EFP 643 Nonverbal Language

8/7/2019 EFP 643 Nonverbal Language

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Intercultural Business Communication,Intercultural Business Communication,44th ed., Chaney & Martinth ed., Chaney & Martin 11

NonverbalNonverbalCommunication PatternsCommunication Patterns


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Areas of Nonverbal CommunicationAreas of Nonverbal Communication

ChronemicsChronemics (time)(time)

ProxemicsProxemics (space)(space)

OculesicsOculesics (gaze/eye contact)(gaze/eye contact)

OlfacticsOlfactics (smell)(smell)

HapticsHaptics (touch)(touch)

KinesicsKinesics (body language)(body language)

ChromaticsChromatics (color)(color)

SilenceSilence

Vocalics (voice)Vocalics (voice)


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Time (Chronemics)Time (Chronemics)

Attitudes toward time vary from cultureAttitudes toward time vary from cultureto culture.to culture.

Countries that follow monochronic timeCountries that follow monochronic time

perform only one major activity at a timeperform only one major activity at a time(U.S., England, Switzerland, Germany).(U.S., England, Switzerland, Germany).

Countries that follow polychronic timeCountries that follow polychronic time

work on several activities simultaneouslywork on several activities simultaneously(Latin America, the Mediterranean, the(Latin America, the Mediterranean, theArabs).Arabs).


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Monochronic/Polychronic CulturesMonochronic/Polychronic Cultures

do one thing at a timedo one thing at a time

concentrate on the jobconcentrate on the job

take time commitmentstake time commitmentsseriouslyseriously

are committed to the jobare committed to the job

show respect for privateshow respect for private

property; rarely borrow orproperty; rarely borrow orlendlend

are accustomed to shortare accustomed to short--termtermrelationshipsrelationships

do many things at oncedo many things at once

are highly distractibleare highly distractible

consider time commitmentsconsider time commitmentscasuallycasually

are committed to peopleare committed to people

borrow and lend thingsborrow and lend things

oftenoften tend to build lifetimetend to build lifetime

relationshipsrelationships

Monochronic People Polychronic People


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Cultural Differences inCultural Differences inAttitudes Toward TimeAttitudes Toward Time

U.S. persons are very time conscious and valueU.S. persons are very time conscious and valuepunctuality. Being late for meetings is viewed aspunctuality. Being late for meetings is viewed asrude and insensitive behavior; tardiness alsorude and insensitive behavior; tardiness also

conveys that the person is not well organized.conveys that the person is not well organized. Germans and Swiss people are even more timeGermans and Swiss people are even more time

conscious; people of Singapore and Hong Kongconscious; people of Singapore and Hong Kongalso value punctuality.also value punctuality.

In Algeria, on the other hand, punctuality is notIn Algeria, on the other hand, punctuality is notwidely regarded. Latin American countries have awidely regarded. Latin American countries have amanana attitude; people in Arab cultures have amanana attitude; people in Arab cultures have acasual attitude toward time.casual attitude toward time.


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Space (Proxemics)Space (Proxemics)

People in the U.S. tend to need

more space than do persons of other

cultures. U.S. persons back away

when people stand too close.

Standing too close is interpreted as

being pushy or overbearing;

standing too close may also be

interpreted as unwelcomed sexual

advances.


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Hall & Hall, Understanding CulturalHall & Hall, Understanding CulturalDifferencesDifferences 77

Space Zones in the U.S.Space Zones in the U.S.

TheThe intimate zoneintimate zone (less than(less than 1818inches) is reserved for very closeinches) is reserved for very closefriends.friends.

TheThe personal zonepersonal zone ((1818 inches toinches to 44feet) is for giving instructions tofeet) is for giving instructions toothers or working closely withothers or working closely withanother person.another person.

TheThe social zonesocial zone ((44 toto 1212 feet) is usedfeet) is usedin business situations in whichin business situations in whichpeople interact in a more formal,people interact in a more formal,

impersonal way.impersonal way.


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U.S. people need more space thanU.S. people need more space thando Greeks, Latin Americans, ordo Greeks, Latin Americans, or

Arabs.Arabs.

The Japanese stand even farther awayThe Japanese stand even farther awaythan do U.S. persons.than do U.S. persons.


