1. OUR COMMUNICATION : -Words -How we say these words (our tone, pitch, volume, etc.) -Non-verbal communication

2. Less than 10 percent of interpersonal communication involves words. Different studies have identified a wide variety of types of nonverbal communication

3. BASIC TYPES OF NONVERBAL COMMUNICATION Kinesics - body position & motion Paralinguistics- how we speak Proxemics - use of space Haptics – touch Chronemics - time Physical appearance Artifacts - personal objects

4. Kinesics Best-known type of nonverbal communication is kinesics Kinesics is also known as body language

5. Paralinguistics Refers to vocal communication that is separate from actual language. This includes factors such as: Rate-speed Pitch Volume Vocal Fillers Quality

6. Proxemics

7. Haptics

8. Chronemics

9. Appearance Clothing Uniforms Occupational dress Leisure clothes Costumes Color

10. Occulesics -Eye Behavior

11. Olfactics

12. Some nonverbal behavior "categories" relevant to negotiation Chronemics (time) Proxemics (space and distance) Kinesics (body) Facial and eye expression Physical appearance and dress Paralanguage Social/cultural rituals, manners, and conventions

13. Gestures And Mimics -Send visual signals -Give information about our thougts and feelings

14. Gestures Use of head, hands, arms, feet and body

15. Mimics Use of face muscles

16. Essential Gestures and Mimics Our movements that support and concretize our thougts and feelings A.Expression Gestures B. Social Gestures and Mimics C.Mimic Gestures

17. A.Expression Gestures Happiness Disgust Fear Anger Sadness Surprise

18. Happiness

19. Disgust

20. Fear

21. Anger

22. Surprise

23. Sadness

24. B. Social Gestures and Mimics We play our social roles under masks

25. Mimic Gestures Theatrical gestures Imitation gestures Schematic gestures Technical gestures

26. Secondary Gestures and Mimics They are about natural needs of the body

27. Body Scan 1.Facial Expressions 2.Head 3.Body 4.Hands and fingers 5.Handshaking 6.Walking 7.Sitting styles

28. Facial Expressions

29. The Gaze

30. Eye Rolling

31. Negotiation Implications Eye communication provides to ; –Monitor feedback –Maintain interest and attention –Regulate the conversation –Signal the nature of the relationship –Compensate for physical distance

32. Reducing unnecessary talking time Increasing participation Confidence building Reducing fear of silence Clear instructions Improving listening Avoiding misunderstandings

33. Much more -Favorable -Confident -Credible -Qualified -Honest

34. And less -Formal -Nervous

35. Broken eye contact

36. Looking past you

37. Piercing eye contact

38. Steady eye contact

39. Smiling

40. Head

41. Head turned slightly

42. Tilted head

43. Nodding

44. Head Shaking

45. Scratching the head

46. Body

47. Negotiation Implications

48. HANDS and FINGERS most sensitive and effective organs to express oneself

49. A child has 6000 nerve cell ending in each square centimeters of his finger.

50. Sometimes one can understand the whole thing that other party tries to tell with a single hand gesture.

51. Hands move away from the body, when someone desires to get or give, to hold or catch something.

52. Opening hands means that the person is ready to act for contacting the world