1.1 Introduction
Vocal communication consists of two concurrent streams of communication - non-verbal and verbal communication. The objective of studying and understanding body language is to improve the alignment
between the two components. The wider the gap between the vocal and non-vocal constituents, the higher the likelihood of conflict and confusion.
1.2 Non-Verbal Communication
The non-verbal communication consists of bodylanguage thatcomprises gestures, posture, facial expressions and tone ofvoice.These elements change every moment, in accordance with our attitudes, moods andresponses. Gaining a higher perspective of body language helps to anticipate responses to specific situations. The ability to read a person's thoughts and attitudes from their behaviourdeveloped much before the advent of spoken language.Improved awareness of our own body language helps us to identify signals that precipitateothers' reactions. Reinforced interpretation of body language helps to improve the likelihoodof positive outcomes when we interact with others. As we regulate our body languageconsciously, we are ableto ensure that our communications are interpreted in the way inwhich we intend.
Fact
In any face to face communication, approximately7% isconstituted by words, 38% is tone of voice and about 55% is conveyed by body language.
Source: bodylanguageexpert.co.uk
1.3 Body language
Body language is an ancient mode of communication and has evolved since the time when primates used non-verbal language to interact and warn each other of danger.
Our ancestors were able to navigate a dangerous world and survive due to their strong non-verbal communication skills. Body language is a biological heritage that is an intrinsic part ofour natural abilities. Speech first developed between 500,000 and 2 million years ago.The ability to be consciously self-aware of our responses helps us to make an honest appraisalof the way in which we precipitate reactions and behaviours in others. Increased focus on thedesires,fears, thoughts and emotions of others helps to foster more compassionate andunderstanding relationships and develop deeper empathy. You can look forward to developinga more compassionate attitude to your working and personal life.
1.4 Body Language Basics
QUOTE
”The most important thing in communication is what is not said”.
Peter Drucker
Body language existed as a means of communication much before the introduction of speech,wordsand spoken language.Our natural energy, emotions and feelings reach our listeners much before our words do.
Intimate knowledge of body language helps to align our non-verbal cues with verbalcommunication.
As a result, the communication is effective and clear, with little or no room formisunderstanding. Body language is an important component of communication andprovides important clues to our emotions, mood and reactions.Any communication consists of two types of communication, which run concurrently: theverbal andthe non-verbal. The alignment of the non-verbal component with the verbal helps
develop effective communication techniques. The wider the gap between the verbal and non-verbal communication, the higher the likelihood of confusion and conflict.
Body language lends strength and credibility to vocal communication and helps reinforce themeaning of our words. You are reading this page correctly right now, because the words arein sequence and the text follows the rules of grammar. If the words were jumbled up andwritten in arandom order, then it would be impossible to make sense of them.The very same principles apply to the reading and interpretation of kinesics or body language.Specific non-verbal cues imply specific emotions or attitudes and misunderstanding them canlead to conflict. Body language can be said to have its own unique set of rules and implications.Hence, whilst body language interpretation may not be 100% foolproof, you will definitely
gain a statistical advantage as you learn how to apply the techniques explained in the course.The non- verbal element of communication is the most visual, as well as the one that is mosteasily controlled by us.
In effect, an understanding of body language allows us to become more perceptive about one ofthe most challenging situations in life - holding a conversation, or interacting with others. Evena simplephrase like ”I'm ok” can be communicated in several ways, with different bodylanguage and each
time, the message conveyed to the listener will be different.The body language can result in the simple message being construed (or misconstrued) asresigned, smiling acceptance, grudging acceptance, impatient, bored, amongst several otherinterpretations.
1.5 The Study of Body Language
Before we begin studying body language in depth, let's take a closer look at the origins and history of body language. Body language has evolved over thousands of years and research indicates that primates used gesticulations to communicate with each other. Before the human learned speech, sending and interpreting non-verbal signals was the most effective way in which to communicate.
Human beings are essentially social animals and have the innate need to connect withothers. Hence, the tendency to communicate through visual stimuli is a natural instinct thatcannot besuppressed.
For example
In a social experiment, a hotel had hung a long potted plant from the ceiling and placed amirror behind it, so that the mirror was facing the entrance. The results were astounding - theyshowed that most guests who entered did not recognise themselves in the mirror.In fact, most of us are unfamiliar with how we look from the neck down! We are not evenfamiliarwith recognising our own bodies, let alone observing body language.
For example
In yet another interesting social experiment, some customers were directed to an office tocollect information on products and services, etc. One man spoke initially to the customersand then bent out of sight, in order to retrieve additional brochures. The conversation wasthen continued exactly at that point by a completely different person.The amazing fact was that most customers did not even notice that it was a completely newindividual. This social experiment proved that most of the time, we tend to be mindless withregard to people and do not observe even blatant facts, let alone subtle ones.
