Reading time: 2 minutes

Non-verbal communication is a type of non-verbal interaction of a communicative nature between living beings. In other words, non-verbal communication of a person is a type of transfer of all kinds of information or the possibility of influencing the environment without using speech (linguistic) mechanisms. The instrument of the described interaction is the physical body of individuals, which possesses a wide range of tools and specific techniques for broadcasting information or interchange of messages.

Non-verbal communication encompasses all kinds of gestures and facial expressions, various bodily postures, timbre of voice, bodily or visual contact. Means of non-verbal communication of a person convey the figurative content and emotional essence of information. The language of non-speech communication components can be primary (all of the above means) and secondary (various programming languages, Morse code). Many scientific minds are sure that only 7% of information is transmitted through words, 38% of data is sent using sound means, which include tone of voice, intonation, and 55% through instruments of non-verbal interaction, in fact, with the help of primary non-speech components. From this it follows that the fundamental in the communication of mankind is not the spoken information, but the manner of its presentation.

Non-verbal communication communication

The surrounding society can learn a lot about an individual solely by his style of choosing clothes and talking, used gestures, etc. As a result of many studies, it has been revealed that non-verbal communication methods have two types of source of origin, namely biological evolution and culture. Non-verbal are necessary for the purpose of:

Regulating the flow of the process of communicative interaction, creating psychological contact between interlocutors;

Enrichment of meanings conveyed with the help of words, direction of interpretation of the verbal context;

Expressions of emotion and reflections of the interpretation of situations.

Non-verbal communication includes well-known gestures, facial expressions and bodily postures, and besides this, the hairstyle, the style of clothing (clothes and shoes), the interior of the office, Business Cards, accessories (watches, lighters).

All gestures can be divided into gestures of openness, suspicion, conflict or defense, thoughtfulness and reasoning, uncertainty and doubt, difficulty, etc. Unbuttoning a jacket or reducing the distance between a conversation partner is a gesture of openness.

The rubbing of the forehead or chin, an attempt to cover the face with your hands, and especially avoiding eye contact, averting your gaze to the side testifies to suspicion and secrecy. Conflict or defensive gestures include crossing arms and fist-forming. The pinching of the bridge of the nose, the hand on the cheek (posture of the "thinker") speaks of the pensiveness of the interlocutor. Scratching the space above the earlobe or the side of the neck with your index finger means that the interlocutor has doubts about something or indicates his insecurity. Scratching or touching the nose indicates the person's predicament. If during a conversation one of the participants lowers their eyelids, then such an action indicates his desire to end the conversation as soon as possible. Scratching the ear demonstrates the other person's rejection of what the partner is saying or the way they say it. Sipping on your earlobe reminds you that your partner is already tired of listening, and he also has a desire to speak out.

Non-verbal communication also includes handshakes, which express different positions participants in communication interaction. Grabbing the hand of one of those who meet in such a way that her palm is below, indicates the authority of the interlocutor. A handshake, in which the participants' hands are in the same position, informs about the same status of those who meet. Stretching out the hand on one side, palm turned up, speaks of submission or submission. Emphasizes the different status of those encountered or a certain distance in the position, or expresses disrespect for a squeeze made with a straight, not bent hand. Outstretched only the tips of the fingers for a handshake indicate the complete disrespect of another individual. Confidential sincerity, excess of feelings, intimacy are evidenced by shaking with two hands.

Also, the handshakes of citizens of different states may differ. So, for example, Americans are characterized by strong, energetic handshakes. After all, they talk about strength and efficiency. For people from the Asian part of the continent, such handshakes may cause confusion. They are more accustomed to soft and long handshakes.

Non-verbal communication plays an important role in this. So, for example, the gestures of disapproval and disagreement in the negotiations are the collection of villi from the suit. In order to prolong the pause for making the final decision, you can take off the glasses and put them on or wipe the lenses. You can also highlight actions that will non-verbally speak about the desire to end the meeting. These include: forwarding the body, while the hands are located on the knees or on the armrests. Hands raised behind the head demonstrate that for the interlocutor the conversation is empty, unpleasant and burdensome.

Non-verbal language of communication is manifested even in the way an individual smokes. An introverted, suspicious communication partner directs the exhaled stream of smoke downward. Exhalation of smoke from the corners of the mouth downwards indicates a stronger hostility or aggression. Also, the intensity of exhalation of smoke is of no small importance. A quick exhalation of smoke testifies to the confidence of the interlocutor. The faster it is, the more confident the individual feels. The more intensively the flow is exhaled downward, the more negatively the interlocutor is. Ambitiousness is indicated by exhaling smoke through the nostrils with the head up. The same, but with the head down, reports that the individual is very angry.

Verbal and non-verbal means of communication in the course of communicative interaction are perceived simultaneously, as a result of which they should be analyzed as an indivisible whole. For example, in the course of a conversation with a smiling, beautifully dressed subject with a pleasant timbre of voice, his interlocutor anyway, without realizing it, may move away from the partner due to the fact that the smell of his eau de toilette is not to his taste. Such non-verbal action will make the partner think that he is not all right, for example, with his appearance. Understanding this can lose confidence in your own words, blush your face and make ridiculous gestures. This situation indicates that verbal and non-verbal means of communication are inextricably linked. After all, gestures that are not supported by words are far from always meaningful, and words in the absence of facial expressions are empty.

