This is the presentation of a lecture of Negotiation course in our university. Hope these slides can help you understand more about Negotiation in Business. Thank you for reading till this line, these slides are very easy to read, however it can have a few pictures on it. During the defects liability period, the contractor typically has the obligation to repair or replace any defects that arise due to faulty workmanship or materials. It's important for all parties involved to clearly define the defects liability period in the construction contract to avoid disputes and ensure that the project meets the required quality standards. Negotiation: Navigating the Art and Science Negotiation is an intricate dance, a delicate interplay of skills, strategies, and communication. Whether it's sealing a business deal, resolving conflicts, or navigating personal relationships, the art of negotiation is a crucial life skill. 1. Understanding the Basics: Negotiation is not merely about getting what you want. It involves finding common ground, fostering relationships, and creating win-win scenarios. The process typically unfolds in stages - preparation, discussion, clarification of goals, negotiation, and agreement. Each stage demands attention and finesse. 2. Preparation is Key: Successful negotiators invest time in understanding their own objectives and the other party's interests. Thorough research, knowledge of market conditions, and awareness of potential obstacles empower negotiators to make informed decisions. 3. Building Rapport: The foundation of successful negotiation often lies in establishing rapport. Trust is the currency of negotiation. Open communication and active listening build a conducive environment for fruitful discussions. 4. The Power of Active Listening: Listening goes beyond hearing words; it involves understanding the underlying emotions and needs. Active listening promotes empathy and enables negotiators to address concerns effectively. 5. Strategies and Tactics: Negotiation strategies vary based on the context. Distributive negotiation, where resources are fixed, demands a competitive approach. Integrative negotiation, on the other hand, seeks collaborative solutions that benefit all parties. 6. BATNA (Best Alternative to a Negotiated Agreement): Understanding your BATNA provides a safety net. It's your fallback position if negotiations fail. A strong BATNA strengthens your position and gives you the confidence to walk away if necessary. 7. Overcoming Obstacles: Negotiations often encounter obstacles. Effective negotiators view challenges as opportunities. Whether it's handling conflict, managing emotions, or navigating cultural differences, adaptability is crucial. 8. Cultural Considerations: In a globalized world, negotiations often transcend cultural boundaries. Awareness of cultural nuances, customs, and communication styles is vital for building bridges and avoiding misunderstandings.

1. Become a master negotiator

2. • Negotiation skills are not natural skill you are either born with or
without
• Negotiating is an acquired competency that require both training and a
complex set of intelligences, attitudes and skills
• Triple competency
• Cognitive intelligences
• Emotional intelligences
• Interpersonal intelligences
• Other qualities for a master negotiator: Harmony, pragmatism,
innovation, visionary, strategist

3. Negotiators’ intelligence
• Cognitive intelligent:
To comprehend complex idea
To reason base on facts
To plan a course of actions
To solve problems
To make rational decisions

4. Negotiators’ intelligence
• Emotional intelligence
Self awareness
Self regulations
Self Motivation
Patience
Empathy

5. Negotiators’ intelligence
• Interpersonal intelligence
Understand other people, what motivates them, how to cooperate with
them
How to build relationships, are good listener, enjoy interaction
Working in group
Social analysis

6. Interpersonal skill for negotiator
• Nonverbal communication skills
• Listening skills
• Questioning skills
• Persuade skills

7. Nonverbal Communication
Is it possible to
communicate without
words?

9. Nonverbal Communication
Studies show that only 7% of the total message is
carried though your words;
38% of the total message is carried through
• The tone and
• the pace of your voice.
Over half of your message is carried through
other nonverbal elements:
• Your appearance
• Your body language

10. Sensory Channels
It is also important to remember that while
communicating we not only use different frames of mind
but also use various sensory channels like ;
•Verbal contents ( Words)
•Auditory content ( Voice tone)
•Visual content ( gestures, facial
expressions) and sometimes sense of
touch and smell ,too.