Our ancient ancestors had to navigate their way through a very dangerous world, filled withwildpredators and other natural disasters. The ability to communicate helped them to surviveand surmount enormous odds.Body language has been ingrained in the human genes for thousands of years and is aninstinctiveand integral part of modern communication.
For example
We use body language even whilst we speak on the telephone (and cannot see the otherperson). Body language intuitively reflects our feelings and emotions and is an inherent partof our biologicalheritage.
In fact, it would be fair to say that in the absence of body language, our species would havelongbeen extinct.
Although research and study regarding body language is recent, the English language has longsince used phrases and metaphors that reflect the importance of body language in our day today communication.
Here are a few examples:
* Putting your best foot forward
* Keeping your chin up
* Squaring your shoulders
* Taking something on the chest
* Ears burning in embarrassment
* Lips quivering with anger
* Shoulders slumped in defeat
* Keeping someone at arm's length
* Keeping a stiff upper lip
* Facing up to something
These are just a few examples, amongst several others. Hence, vocal speech has alwaysdeferred to non-verbal communication, with regard to display or expression of emotion.In general, body language can be divided into several different types. Whilst some gestures areusedcommonly across cultures, others are inborn. Most elements of body language can berefined and regulated over time.The first practical use of body language was used in the 19th century, during the introductionof silent movies. The effective use of body language showed that the audience was able toconnect on a personal level with the actors, even though nobody actually spoke. This showsthe power and impactof body language.One of the first people to study body language and its use in survival was Charles Darwin,also referred to as the “Father of Evolution”. Surprisingly, the subject of body language wasfirst studied in depth only in the 1960s. The subject is popularly known as ”Kinesics”.Kinesics is the use of body language in communication.Body language is not only relevant in the face of threats or survival, the signals telegraph ourintentions and feelings to the world. Seen from a psychological perspective, the limbic partof thebrain processes emotions, feelings and thoughts and these are portrayed instantlythrough our bodies. Hence, body language simply shows how we are feeling at a specificpoint in time.For instanceYour body language may change from minute to minute, as you interact with a specific individual.
The limbic system of the human brain has refined these responses over thousands of years and this is why body language cues are intuitive responses. The underlying reason why our bodies evolved these body cues is because at the fundamental level, we are social creatures and are imbued with the need to connect with our fellow human beings.
Whether at home or in business, we can always feel confident that our true feelings will be reflected in our body language, in the form of comfort or discomfort.
Interpretation of body language can help to decode the signals sent by others and allows us to develop a more positive rapport with people.
We can use objective perception, to help understand what offends or pleases the person talking to us.
Most importantly, we are able to anticipate people's reactions to specific situations and we are able to influence their decisions in a positive manner. You can also look forward to becoming more deeply empathetic.
Furthermore, we are able to observe our own body language consciously, to check if we are responsible for precipitating reactions in others. The study of body language helps bring out subconscious motivations and attitudes that drive our communication behaviours into the open. Verbal communications are often accompanied by facial gestures, postures and gestures that change every minute. Our listeners thus respond to our communications at two levels. More importantly, the impact of non-verbal cues far exceeds the effect of vocal expressions or dialogue. The objective is to send out the right signals and ideas, so that the audience understands and interprets the communication in the way that we intend them to.
1.6 Definition of Body Language
Body language is the way in which we express ourselves, by using various parts of the body. It includes all the conscious and unconscious communication and conveys attitudes, interpersonal preferences and emotions. It can also be defined as movements, positions, gestures and expressions that help to express a person's feelings and thoughts. Body language is the unconscious basis on which we judge others and others judge us. Most of us tend to pick up body language subconsciously during formative years and as a result, use our body language in an unstructured manner. As human beings, we are wired on some level to interpret obvious body language signals like jumping up and down in excitement or wringing your hands due to stress.
However, there are several subtle clues that escape our observation, because we have never learnt to actively look for them. As a result, most of our knowledge is gleaned through trial and error, observation and experience. Fortunately, due to the study and research of body language, signals, cues and interpretations, we are now in a position to identify and understand body language correctly. Accurate interpretation of our own body language helps us to understand our own moods, feelings and attitudes better. The key to effective use of body language is the ability to discern how your postures, use of space, gestures and expressions will most likely be interpreted by others. You will also be able to gauge how these interpretations will influence others' behaviors and responses. A deeper awareness of body language often proves to be the factor that distinguishes an effective communicator and is the reason why some people prove to be better managing others. Moreover, understanding the body language of others helps us to understand our own body language better.
Once we become consciously aware of our body language, we can use our enhanced self-awareness for improved self-control. In fact, when an individual is referred to as being ”intuitive”, it simply means that they are more aware of their own body language, as well as that of others.
It is important to keep in mind that body language signals may vary across individuals and especially across cultures. Hence, if you observe a sign that seems indicative of lying, the person in question may simply be displaying nervousness.
Fact
According to British body language expert Mo
Shapiro,body language should not distract the listeners away from your words.
