Interplay, Eleventh Edition, Adler/Rosenfeld/Proctor
Copyright © 2010 by Oxford University Press, Inc.
CHAPTER 6
Nonverbal Communication
Interplay
Section 1
NONVERBAL COMMUNICATION,
DEFINED
Interplay, Eleventh Edition, Adler/Rosenfeld/Proctor
Copyright © 2010 by Oxford University Press, Inc.
Nonverbal Communication:
What Does It Mean?



Nonverbal
communication, defined:
“messages expressed by
nonlinguistic means.”
Why is “communicating
without speaking” not an
accurate definition for
nonverbal communication?
Why is “body language”
not a sufficient definition
for nonverbal
communication?
Interplay, Eleventh Edition, Adler/Rosenfeld/Proctor
Copyright © 2010 by Oxford University Press, Inc.
Research shows…



Mehrabian (1972): 93%
of emotional impact of a
message come from a
nonverbal source.
Birdwhistell (1970):
65/35 split of actions and
words.
Social scientists:
Nonverbal communication
shapes perceptions.
Interplay, Eleventh Edition, Adler/Rosenfeld/Proctor
Copyright © 2010 by Oxford University Press, Inc.
Interplay
Section 2
CHARACTERISTICS OF NONVERBAL
COMMUNICATION
Interplay, Eleventh Edition, Adler/Rosenfeld/Proctor
Copyright © 2010 by Oxford University Press, Inc.
All Behavior Has Communicative Value


Discuss your agreement
or disagreement with the
statement “you cannot
not communicate.”
Research:

We aren’t always
conscious of what we and
others are communicating
nonverbally.
Interplay, Eleventh Edition, Adler/Rosenfeld/Proctor
Copyright © 2010 by Oxford University Press, Inc.
Nonverbal Communication is
Primarily Relational




Nonverbal communication
serves in social function.
Defines the relationship we
want/have with others.
Convey emotions we are
unwilling/unable to express
or unaware of.
How does technology impact
the relational aspect of
nonverbal communication?
Interplay, Eleventh Edition, Adler/Rosenfeld/Proctor
Copyright © 2010 by Oxford University Press, Inc.
Nonverbal communication
is ambiguous.



Describe the various
interpretations of silence.
Research: “Positive
nonverbal communication
is easier to identify than
negative nonverbal
communication.”
Use perception-checking
to clarify others’
nonverbals.
Interplay, Eleventh Edition, Adler/Rosenfeld/Proctor
Copyright © 2010 by Oxford University Press, Inc.
Nonverbal communication
is influenced by culture.


Emblems: Culturally
understood substitutes for
verbal expression.
Identify some of the
cultural similarities and
differences in nonverbal
behaviors and rules.
Interplay, Eleventh Edition, Adler/Rosenfeld/Proctor
Copyright © 2010 by Oxford University Press, Inc.
Interplay
Section 3
FUNCTIONS OF NONVERBAL
COMMUNICATION
Interplay, Eleventh Edition, Adler/Rosenfeld/Proctor
Copyright © 2010 by Oxford University Press, Inc.
Creating and Maintaining Relationships



What are the functions
of nonverbal
behaviors in the early
stages of
relationships?
Nonverbal cues reveal
our attitude about
others.
How do nonverbal
behaviors gauge the
emotional climates in
ongoing relationships?
Interplay, Eleventh Edition, Adler/Rosenfeld/Proctor
Copyright © 2010 by Oxford University Press, Inc.
Regulating Interaction



Regulators: Cues that
help control verbal
interaction.
What cues reveal that a
speaker is finished
talking?
How does eye contact
regulate nonverbal
communication?
Interplay, Eleventh Edition, Adler/Rosenfeld/Proctor
Copyright © 2010 by Oxford University Press, Inc.
Influencing Others

Nonverbal behavior
helps us:





Capture attention
Show or increase liking
Generate power
Boost credibility
What other ways do
we use nonverbal
communication to
influence others?
Interplay, Eleventh Edition, Adler/Rosenfeld/Proctor
Copyright © 2010 by Oxford University Press, Inc.
Concealing/Deceiving





What do the authors mean by, “The majority of
messages we exchange are not completely truthful”?
High self-monitors are better at hiding their deception.
No surefire nonverbal clues indicate deception.
Liars make fewer hand and finger movements, have
more speech disturbances, and pause longer before
offering answers.
Beware of jumping to conclusions!
Interplay, Eleventh Edition, Adler/Rosenfeld/Proctor
Copyright © 2010 by Oxford University Press, Inc.
Managing Identity




Nonverbal cues: May be
more important than verbal
messages in creating
impressions.
Manner: The way we act,
stand and move, control
facial expressions, vocal
adjustments.
Appearance: The way we
dress, artifacts we wear,
hair, makeup, scents, etc.
Setting: Physical items we
surround ourselves with i.e.,
personal belongings,
vehicles, place we live.
Interplay, Eleventh Edition, Adler/Rosenfeld/Proctor
Copyright © 2010 by Oxford University Press, Inc.
Interplay
Section 4
TYPES OF
NONVERBAL COMMUNICATION
Interplay, Eleventh Edition, Adler/Rosenfeld/Proctor
Copyright © 2010 by Oxford University Press, Inc.
Face and Eyes


Complicated channel to
interpret.
Research:




At least 8 distinguishable
positions of the eyebrows and
forehead
8 more of eyes and lids
10 lower face
Oculesics: Study of how the
eyes communicate.



