GIVING HIS POINT OF VIEW. THIS IS ONE OF THE CONSTRAINED IN GIVING HIS POINT OF VIEW. THIS IS ONE OF THE MOST COMMON SIGANLS OF DISAPPROVAL AND INDICATES HE MOST COMMON SIGANLS OF DISAPPROVAL AND INDICATES HE DOES NOT LIKE WHAT IS BEING SAID EVEN THOUGH HE MAY BE DOES NOT LIKE WHAT IS BEING SAID EVEN THOUGH HE MAY BE VERBALLY AGREEING WITH EVERYTHING.VERBALLY AGREEING WITH EVERYTHING.

HEAD GESTURE -HEAD GESTURE - HEAD UP IS THE POSITION TAKEN BY A PERSON HEAD UP IS THE POSITION TAKEN BY A PERSON WHO HAS A NEUTRAL ATTITUDE ABOUT WHAT HE IS HEARING.WHO HAS A NEUTRAL ATTITUDE ABOUT WHAT HE IS HEARING.

WHEN THE HEAD TILTS TO ONE SIDE IT SHOWS THAT WHEN THE HEAD TILTS TO ONE SIDE IT SHOWS THAT INTEREST HAS DEVELOPED.INTEREST HAS DEVELOPED.

WHEN THE HEAD IS DOWN IT SIGNALS THAT THE ATTITUDE IS WHEN THE HEAD IS DOWN IT SIGNALS THAT THE ATTITUDE IS NEGATIVE AND EVEN JUDGEMENTAL.NEGATIVE AND EVEN JUDGEMENTAL.

BOTH HANDS BEHIND THE HEAD “I HAVE ALL THE ANSWERS, BOTH HANDS BEHIND THE HEAD “I HAVE ALL THE ANSWERS, “EVERYTHING’S UNDERCONTROL – FEELING CONFIDENT, “EVERYTHING’S UNDERCONTROL – FEELING CONFIDENT, DOMINANT OR SUPERIOR ABOUT SOMETHING.DOMINANT OR SUPERIOR ABOUT SOMETHING.

THE STRADDLER

THE LINT PICKER

‘MAY BE SOMEDAY YOU’LL BE AS SMART AS I AM.’

DEFENSIVEDEPRESSED

EXCITED

REJECTING

CONFIDENT THOUGHTFUL

I AM JUST AS SMART AS YOU ARE

THIRD PERSON NOT ACCEPTED BY FIRST TWO

BODY POINTING IS USED TO EXCLUDE THE MAN ON THE RIGHT

AGGRESSIVEAGGRESSIVE

DESCRIPTIONDESCRIPTION

Angry, Angry,

Sarcastic , Sarcastic ,

Being a bad listener, Being a bad listener,

Putting people down ,Putting people down ,

Blaming others,Blaming others,

Shouting ,Shouting ,

Raising one’s voice , Raising one’s voice ,

Overly critical.Overly critical.

BODY LANGUAGEBODY LANGUAGE

Clenched fists,Clenched fists,

Confrontational pose,Confrontational pose,

Tense body posture,Tense body posture,

Hands on hips,Hands on hips,

Head tilted,Head tilted,

Finger pointing,Finger pointing,

Prolonged eye contact,Prolonged eye contact,

Narrowing eyes,Narrowing eyes,

Looking down on others.Looking down on others.

SUBMISSIVESUBMISSIVE

DESCRIPTION BODY LANGUAGE

Apologetic,Apologetic,

Self depreciating,Self depreciating,

Resentful,Resentful,

Low self-esteem,Low self-esteem,

Retreating,Retreating,

Too ready to please.Too ready to please.

Fidgety,Fidgety,

Covering mouth and eyes,Covering mouth and eyes,

Stumped posture,Stumped posture,

Nervous deposition,Nervous deposition,

Fiddling,Fiddling,

Poor eye contact,Poor eye contact,

Quite,Quite,

Faltering voice,Faltering voice,

Pleading smile,Pleading smile,

Tendency towards obsequiousness.Tendency towards obsequiousness.

ASSERTIVEASSERTIVE

DESCRIPTION BODY LANGUAGE

Sincere,Open,Honest,Respectful,Sympathetic,Firm but fair,Offering constructive Criticism,Good listener,Offering praise where due,Treating people as equals.

Upright,Upright,

Relaxed posture,Relaxed posture,

Face-to-face eye contact,Face-to-face eye contact,

Calm and open gestures,Calm and open gestures,

Relaxed facial expression,Relaxed facial expression,

Maintaining reasonable Maintaining reasonable distance from subject (not too distance from subject (not too close for comfort),close for comfort),

Resonant speech,Resonant speech,

Unambiguous hand signals.Unambiguous hand signals.

