This document discusses non-verbal intercultural communication. It covers several key points: 1) Non-verbal communication such as gestures, facial expressions, and eye contact can vary significantly across cultures and often lead to miscommunication. What is acceptable in one culture may be taboo in another. 2) Examples of differences in non-verbal communication across cultures include greetings, use of space, expressions of emotion, and views of eye contact. Silence, for instance, can have very different meanings. 3) Understanding cultural variations in non-verbal cues is important for successful intercultural interactions. People should be careful not to interpret another culture's non-verbal styles through the lens of their own

1. NONVERBAL INTERCULTURAL BUSINESS COMMUNICATION
Non Verbal Intercultural Communication
The adage “actions speak louder than words” underscores, in essence, the importance of non-
verbal communication. In our global society, where intercultural situations occur often, non-
verbal interaction is especially significant. People all over the world use non-verbal
communication. Its meaning varies across cultures, however, and what is acceptable in one
culture may be taboo in another. All of these variations make misinterpretation a barrier in non-
verbal communication. A social and cultural environment, rather than our genetic heritage,
determines the non-verbal communication system that we use.
1. Definition
o In simple terms, "intercultural non-verbal communication" refers to all conscious
or unconscious stimuli other than the spoken word between communicating
parties. These non-verbal processes sometimes account for as much as 70 percent
of communication. Because of cultural differences, the potential for
misunderstanding and disagreement regarding non-verbal communication is great.
Therefore, successful interaction in intercultural settings requires just as much
understanding of non-verbal messages as the verbal ones.
Types
o Non-verbal communication is made up of four main categories: kinesics,
proxemics, paralanguage and chronemics.
Kinesics, or body language, refers to the body movements in communication,
such as facial expressions, eye contact, hand gestures and touch.
Proxemics refers to the study of the use of space in non-verbal communication,
meaning anything from architecture and furniture to the distance between people
who interact in a given situation.
Paralanguage makes up all the sounds people produce with their voices that are
not words, including laughter, tone and pace of voice, and “empty” words and
phrases such as “um” and “you know.”
Chronemics is the study of the use of time in non-verbal communication,
including people's understanding of present, past and future.
Kinesics
o Common rituals such as nodding in agreement and greeting friends vary
considerably from culture to culture. A handshake is the appropriate way to greet
someone in some countries such as the United States; a warm embrace is used in

2. Latin America, "namaste" is spoken in India and a bow of the head is done in
Japan.
While a Japanese person points his forefinger to his face when referring to
himself, a Chinese person points to his nose and a North American usually points
to his chest.
In some cultures, people focus their gaze on the eyes or face of the conversational
partner; in others, they must use only peripheral gaze or no gaze at all.
It is very common to greet by hugging a friend or a family member, to touch the
person you are speaking to in some cultures. In others, though, people seldom
touch at all when speaking.
Proxemics
o Usually, people keep a "social distance" between themselves and the person to
whom they speak. This distance amount differs from culture to culture. If
someone stands or sits very close when she speaks with another person, she may
see the other's attempt to widen the space between them as evidence of coldness,
condescension or a lack of interest. Those who prefer having more social distance,
or personal space, may view attempts to get closer as pushy, disrespectful or
aggressive.
Paralanguage
o Paralanguage represents the vocal cues that accompany spoken language.
Through pitch, speed, volume, pause and silence, people confer emotional and
intellectual meanings to their messages.
Chinese people value silence more than the use of words; they believe it brings
inner peace and wisdom. On the other hand, North Americans tend to think
silence has no communication. While a Chinese person would consent to a
question through silence, an American would interpret silence as uncertainty.
Chronemics
o Time is one of the most central differences that separate cultures in the way of
doing things. For Western countries, time is quantitative, measured in units that
reflect progress. It is logical, sequential and focused in the now, moving toward
the future and away from the past. In Eastern countries, however, time feels like it
has unlimited continuity. India is the best place to depict the Eastern idea of time.
Time moves endlessly through various cycles, becoming and disappearing. Time
is infinite, stretching far beyond the human lifetime. According to an essay by
Michelle LeBaron on BeyondIntractability.org, "There is a certain timeless