Gazing
Interest
Conversational turn-taking
Interplay, Eleventh Edition, Adler/Rosenfeld/Proctor
Copyright © 2010 by Oxford University Press, Inc.
Body Movement



Kinesics: Study of how people
communicate through body
movement.
Posture sends conscious and
unconscious messages.
Ambiguous gestures


Fidgeting
Manipulators




Sign of discomfort…
But not necessarily
Gestures measure power and status
Increase persuasiveness/mirroring
Interplay, Eleventh Edition, Adler/Rosenfeld/Proctor
Copyright © 2010 by Oxford University Press, Inc.
Touch



Haptics: Study of touching.
Touch boosts mood, increases
liking, improves compliance.
Research:



“Fleeting touches on hand or
forearm can result in larger
tips for restaurant servers.”
Beware unwanted touching:
Concern/legal action.
Why do the authors say that
the amount of touching
decreases with age?
Interplay, Eleventh Edition, Adler/Rosenfeld/Proctor
Copyright © 2010 by Oxford University Press, Inc.
Voice

Paralanguage: The way a message is spoken









Vocal rate
Pronunciation
Pitch
Tone
Volume
Emphasis
Disfluencies: Reinforce/ contradict message that words convey.
What types of paralanguage contradict content?
Research:



Communicators more likely to comply when speakers have same rate as
their own.
People often miss vocal nuances of sarcasm.
Young children can’t make sense of mixed messages.
Interplay, Eleventh Edition, Adler/Rosenfeld/Proctor
Copyright © 2010 by Oxford University Press, Inc.
Distance



Proxemics: How communication
is affected by use,
organization, and perception
of space and distance.
We all have a bubble of
personal space.
Research:


Distance = Good indication of
prejudices.
Edward T. Hall:




Intimate distance: Skin contact
to 18”
Personal distance: 18” to 4’.
Social distance: 4’ to 12’.
Public distance: 12’ to farthest
zone.
Interplay, Eleventh Edition, Adler/Rosenfeld/Proctor
Copyright © 2010 by Oxford University Press, Inc.
Distance


What barrier behaviors
occur when your “spatial
bubble” is invaded?
Territoriality: The area
that serves as an extension
of our physical being.

How we respond to
breaches of territory
depends on who enters,
what territory is entered,
why they enter, and how
they enter.
Interplay, Eleventh Edition, Adler/Rosenfeld/Proctor
Copyright © 2010 by Oxford University Press, Inc.
Time




Chronemics: How humans
use and structure time.
Waiting can be an
indicator of status.
Use of time is culturallybased, yet rules of time
vary within a culture.
Rules of time can vary
within the same
geographic area.
Interplay, Eleventh Edition, Adler/Rosenfeld/Proctor
Copyright © 2010 by Oxford University Press, Inc.
Physical Attractiveness


What are some of
the advantages and
disadvantages of
being perceived as
attractive?
How may
perceptions of
attractiveness
change?
Interplay, Eleventh Edition, Adler/Rosenfeld/Proctor
Copyright © 2010 by Oxford University Press, Inc.
Clothing

Clothing can convey:
 Economic level
 Educational level
 Trustworthiness
 Social position
 Level of
sophistication
Economic
background
 Social background
 Educational
background
 Level of success
 Moral character

Interplay, Eleventh Edition, Adler/Rosenfeld/Proctor
Copyright © 2010 by Oxford University Press, Inc.
Clothing

Research:



Clothing =
credibility
College students
perceive TA’s as
having less
expertise, based
on dress.
Beware of cultural
perceptions
based on clothing.
Interplay, Eleventh Edition, Adler/Rosenfeld/Proctor
Copyright © 2010 by Oxford University Press, Inc.
Physical Environment

Research:




Impressions of home
designs = remarkably
accurate.
Environment shapes
interactions within it.
Professors = welldecorated work areas,
more credibility.
No doctor’s desk =
increase patient comfort.
Interplay, Eleventh Edition, Adler/Rosenfeld/Proctor
Copyright © 2010 by Oxford University Press, Inc.
Interplay
END OF SECTION
Interplay, Eleventh Edition, Adler/Rosenfeld/Proctor
Copyright © 2010 by Oxford University Press, Inc.