MANIPULATIVEMANIPULATIVE

DESCRIPTION BODY LANGUAGE

Patronizing,Patronizing, Exaggerate gestures (such as openExaggerate gestures (such as open

Crafty,Crafty, palms to indicate deliberate sincerity),palms to indicate deliberate sincerity),

Calculating,Calculating, Overly laid back posture,Overly laid back posture,

Insincere,Insincere, Patronizing touching,Patronizing touching,

Two – faced,Two – faced, Exaggerated eye contact,Exaggerated eye contact,

A “user”,A “user”, Sugary voice tone,Sugary voice tone,

Lacking trust,Lacking trust, PattingPatting

Overly friendly,Overly friendly,

Making ends justify means,Making ends justify means,

ContrivedContrived

TEN GESTURES THAT USUALLY FAILTEN GESTURES THAT USUALLY FAIL

• Standing rigid with your arms at your sides

• Clutching your chest with both arms

• Gripping the podium or projector with white knuckles showing

• Playing with hair, clothing or face

• Clasping hands behind you

• Mismatching gestures and words

• Shrugging when making assertions

• Shrugging immediately after the talk

• Tugging at clothing

• Moving extraneously in any way

SEVEN GESTURES THAT USUALLY WORKSEVEN GESTURES THAT USUALLY WORK

• Resting arms comfortably

• Opening arms and palms (if the words match)

• Enumerating with the hand (don’t make this your only gesture and never do it more than once in a presentation)

• Tenting the fingers

• Sweeping arm from one side to the other to show movement or progress

• Chopping from top to bottom side to side to match a parallel series

• Avoiding extraneous movement

WEEK BODY LANGUAGEWEEK BODY LANGUAGE

• Looks nervous

• Plays with pencil or notes

• Reads or mumbles talk

• Rustles transparencies

• Whispers to someone nearby

• Slouches with legs apart or scrunches body

• Crosses legs and keeps one moving

• Grips notes with both hands

• Closes fists

• Crosses arms tightly over chest

STRONG BODY LANGUAGESTRONG BODY LANGUAGE

• Sits straight , leaning slightly forward

• Attends closely to the previous speakers

• Takes notes (perhaps to refer to when her turn comes)

• Places feet comfortably flat on the floor or crossed

• Rests comfortably (if not taking notes)

• Surveys audience to spot potential problems with line of sight or hearing

• Looks relaxed

• Smiles when appropriate

• Seems to enjoy

SLOUCH, SHAMBLE, TRIP, LEAP, SLOUCH, SHAMBLE, TRIP, LEAP, MARCH OR STRIDEMARCH OR STRIDE

It’s pathetic to see a terrified speaker shamble to the podium, shoulders stooped, feet dragging, eyes staring, hands clenched, looking as if she’d rather do anything else than give this talk. The walk to the podium is your gateway to success or failure.

NON-VERBAL COMMUNICATIONNON-VERBAL COMMUNICATION

TOUCH: Often the swiftest and the obvious type of body language. Touch spells a more vivid and direct message than a dozen of words, but such a touch must come at the right moment and in the right context. Touch varies from culture to culture.

TYPES OF TOUCH: Compulsive- completely impervious to all messages. Assertive- Gentle, empathy. Passive- minimal. Aggressive- firm, jabbing, pointing without touching.

TWO BASIC GROUP OF BL POSTURES: OPEN \ CLOSED: Accepting or rejecting messages. FORWARD \ BACK: Actively or passively reactive to

communication. Posture group combine to create four basic modes. Responsive mode: open/forward-actively accepting,

time to close the sale/deal, ask for agreement, demand a concession.

Reflective mode: open/back- interested and receptive but not actively accepting. Time to present further facts and incentives, time to keep quiet and let him think.

Fugitive mode: closed/back- trying to escape physically or mentally into boredom, time to spark interest even if irrelevant.

Combative mode: closed / Forward - there is active resistance, try to soften, defuse anger, avoid contradictions, outright arguments. Steer towards reflective mode.