11. Why is Non-verbal communication important?
Non verbal communication plays a big role in insight as it gives us messages
about the other person, that we can interpret at an intuitive level.
11

12. Nonverbal Communication
Before someone processes our verbal messages,
He/ she
• Taken in our appearance,
• Registered our enthusiasm and sincerety
• Noted our tone of voice and processed all into nonverbal
message.
+ If this message reinforce the content of verbal one, it
means we send a powerful message.
+ If the two messages do not match, they may cancel
each other and that means no messages delivered.

13. Nonverbal Communication
• The process of sending
and receiving wordless
messages by means of
facial expressions, gaze,
gestures, postures, and
tones of voice.
• Nonverbal cues include all
expressive signs, signals
and cues ---which are used
to send and receive
messages

14. Nonverbal communication
Explain the importance of
nonverbal communication
in the international
negotiation
+ How can nonverbal communication
impact a company’s public image?
+ What is the importance of nonverbal
communication in conveying and
interpreting a message in the
workplace?
+ How might a nonverbal message
conflict with the accompanying verbal
message? What can be the results of
such “mixed messages”?
Closure
What is an example of a variation in
nonverbal communication in another
culture?

15. Why is Non-verbal communication important?
Non verbal communication plays a big role in
insight as it gives us messages about the other person,
that we can interpret at an intuitive level.
15
People remember 10% of information that is provided to them orally and
just 20% of information that is provided to them visually. However,
80% of information that is presented to a person both orally and
visually is retained, meaning that body language is just as important as
being vocal.
0
10
20
30
40
50
60
70
80
90
Vocal presentation Visual presentation Both Vocal and visual
presentation
Percentage of information remembered
through vocal/visual communication
Remmember

16. • Tony Hsieh, CEO of Zappos, explains his strategy for success at the
poker table as a parallel to business: “I learned that the most important
decision I could make was which table to sit at. This included knowing
when to change tables.”
• As much of your ability to set a positive tone for a successful
negotiation rests on keeping control of your body language, so
does your intuition in responding to the body language and non-verbal
cues of your potential opponents before choosing to engage with them.
As Mr. Hsieh noted and any poker player will tell you, the outcome of
a game is often more than half decided when they make the decision to
sit down.

17. First Impressions
• You only have seven
seconds to make a first
impression!
• Studies have shown that
nonverbal cues have 4x the
impact on the impression
you make over anything
you say.

18. First Impressions
• What can you do?
• Attitude
• Posture
• Smile
• Eye Contact
• Good handshake
• Lean in (body language)

20. What is Nonverbal communication
Nonverbal communication includes sending &
receiving messages without using words.
These message can be sent consciously or unconsciously
3 CATEGORIES OF NONVERBAL
COMMUNICATION
• Sign language which includes all those codes in which
numbers, words, and punctuation signs have been supplanted
or replaced by gestures
• Action language encompasses all movements that are not
used exclusively as signals.
• Object language embraces all intentional and non-intentional
display of material things, such as art objects, implements,
machines, architectural structures, and the human body and
whatever clothes it

21. What are dimensions of nonverbal
communication?
Knapp (1972:5) enumerates
seven dimensions, as follows:
1. Body motion or kinesics
2. Physical characteristics
3. Touching behavior or haptics
4. Paralanguage
5. Proxemics
6. Artifacts
7. Environmental factors

22. What are classifications of nonverbal communication?
Joseph de Vito (1986) presents a slightly different classifications:
1. Body
communication
- Gestural communication
- Facial communication
- Eye communication
- Touch communication
2. Space
communication
- Proxemics
- Territoriality
- Aesthetics and colors
3. Silence, paralanguage &
temporal communication
- Silence
- Paralanguage
- Time

23. 2.1 Procemics
• MAINTAIN PERSONAL SPACE: PROXEMICS
• The science of personal space, otherwise referred to as “proxemics,”
focuses on the distance between people as they interact. Ever felt incredibly
uncomfortable or pressured when a stranger, acquaintance, or co-worker
stood a little too close while speaking with you? To the point that you were
shuffling your feet and silently willing them further away, no longer paying
attention to the conversation?
• As you can imagine, such a situation completely disrupts the negotiation
process. It’s important for each party to feel that their personal space is
being respected and that they’re not being physically intimidated. A safe
rule is to sit or stand at least four feet away and study the other person to
gauge their comfort level.