Features of non-verbal communication

The most difficult for the position of the body, head, arms and shoulders have the greatest value in communications. This is exactly what the features of non-verbal communication in the process of a conversation consist of. Raised shoulders indicate tension. When relaxed, they descend. A lowered shoulders and a raised head often indicate openness and an attitude towards successful problem solving. Raised shoulders in combination with a lowered head are a sign of displeasure, isolation, fear, insecurity.

An indicator of curiosity and interest is a head tilted to the side, and in the fair half, this gesture can express light flirting or flirting.

The expression on his face can tell a lot about an individual during a conversation. A sincere smile indicates friendliness, a positive attitude. Dissatisfaction or withdrawal is expressed by tightly compressed lips. The curling of the lips, as if in a grin, speaks of doubt or sarcasm. Also, the gaze plays an important role in non-verbal communication. If the gaze is fixed on the floor, then this demonstrates either the desire to stop communication interaction, if to the side, it speaks of neglect. You can subdue the will of the interlocutor with the help of a long and motionless direct look into the eyes. Raising the head in conjunction with looking up means a desire to pause in the conversation. Comprehension expresses a slight tilt of the head combined with a smile or a rhythmic head nod. A slight backward movement of the head in combination with frowning eyebrows indicates a misunderstanding and the need to repeat what is pronounced.
In addition, a rather important feature of non-verbal communication is the ability to distinguish between gestures that speak of lies. Indeed, most often such gestures are expressed unconsciously, therefore it is rather difficult to control them for an individual intending to lie.

These include covering the mouth with the hand, touching the dimple under the nose or directly to the nose, rubbing the eyelids, leading to the floor or to the side of the gaze. The fair sex, when they lie, often hold a finger under the eye. Scratching the neck area, touching it, pulling back the collar of the shirt is also a sign of lying. The position of his palms plays an important role in assessing the sincerity of a communication partner. For example, if the interlocutor, holding out one palm or both, reveals them partially or completely, then this speaks of frankness. Hidden hands or motionless, collected ones indicate secrecy.

Non-verbal and verbal communication

Communicative interaction or communication refers to a rather complex multifaceted process at first establishing and then developing contacts between individuals, caused by the need for joint activities and covering the exchange of messages, the development of a general direction or strategy of interaction and perception with the subsequent understanding of another subject. Communicative interaction has three components:

1. Communicative, representing the direct exchange of information between communicating people;
2. Interactive, consisting in the organization between the subjects of interaction;
3. Perceptual, consisting in the process of individuals perceiving each other and in establishing mutual understanding.

Communicative interaction can be verbal and non-verbal. In the process of everyday life, individuals talk with many people, using both verbal and non-verbal. Speech helps people share knowledge, worldviews, make acquaintances, establish social contacts, etc. However, without the use of non-verbal and verbal means of communication, speech will be difficult to comprehend.

Features of non-verbal communication and verbal interaction consist in the use of various tools for the acceptance and analysis of incoming data in the course of communications. So, for the perception of information conveyed by words, people use intelligence and logic, and to understand non-verbal communication, they use intuition.

It implies an understanding of how exactly speech is perceived by a communication partner and what effect it has on it. After all, speech is one of the fundamental means of interpersonal communication.

For the human individual, a phenomenon begins to exist in the full sense when it is named. Language is a universal means of human interaction. It is the basic system by which people encrypt information and an essential communication tool. The language is considered a "powerful" encryption system, but along with this it leaves room for destruction and creation of barriers.

Words make the meaning of phenomena and circumstances understandable, they help individuals express thoughts, worldview and emotions. Personality, its consciousness and language are inseparable. Often, language is ahead of the flow of thoughts, and often does not obey them at all. An individual can "blurt out" something or systematically "waggle his tongue" at the same time, practically not thinking about the fact that he forms certain attitudes in society with his statements, directs them to a specific response and behavior. Here you can apply the saying - "as it comes around, so it will respond." With the correct use of words, you can control such a response, predict it, and even shape it. Many politicians are proficient in the art of using words correctly.

At each stage of communication interaction, obstacles arise that hinder its effectiveness. In the course of interaction, the illusion of mutual understanding of partners often arises. This illusion is due to the fact that individuals use the same words for the purpose of denoting completely different things.

Data loss and information distortion occurs at every stage of communication. The level of such losses is caused by the general imperfection of the human language system, the impossibility of accurately and completely transforming thoughts into verbal structures, personal attitudes and aspirations (wishful thinking is perceived as real), the literacy of the interlocutors, vocabulary, and so on.

Interpersonal communication interactions are mainly carried out through the use of non-verbal tools. Non-verbal language is considered richer in comparison with verbal. After all, its elements are not verbal forms, but facial expressions, body positions and gestures, intonation characteristics of speech, spatial frames and time boundaries, a symbolic communicative sign system.

Often, non-verbal communication is not the result of a deliberate behavioral strategy, but a consequence of subconscious messages. That is why it is very difficult to fake it. The individual perceives unconsciously small non-verbal details, considering this perception as a “sixth sense”. Often people unconsciously note the discrepancies between the spoken phrases and non-verbal signals, as a result of which they begin to distrust the interlocutor.

Types of non-verbal communication

Non-verbal interaction plays an essential role in the exchange of emotions.

