BODY LANGUAGE AS A POWERFUL TOOL IN BUSINESS
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1 CIIM MENTORSHIP SERIES 02 May 2018, Nicosia Cyprus. BODY LANGUAGE AS A POWERFUL TOOL IN BUSINESS
2 Importance of the silent messages during communication Can you understand what happened by observing the following video?
3 What is nonverbal communication All of the messages other than words that people use in interaction. (Hecht & De Vito, 1990)
4 Importance of nonverbal communication
5 Body posture Body posture is linked with attitudes and self image.
6 Body posture Closed, tensed postures: anxiety, threat, boredom, closed personality or even lack of confidence. (Gousie, 1997; Moorhead & Ricky, 1995; Irmsher, Neill, 1991, 1996; Rolle, 2002; Rollman & Roach, 2000)
7 Body posture Open, relaxed posture with a lean towards: warmth, confidence or passion. (Boyd, 2000; Day et al, 1990; Gorsuch & Walker, 1994)
8 BODY LANGUAGE EXERCISE Ανοικτό Cyprus Πανεπιστήμιο International Κύπρου Institute of Management
9 Brain commanding the body or the other way around? Neuro-endocrinology and body language. Testosterone: correlation with status, power, dominant behaviors and emotions of victory. Cortisol: correlation with stress and lack of power. People with power have decreased level of cortisol. Research demonstrates that people adopting specific open and expanding body postures can increase their sense of power, increase their testosterone levels and decrease their cortisole levels. The opposite stands for closed body postures. (Carney et al., 2010) Ανοικτό Cyprus Πανεπιστήμιο International Κύπρου Institute of Management
10 Gestures Head (nods) and hands Emblems Illustrators (Bancroft, 1995; Boyd, 2000; Hartley, 1999; McLeod, 2003 ; Neill, 1991; Rolle, 2002; Tauber, 1999; Wragg, 1994)
11 Role Play Activity
12 Proxemics Hall s model of personal distance (Arias, 1996; Hartley, 1999; Irmsher, 1996)
13 Proxemics Adjusting the distance between individuals can give different emotional results. NO (Gorsuch & Walker, 1994; Irmsher, 1996) YES
14 Application: The elevator phenomenon Imagine a group of people (2 or more) in an elevator. Where are they looking? Why?
15 Vocalics (voice) Phone conversation: people can sense emotions from the quality of voice. Tone and volume of voice, rate, pause and intonation. (Boyd, 2000; Day et al, 1990; Lörscher, 2002; Tauber, 1999). With the proper tone people can communicate feelings as encouragement, disappointment, sincerity, formality or informality, interest in topic, confidence, even fear. (Bancroft, 1995; Kello, 2007)
16 Vocalics (voice) A leader s voice can engage people or make them bored.
17 Haptics (touch) Touching is especially delicate because of its physical entry into other peoples private space. A safe option in the business world is to generally avoid touching with the exception of certain touching behaviors. (e.g., tapping and handshakes)
18 Facial expression Facial expression is a nonverbal channel that receives a lot of research attention and some might claim it is only fair since it gathers the vast majority of the sensor organs, plus the brain, in its region. Static and dynamic facial expression (without expression, just facial appearance) (with expression)
19 Static facial expression (physiognomy) as minimal an exposure as 100 ms is sufficient for people to make a specific trait inference from a stranger s face. (Willis and Todorov, 2006, p Ανοικτό Cyprus Πανεπιστήμιο International Κύπρου Institute of Management
20 Static facial expression (psysiognomy) The so called baby-face type people are considered to have traits that are baby based like innocence, submissiveness and so on. Baby-face Mature-face Ανοικτό Cyprus Πανεπιστήμιο International Κύπρου Institute of Management
21 Στατική έκφραση προσώπου 2018 Cyprus International Institute of Management Ανοικτό Πανεπιστήμιο Κύπρου
22 Micro-expressions Based on the notion that facial expressions are directly linked with the brain, micro-expressions are facial expressions that appear very briefly (less than a second). (Ekman 1992, pp ; Ekman & Friesen 2003; Frank & Ekman 1997; 2004; Jenkins & Johnson, 1977; Porter & ten Brinke, 2008)
23 Micro-expressions A person can be smiling, change to a disgust expression and back to smiling in a fraction of a second. < 1s
24 Micro-expressions Chemistry, vibes, sixth sense, or micro-expression reading? Deception studies have found a positive correlation between peoples skill to read micro-expressions and detection of deception. (Frank & Ekman, 1997; Ekman, 2003)
25 Micro-expressions Real time,,,in slow motion... A test...
26 Micro-expressions Kato Kaelin. Questions that seem to make the witness feel pressured.
27 Eyebrows lowered and pulled together. Tensed lower eyelid. Mouth open upper lip raise. Dilated nostrils. Indicators of anger.
28 Micro-expressions Application: an incident not so far away.
29 Eyebrows lowered and pulled together. Tensed lower eyelid. Mouth closed with tensed lips. Dilated nostrils. Indicators of anger.
30 Nonverbal deception detection: The truth about lies Nonverbal cues to deception. How can we tell if a person is not being honest?
31 Nonverbal deception detection Integral concepts Establishing a baseline. Cognitive load. Generally, deception differs from normal behavior, seems unnatural (fake) and many times has the element of exaggeration.
32 Nonverbal deception detection When someone is not honest, we can also spot that in emotions/cues that are supposed to be there but are absent.
33 Cues of deception: What was missing from her performance? Eyebrow tension. Physiology of crying.
34 X-factor Ανοικτό Cyprus Πανεπιστήμιο International Κύπρου Institute of Management
35 HAVE SOME FUN! Ανοικτό Cyprus Πανεπιστήμιο International Κύπρου Institute of Management
36 ITS WHAT YOU DON T SAY THAT Ανοικτό Cyprus Πανεπιστήμιο International Κύπρου Institute of Management
37 Thank you for your attention! Any questions? Savvas Trichas savvas_trichas Savvas Trichas, PhD Ανοικτό Cyprus Πανεπιστήμιο International Κύπρου Institute of Management
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