Nonverbal Behavior in Interpersonal Relationsoffers a complete and precise explanation of the principles of nonverbal communication and their application in everyday life.
The authors draw from a wide variety of disciplines and upon their vast experience as instructors, consultants, and corporate trainers to offer a unique blend of social scientific and humanistic approaches to the study of nonverbal behavior. This well-researched book offers conclusions about the research in an easy-to-read style. Each chapter includes exercises, activities, self-tests, or questionnaires that help readers explore and understand the actual and potential impact of nonverbal behaviors on communication. The text also helps readers build the skills they will need to become competent nonverbal communicators in today's global community.
Table of Contents
Preface xvii
1 Communication and Nonverbal Behavior 1
Myths about Nonverbal Communication 1
Nonverbal versus Verbal Messages 3
The Linguistic Distinction 3
The Continuity Distinction 4
The Processing Distinction 4
The Outcome Distinction 5
The Absolute Distinction 5
Intentionality and Nonverbal Communication
5
Culture and Nonverbal Communication 7
Functions of Nonverbal Messages 7
Complementing 8
Contradicting 8
Accenting 9
Repeating 9
Regulating 10
Substituting 10
Categories of Nonverbal Messages 11
Physical Appearance 12
Gesture and Movement 12
Face and Eye Behavior 12
Vocal Behavior 12
Space 13
Touch 13
Environment 13
Time 13
Glossary of Terminology 14
2 Physical Appearance 15
Attractiveness 15
Types of Attractiveness 16
What Is Attractive Today May Be Out Tomorrow 17
Image Fixation 20
Judgments Generated 22
Attractiveness: A Double-Edged Sword? 22
Effects of Attractiveness 23
Personal Body Concept 26
Nonverbal Messages of Body Shape and Size 27
Nonverbal Messages of Height, Weight, and Skin Color
32
Nonverbal Messages of Hair 34
Appearance and Dress 35
Why Do People Dress the Way They Do? 36
Generalizations about Dress 43
Artifacts and Accessories 44
Glossary of Terminology 46
3 Gesture and Movement 47
A Theoretical Look at Gesture and Movement 49
Structural Approach to Kinesics 49
External Variable Approach to Kinesics 51
Types of Gesture and Movement 51
Emblems 52
Illustrators 53
Regulators 55
Affect Displays 57
Adaptors 57
Deception cues 59
Posture 60
How Does Posture Communicate? 61
Communicative Potential of Posture 62
Movement and COMMUNICATOR STYLE 63
The Dramatic Style 63
The Dominant Style 63
The Animated Style 64
The Relaxed Style 64
The Attentive Style 64
The Open Style 64
The Friendly Style 65
The Contentious Style 65
The Impression-Leaving Style 65
General Communicator Styles 65
Effects of Body Movements and Gestures 66
Communicator Style 66
Simplifying Encoding and Decoding 67
Role of Illustrators in Decoding 67
Positive and Negative Perceptions 67
Research on Immediacy 67
Glossary of Terminology 68
4 Facial Behavior 69
Importance of Facial Expressions 69
Perspectives on Acquisition and Development 70
Perspective 1: Evolution and Natural Selection 70
Perspective 2: External Factors 71
Perspective 3: Innate and Learned 71
Facial Management and Expression of Emotion 74
Styles of Facial Expressions 76
Primary Affect Displays and Communication 78
Variations of Facial Expressions 82
Glossary of Terminology 84
5 Eye Behavior 85
Properties and Functions of Eye Behavior 85
Properties of Eye Behavior 85
Functions of Eye Behavior 86
Types of Eye Behaviors 88
CLEMs 89
Eye Behavior and Individual Differences 93
Nature of Relationships 93
Cultural Differences 94
Contextual Differences 94
Personality Differences 94
Gender Differences 95
Glossary of Terminology 96
6 Vocal Behavior 97
Categories of Vocal Behavior 98
Voice Set 98
Voice Qualities and Vocalizations 99
Voice Printing 100
Silence and Pauses 101
Uses of Silence in Communication 102
Vocal Behavior and Turn-Interaction Management 103
Turn-Maintaining 103
Turn-Yielding 103
Turn-Requesting 104
Turn-Denying 104
Interruptions 105
Accent and Dialect 105
Effects of Vocal Behavior 107
Vocal Behavior and Emotions 107
Vocal Behavior and Personality 109
Vocal Behavior and Learning 111
Vocal Behavior and Persuasion 112
Vocal Behavior and Attractiveness 113
Vocal Behavior and Confidence 113
Vocal Characteristics of Good Delivery 114