Facial expressions (presence of a smile, direction of gaze);

Movement (nodding or shaking the head, swinging limbs, imitating some behavior, etc.);

Walk, touch, hug, shake hands, personal space.

Voice is the sound that an individual makes during a conversation, when singing or shouting, laughing and crying. Voice formation occurs due to the vibration of the vocal cords, which create sound waves as the exhaled air passes through them. Without the participation of hearing, the voice cannot develop, in its turn, hearing also cannot be formed without the participation of the vocal apparatus. So, for example, in an individual suffering from deafness, the voice does not function, due to the fact that there are no auditory perceptions, and stimulation of the motor speech centers.

In non-verbal communication, it is possible with only one intonation of the voice to convey an enthusiastic or interrogative nature of the sentence. By the tone in which the request was presented, one can conclude how important it is for the speaker. Often, due to the wrong tone and intonation, requests can sound like orders. So, for example, the word "sorry" can carry completely different meanings depending on the intonation used. Also, with the help of a voice, the subject can express his own state: surprise, joy, anger, etc.

Appearance is the most important component of not verbal communication and he means by himself an image that sees and perceives the environment of a person.

Non-verbal business communication begins to build precisely from the assessment of the external attributes of the individual. An acceptable appearance depends on the following characteristics: neatness, good breeding, natural behavior, presence of manners, literacy of speech, adequacy of reactions to criticism or praise, charisma. It is very important for each individual in life to be able to correctly use the capabilities of his own body when transmitting information to the interlocutor.

Non-verbal communication in business communication is absolutely essential. After all business people often it is necessary to convince opponents of something, to persuade them to their own point of view and to perform certain actions (concluding deals or investing a serious amount in the development of the enterprise). This will be easier to achieve if you can demonstrate to your partner that the other person is honest and open.

Equally important is the position of the body (posture) during the conversation. Posture can be used to express subordination, interest in conversation, boredom or desire for joint partnership, etc. When the interlocutor sits motionless, his eyes are hidden under dark glasses, and he covers his own notes, the other person will feel rather uncomfortable.

To achieve success, non-verbal business communication does not imply the use of poses at business meetings that demonstrate closeness and aggressiveness. It is also not recommended to wear glasses with tinted glasses during any communications, especially at the first meeting. Since, without seeing the eyes of a communication partner, the interlocutor may feel uncomfortable, because the lion's share of information remains inaccessible to him, as a result of which the general atmosphere of communicative interaction is disturbed.

Also, the postures reflect the psychological subordination of the participants in the conversation. For example, the desire for submission or domination.

Thus, non-verbal communicative interaction is one of the tools of personal representation of one's own “I”, an instrument of interpersonal influence and regulation of relationships, forms the image of the interlocutor, clarifies and anticipates the verbal message.

Non-verbal communication gestures

Often, individuals say something completely different from what they mean, and their interlocutors do not understand at all what they wanted to convey to them. All this is due to the inability to correctly read body language.

Non-verbal communication methods can be roughly divided into the following:

Expressive and expressive movements, which include facial expressions, body position, gait and hand gestures;

Tactile movements, including touching, patting on the shoulder, kissing, shaking hands;

A look, characterized by the frequency of eye contact, direction, duration;

Movements in space, covering table placement, orientation, direction, distance.

With the help of gestures, you can express confidence, superiority, or, conversely, dependence. In addition, there are disguised gestures and incomplete barriers. Often in life, subjects can face conditions when they are not entirely comfortable, but at the same time they need to seem confident. For example, during a speech in front of a large audience. In this situation, the individual tries to block the intuitive protective gestures that betray the speaker's nervousness, as a result of which he partially replaces them with incomplete barriers. Such barriers include such a position in which one hand is in a calm state, and the other is holding on to the forearm or shoulder of the other hand. Through disguised gestures, the individual is also able to achieve required level confidence and calmness. As you know, the protective barrier is expressed in the form of fastening the crossed arms across the body. Instead of this position, many subjects actively use manipulations with various accessories, for example, spinning cufflinks, fiddling with a watch strap or bracelet, etc. In this case, all the same, one hand is across the body, which indicates the installation of a barrier.

Hands placed in pockets can also have many meanings. For example, a person may be just cold or just focused on something. In addition, it is necessary to distinguish between gestures and the individual's habits. So, for example, the habit of swinging the leg or tapping the heel while sitting at the table can be perceived as unwillingness to continue communication.

Non-verbal communication gestures are divided into the following:

Illustrative gestures (instructions, signals);

Regulatory (nodding, head shaking);

Gestures-emblems, that is, gestures that replace words or even whole phrases (for example, clenched hands signify a greeting);

Adaptive nature (touching, stroking, pulling objects);

Affector gestures, that is, expressing emotions, feelings;

Micro gestures (lip twitching, facial flushing).

Speaker of the Medical and Psychological Center "PsychoMed"

Ministry of Education of the Russian Federation

Chelyabinsk State University

Institute of Economics of Industries, Business and Administration

Department of Economics of Industries and Markets

Discipline: Psychology and Pedagogy

On the topic: "Means of communication: non-verbal means of communication"

Completed: Art. gr. 24PS-101

Kuznetsova L.S.

Checked by: teacher

Tarasova N.N.