Source: bbc.co.uk
1.7 A Closer Look at the Role of the Brain in the Science of Body Language
The limbic part of the brain is actively involved in the expression of body language.
The limbic system is the first part of the brain to react to emotional information. The limbic system determines both physical and psychological responses to external stimuli. The truth is that whether it is business, personal life, or profession, decisions are typically driven by our emotions. Since emotional determination is made spontaneously without deliberation, our responses are immediate and unannounced.
It is the limbic brain that plays the key role in all non-verbal communication. The limbic part of the brain has already made a decision before the conscious, rational mind has a chance to evaluate the factors. Human beings in general are psychologically programmed to see what they want to see.
This is why many forms of non-verbal communication remain consistent, regardless of cultural bias.
For example
An athlete who crosses the finish line and wins a race will invariably throw up her hands in jubilation and excitement.
The logic also works the other way round - our body language also affects us and those around us. In addition, consciously choosing to adopt positive and empowering body language can help to alleviate negative moods and anxiety driven behaviours.
1.8 The Importance of Gaining Insights into Body Language
The fundamental truth of human face to face communication is that people do not always say what they mean and do not always mean what they say. By understanding their motives and thoughts, it is possible to influence communications in a positive way and get what you want, without conflict or misunderstandings.
For example Detailed insights into body language can help us to differentiate between dismissive and aggressive behavior. This can significantly help those candidates who wish to pursue a career in sales or marketing. Knowledge of subtle body gestures can help you to determine the personality or behavior of a prospective customer. The ability to read and understand people by observing non-verbal cues often proves to be an excellent aid to earning an impressive income in later years. The same ability to interpret body language can also help you to find a suitable partner in your personal life and sustain friendships better than you ever did before. You can apply the principles of body language interpretation to small aspects of life, as well as large ones. The most important fact to keep in mind is that when you interact with a person, things are never what they seem. Body language information helps you to knit your observations into a cohesive whole and draw probable conclusions. The problem is that most of the time, we only see what we think we are seeing. Our perceptions and understanding are ridden with preconceived notions and assumptions, which often mar our ability to gauge the feelings of other people. In short, we do not really understand the truth regarding people or situations.
The 10 modules on the subtleties and intricacies of body language will help you to minimise the chances of making poor first impressions.
Activity 1
Estimated time: 10 minutes
Why do you think that it is important to gain a better understanding of body language? How do you use body language to communicate in your everyday life?
1.9 Interpreting Body Language as Part of Other Non- verbal Communication
The study of body language in isolation could drive you to misleading conclusions about the other person.
Further communication, behaviors, responses and the overall outcome of the communication depends on your ability to accurately interpret body language cues. Reading subtle signals in isolation (especially when you are interacting with an individual from a different culture) can lead to errors in interpretation. Hence, it is important to be able to read body language in connection with other gestures, expressions and postures, etc. Once you have completed the course, you will be able to understand why people behave in the way that they do. In fact, research indicates that analysis of body language can provide important clues to the creative and learning ability of an individual.
Body language can actually be split into decoding and encoding:
Decoding - refers to interpreting cues and signals sent by others
Encoding - involves sending out the right cues and making positive first impressions
First impressions are crucial, when it comes to starting a personal or professional relationship. They are invariably created within the first seven to 30 seconds and sending off the wrong signals (without even meaning to) can derail the process of establishing a friendly relationship.
According to a research study conducted by the University of Glasgow, the brain requires only about 200 milliseconds to assimilate most of the information from a facial expression or posture, to reach a conclusion about the emotional state of the person.
First impressions are determined by non-verbal cues and it is much easier to make a positive first impression than correcting a negative one. Poor first impressions can result in unsuccessful business deals and negative consequences in personal relationships too.
Experienced executives and HR professionals can assess your self-confidence, trustworthiness, warmth and likeability in the first 10 seconds.
It would be honest to admit that it is nearly impossible for human beings not to make instantaneous snap judgements regarding each other - we are built to be intuitive and spontaneous.
Subtle (or overt) body language can reveal a plethora of emotions, including anger, conflict, confusion, nervousness, guilt, resentment, suspicion, shyness, humility, confidence, warmth, hostilityand so on. Every body language cue can be traced to a specific emotion.
Activity 2
Estimated time: 15 minutes
What are the probable outcomes of misinterpreting body language cues? How does it lead to increase in likelihood of conflict?
1.10 Technical Terms
Before moving on to discuss the various aspects of body language, let us first understand the following technical terms commonly used in the study of body language.
These are listed below:
Proxemics: This is the use of space in face to face communication
Oculesics: This deals with eye contact between two people during communication
Kinesics: This is the study of non-verbal communication or body language
Haptics: This is the use of touch and can be used to express love, affection, aggression and passion
Vocalics: Vocalics refers to the tonal quality of the voice during communication and includes factors such as rate of speech, pitch, modulation, intonation and so on
Objectics: This term refers to the use of objects in communication
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