Glossary of Terminology 115
7 Space and Territoriality 117
Phenomenon of Territoriality 118
Categories of Territory 119
Territorial Defense and Encroachment 120
Types of Negative Encroachment 123
Encroachment Reactions 124
Factors Influencing Territorial Defense 126
Personal Space 127
Interpersonal Distance 127
Gender Differences 128
Cultural Differences 128
Age Differences 129
Personality Differences 130
Stigmas 130
Psychiatric and Deviant Groups 130
Crowding and Density 131
The Impact of High Density 132
Glossary of Terminology 133
8 Touch and Communication 135
Life-Span Development and Touch 136
Touch in Animals 136
Human Development 138
Categories of Touch 140
Professional-Functional Touch 142
Social-Polite Touch 143
Friendship-Warmth Touch 143
Love-Intimacy Touch 143
Sexual-Arousal Touch 144
Touch Norms and Communication 145
Cultural Differences 146
Gender Differences 147
Touch Apprehension 148
What Does Touch Communicate? 150
Touch and Emotion 150
Touch and Status 150
Touch and Self-Intimacy 151
Effects of Touch Deprivation 151
Glossary of Terminology 152
9 Environment and Physical Surroundings 153
Perceptual Characteristics of Environment 154
Perception of Formality 154
Perception of Warmth 155
Perception of Privacy 156
Perception of Familiarity 156
Perception of Constraint 157
Perception of Distance 157
Architecture and Environment 158
Spatial Arrangement 160
The Shapes of Tables 161
Seating Arrangement 162
Arrangement of Office Space 165
Other Environmental Factors 166
Environmental Attractiveness 166
Color in the Environment 167
Lighting in the Environment 169
Temperature and the Environment 169
Scent and Smell 170
Importance of Scents 170
Glossary of Terminology 176
10 Time 177
Time Orientations 177
Psychological Time Orientation 178
Biological Time Orientation 179
Cultural Time Orientation 183
Punctuality 185
Monochronic and Polychronic Time 186
Effects of the Use of Time 187
Glossary of Terminology 189
11 Immediacy and Communication 190
Immediacy 190
Verbal Immediacy 191
Nonverbal Behaviors 193
Nonverbal Immediacy 195
Physical Appearance 195
Gesture and Body Movements 197
Facial Expression and Eye Behavior 199
Vocal Behavior 200
Spatial Behavior 201
Tactile Behavior 202
Environmental Factors 203
Scent and Smell 205
Temporal Factors 205
Outcomes of Immediacy 205
Increased Liking, Affiliation, and Affect 206
More Approachable Communication Style 206
More Responsiveness, Understanding, and Assertiveness 206
Increased Solidarity between Participants 207
Decreased Anxiety 207
Decreased Status Differences 207
Increased Perceptions of Communication Competence 207
Drawbacks of Immediacy 208
Glossary of Terminology 210
12 Female-Male Nonverbal Communication 211
Definition Issues: Sex and Gender 211
Development of Nonverbal Behavior in Females and Males 212
Distinctive and Similar Characteristics: The Dilemma 213
Appearance and Attractiveness 215
Gesture and Movement 216
Face and Eye Behavior 217
Vocal Behavior 221
Space 223
Touch 224
Liking and Courtship of the American Female and Male 226
Avoiding Problems 228
Nonverbal Sensitivity 228
Advantages of Immediacy 229
Disadvantages of Immediacy 230
The Androgynous Person 230
Glossary of Terminology 232
13 Supervisor and Employee Relationships 233
Distinctive Characteristics 234
Role of Nonverbal Messages 235
Physical Appearance 236
Gesture and Movement 240
Face and Eye Behavior 241
Vocal Behavior 242
Space 242
Touch 243
Environment 244
Time 246
Conclusions about Supervisor-Employee Relationships 247
Immediacy in the Workplace 249
Advantages of Immediacy 249
Disadvantages of Immediacy 249
Glossary of Terminology 250
14 Teacher-Student Nonverbal Relationships 251
Teacher Roles 251
The Teacher as Speaker 251
The Teacher as Moderator 253
The Teacher as Trainer 255
The Teacher as Manager 256
The Teacher as a Coordinator 258
The Teacher as Controller, Supervisor, and Helper 258
Role of Nonverbal Communication 259
Instructor Appearance 261
Student Appearance 262
Gesture and Movement 263
Facial Behavior 264
Eye Behavior 266
Vocal Behavior 266
Space 267
Touch 268
Environment 269
Time 275
Outcomes of Teacher Immediacy 275
Potential Drawbacks of Teacher Immediacy 276
Glossary of Terminology 277
15 The Influence of Nonverbal Communication in the Courtroom 278
