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The Power of Nonverbal Communications 2015

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By Joe Navarro

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1 Joe Navarro, M.A. www.jnforensics.com Copyright © 2015 @navarrotells Nonverbal Communications: Anything that communicates a message, a sentiment, or an idea, but is not a word.
2 These are observed through nonverbals •  Danger •  Emotions •  Thoughts •  Desires •  Insecurities •  Intentions •  Manners •  Use of time •  Competence •  Social Hierarchy •  Quality •  Compliance •  Personality •  Pathologies •  Performance •  Accessibility •  Responsiveness •  Empathy Copyright © 2015 Joe Navarro Facts about nonverbal communication •  We are influenced primarily through nonverbal communications •  All nonverbal behavior has meaning •  Nonverbals are both fluid and reflexive
3 How important are nonverbals? Nonverbal communications account for 60-80% of all interpersonal communication! Nonverbal Verbal Establish rapport by communicating psychological comfort •  Awareness of personal preferences •  Note spatial needs •  Listen carefully •  Mirroring (isopraxis – body echo) •  “Rogerian” method – mirror words •  Act on needs & desires Copyright © 2015 Joe Navarro
4 Signs of Comfort •  Relaxation •  Proximity or closeness •  Isopraxis or mirroring behaviors •  Ventral fronting Constantly look for comfort and discomfort to identify issues. Copyright © 2015 Joe Navarro
5 Universal reactions •  Mirror (Isopraxis) sentiment •  Freeze (self restrain) •  Flight (distance) •  Fight (argue) •  Pacify (self touch) Copyright © 2015 Joe Navarro In business we focus on these •  Comfort •  Discomfort •  Confidence •  Intention signals
6 Signs of Comfort •  Relaxation •  Proximity or closeness •  Isopraxis or mirroring behaviors •  Ventral fronting Signs of discomfort •  Face, forehead, and eyes show anxiety or stress •  Neck – look for neck touching •  Torso leaning away •  Feet and legs – movement, restriction, orientation
7 Mouth behaviors •  Lip biting •  Disappearing or compressed lips •  Lip pointing or “pursing” •  Tongue out (jutting) •  Pursed lips The eyes •  Eyes betray our sentiments •  Pupils dilate when we like or recognize something favorable •  Pupils constrict and eyes squint when threatened or we are displeased •  Eyes get large when we emphasize Copyright © 2015 Joe Navarro
8 Eye blocking behaviors •  Block by closing eyes •  Placing fingers or hands over the eyes •  Clamping down with eyes •  Eye lid flutter •  Turning away Neck behaviors •  Neck touching •  Neck rubbing •  Neck ventilating •  Neck masking (tie, jewelry) •  Covering neck dimple (suprasternal notch) •  Disappearing neck Copyright © 2015 Joe Navarro
9 High confidence •  Finger tip touching (steepling) •  Thumb displays •  Nose high – chin out •  Communication is fluid •  Eye behavior is steady •  Territorial displays Gravity defying gestures •  Indicate how we feel •  Positive feelings for emphasis •  Toe raises •  Leg raises •  Eyebrow flash or arching
10 Low confidence •  Posture is meek •  Weak hand and thumb displays •  Limited territorial claims •  Lack of emphasis •  Speech errors, nervousness What about detecting deception? When it comes to deception: there is no Pinocchio Effect! Copyright © 2015 Joe Navarro
11 Influence •  How we present •  Our curb side appeal •  Humility •  Empathy •  Manners •  Simplicity •  Brevity •  Health Copyright © 2015 Joe Navarro •  Color Blue •  Clothing •  Space •  Proxemics •  Haptics – touch •  Time and movement •  Culture •  Attitude Joe Navarro, M.A. www.jnforensics.com Copyright © 2015 @navarrotells Thank You

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The Power of Nonverbal Communications 2015

  • 1. 1 Joe Navarro, M.A. www.jnforensics.com Copyright © 2015 @navarrotells Nonverbal Communications: Anything that communicates a message, a sentiment, or an idea, but is not a word.
  • 2. 2 These are observed through nonverbals •  Danger •  Emotions •  Thoughts •  Desires •  Insecurities •  Intentions •  Manners •  Use of time •  Competence •  Social Hierarchy •  Quality •  Compliance •  Personality •  Pathologies •  Performance •  Accessibility •  Responsiveness •  Empathy Copyright © 2015 Joe Navarro Facts about nonverbal communication •  We are influenced primarily through nonverbal communications •  All nonverbal behavior has meaning •  Nonverbals are both fluid and reflexive
  • 3. 3 How important are nonverbals? Nonverbal communications account for 60-80% of all interpersonal communication! Nonverbal Verbal Establish rapport by communicating psychological comfort •  Awareness of personal preferences •  Note spatial needs •  Listen carefully •  Mirroring (isopraxis – body echo) •  “Rogerian” method – mirror words •  Act on needs & desires Copyright © 2015 Joe Navarro
  • 4. 4 Signs of Comfort •  Relaxation •  Proximity or closeness •  Isopraxis or mirroring behaviors •  Ventral fronting Constantly look for comfort and discomfort to identify issues. Copyright © 2015 Joe Navarro
  • 5. 5 Universal reactions •  Mirror (Isopraxis) sentiment •  Freeze (self restrain) •  Flight (distance) •  Fight (argue) •  Pacify (self touch) Copyright © 2015 Joe Navarro In business we focus on these •  Comfort •  Discomfort •  Confidence •  Intention signals
  • 6. 6 Signs of Comfort •  Relaxation •  Proximity or closeness •  Isopraxis or mirroring behaviors •  Ventral fronting Signs of discomfort •  Face, forehead, and eyes show anxiety or stress •  Neck – look for neck touching •  Torso leaning away •  Feet and legs – movement, restriction, orientation
  • 7. 7 Mouth behaviors •  Lip biting •  Disappearing or compressed lips •  Lip pointing or “pursing” •  Tongue out (jutting) •  Pursed lips The eyes •  Eyes betray our sentiments •  Pupils dilate when we like or recognize something favorable •  Pupils constrict and eyes squint when threatened or we are displeased •  Eyes get large when we emphasize Copyright © 2015 Joe Navarro
  • 8. 8 Eye blocking behaviors •  Block by closing eyes •  Placing fingers or hands over the eyes •  Clamping down with eyes •  Eye lid flutter •  Turning away Neck behaviors •  Neck touching •  Neck rubbing •  Neck ventilating •  Neck masking (tie, jewelry) •  Covering neck dimple (suprasternal notch) •  Disappearing neck Copyright © 2015 Joe Navarro
  • 9. 9 High confidence •  Finger tip touching (steepling) •  Thumb displays •  Nose high – chin out •  Communication is fluid •  Eye behavior is steady •  Territorial displays Gravity defying gestures •  Indicate how we feel •  Positive feelings for emphasis •  Toe raises •  Leg raises •  Eyebrow flash or arching
  • 10. 10 Low confidence •  Posture is meek •  Weak hand and thumb displays •  Limited territorial claims •  Lack of emphasis •  Speech errors, nervousness What about detecting deception? When it comes to deception: there is no Pinocchio Effect! Copyright © 2015 Joe Navarro
  • 11. 11 Influence •  How we present •  Our curb side appeal •  Humility •  Empathy •  Manners •  Simplicity •  Brevity •  Health Copyright © 2015 Joe Navarro •  Color Blue •  Clothing •  Space •  Proxemics •  Haptics – touch •  Time and movement •  Culture •  Attitude Joe Navarro, M.A. www.jnforensics.com Copyright © 2015 @navarrotells Thank You