3. quality to time, an aesthetic almost too intricate and vast for the human mind to
comprehend."
Role
o Non-verbal communication is one of the key aspects of communication, and it is
especially important in a high-context culture. Its multiple functions include
repeating, accentuating, complementing and contradicting a verbal message. This
type of communication also regulates interactions, such as non-verbal cues
conveying when a person should speak or not speak. Finally, non-verbal
communication can even substitute a verbal message through gestures and facial
expressions, especially when people do not speak the same language.
Each of these characteristics influences intercultural communication and can be
responsible for conflict or the escalation of conflict when it leads to bad
communication or misinterpretation.
References
BeyondIntractability.org: Knowledge Base Essay--Cross-Cultural Communication;
Michelle LeBaron
"Sino-US English Teaching;" Non-Verbal Language in Cross-Cultural Communication;
Wang De-hua and Li Hui; October 2007
http://www.ehow.com/about_6686803_non-verbal-intercultural-communication.html
Maria Ciubotaru
Non-Verbal Barriers to Communication
Facial expressions can be used as a nonverbal communication barrier.
Lee Hopkins, a leading Australian business motivator, defines nonverbal communication as
anything aside from oral words that send a message. The communication process requires a
sender and receiver and uses various mediums to deliver the messages. For example, the same
message can express itself in different ways via a billboard, a handshake or a facial expression.
Nonverbal communication is just as important as verbal communication because people respond
to what they see more than what they hear. Identify the barriers to your nonverbal
communication to sharpen you communication skills.
Paralanguage
Paralanguage is the way inflections are used when sending a message verbally. Paralanguage
creates a nonverbal communication barrier when it is misunderstood or not applied
appropriately. It could be a person’s tone of voice, pitch or volume that defines the words to

4. mean one thing or another. For example, someone can say, “get out of here,” and depending on
how it was said could either mean the person is upset or could be using the phrase as an
expression of awe. If someone is talking, but they are mumbling their words or speaking very
softly, you may think they don’t care about what they’re saying or they may be shy and
intimidated.
Silence
The lack of expression sends a message itself, which can create a communication barrier
between the sender and receiver. Silence can be used as a threatening tool to ignore and
disregard another person’s need for communication, or it can be used to improve
communication. Silence, used in the appropriate way, can help you and the other person think
through the messages being sent and how to appropriately respond. A person’s body language
coupled with silence will help to define the message being sent.
Body Language
Body language can create a communication barrier. A person with their head down, folded arms
or turning their back to you are all examples of body language that creates a wall from
communicating. Body language is used to send messages that you don’t care, don’t want to talk
or that you’re angry. It is the use of your physical body to send a message. This can include
positions, symbols made with your hands or a stance.
Facial Expression
A person’s facial expression can act as a barrier, especially when there is insecurity or fear
involved in the conversation. Facial expressions can be misinterpreted and misunderstood. For
example, if you’re telling someone something highly sensitive and they don’t make any facial
expression, you may perceive that they are not listening, resulting in a barrier where you close
off your heart and end the conversation, according to Ohio University.
References
Lee Hopkins: Nonverbal Communication
Ohio State University: Overcoming Barriers to Communication
Mind Tools: Improve Your Communication Skill
Nicole Papa: Non-Verbal Barriers to Communication | eHow.com
http://www.ehow.com/list_6721900_non_verbal-barriers-
communication.html#ixzz1fixYHTFg
Importance of Non Verbal Communication in Business
Business is about information -- bosses tell employees what they should do, presenters tell their
audiences about products and sales representatives tell clients about products. For information to