Chelyabinsk

Introduction …………………………………………………………………… ..… .3

1. The concept of non-verbal communication …………………………………………… 5

2. Forms of non-verbal communication …………………………………… ...… .7

2.1. Kinesika ………………………………………………………………… .... 7

2.2. Tactile behavior ………………………………………………… .... 12

2.3. Sensorics …………………………………………………………… .... 14

2.4. Prosemica ………………………………. ………………………………… 15

2.5. Chronology ………………………………… ... ……………………………… 18

3. The role of non-verbal communication ……………………………………………… 19

Conclusion ……………………………………………………………………… .21

References ………………………………………………………… .... 22

Introduction

Currently, in the process of communication and mutual understanding of subjects, not the last place is given to the so-called "non-verbal communication" - the language of gestures and body movements. We very often turn to this method of transferring information, communicating with friends, relatives, business partners, colleagues and with those with whom we encounter in our daily life only for a moment. It largely determines both the reaction to others and their attitude towards us. As soon as we consciously relate to these silent signals, which we simultaneously give and receive, we immediately discover the possibility of their more effective and effective use.

In our external behavior manifests itself that much that we have going on and is inside. Only these manifestations need to be able to recognize. Behind individual, barely noticeable manifestations of hands, eyes, posture, you can see the mood, desires, thoughts of your partner. As a recognized expert on people once noted, it is easier to change your worldview than your own in the highest degree individual way to bring the spoon to your mouth.

Emotions of those communicating are naturally included in the communication of people. This emotional attitude, accompanying a speech utterance, forms the non-verbal aspect of information exchange - non-verbal communication. The means of non-verbal communication include gestures, facial expressions, intonation, pauses, posture, laughter, tears, etc., which form a sign system that complements and reinforces, and sometimes replaces the means of verbal communication - words.

According to research, 55% of messages are perceived through facial expressions, postures and gestures, and 38% through intonation and voice modulation. It follows that only 7% is left to words perceived by the recipient when we speak. This is of fundamental importance. In other words, in many cases, how we speak is more important than the words we speak. Most of the non-verbal forms and means of communication in a person are innate and allow him to interact, achieving mutual understanding on the emotional and behavioral levels, not only with his own kind, but also with other living beings.

Australian specialist A. Pease claims that words are used to transmit 7% of information, sound means - 38%, facial expressions, gestures, posture - 55%. In other words, it is not so important what is said, but how it is done.

Learning to understand non-verbal language is important for several reasons. First, words can only convey factual knowledge, but to express feelings, words alone are often not enough. Feelings that do not lend themselves to verbal expression are transmitted in the language of non-verbal communication. Secondly, knowledge of this language shows how much we are able to control ourselves. Non-verbal language will tell you what people really think of us. And finally, non-verbal communication is especially valuable because it is spontaneous and manifests itself unconsciously. Therefore, despite the fact that people weigh their words and control their facial expressions, it is often possible for hidden feelings to leak through gestures, intonation and color of the voice. That is, non-verbal communication channels rarely deliver false information, since they are less controllable than verbal communication.

1.The concept of non-verbal communication

Non-verbal communication is communication interaction between individuals without the use of words (transfer of information or influence on each other through intonation, gestures, facial expressions, pantomime, changing the mise-en-scène of communication), that is, without speech and linguistic means, presented in direct or any symbolic form. The human body, which has a wide range of means and methods of transmitting or exchanging information, which includes all forms of human self-expression, becomes the instrument of such "communication". A common working name that is used among people is non-verbal or body language. Psychologists believe that correct interpretation of non-verbal cues is essential for effective communication.

While communicating, we listen not only to verbal information, but also look into each other's eyes, perceive the timbre of the voice, intonation, facial expressions, gestures. Words convey to us logical information, and gestures, facial expressions, voice complement this information.

Non-verbal communication - communication without the help of words often occurs unconsciously. It can either complement and enhance verbal communication, or contradict and weaken it. Although non-verbal communication is often an unconscious process, it is currently well studied and can be successfully controlled to achieve the desired effect.

Non-verbal communication is the most ancient and basic form of communication. Our ancestors communicated with each other using body tilt, facial expressions, timbre and intonation of voice, respiration rate, and gaze. Even now we often understand each other without words.

The non-verbal language is so powerful and general that it is often easy for us to understand what the dog wants. A dog predicts many of our actions, for example, he knows in advance when we go for a walk with it, and when we go out into the street without it.

Some animals live alone, such as bears. Therefore, their non-verbal language is undeveloped (for example, facial expressions, position of the ears, grin of the muzzle).

As a result, a seemingly good-natured bear can slap a trainer in the face. When training animals with an underdeveloped non-verbal language, you should be especially careful.

Such transfer depends on many factors and is often ambiguous. Deliberate transmission is a creative process that is professionally performed by film and theater artists. Moreover, each artist conveys the same role in a different way. We have seen the same roles performed by different artists more than once, the same films shot by different directors.

Deliberately conveying feelings that we don't have is a difficult, if not impossible, process. That is why the artists during filming try to get used to the image and experience the same feelings that they are trying to convey. Often we notice such an unsuccessful game and say that the film is unsuccessful: the actors play unnaturally, for example, they replay. And yet, with the help of non-verbal language, we express our feelings: love and hate, superiority and dependence, respect and contempt.