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Axtell, GesturesAxtell, Gestures 99

Elevator ProxemicsElevator ProxemicsA psychology professor at a southern university

gave his students an assignment to test elevatorproxemics. Students reported the usual U.S.behaviors of facing the front and watching theilluminated floor indicator, assuming the Fig LeafPosition (hands/purses/ briefcases hanging down infront of the body), and positioning themselves inthe corners or against the elevator walls. Then theprofessor added another assignment: studentswere to break the rules and get on the elevator,

stand at the front facing the other occupants andjump backward off the elevator just before the doorclosed. One of the elevator occupants was heard towhisper, Call 911; weve got a real weirdo here.


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The Office Environment andThe Office Environment and

Nonverbal MessagesNonverbal Messages U.S. persons prefer desks and chairs in aU.S. persons prefer desks and chairs in a

faceface--toto--face arrangement or at right angles,face arrangement or at right angles,

while the Chinese prefer the sidewhile the Chinese prefer the side--byby--sidesidearrangement.arrangement.

In the U.S. outside offices with windowsIn the U.S. outside offices with windowshave more status than inside offices; largehave more status than inside offices; largeoffices have more status than small ones;offices have more status than small ones;the top floor has more status than the firstthe top floor has more status than the firstfloor.floor.


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French topFrench top--level executives occupylevel executives occupythe middle of an office area withthe middle of an office area withsubordinates around them.subordinates around them.

The Japanese do not consider privateThe Japanese do not consider privateoffices appropriate; only the highestoffices appropriate; only the highestranking officers have private officesranking officers have private offices

and may have desks in large workand may have desks in large workareas as well.areas as well.


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Gaze/Eye Contact (Oculesics)Gaze/Eye Contact (Oculesics)

Although people in the U.S. favor direct eyecontact, in other cultures, such as the Japanese,

the reverse is true; they direct their gaze below

the chin. In the Middle East, on the other hand,

the eye contact is more intense than U.S. peopleare comfortable with.

A prolonged gaze or stare in the U.S. is

considered rude. In most cultures, men do not

stare at women as this may be interpreted as

sexually suggestive.


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Smell (Olfactics)Smell (Olfactics)

Although people of the U.S. respondAlthough people of the U.S. respondnegatively to body odors, Arabs arenegatively to body odors, Arabs arecomfortable with natural body odors.comfortable with natural body odors.

Other cultures in which smell plays anOther cultures in which smell plays animportant role include the Japanese andimportant role include the Japanese andSamoans.Samoans.


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Touch (Haptics)Touch (Haptics)

Touch, when used properly, may createTouch, when used properly, may createfeelings of warmth and trust; whenfeelings of warmth and trust; whenused improperly, touch may causeused improperly, touch may cause

annoyance and betray trust.annoyance and betray trust. Hierarchy is a consideration when usingHierarchy is a consideration when using

touch in the U.S.: people who are oldertouch in the U.S.: people who are older

or higher rank may touch those who areor higher rank may touch those who areyounger or of lower rank; equals mayyounger or of lower rank; equals maytouch each other.touch each other.


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Touch of Different CulturesTouch of Different Cultures


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Don't Touch CulturesDon't Touch Cultures

JapanJapan

U.S. and CanadaU.S. and Canada

EnglandEngland

ScandinaviaScandinavia

Other N. EuropeanOther N. Europeancountriescountries


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AustraliaAustralia

FranceFrance

ChinaChina IrelandIreland

IndiaIndia

Middle EastMiddle Eastcountriescountries

Middle Ground CountriesMiddle Ground Countries


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Touch CulturesTouch Cultures

Latin AmericanLatin Americancountriescountries

ItalyItalyGreeceGreece

Spain and PortugalSpain and Portugal

Some Asian countriesSome Asian countriesRussian FederationRussian Federation


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Location of the Touch Is ImportantLocation of the Touch Is Important

Appropriate touch in the U.S. is limitedAppropriate touch in the U.S. is limitedto shaking hands in business situationsto shaking hands in business situations-- no hugs or expressions of affection.no hugs or expressions of affection.

In Thailand do not touch the head.In Thailand do not touch the head. Do not touch Asians on the shoulders orDo not touch Asians on the shoulders or

even the back of the worker's chair.even the back of the worker's chair.

Avoid touching a person with the leftAvoid touching a person with the lefthand in the Middle East.hand in the Middle East.


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Fast, Body Language in the WorkplaceFast, Body Language in the Workplace 2020

Several years ago, when President

Carter was mediating peace talksbetween Egypt and Israel, Anwar Sadat

frequently placed his hand on President

Carters knee. While this subtextualmessage was intended as a gesture of

warm friendship, the subtler message

Sadat was conveying to the world wasthat he was President Carters equal.


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Body Language (Kinesics)Body Language (Kinesics)

Body language includes facial expressions,Body language includes facial expressions,gestures, and posture and stance.gestures, and posture and stance.

