商务英语Nonverbal_Communication

1、Nonverbal CommunicationNonverbal Communicationv “Why does she keep raising her voice? I can hear her clearly.”v “He keeps staring at me. Whats wrong?”v “Every time I meet him, he wants to shake my hand. Why?Nonverbal CommunicationBasics ContentCultural ImpactNonverbal CommunicationvThe Basics of Non

2、verbal CommunicationNonverbal Communication1. Definition2. Importance3. Functions4. CategoriesvDefinition Nonverbal Communication involves all stimuli in a communication setting that is generated by both source and his or her use of the environment and that potential message value for the source or

3、receiver. (Samovar and Porter, 2004) Simply, Nonverbal Communication refers to communication without the use of words.Nonverbal CommunicationvImportance Communication between two individuals: less than 30% is verbal over 70% is nonverbal To learn about peoples affective or emotional states. Responsi

4、ble for first impressions. “Fall in love in first sight.” The knowledge of intercultural nonverbal communication helps an international business.Nonverbal CommunicationvFunctionReplacingRegulatingConveyingModifyingRepeatingContradictingComplementingNonverbal CommunicationvCategoriesA. When the same

5、nonverbal cue carries with it very different meaning in different culturesB. When different nonverbal cues carry the same meaning in different culturesNonverbal CommunicationvCultural Impact on nonverbal communication Classifications 1) Be produced by the body: appearance, movement, facial expressio

6、ns, eye contract, touch, smell, paralanguage, silence 2) The individuals combines with the setting space, timeNonverbal Communicationv Body Movementv Posture The way people hold their bodies when they sit, stand or walk Constitutes very effective signs of a persons inner state and behavioral expecta

7、tions of others. Communicates information about peoples social status, religious practices, feelings of submissiveness, and desires to maintain social distance.Cultural ImpactvPostureChina: stand up to show respectPolynesian: sit down to show respect Squat: normal position for relaxing in China, Mex

8、ico North American: improper, uncivilizedWalkCaribbean: move as if they had separate partsNorth American, French, Spaniards: walk as though their bodies are oneBody MovementvPosture Sit Manners Arab: sit on the floor Japan: floor, with legs tucked under United States: cross their legs while seated W

9、omen cross at the ankle Men cross with ankle on the knee Middle East: sit with legs crossed is offensive Thailand: never point legs in the direction of another personBody MovementvPosture SubmissivenessJapan: bowing ritual 1) The person who occupies the lower station begins the bow, and his or her b

10、ow must be deeper than the other persons. The superior determines when the bowing is to be end. When they are of equal rank, they begin the bow in the same manner and end at the same time.2) Bow from the hip with a straight back, and the neck remains straight.3) Men keep their arms at the side with

11、the hands extended at the side of the upper legs. Women put hands on the front of the thighs. Body MovementvPosture SubmissivenessGerman: a bow to and recognition of authority 1) The hips remain straight. 2) The bow comes out of a lowering of the head. Body Movementv Gesture Emblems or SymbolsV for

12、victory. IllustratorsPolice officers hand held up to stop traffic. RegulatorsGlancing at your watch to signal that you are in a hurry. Affect displaysOnes face turns red with embarrassment.Body Movementv Gesture Hand gesture1. The thumbs-up sign Britain: good, great; hitch-hiking, asking for free ri

13、de China, Russia, U.S: approval Persian: highly offensive2. Thumb down U.S, Canada: disapproval Greece: rude, used by motorists to signal their anger over someones crazy driving. Body Movementv Gesture Hand gesture3. The V sign U.S and many countries: victory China, Bulgaria: signal the number “two”

14、 England, South Africa: a crude connotation (i.e., the V done with palm facing yourself and thrust upward)Body Movementv Gesture Hand gesture4. The single finger beckon U.S, Britain: fingers upturned and palm face the body, summon someone (e.g. a waiter) to come here China: different gesture, hand e

15、xtended toward the person, palm open and facing down with all fingers crooked Yugoslavia, Malaysia: only used for beckoning animalsBody Movementv Gesture Hand gesture5. The vertical horns gesture Italy: an insulting connotation Brazil, Venezuela: a sign for good luck U.S.: serve as a satanic cult re