Part of non-verbal language is universal: all babies cry and laugh in the same way. The other part, like gestures, differs from culture to culture. Non-verbal communication usually occurs spontaneously. We usually formulate our thoughts in the form of words, while our posture, facial expressions and gestures arise involuntarily, in addition to our consciousness.

2.Forms of non-verbal communication

2.1. Kinesika

Kinesics is a set of gestures, postures, body movements used in communication as additional expressive means communication. This term was proposed to study communication through body movements. Keen is the smallest unit of movement, from which behavior is formed. Elements of kinesics are gestures, facial expressions, postures and looks, which have both physiological origin (for example, yawning, stretching, relaxation, etc.) and socio-cultural (wide-open eyes, clenched fist, victory sign, etc.) ...

Gestures are various kinds of movements of the body, arms or hands, accompanying a person's speech in the process of communication and expressing the person's attitude directly to the interlocutor to some event, another person, any object, indicating the desires and state of the person. Gestures can be voluntary and involuntary, culturally determined and physiological. So, yawning or scratching is physiological. These are the so-called adaptive gestures - hand movements focused on oneself or on the use of physical objects (rubbing hands, twirling a pencil in hand). But most of the gestures are culturally determined, they are symbols and are contractual in nature. They can be classified as follows:

1. Illustrators - descriptive, pictorial and expressive gestures that accompany speech and lose their meaning outside the speech context. With their help, the speaker tries to more deeply reveal the meaning of the utterance accompanying the conversation going on at the moment, revealing its content in more detail.

2. Conventional gestures or emblems are used for greeting or farewell, invitation, prohibition, insult, etc. They can be directly translated into words, are used deliberately and are conventional movements. They are often used instead of words that are awkward to say out loud. Therefore, all obscene gestures fall into this category.

3. Modal gestures - gestures of approval, displeasure, irony, distrust, uncertainty, ignorance, suffering, meditation, concentration, confusion, confusion, depression, disappointment, disgust, joy, delight, surprise. They express the emotional state of a person, his assessment of the environment, attitude to objects and people, signal a change in the subject's activity in the course of communication.

4. Gestures used in various rituals (Christians are baptized, Muslims at the end of the prayer hold two palms over their faces from top to bottom, etc.)

Since all of these gestures are culturally determined, the same gestures can have completely different meanings in different cultures. This often creates big problems in intercultural communication.

Body movements can also be used to express a desire to end or start a conversation. At the same time, the mistaken use of gestures can lead to very serious misunderstandings.

Facial expressions represent all the changes in a person's facial expression that can be observed in the process of communication. It is an essential element of non-verbal communication. The face of the communication partner, willingly or unwillingly, attracts our attention, since the facial expression allows us to receive feedback on whether the partner understands us or not. After all, the human face is very plastic and can take on a variety of expressions. It is mimicry that allows you to express all universal emotions: sadness, happiness, disgust, anger, surprise, fear and contempt. It is believed that 55 components are involved in facial expression, the combination of which can convey up to 20,000 meanings. The best explored is the smile, with the help of which you can convey sympathy for your interlocutor or condescension to him, your good mood or pretending to be with a partner, as well as just showing good parenting.

Mimicry consists of spontaneous and voluntary mimic reactions. The development of facial expressions became possible because a person can control each individual muscle of his face. In this regard, conscious control over facial expressions allows us to strengthen, restrain or hide the emotions we are experiencing. Therefore, when interpreting facial expressions, special attention should be paid to its consistency with verbal expressions. As long as there is consistency between facial expressions and words, we usually do not perceive it separately. As soon as the inconsistency becomes strong enough, it immediately catches the eye of even an inexperienced person.

To enhance emotions, we make our facial expressions more expressive and accurate in accordance with the nature and content of the communication process. For example, we may slightly exaggerate our joy when receiving a gift, or imagine ourselves more upset in order to punish a child.

Quite often we find ourselves in situations where we have to restrain our emotions so as not to offend or offend loved ones or friends. Cultural traditions are the decisive factor here. If, in accordance with the norms of this culture, a man should not publicly show fear or openly cry, he will have to restrain his emotions, otherwise he will be condemned by public opinion.

There are situations when we must mask our emotions: jealousy, disappointment, etc.

Different people are able to control their facial expressions to varying degrees, but we all have to learn how to do this, as well as interpret the facial expressions of other people.

While many researchers agree that people from different cultures respond in the same way to certain stimuli, emotions are expressed differently in different cultures. It is believed that sadness, happiness, and disgust are manifested in the same way by all people. Other emotions can be expressed very ambiguously. For example, Germans are better than Americans at portraying disgust but not expressing sadness and anger.

Oculist is the use of eye movement or eye contact during communication. The eyes can also express a rich gamut of human feelings and emotions. For example, eye contact can indicate the beginning of a conversation, during a conversation, it is a sign of attention, support, or, on the contrary, an end to communication, it can also indicate the end of a remark or conversation in general. Experts often compare gaze to touch; it psychologically shortens the distance between people. Therefore, a long look (especially at a member of the opposite sex) can be a sign of falling in love. At the same time, such a view often causes anxiety, fear and irritation. A direct gaze can also be perceived as a threat, a desire to dominate. Research into the problems of ophthalmology has shown that a person is able to perceive someone else's gaze without discomfort for no more than three seconds.