24. 2.3 - Aesthetics and colors
Meaning can be communicated through object
•Clothing
•Hairstyle
•Architecture
•Symbols
•Dance
•Icons (Image, picture, or representation)
•Handwriting style
•arrangement of words
•physical layout of a page

25. 3.1 Silent in communication
• SLOW DOWN AND KEEP QUIET
• Everyone, no matter the situation, wants to feel that their input has been
heard, respected, and considered before a counter move is made.
However, the stress of the negotiation, combined with your excitement
and desire to get your point across, can make you jumpy and
overenthusiastic, rushing your words or even talking over the other
person. Listen closely to the other person, pause for a while to show you
are thinking about what they said, and keep your response slow and calm.
This conveys respect but confidence in your position.
• Moreover, don’t be afraid to be silent for a short while, sparking the other
person’s insecurities. The effects may surprise you. As Lance Murrow
advised, “Never forget the power of silence, that massively disconcerting
pause which goes on and on and may at last induce an opponent to babble
and backtrack nervously.”

26. 3.2 Paralanguage in communication
• 6. Hold an Even Tone of Voice
• Though verbal communication is explicit in the words you choose to use, it also includes aspects of body
language as it pertains to subtleties within tone of voice. During negotiations, your voice is more than just a
tool to express your wishes. Keep your voice even and as close to your normal speaking voice as possible.
Speaking in a higher pitch than normal indicates nervousness and can give the other party an upper hand.
• Attempt to match your partner’s speaking speed and tone of speech within reason. People often think quickly,
and they don’t always absorb every word they hear. When speaking too fast, you risk losing their train of
thought. Both parties should aim to communicate on the same playing field for a fair negotiation process.
• Nonverbal cues and intentional body language are powerful tools that every savvy business person should
have at their disposal. Paying attention to the body language of confidence will allow you to enter
negotiations with a strong, practiced upper hand. Utilizing your awareness of these powerful soft skills will
benefit almost any negotiation.
• Guest Author: Heather Lomax is a contributing writer and media relations specialist for Negotiations
Training Institute. She aims to help professionals at any level negotiate with confidence.
• Related Posts

27. 3.3 Time in communication
• SHOW UP ON TIME
• As Woody Allen so aptly put it during his sudden rocketing to stardom with
the release of Annie Hall in 1977, “Eighty percent of success is showing
up.” And it’s true. The very first impression that you’ll make on a new
client, potential boss, or corporate adversary occurs before you step into the
room or say a word.
• Lateness damages the negotiation process in two ways: Firstly, it’s viewed
as discourteous (or even insulting) and implies incompetence and lack of
integrity on the part of the latecomer, making the other party irritated and
less likely to want to reach an agreement. Secondly, the anxiety you’ll no
doubt experience at being late will shatter the calm, focused, and confident
demeanor that you’ll need to summon if you’re to be successful in the
negotiation itself. So give yourself a fighting chance and show up on time.

28. Vocalizations/ Paralanguage
• Non verbal sounds - not words, but convey a meaning.
• Divided into three categories:
• vocal characterizers (Laughing; Sighing; Crying; Belching; Inhaling;
Excessive groaning; Whining; Yelling; Whispering)
• vocal qualifiers (intensity (loud-soft); pitch height; high-low)
• vocal segregates (“um” “uh” “ah”)

29. Note:
• some sounds are not vocal,
e.g., snapping one’s fingers, stamping a foot
• …nv includes vocal (made with the breath; taking a
small bit of air; onomatopoetic words – zzz)
and non vocal phenomena (more sounds than
words e.g., zap...buzz)

30. Universals of nonverbal message
Notation
• Context
• Message
• Culture
• Trust on
nonverbal cues
• Relationship bt
verbal and non
verbal messages