16、cognition sign signifying the devils horns University of Texas Longhorn football team: a positive connotationBody Movementv Gesture Hand gesture6. The six sign China: signal the number six Australia: time to drink up7. Good luck sign Anglo-American: put middle finger on top of forefinger German: mak

17、e two fists with thumbs inside and pounding them on an imaginary table Portugal: place the thumb between the index and the third fingerBody Movementv Gesture Head movementConveys yes or no differently. Bulgaria: Nod - no, shake - yes Greeks: jerk heads back with eyes closed and eyebrows lifted - no

18、Malaya: thrust heads forward - yes, cast eyes down - no Ainu of Japan: not use heads, but hands to show yes or no Lower ones head: Asian cultures - accept ones place in the hierarchy Western culture - signify defeat or uncertainty Western cultures: tilt the head upward - arrogant “His nose was in th

19、e air.”Body Movementv Gesture Arm movementBig arm movement: intimidate listener, appear more powerful Arab: often, almost every spoken word Wave arms and touch listeners occasionally United States : Businessman: pound fist on the table underline his statements with staccato-like drumming Businesswom

20、en: far fewer movements than men Japan: little movement Big movements - invade others private space threaten the harmony of the groupBody Movementv Facial expressions Surprised: open eyes wide and open mouthsLike someone: eyes beam, smileAngry: frown and narrow eyes Smiling and laughingIndicate - jo

21、y, amusement, embarrassmentUnited States: everyone smiles at everyone - open, friendlyGerman: “Life is serve and there is very little to smile about.”Japan: mask an emotion, avoid answering questions, hide embarrassment Women - put a hand in front of mouth, Korean: inappropriate for adults to smile

22、- shallow Body Movementv Facial expressions Showing angerVary: intensity, type of expressionOlder, men, and authority people show anger more readily than younger, women and subordinates.Frowning: anger, doubt, question of authority, suspicionShouting and gesturing: Germans, Canadians, Arabs, LatinsB

23、ody Movementv Eye contact “The eye is the window of the soul.”To look or notWhen to look How long to lookWho and who not to lookCultural Impactv Eye contact North American and northern European direct eye contact, look them in the eye but not stare or prolonged eye contact African America look down

24、at the ground - show respect Chinese lower eyes as a sign of deference sustained and direct eye - bad manners, impolite Arab maintain intense eye contact even when walk together move very closer, touch the listener Eye contactv Eye contact Eye contactv Eye contact Very direct eye contact Can be misi

25、nterpreted as hostility, aggressiveness, intrusiveness - Intended meaning is appearing interested. Minimal eye contact Can be misinterpreted as lack of interest or understanding, dishonesty, fear, shyness - Intended meaning is showing respect. Moderate eye contactEye contactv TouchCultural Impactv T

26、ouch Hand-shaking A firm handshake plus direct eye contact is the standard form of greeting in English speaking countries. America: step forward to shake hands, then loosen grips quickly and back to keep a certain distance from each other. China: hold hands at first, come closer to each other, somet

27、imes with hands still unloosened even for a long time Touchv Touch Hand-shakingTouchv Touch Hugging and kissingGerman: seldom embraceThailand: offensive to touch the head - sacredChina: seldom hug or kiss - embarrassedMiddle East: avoid touching with the left hand - unclean and is reserved for perso

28、nal hygiene Touchv Smell body odors Most West: negatively Arabs: They dont feel comfortable unless they can smell each other. When Arabs talk they envelop each other in breath.Cultural Impactv Paralanguage Vocal qualifiers Volume, pitch, rhythm, tempo, resonance, tone of the spoken words and stress“

29、I will give you a raise.” - Implications: “I have the power to determine your salary.” “You havent earned it.” “But nobody else in this department is getting one. “But just one.” “You deserve it.” Cultural Impact Vocalization Silence - “Silence is gold.” Agreement or disagreement, lack of interest, injured feelings, or contempt “Will you marry me?” England: silence - uncertainty Japan: silence - acceptance Igbo: Denial - continue to stand there Acceptance - run away Para