OPENOPEN

FORWARDFORWARD

CLOSEDCLOSED

BACKBACK

RESPONSIVE REFLECTIVE

COMBATIVE FUGITIVE

4 BASIC MODES

FOUR BASIC MODES OF BODY FOUR BASIC MODES OF BODY LANGUAGE IN BUISNESSLANGUAGE IN BUISNESS

RESPONSIVE REFELECTIVE FUGITIVE COMBATIVE

EngagedEngaged ListeningListening BoredBored Let me speakLet me speak

Leaning forwardLeaning forward Head tiltedHead tilted Staring into Staring into spacespace

Finger tappingFinger tapping

Open bodyOpen body Lots of eye Lots of eye contactcontact

Slumped Slumped postureposture

Foot tappingFoot tapping

Open armsOpen arms NoddingNodding DoodlingDoodling StaringStaring

Open handsOpen hands High blink rateHigh blink rate Foot Foot tappingtapping

EAGER EVALUATING LET ME GO AGGRESSIVE

Sprint Sprint positionposition

Sucks glasses/ Sucks glasses/ pencil pencil

Feet towards Feet towards doordoor

Leaning Leaning forwardforward

Open legsOpen legs Strokes chinStrokes chin Looking Looking aroundaround

Finger pointingFinger pointing

Feet underFeet under

chairchair

Looks up and Looks up and rightright

Buttoning Buttoning jacketjacket

Fist clenchedFist clenched

On toesOn toes Legs crossed in Legs crossed in 4 position4 position

Leaning Leaning forwardforward

(Ankle on knee)(Ankle on knee)

GRIPPING THE CHAIR

ON YOUR MARK, GET SET…

READY TO AGREE

ATTENTIVE REJECTION DEFIANT

Closes papersCloses papers(Standing)(Standing)

Arms behind Arms behind on hipson hips

Smiling, Smiling, moving backmoving back

(Standing)(Standing)

Hands backHands back

Pen downPen down SmileSmile Arms foldedArms folded FrownFrown

Hands flat on Hands flat on tabletable Open FeetOpen Feet

Legs crossedLegs crossed

11 position11 position

(Thigh on knee) (Thigh on knee) Head downHead down

FrownFrown

READY TO PROCEED

READINESS TO END AN CONVERSATION – HANDS ON KNEES

THE INTIMIDATOR

DEFENSIVE• (Standing) Feet pointing in

• Hands clenched

LYING• Touches faceTouches face

• Hands over mouthHands over mouth

• Pulls earPulls ear

• Eyes downEyes down

• Glances at youGlances at you

• Shifts in seatShifts in seat

• Looks down and to leftLooks down and to left

PARA LANGUAGEPARA LANGUAGE

Para language or Para linguistics is another type of NVC involves the “how” of a speakers voice rather than the “what” of the words. In Para language we examine the sound of some ones speech- fast, slow, high, deep, smooth, disjointed loud ,forceful or such. e.g.: a vendor and a CEO- how will they talk.

We expect things from certain voice sounds. We infer about people’s backgrounds, appearances and personalities from their voices. Concentrate on both how the message is sent and the meaning of the words. e.g: I practice good business communication.

Paralanguage involves those hints and signals in a person’s voice that give us meaning.

What is said and the way it is said must be

consistent-tone and quality may change the

meaning of your message.

Paralanguage includes pauses and insertions,

such as “oh”, “uh”,you know”, etc.

Listen for “mixed signals”-people saying one thing

and probably intending another.determine the intended meaning.Look for consistencies and inconsistencies.

TIME LANGAUGETIME LANGAUGE Time language involves the meaning we give to time. In order to give meaning to time, we must perceive it,

filter it, symbolize about it- not always done with words.

Time-and-motion study,time management, and such techniques are part of today’s business heritage.

Culture teaches us the meaning of time. Different cultures will have different time orientations. Pension planning, insurance, meeting agendas and over time compensation are examples in North America.

Time is communicated subtly as well as explicitly. There appears to be a time language just as there is a body language and a space language.

NLP AND MIND’S EYE Neurolinguistic Programming suggested that we think in terms of Neurolinguistic Programming suggested that we think in terms of

oursenses, i.e the information we draw from the world around us is oursenses, i.e the information we draw from the world around us is

represented in our minds in the form of pictures,sounds, represented in our minds in the form of pictures,sounds,

feelings,smells, and tastes.feelings,smells, and tastes.

Visuals - thinking in pictures- 35%- thinking in pictures- 35%

“ “I see what you mean”, “Can we get that in focus”I see what you mean”, “Can we get that in focus”

Auditory - thinking in sounds- 20% thinking in sounds- 20%

“ “I hear what you are saying”, “That sounds strange to me”.I hear what you are saying”, “That sounds strange to me”.

Kinesthetic - thinking in feelings - 45%- thinking in feelings - 45%

“ “It doesn’t feel right to me”, “ My gut reaction is to say No”, “I can’t It doesn’t feel right to me”, “ My gut reaction is to say No”, “I can’t

grasp that idea”.grasp that idea”.