32. At the end of
this lesson…
+ Definition
+ The importance
+ Ways to improve
BODY
LANGUAGE

33. You will also discover

34. Body language
Basic understanding
Why It's Not What You Say
How Body Language Reveals Emotions and Thoughts
Why Women are More Perceptive
What Brain Scans Show
How Fortune-Tellers Know So Much
Inborn, Genetic or Learned Culturally?
Some Basic Origins
Universal Gestures
Three Rules for Accurate Reading
Why It Can be Easy to Misread
Why Kids are Easier to Read
Can You Fake it?
True-Life Story: The Lying Job Applicant
How to Become a Great Reader
Main content
The Power Is in Your Hands
The Magic of Smiles and Laughter
Arm Signal
Cultural Differences 1
Hand and Thumb Gestures
Evaluation and Deceit Signals
Eye Signals
Space Invaders - Territories and
Personal Space/ proxemics
How the Legs Reveal What the
Mind Wants to Do
Tip
The 13 Most Common Gestures
You'll See Daily
Mirroring - How We Build Rapport
The Secret Signals of Cigarettes,
Glasses and Make-up
How the Body Points to Where the
Mind Wants to Go
Courtship Displays and Attraction
Gestures
Ownership, Territory and Height
Signals
Seating Arrangements - Where to Sit

37. This lesson:
• 1. Posture

38. Body Motion
(Kinetic Gestures)
Movements of the:
• posture
• Body
• Limbs
• Head
• feet and legs
• facial expressions
• eye behavior

39. • Some movements provide
information about emotions
• Some give information about
personality traits or attitude

40. Posture
Jacques-Louis David
the artist painted
Napoleon Bonaparte
from his memory and
added the gesture.
But
When Napoleon saw
the painting he said to
the artist, 'You have
understood me, my
dear David.
Robin – The Thinker

41. Come to the stage and
introduce yourself

42. Do and don’t
while standing
Stand straight up
The shoulder is opened
with flat back and without
lock down and slump
The hand is opened, or
naturally hang at sides,
with the palm lean
forward, point to the
important things
Don’t put the hands
behind back or in the
pocket
Feet is pillared on both
legs, with 6-8 inches apart
(equal to the shoulder)
Don't tucked the legs or
point the feet to the door

46. Tucked and crossed leg
Closed arms,
Thinker’s signs
Slouch back
Point out the postures
that are not suitable

47. Posture: Sitting and Walking
Sitting with your legs crossed and elevated foot moving in a slight
circular motion indicates boredom or impatience.
Interest and involvement are usually projected by sitting on the
edge of the chair and leaning slightly forward.
Generally, people who walk fast and swing their arms freely tend to
know what they want and to go after that. People who walk with
their shoulders hunched and hands in their pockets tend to be
secretive and critical. They don’t seem to like much of what is
going on around them.
Dejected people usually scuffle along with their hands in pockets,
heads down, and shoulders hunched over.
People who are preoccupied or thinking, usually walk with their
heads down, hands clasped behind their backs and pace very
slowly.

48. Language of Gestures
Body language and nonverbal communication are
transmitted through and posture (sitting and walking)
GESTURES OF THE EYES, FACE, HANDS,
ARMS, LEGS
Each individual, isolated gesture is like a word in
sentence; it is difficult and isolated dangerous to
interpret in and of itself.
Therefore consider the GESTURE CLUSTER in the
light of everyhing else that is going on around you
and the context of the negotiation.

49. Eyes
Windows of the soul, excellent indicators of feelings.
EYE CONTACT is one of the single most powerful communication
tools between two people, as it conveys openness, sincerity, and
trust.
Honest person has a tendency to LOOK listeners STRAİGHT İN
THE EYE when speaking.
AVOİDING EYE CONTACT in a negotiation keeps a good rapport
from developing. It gives the other person the feeling that you’re
being evasive or dishonest, uncomfortable. All of which make
negotiating very difficult.

50. Use Appropriate Eye Contact
Where to fix and how to use our gaze can greatly affect interpretation
and outcome of a negotiation.
SOFT EYE CONTACT: : Gently land your eyes on one person,
allowing your focus to remain soft, you will see the whole of the person.
• Hold soft eye contact for consistent periods at a time, and feel free to
occasionally glance away
• It is most important to maintain A SENSE OF BALANCE IN
KEEPING EYE CONTACT with a negotiating partner. You
should never stare directly for too long. On the other hand, eye
contact is so powerful that too much of it can be threatening and
seen as aggressive or intimidating. You should keep relatively
consistent eye contact, but remember that it’s natural to look away
when thinking or processing.