To interpret facial expressions correctly, itTo interpret facial expressions correctly, it

is important to take the communicationis important to take the communicationcontext and culture into account.context and culture into account.

People in some cultures rarely showPeople in some cultures rarely show

emotion (China); Asians will smile or laughemotion (China); Asians will smile or laughsoftly when they are embarrassed.softly when they are embarrassed.


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Facial ExpressionsFacial Expressions

The face and eyes convey the mostThe face and eyes convey the mostexpressive types of body language,expressive types of body language,including happiness, surprise, fear,including happiness, surprise, fear,anger, interest, and determination.anger, interest, and determination.

Facial expressions must be controlledFacial expressions must be controlledwhen inappropriate to the settingwhen inappropriate to the setting(yawning during a presentation).(yawning during a presentation).


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GesturesGestures

Emblems or symbols ("V" for victory)Emblems or symbols ("V" for victory)

Illustrators (police officer's hand held upIllustrators (police officer's hand held up

to stop traffic)to stop traffic) Regulators (glancing at watch when in aRegulators (glancing at watch when in a

hurry)hurry)

Affect displays (a person's face turns redAffect displays (a person's face turns redwith embarrassment)with embarrassment)


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General GuidelinesGeneral GuidelinesU.S. GesturesU.S. Gestures

Interest is expressed by maintainingInterest is expressed by maintainingeye contact with the speaker, smiling,eye contact with the speaker, smiling,and nodding the head.and nodding the head.

OpenOpen--mindedness is expressed by openmindedness is expressed by openhands and palms turned upward.hands and palms turned upward.

Nervousness is sometimes shown byNervousness is sometimes shown by

fidgeting, failing to give the speaker eyefidgeting, failing to give the speaker eyecontact, or jingling keys or money incontact, or jingling keys or money inyour pocket.your pocket.


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Suspiciousness is indicated by glancingSuspiciousness is indicated by glancing

away or touching your nose, eyes, or ears.away or touching your nose, eyes, or ears.

Defensiveness is indicated by crossing yourDefensiveness is indicated by crossing yourarms over your chest, making fistedarms over your chest, making fisted

gestures, or crossing your legs.gestures, or crossing your legs. Lack of interest or boredom is indicated byLack of interest or boredom is indicated by

glancing repeatedly at your watch orglancing repeatedly at your watch or

staring at the ceiling or floor or out thestaring at the ceiling or floor or out thewindow when the person is speaking.window when the person is speaking.


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Additional Guidelines forAdditional Guidelines for

Gesturing in Various CulturesGesturing in Various Cultures

The V for victory gesture, holding twoThe V for victory gesture, holding two

fingers upright, with palm and fingersfingers upright, with palm and fingersfaced outward, is widely used in the U.S.faced outward, is widely used in the U.S.and many other countries. In England,and many other countries. In England,however, it is a crude connotation whenhowever, it is a crude connotation whenused with the palm in.used with the palm in.


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Has a positive connotation associated withHas a positive connotation associated withthe University of Texas Longhorn footballthe University of Texas Longhorn footballteam.team.

This gesture has an insulting connotation inThis gesture has an insulting connotation inItalyItaly

In Brazil and Venezuela it is a sign for goodIn Brazil and Venezuela it is a sign for goodluckluck

In other cultures, such as Italy and Malta,In other cultures, such as Italy and Malta,the horns are a symbol to ward off evilthe horns are a symbol to ward off evil

spiritsspirits

The vertical horns gestureThe vertical horns gesture(raised fist, index finger and(raised fist, index finger and

little finger extended)little finger extended)


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The thumbsThe thumbs--up gesture has beenup gesture has beenwidely recognized as a positive signalwidely recognized as a positive signalmeaning everything is O.K. or goodmeaning everything is O.K. or good

going. Although well known in Northgoing. Although well known in NorthAmerica and most of Europe, inAmerica and most of Europe, inAustralia and West Africa it is seen asAustralia and West Africa it is seen asa rude gesture.a rude gesture.

The head nod in most countriesThe head nod in most countriesmeans yes, but in Bulgaria it meansmeans yes, but in Bulgaria it means

no.no.


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The O.K. sign, with the thumb andThe O.K. sign, with the thumb andforefinger joined to form a circle, is a positiveforefinger joined to form a circle, is a positive

gesture in the U.S., while in Brazil it isgesture in the U.S., while in Brazil it isconsidered obscene. The gesture has stillconsidered obscene. The gesture has stillanother meaning in Japan: money.another meaning in Japan: money.