Olfactory - thinking in terms of smell- thinking in terms of smell

Gustatory - thinking in terms of taste- thinking in terms of taste

Eyes are especially indicative of what we are thinking.

Eye movements convey different kinds of thought processes,thereby enhancing their interpersonal skills-thinking in visual images, thinking in sounds etc.

Research in NLP has shown that we condition ourselves to succeed or fail by our thought processes–self conditioning-confident words should be used with confident postures and gestures.

Stand upright,maintain an open stance,smile,walk with upright posture,keep head up.

Research shows the information relayed to a persons brain, 87% comes via the eyes, 9% via ears, 4% via other senses.

INTRODUCTION TO INTRODUCTION TO NEURO LINGUISTIC NEURO LINGUISTIC

PROGRAMMINGPROGRAMMING

CONTENTSCONTENTS INTRODUCTIONINTRODUCTION

NEEDNEED

NLP IN ACTIONNLP IN ACTION

NLP PRESUPPOSITIONSNLP PRESUPPOSITIONS

NLP (Neuro Linguistic Programming)NLP (Neuro Linguistic Programming)

It`s the study of Human Excellence.It`s the study of Human Excellence.

Ability to be best more oftenAbility to be best more often

Powerful and Practical Approach to Personal Powerful and Practical Approach to Personal changechange

New Technology of Achievement New Technology of Achievement

NLP( Neuro means)NLP( Neuro means)Our Nervous System i.e. mental pathway to Our Nervous System i.e. mental pathway to

five senses;five senses;See.See.Hear.Hear.Feel.Feel.Taste.Taste.Smell.Smell.

LinguisticLinguistic Our ability to use it as language & specific Our ability to use it as language & specific

words.words.

Silent Language of postures, gestures & Habit.Silent Language of postures, gestures & Habit.

The Automata which is specific.The Automata which is specific.

Programming.Programming.

Computer Science Simulation.Computer Science Simulation.

Suggesting our Thought ,Feeling and Actions.Suggesting our Thought ,Feeling and Actions.

Up Grading our Mental Software.Up Grading our Mental Software.

Thought Process ,Mental Maps ,Intuition.Thought Process ,Mental Maps ,Intuition.

Need……Need…… Creating Change – Making new possibilities of Creating Change – Making new possibilities of

Thinking,Feeling & Acting for yourself.Thinking,Feeling & Acting for yourself. Change / Pain-Pain-n-pleasure theory.Change / Pain-Pain-n-pleasure theory.

It happens in an Instant.It happens in an Instant. Pain is a sign “Its Time to Change”. Pain is a sign “Its Time to Change”. Pain is sign of usage of Poor ApproachPain is sign of usage of Poor Approach

Software for Brain:Software for Brain: Brain being the Super Computer. Brain being the Super Computer. Thought and Action are Like Software.Thought and Action are Like Software. Change be difficult is due to version conflict.Change be difficult is due to version conflict. ““Human being are the only Supercomputer that Human being are the only Supercomputer that

can be produced or rather reproduced.can be produced or rather reproduced. With Unskilled Labour,don`t come with instruction With Unskilled Labour,don`t come with instruction

manuals.manuals.

NLP in ActionsNLP in Actions NLP allows you to have the kinds of Experience NLP allows you to have the kinds of Experience

you want.you want. Put you in change of your own Motivation.Put you in change of your own Motivation. Help you create a compelling future and a Help you create a compelling future and a

personal pathways to it.personal pathways to it. Clear up past negative experience that may have Clear up past negative experience that may have

held you back. held you back.

The NLP PresuppositionsThe NLP Presuppositions:: The map is not the territory.The map is not the territory. Experience has a structure.Experience has a structure. If one person can do something,anyone can learn If one person can do something,anyone can learn

to do it.to do it. The mind and the body are the parts of the same The mind and the body are the parts of the same

systemsystem You cannot NOT CommunicateYou cannot NOT Communicate..

NLP Emergence and ScopeNLP Emergence and Scope Newly developed modeling skills by talented Newly developed modeling skills by talented

hypnotist R.Bandler & Dr, Erickson,populated by hypnotist R.Bandler & Dr, Erickson,populated by Anthony RobbinsAnthony Robbins

Confirmed as a skill “Understanding & Confirmed as a skill “Understanding & reproducing Human Excellence”reproducing Human Excellence”

Psychology TodayPsychology Today entitled as “People Who entitled as “People Who Read PeopleRead People””