5. have its desired effect, it must be received in the right way. The speaker's non-verbal
communication skills determine how the listener receives what he or she has to say.
Trust
Trust is essential to running a successful business. Clients and businesses must trust each other to
uphold contracts. Employees must trust each other to complete their designated tasks, and
teamwork fails without trust. Non-verbal cues play a large part in establishing trust between
people. For example, good eye contact by a speaker encourages trust from his or her listeners.
Lee Hopkins, a business communications trainer, suggests that speakers break eye contact into
spans of about four or five seconds.
Confidence
Appearing confident is important to establishing an effective image in the workplace. Listeners
look for signs of confidence in speakers to determine how strongly they believe in what they are
saying, and nervousness can seem like a lack of sincerity. Maintaining a straight posture, a
pleasant expression and a calm manner communicates confidence to listeners. Avoid fidgeting,
looking at the ground or pacing while you deliver presentations to an audience. Instead, maintain
eye contact and take steps only when they enhance the presentation.
Authority
Most businesses operate using a system of hierarchy. A boss manages the employees under him
or her. For management to be effective, the employees must respect the boss and feel a
responsibility to carry out his or her directives. Employee respect comes from the projection of a
sense of authority. Managers can convey this by maintaining a confident posture. They should be
firm, but not aggressive, when telling employees what to do; a show of uncertainty gives
employees a reason to doubt the direction.
Connections
Business opportunities are often found through friends or acquaintances. Building personal
relationships is vital to finding these opportunities, which is why businesspeople place
importance on the act of networking. Non-verbal communication is important in forming
networks. A firm handshake creates a bond between people when they meet for the first time,
and that connection is strengthened by eye contact when they speak. Calm, affable speech
indicates an openness to forming a friendship. These cues, more than the content of what is said,
lay the foundation for the formation of a business connection.
References
Lee Hopkins: Nonverbal Communication in Business
People Communicating: Nonverbal Communication in Business
Danielle DeLee: Importance of Non Verbal Communication in Business | eHow.com

6. http://www.ehow.com/info_7860809_importance-non-verbal-communication-
business.html#ixzz1fixy8HYz
Cultural Differences in Nonverbal Communication
Nonverbal communication expresses meaning or feeling without words. Universal emotions,
such as happiness, fear, sadness, are expressed in a similar nonverbal way throughout the world.
There are, however, nonverbal differences across cultures that may be a source of confusion for
foreigners. Let's look at the way people express sadness. In many cultures, such as the Arab and
Iranian cultures, people express grief openly. They mourn out loud, while people from other
cultures (e.g., China and Japan) are more subdued. In Asian cultures, the general belief is that is
is unacceptable to show emotion openly (whether sadness, happiness, or pain).
Let's take another example of how cultures differ in their nonverbal expression of emotion.
Feelings of friendship exist everywhere in the world, but their expression varies. It is acceptable
in some countries for men to embrace and for women to hold hands; in other countries, these
displays of affection are discouraged or prohibited.
As with nonverbal communication, what is considered usual or polite behavior in one culture
may be seen as unusual or impolite in another. One culture may determine that snapping fingers
to call a waiter is appropriate, whereas another may consider this gesture rude. We are often not
aware of how gestures, facial expressions, eye contact, and the use of conversational distance
affect communication. To interpret another culture's style of communication, it is necessary to
study the "silent language" of that culture.
Gestures and Body Positioning
Gestures are specific body movements that carry meaning. Hand motions alone can convey many
meanings: "Come here," Go away," It's okay," and "That's expensive!" are just a few examples.
The gestures for these phrases often differ across cultures. For example, beckoning people to
come with the palm up is common in the United States. This same gesture in the Philippines,
Korea, and parts of Latin America as well as other countries is considered rude. In some
countries, only an animal would be beckoned with the palm up.
As children, we imitate and learn to use these nonverbal movements to accompany or replace
words. When traveling to another country, foreign visitors soon learn that not all gestures are
universal. For example, the "O.K." gesture in the American culture is a symbol for money in
Japan. This same gesture is obscene in some Latin American countries. (This is why the editors
of a Brazilian newspaper enjoyed publishing a picture of a former American president giving the