51. OTHER EYE EXPRESSION
Try to reduce tension and build trust rather than increase
tension.
The RAİSİNG OF ONE EYEBROW shows disbelief
The RAİSİNG OF BOTH EYEBROW shows surprise.
People are classified as right lookers and leftlookers.
RİGHT LOOKERS are more influenced by logic and
precision,
LEFT LOOKERS are found to be more emotional,
subjective and suggestible.

52. The Face
The face is one of the most reliable indicators of a person’s
attitudes, emotions & feelings
By analysing facial expressions, interpersonal attitudes can be
discerned and feedback obtained.
Some people try to hide their true emotions.

53. Common facial gestures
FROWNS: unhappiness, anger
SMİLES: happiness
SNEERS: dislike, disgust
CLENCHED JAWS: tension, anger
POUTİNG LİPS: sadness.

54. The Palms / Hands/ Limbs/
KEEP YOUR LIMBS CALM AND OPEN
• Just like you want the words that you’re saying to exude strength, confidence, and
calm during a negotiation, so should your body. If you’re constantly tapping your
fingers or feet, entwining your hands, or crossing and uncrossing your legs, it will
signal that you are in a stressed, rather than thoughtful, state. Keep your legs calm
and your hand movements limited to expression rather than fidgeting.
• Non-verbal channels are 12.5 times more powerful than communicating
interpersonal attitudes and feelings than the verbal channel.
• In the same vein, any level of crossed limbs or hands is going to be interpreted as
being negative and closed off, which won’t help you to elicit trust in any
negotiation. No one wants to talk to someone who seems to have already made up
their mind! So uncross your arms and legs and keep some distance between your
hands to appear open minded and ready to listen to others’ points of view.

55. The Palms / Hands/ Limbs/
HANDS DOWN
Speaking of hands–they are incredibly expressive and can add a lot to
your communication.
When negotiating, the general rule of thumb is to KEEP YOUR
HANDS AWAY FROM YOUR FACE.
Rubbing one’s face or head is generally seen as a symptom of anxiety,
and anxious is the last thing you want to appear. Likewise, having your
hands over your mouth or eyes signals that you may be in the process of
hiding or lying. Appear confident and truthful by keeping your hands
away from your face, unclenched, and open as much as you can.

56. The Hands
TİGHTLY CLENCHED HANDS usually indicate that the person is experiencing
undue pressure. It may be difficult to relate to this person because of his tension
and disagreement.
Superiority and authority are usually indicated when you are standing and
JOİNİNG YOUR HANDS BEHİND YOUR BACK; while sitting, leaning back
with BOTH HANDS SUPPORTİNG THE HEAD usually indicates a feeling of
confidence or superiority.
CUPPİNG one or both HANDS OVER THE MOUTH, especially when talking,
may well indicate that the person is trying to hide something; RUBİNG gently
behind or beside THE EAR with the index finger or RUBBİNG THE EYE
usually means the other person is uncertain about what you are saying.
Putting your HAND TO YOUR CHEEK OR STROKİNG YOUR CHİN
generally portrays thinking, interest or consideration.
FİNGERS BENT ACROSS THE CHİN or below the mouth most often shows
critical evaluation.

57. The Arms and Legs
CROSSED ARMS tend to signal defensiveness. They seemingly act as a protective
guard against an anticipated attack or a fixed position which the other person would
rather not move.
Conversely, ARMS OPEN AND EXTENDED TOWARD you generally indicate
openness and acceptance.
CROSSED LEGS tend to seem disagreement. People who tightly cross their legs
seem to be saying that they disagree with what you are saying or doing. If the
people have tightly crossed legs and tightly crossed arms, their inner attitude is
usually one of extreme negativity toward what is going on around them. It may be
difficult to get agreement.