However, in Western cultures, direct gaze is considered important when communicating. If a person does not look at his partner, then those around him are mistaken for an insincere person and believe that he cannot be trusted. Americans usually don't trust someone who doesn't look them in the eye. Lack of direct gaze can also be perceived with concern. Deliberate rejection of such a view is a means of manipulating the dependent partner, who is thus shown that he is not interesting and communication with him is a burden.

Eye contact can vary depending on which person, of what gender, is in contact. Usually dominant and socially balanced individuals make eye contact more often.

Like other elements of non-verbal communication, “eye behavior” differs in different cultures and can lead to misunderstandings in intercultural communication. For example, if in the United States a white teacher makes a remark to a black student and he lowers his eyes in response, instead of looking directly at the teacher, he may become angry. The point is that black Americans view a downcast gaze as a sign of respect, while white Americans regard a straight gaze as a sign of respect and attention.

An essential aspect of kinesis is posture - the position of the human body and the movements that a person takes in the process of communication. This is one of the least conscious forms of non-verbal behavior, therefore, when observing it, you can get relevant information about the human condition.

There are known about 1000 different stable positions that the human body can assume. In communication, it is customary to distinguish three groups of postures during communication:

1) Inclusion or exclusion from the situation (openness or closedness to contact). Closure is achieved by crossing arms on the chest, fingers intertwined in a lock, fixing the knee in a “foot to foot” position, back deviation, etc. When ready for communication, a person smiles, the head and body are turned towards the partner, the body is tilted forward.

2) Dominance or addiction. Dominance is manifested in "hanging" over the partner, patting him on the shoulder, hand on the shoulder of the interlocutor. Addiction - bottom-up look, stoop.

3) Opposition or harmony. The opposition is manifested in the following position: clenched fists, shoulder extended forward, hands on the sides. A harmonious posture is always synchronized with the partner's posture, open and free.

The gait of a person is closely related to the pose. Her character indicates both the physical well-being and age of a person, as well as his emotional state. The most important factors in a person's gait are rhythm, speed, stride length, degree of tension, position of the upper body and head, accompanying arm movements, and position of the toes. These parameters form different types of gait - even, smooth, confident, firm, heavy, guilty, etc.

Walking with a sharply straightened upper body gives the impression of a proud step (as on stilts) and expresses arrogance and arrogance. A rhythmic gait is usually a testament to a person's enthusiastic and joyful mood. The gait with sweeping, long strides is an expression of purposefulness, enterprise and diligence of its owner. If, when walking, the upper body sways and the arms move actively, then this serves as a sure sign that a person is at the mercy of his experiences and does not want to succumb to anyone's influence. Short and shallow steps show that a person with such a gait keeps himself in control, demonstrating caution, prudence and at the same time resourcefulness. And, finally, a dragging, slow gait indicates either a bad mood or a lack of interest; people with such a gait are most often ruff, do not have sufficient discipline.

The last element of kinesics is the manner of dressing, which is entirely due to the specifics of a particular culture. In every culture, there are models of clothing that can inform us about a person's social status (expensive suit or work uniform), sometimes by clothing we learn about events in a person's life (wedding, funeral). Uniform indicates the profession of its owner. Clothing can make a person stand out by focusing attention on them, or it can help to get lost in a crowd.

If a girl wants to impress or establish a relationship with someone, then she puts on her best dress. If at the same time she dresses sloppily, then, most likely, she will not be able to achieve the necessary communication.

2.2. Tactile behavior

Comparative comparison of the behavior of representatives of different cultures made it possible to establish that when communicating, people of different cultures use various types of touching to their interlocutors.

Scientists refer to this kind of touch, first of all, handshakes, kisses, stroking, patting, hugging, etc. As observations and studies have shown, with the help of various kinds of touches, the communication process can acquire a different character and proceed with different efficiency. There was even a special scientific direction that studies the meaning and role of touch in communication, which is called takeshiki.

People touch each other for equal reasons, in different ways, and in different places. Scientists studying tactile behavior of people believe that, depending on the purpose and nature of touch, touch can be divided into the following types:

1) professional - they are impersonal, while a person is perceived only as an object of communication (examination by a doctor);

2) ritual - handshakes, diplomatic kisses;

3) friendly;

4) love.

Touch is necessary for a person to strengthen or weaken the process of communication. But touch behavior depends on a number of factors, among which the most important are culture, gender, age, status, and personality type. Each culture has its own rules of touch, which are governed by the traditions and customs of this culture and the belonging of the interacting people to one or another sex. Very often it depends on the roles that men and women play in the respective culture. In some cultures, it is forbidden for a man to touch a man, but does not restrict the touch of a woman on a woman. In other cultures, women are prohibited from touching men, although men have traditionally been allowed to touch women when communicating.

An indispensable attribute of any meeting and communication is a handshake. In communication, it can be very informative, especially its intensity and duration. Too short, lethargic handshake with very dry hands can indicate indifference. On the contrary, a very long handshake and too wet hands speak of strong excitement, a high sense of responsibility. A drawn-out handshake, along with a smile and a warm look, demonstrates friendliness. However, you should not hold your partner's hand and your hand for a long time: he may experience a feeling of irritation.

Historically, there have been several types of handshakes, each of which has its own symbolic meaning:

1) The palm turned up under the palm of the parterre means a willingness to obey, an unconscious signal to the one whose dominance is recognized.

2) The palm turned down on the palm of the partner expresses the desire to dominate, an attempt to take control of the situation.