7. "O.K." symbol with both hands!)
Many American business executives enjoy relaxing with their feet up on their desks. But to show
a person from Saudi Arabia or Thailand the sole of one's foot is extremely insulting, because the
foot is considered the dirtiest part of the body. Can you imagine the reaction in Thailand when a
foreign shoe company distributed an advertisement showing a pair of shoes next to a sacred
sculpture of Budda?
Facial Expressiveness
Facial expressions carry meaning that is determined by situations and relationships. For instance,
in American culture the smile is typically an expression of pleasure. Yet it also has other
functions. A woman's smile at a police officer does not carry the same meaning as the smile she
gives to a young child. A smile may show affection, convey politeness, or disguise true feelings.
For example many people in Russia consider smiling at strangers in public to be unusual and
even suspicious behavior. Yet many Americans smile freely at strangers in public places
(although this is less common in big cities). Some Russians believe that Americans smile in the
wrong places; some Americans believe that Russians don't smile enough. In Southeast Asian
cultures, a smile is frequently used to cover emotional pain or embarrassment. Vietnamese
people may tell the sad story of how they had to leave their country but end the story with a
smile.
Our faces reveal emotions and attitudes, but we should not attempt to "read" people from another
culture as we would "read" someone from our own culture. The degree of facial expressiveness
one exhibits varies among individuals and cultures. The fact that members of one culture do not
express their emotions as openly as do members of another does not mean that they do not
experience emotions. Rather, there are cultural restraints on the amount of nonverbal
expressiveness permitted. For example, in public and formal situations many Japanese do not
show their emotions as freely as Americans do. More privately and with friends, Japanese and
Americans seem to show their emotions similarly. Many teachers in the United States have a
difficult time knowing whether their Japanese students understand and enjoy their lessons. The
American teacher is looking for more facial responsiveness than what the Japanese student is
comfortable with in the classroom situation.
It is difficult to generalize about Americans and facial expressiveness because of individual and
ethnic differences in the United States. People from certain ethnic backgrounds in the United
States tend to more facially expressive than others. The key, is to try not to judge people whose
ways of showing emotions are different. If we judge according to our own cultural norms, we
may make the mistake of "reading' the other person incorrectly.

8. Eye Contact
Eye contact is important because insufficient or excessive eye contact can create communication
barriers. In relationships, it serves to show intimacy, attention, and influence. As with facial
expressions, there are no specific rules governing eye behavior in the United States, except that
is is considered rude to stare, especially at strangers. In parts of the United States, however, such
as on the West Coast and in the South, it is quite common to glance at strangers when passing
them. For example, it is usual for two strangers walking toward each other to make eye contact,
smile, and perhaps even say "Hi," before immediately looking away. This type of contact doesn't
mean much; it is simply a way of acknowledging another person's presence. In general,
Americans make less eye contact in bus stations, for example, than in more comfortable settings
such as a university student center.
Patterns of eye contact are different across cultures. Some Americans feel uncomfortable with
the "gaze" that is sometimes associated with Arab or Indian communication patterns. For
Americans, this style of eye contact is too intense. Yet too little eye contact may also be viewed
negatively, because it may convey a lack of interest, inattention, or even mistrust. The
relationship between the lack of eye contact and mistrust in the American culture is stated
directly in the expression "Never trust a person who doesn't look you in the eyes." In contrast, in
many other parts of the world (especially in Asian countries), a person's lack of eye contact
toward an authority figure signifies respect and deference.
Conversation Distance
Unconsciously, we all keep a comfortable distance around us when we interact with other
people. This distance has had several names over the years, including "personal space,"
"interpersonal distance," "comfort zone," and "body bubble." This space between us and another
person forms invisible walls that define how comfortable we feel at various distances from other
people.
The amount of space changes depending on the nature of the relationship. For example, we are
usually more comfortable standing closer to family members than to strangers. Personality also
determines the size of the area with which we are comfortable when talking to people. Introverts
often prefer to interact with others at a greater distance than do extroverts. Culture styles are
important too. A Japanese employer and employee usually stand farther apart while talking than
their American counterparts. Latin Americans and Arabs tend to stand closer than Americans do
when talking.
For Americans, the usual distance in social conversation ranges from about an arm's length to
four feet. Less space in the American culture may be associated with either greater intimacy or

9. aggressive behavior. The common practice of saying "Excuse me," for the slightest accidental
touching of another person reveals how uncomfortable Americans are if people get too close.
Thus, a person whose "space" has been intruded upon by another may feel threatened and react
defensively. In cultures where close physical contact is acceptable and even desirable, Americans
may be perceived as cold and distant.
Culture does not always determine the message of nonverbal communication. The individual's
personality, the context, and the relationship also influence its meaning. However, like verbal
language, nonverbal language is linked to person's cultural background. People are generally
comfortable with others who have "body language" similar to their own. One research study
demonstrated that when British graduate students imitated some Arab patterns of nonverbal
behavior (making increased eye contact, smiling, and directly facing their Arab partners), the
Arabs felt that these students were more likeable and trustworthy than most of the other British
students.
When one person's nonverbal language matches that of another, there is increased comfort. In
nonverbal communication across cultures there are similarities and differences. Whether we
choose to emphasize the former or the latter, the "silent language" is much louder than it first
appears.