58. PERFECT THE HANDSHAKE
• Alright, you’ve arrived on time–well done! What’s next? The dreaded
handshake.
• Attesting to the trust-promoting powers of an old-fashioned handshake,
legendary Hollywood talent agent and dealmaker Irving Paul “Swifty”
Lazar once said, “I have no contract with my clients. Just a handshake is
enough.”
• A great deal has been written over the years on the art of the perfect
handshake, but you can forget all of it. The most and, really, only important
thing about your handshake is that you have one at all. Researchers at the
University of Chicago recently published a group of studies concluding that
a handshake (any handshake, even the floppy one from the guy down the
hall) makes people feel comfortable, promotes honesty, and increases the
cooperative behaviors that lead to deal making.

59. Interpreting Gesture Clusters
Certain combinations of gestures are especially reliable indicators of a
person’s true feelings. These combinations are clusters.
Each gesture is dependent to others, so analysis of a person’s body
language is based on a series of signals to ensure that the body
language clearly and accurately understood.
All the individual gestures fit together to project a common, unified
message.
When they do not, this means a incongruity.
For example: A nervous lough.
A laugh generally signal of relaxation. But if there are nervous
signals in body language that means the person is trying to escape
from an unpleasent situation.

60. Common Gesture Clusters
Openness:
Several gestures indicate openness and sincerety
• Open hands,
• unbuttoned coal or collar,
• leaning slightly forward in the chair,
• removing coat or jacket,
• uncrossing arms and legs, moving closer.
When people are proud of what they have done, they usually show
their hands quite openly.
When they are not often put their hands into their pockets, or hide back
When people show signals of openness that means they are generally
beginning very comfortable in your presence which is good.

61. Common Gesture Clusters
Defensiveness:
People who are defensive usually have
• a rigid body,
• arms or legs tightly crossed,
• eyes glancing sideways or darting occasionaly.
• minimal eye contact
• lips pursed, fists clenched and downcast head
• Common Gesture Clusters
Nervousness
Whistling,Jingling pocket change , Fidgeting, Twitching lips or face
Clearing one’s throat,Chain smoking. Covering the mouth with hand,
Tapping fingers

62. Common Gesture Clusters
Evaluation:
Evaluation gestures say that the other person is being thoughtful or is considering
what you are saying. Sometimes in a friendly way sometimes in an unfriendly way.
Typical evaluation gestures include
• tilted head,hand to cheek, leaning forward and chin stroking
Sometimes evaluation gestures take on a critical aspect.
• The body is more drawn back
• The hand is to the face but the chin is in the palm of the hand with one finger going up
the cheek and the other fingers positioned below the mouth.
• This is generally an unfavorable gesture.
• To gain time for evaluating the situation people use cigarette or pipe smoking habits,
removing eyeglasses.
• A final negative evaluation gesture is dropping his eyeglasses to the lower bridge of
noise and peering over them.
• This gesture usually causes a negative emotional overreaction in other people.

63. Suspicion, Secrecy, Rejection, and
Doubt:
These negative emotions are communicated typically by:
• Sideways glances
• Minimal or no eye contact
• Shifting the body away from the speaker
• Touching or rubbing the nose.
When a person do not want to look at you it could mean he is being secretive,
has private feelings in opposition to what you are saying or hiding something.
A sideway glances means suspicion and doubt.
Shifting your body from someone means you wish to end the conversation,
meeting etc.
Touching nose may indicate doubt or concealment

64. Common Gesture Clusters Readiness
Readiness is related to the goal-oriented high achiever
with a concern for getting things done.
It communicates dedication to a goal and is usually
communicated by sitting forward at the edge of a chair.
This may negatively give the appearence of being overly
anxious also.

65. Four basic modes of Body Language.-
•Responsive- ( Eager)
•Reflective-(Evaluating)
•Fugitive -(Bored)
•Combative- ( Aggressive)

66. Two basic groups of postures:
OPEN/CLOSED and FORWARD/BACK
• OPEN/CLOSED is the most obvious. People with arms folded and
legs crossed and bodies turned away are signaling that they are
rejecting messages.
• People showing open hands, fully facing you and both feet planted on
the ground are accepting them.