The beckoning gesture (fingers upturned,The beckoning gesture (fingers upturned,palm facing the body) used by people in thepalm facing the body) used by people in theU.S. for summoning a waiter, for example, isU.S. for summoning a waiter, for example, isoffensive to Filipinos, as it is used to beckonoffensive to Filipinos, as it is used to beckonanimals and prostitutes. Vietnamese andanimals and prostitutes. Vietnamese andMexicans also find it offensiveMexicans also find it offensive..


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An American engineer, sent to Germany by his U.S.An American engineer, sent to Germany by his U.S.company who had purchased a German firm, wascompany who had purchased a German firm, wasworking side by side with a German engineer on aworking side by side with a German engineer on apiece of equipment. When the American engineerpiece of equipment. When the American engineermade a suggestion for improving the new machine,made a suggestion for improving the new machine,the German engineer followed the suggestion andthe German engineer followed the suggestion andasked his American counterpart whether or not he hadasked his American counterpart whether or not he had

done it correctly. The American replied by giving thedone it correctly. The American replied by giving theU.S. American OK gesture, making a circle with theU.S. American OK gesture, making a circle with thethumb and forefinger. The German engineer putthumb and forefinger. The German engineer putdown his tools and walked away, refusing furtherdown his tools and walked away, refusing further

communication with the American engineer. The U.S.communication with the American engineer. The U.S.American later learned from one of the supervisors theAmerican later learned from one of the supervisors thesignificance of this gesture to a German: Yousignificance of this gesture to a German: Youasshole.asshole.


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Posture and StancePosture and Stance

Posture can convey selfPosture can convey self--confidence,confidence,status, and interest.status, and interest.

Confident people have a relaxedConfident people have a relaxedposture, yet stand erect and walk withposture, yet stand erect and walk withassurance.assurance.

Walking with stooped shoulders and aWalking with stooped shoulders and a

slow, hesitating gait projects negativeslow, hesitating gait projects negativemessages of lack of confidence.messages of lack of confidence.


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Most Middle Easterners would considerMost Middle Easterners would consider

crossing the leg with the ankle on thecrossing the leg with the ankle on theknee inappropriate.knee inappropriate.

Avoid showing the sole of your shoe orAvoid showing the sole of your shoe or

pointing your foot at someone in thepointing your foot at someone in theArab world.Arab world.

Follow the lead of the person of theFollow the lead of the person of the

other culture; assume the posture theyother culture; assume the posture theyassume.assume.


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Color (Chromatics)Color (Chromatics) Colors have cultural variations in connotations.Colors have cultural variations in connotations.

Black is the color of mourning in the U.S., butBlack is the color of mourning in the U.S., butwhite is worn to funerals by the Japanese.white is worn to funerals by the Japanese.

In the U.S. white is typically worn by brides, whileIn the U.S. white is typically worn by brides, whilein India red or yellow is worn.in India red or yellow is worn.

Purple is sometimes associated with royalty, but itPurple is sometimes associated with royalty, but itis the color of death in Mexico and Brazil.is the color of death in Mexico and Brazil.

Red (especially red roses) is associated withRed (especially red roses) is associated withromance in some cultures including the U.S.romance in some cultures including the U.S.


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Ricks, Blunders in InternationalRicks, Blunders in International

BusinessBusiness 3535

United Airlines unknowingly got off on

the wrong foot during its initial flightsfrom Hong Kong. To commemorate

the occasion, they handed out white

carnations to the passengers. Whenthey learned that to many Asians

white flowers represent bad luck and

even death, they changed to redcarnations.


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Intercultural Business Communication,Intercultural Business Communication,

44th ed., Chaney & Martinth ed., Chaney & Martin 3636

SilenceSilence

Although U.S. persons are uncomfortable withAlthough U.S. persons are uncomfortable withsilence, people from the Middle East are quitesilence, people from the Middle East are quitecomfortable with silence.comfortable with silence.

The Japanese also like periods of silence andThe Japanese also like periods of silence and

do not like to be hurried. Such Japanesedo not like to be hurried. Such Japaneseproverbs as, Those who know do not speakproverbs as, Those who know do not speak --those who speak do not know, emphasize thethose who speak do not know, emphasize the

value of silence over words in that culture.value of silence over words in that culture. In Italy, Greece, and Arabian countries, on theIn Italy, Greece, and Arabian countries, on the

other hand, there is very little silence.other hand, there is very little silence.

Documents

EFP 643 Nonverbal Language