3) The palm with an edge down (vertical position) fixes the position of equality of the interlocutors.

4) Handshake "glove" (two palms clasp one palm of the interlocutor) emphasizes the desire for sincerity, friendliness, trust.

Thus, the skillful and competent use of touch can greatly facilitate the process of communication and express many human feelings and moods, inspire trust and disposition of a partner.

2.3. Sensorics

Sensory is a type of non-verbal communication based on the sensory perception of representatives of other cultures. Along with all other aspects of non-verbal communication, the attitude towards a partner is formed on the basis of the sensations of the human sense organs. Depending on how we smell, taste, perceive color and sound combinations, feel the warmth of the interlocutor's body, we build our communication with this interlocutor.

Smells are especially important in communication. These are, first of all, the odors of the body and cosmetics used by a person. We can refuse to communicate with a person if we think that they smell bad.

All sensory factors work together and as a result create a sensory picture of a particular culture. The score we give to this culture depends on the ratio of pleasant and unpleasant sensations. If there are more pleasant sensations, we evaluate the culture positively. If there are more negative feelings, we don't like the culture.

2.4. Prosemica

Prosemics is the use of spatial relationships in communication. This term was introduced by the American psychologist E. Hall to analyze the patterns of spatial organization of communication, as well as the influence of territories, distances and distances between people on the nature of interpersonal communication.

For his normal existence, each person believes that a certain amount of space around him is his own and the violation of this space is considered as an invasion of the inner world, as an unfriendly act. Therefore, communication between people always occurs at a certain distance from each other, and this distance is an important indicator of the type, nature and breadth of relationships between people. Each person subconsciously sets the boundaries of his personal space. These boundaries depend not only on the culture of a given people, but also on the attitude towards a particular interlocutor. So, friends are always closer to each other than strangers. Thus, changing the distance between people during communication is part of the communication process. In addition, the distance of communication partners also depends on factors such as gender, race, belonging to any culture or subculture, specific social circumstances, etc. E. Hall, as a result of his observations, identified four communication zones:

1) intimate - separating fairly close people who do not want to initiate third parties into their lives;

2) personal - the distance that the individual maintains when communicating between himself and all other people;

3) social - the distance between people in formal and secular communication;

4) public - the distance of communication at public events (meetings, in the classroom, etc.).

The intimate communication zone is located closest to the human body, and in it he feels safe. In almost all cultures of the world, it is generally not accepted to invade someone else's intimate zone. Therefore, many people find it difficult to endure situations when someone touches them without permission, pats them on the shoulder, and even more so slaps them. A person must himself determine who can be admitted to his intimate zone. Therefore, the one who invades someone else's intimate zone, without permission, causes strong negative feelings, up to and including disgust.

Scientists have proven that the more a person gets in the way of someone's approach, the more fight hormones are produced in his blood. At such a moment, a person, as a rule, prepares for self-defense. This is inherent in nature, stress hormones help the body either cope with external danger, or escape from it. If it is not possible to do this or that, then the fight hormone turns into a "poison". For this reason, a person who has violated the intimate zone of a communication partner causes him both psychological and physiological harm.

However, for the communication process, the most important is the personal space that directly surrounds the human body. This zone is equal to 45-120 centimeters, and in it the majority of all communication contacts of a person take place.

At this distance, physical contact is not necessary. This is the optimal distance for conversation, conversation with friends and good acquaintances.

The social zone is the distance that we keep when communicating with strangers or when communicating with a small group of people. The social (public) zone is located in the range from 120 to 260 cm. It is most convenient for formal communication, since it allows its participants not only to hear a partner, but also to see. Therefore, it is customary to maintain such a distance during a business meeting, meeting, discussion, press conference, etc.

The social zone borders on the personal, and, as a rule, most of the formal and official contacts take place in it. It communicates between teachers and students, bosses and subordinates, service personnel and clients, etc. An intuitive sense of the distance of communication is very important here, since when a social zone is violated, a negative reaction to a partner and psychological discomfort unconsciously arise, which lead to unsuccessful results of communication.

The public area is the preferred distance when communicating with a large group of people, with a mass audience. This zone assumes such forms of communication as meetings, presentations, lectures, reports and speeches, etc. The public zone starts from a distance of 3.5 meters and can extend to infinity, but within the limits of maintaining communication contact. Therefore, the public area is also called open.

2.5. Chronicle

Chronology is the use of time in a non-verbal communication process. Time is just as important to communication as words, gestures, posture and distance. Perception and use of time is part of non-verbal communication.

Studies of the chronology of various cultures allow us to distinguish two main models of the use of time: monochronic and polychronous.

In the monochronic model, time is represented as a road or a long tape divided into segments. This division of time into parts leads to the fact that a person in this culture prefers to do only one thing at a time, and also shares time for business and for emotional contacts.

The polychronous model does not have such a strict schedule; a person there can do several things at once. Time is perceived here in the form of intersecting spiral trajectories or in the form of a circle. An extreme case is cultures in which languages ​​do not have any words related to time (for example, the North American Indians).

If in a monochrome culture time is constantly monitored, it is believed that time is money, in a polychronic culture there is no such need, they do not even think about the exact use of time.

Chronology also studies rhythm, movement, and timing in culture. So, in large cities we have to walk the streets faster than in small villages.