67. FORWARD/BACK
• FORWARD/BACK indicates whether people are
actively or passively reacting to communication.
When they are leaning forward and pointing towards
you they are actively accepting or rejecting the
message.
• When they are leaning back, looking up at the ceiling,
doodling on a pad, cleaning their glasses they are
either passively absorbing or ignoring it.

68. ( Eager) (Evaluating)
(Bored)
( Aggressive)

69. Responsive
ENGAGED
Leaning forward
Open body
Open arms
Open hands

70. Reflective LISTENING
Head tilted
Lots of eye
contact
High blink
rate

71. Fugitive
BORED
Staring into space
Slumped posture
Doodling
Foot tapping

72. Combative
LET ME SPEAK
Finger tapping
Foot tapping
Staring

73. • Superiority
• Relaxed
Leaning
Back With
hands
Supporting
Head
Rejecting Messages

74. Sit down readiness
• Ready
•Positive
• Able
• Goal
oriented
person

75. • Honesty
• Loyalty
• Devotion
Hand to Chest

76. • A Doubt
• Hesitance
“Well, I don’t Know ”

77. • Curiosity
Touching the Nose

78. • Boredom
• Tired
“ I am bored.”

79. • Confident
• Proud
• Egotistic
Low Steepling
( Joining Finger tips)
Sleeping

80. • Expectation
• Unspoken
demand
Hand Rubbing

81. • Evaluating
• Judging
Chin -stroking evaluation

82. • Negative
Emotional
Reaction
• Scrutinizing
people
Gesture with glasses

83. • Sincere
• Open to suggestion
• Acceptance of
authority
• Frustration
• Helplessness
Open Hands
Sincerity Helplessness

84. • Non-
Cooperative
• Hostile
• Unconcerned
Getting a Leg up

85. • Defensive
or
• Sometimes,
seeking comfort
Arm Gripping

86. • Preferred by
teenage girls
Crossed Arm

87. • Defensive
• Generally
among
colleagues or
peers
or
• In elders it is
for the right to
be heard Crossed arm Defensive

88. Emblems
• Thumbs up OK
• V with fingers victory
• Finger pointed to temple suicide
• Hand grasping throat choke
• hand to mouth eating
• tilt head, eyes closed sleeping

89. Use of Emblems (a)
• Insults
• Directions
come go
stop slow down
• Greetings
• Departures

91. Part of body associated with emblems
• Often the hands... but not exclusively
• Nose wrinkle Disgust
• Drop of the jaw and exaggerated
raising of the eyebrows Surprise
• Upturned palms, shrugged shoulders Uncertainty

92. Regulators 2
• They can tell the speaker to:
continue
hurry up
become more interesting
explain
let the other talk

93. Turn-taking regulators
(the most studied kind)
Head tilting
Nods
Eye contact
e.g. less eye contact if you want to terminate conversation.

94. Paralanguage
• How - not what you say.
• Speech behavior
• Voice quality and pitch
• Range and rhythm control
• Tempo
• Articulation
• Resonance
• Glottis control
• Vocal and lip control

95. Saying What We Really Mean
The price we pay for
not saying what we
mean - or saying
something we didn’t
mean can cause guilt,
anger, loss of self
esteem.
Accusation, screaming,
and aggressiveness
can’t prove our point.

96. Emotions- Express with Facial
Expressions
•Surprise
•Fear
•Disgust
•Anger
•Happiness
•Sadness

97. Physical Characteristics
• Not all nonverbal communication comes through movement and
motion
• Some are static self presentation characteristics
• body height
• weight
• hair
• skin color
• breath odor

98. Artifacts
• When objects interact with persons to send nv cues
- clothes - lipstick
- false eyelashes
- wigs
- perfume

99. Environmental Factors
• Associated with the communication event that impinge upon the
human relationship, but not part of it.
• furniture
• architectural style
• interior decorating
• lighting conditions
• colors
• temperature

100. Other qualities for a master negotiator
• Harmony,
• Pragmatism,
• Innovation,
• Visionary,
• Strategist