3 the role of non-verbal communication

Words are good for conveying logical information. At the same time, feelings are better conveyed non-verbally. According to scientists, 93% of the information transmitted during emotional communication passes through non-verbal communication channels.

Non-verbal communication is difficult to control even by professional artists. To do this, they need to enter the image, which is a complex creative process that does not always work out and requires rehearsals. Therefore, non-verbal communication is significantly more reliable than verbal communication. We can control some of the parameters of non-verbal communication. But we will never be able to control all the parameters, since a person can keep in his head no more than 5-7 factors at the same time.

Non-verbal communication is usually spontaneous and unintentional. It was given to us by nature as a product of many millennia of natural selection. Therefore, non-verbal communication is very succinct and compact. By mastering the language of non-verbal communication, we acquire an effective and economical language. Blinking an eye, nodding our head, waving our hand, we convey our feelings faster and better than we would do it with words.

We can convey our feelings and emotions without words. Non-verbal language is also used in verbal communication. With his help, we:

we confirm, explain or refute the information transmitted verbally;

we transfer information knowingly or unknowingly;

express our emotions and feelings;

adjust the course of the conversation;

we control and influence other persons;

making up for a lack of words, for example, when learning to ride a bicycle.

When talking with a partner, we see his facial expressions, gestures that tell us what our interlocutor really thinks and feels. So, the sitting interlocutor, leaning forward, tells us that he wants to speak himself. Having leaned back, he already wants to listen to us. A chin tilted forward indicates a strong-willed pressure, a desire to strictly monitor one's interests. If the chin is raised and the head is straight, then the partner considers himself in a position of strength.

By controlling our non-verbal language, we can evoke the image we want. When speaking to an audience as an expert, we should evoke the image of a competent, self-confident specialist. Otherwise, no one will believe our opinion. Moreover, the audience will make their impression of us in the first few seconds of our speech.

If we go to the podium with a stooped back, the voice will sound sluggish, and the words will be crumpled, then we will hardly be able to convince those present to accept our proposals, unless the audience considers us in advance a first-class specialist and indisputable authority.

Non-verbal language helps us to form a clearer and more adequate opinion about a partner. Tapping fingers on the arm of the chair is evidence of nervous tension. Hands clenched into a lock - about closeness. The predominance of consonants in speech is about the predominance of logic over feelings: the interlocutor is more a “physicist” than a “lyricist”.

Conclusion

A person is a carrier of various forms of activity, which are usually described in various categories. Closest to the category of activity is the category of behavior. This means that if a person performs some actions corresponding to some activity, but he does not have a motive for this particular activity, then there is no activity either.

At the same time, information received through non-verbal channels can both reinforce and contradict the message conveyed using words. Non-verbal language is less consciously controlled than verbal, and therefore more reliable. If the information received through the non-verbal channel contradicts the information received through the verbal one, then the non-verbal one should be believed.

In any interaction with another person, the goal is communication, but too often our gestures are unclear at best and contradictory at worst.

Non-verbal communications in most cases have a non-verbal basis, as it testifies to the actual emotions of the participant in the communication process, and is a reliable indicator of the feelings manifested. Non-verbal information is difficult to manipulate and difficult to hide.

Bibliography

1. Bogarorov V.M. Psychology and Pedagogy Rostov - on - Don, 2006.

2.Goryanina V.A. Psychology of communication. M., 2004.

3. Belinskaya E.P., Tikhomandritskaya O.A. Social Psychology. M, 2003.

4. Stolyarenko L. D. Psychology and ethics business relationship... - Rostov-on-Don: Phoenix, 2003.

5.Kibanov A.Ya., Zakharov D.K., Konovalova V.G. Business ethics. M., 2002.

6.Elkonin B.D. Development Psychology M., 2001.

7. Kuzin F.A. Business culture: A practical guide for businessmen. - M., 2000.

8. Social psychology and ethics of business communication: Textbook for universities / under. units V.N. Lavrinenko. - M., 1995.

9. Pease A. Body language. - Nizhny Novgorod, 1992.

10. Labunskaya V.A. Non-verbal behavior. - Rostov-on-Don, 1986.

As already mentioned, all means of communication are divided into two large groups: verbal (verbal) and non-verbal.

Non-verbal communication can be defined as interaction between individuals in the transmission of information without speech and language means: through images, intonation, gestures, facial expressions, etc. The instrument of such communication is the human body, which has a wide range of means and methods of transmitting or exchanging information. At the same time, the correct interpretation of non-verbal signals is the most important condition for effective communication.

At first glance, it might seem that non-verbal means are not so important. In fact, they are important. This is due to the following reasons:

• a person perceives about 70% of information through the visual (visual) channel;
• non-verbal signals allow you to understand the true feelings and thoughts of the interlocutor;
• our attitude towards the interlocutor is often formed under the influence of the first impression, which, in turn, is the result of the influence of non-verbal factors - gait, facial expression, gaze, demeanor, dress style, etc.

Non-verbal cues are especially valuable because they are spontaneous, unconscious and, unlike words, are always sincere. In particular, it was found that the degree of a person's trust in words is only 20%, while the degree of trust in non-verbal information (posture, gestures, the interposition of interlocutors) is 30%. Often, non-verbal transmission of information occurs simultaneously with the verbal one and can enhance or change the meaning of words. Existing "body language" often expresses what we don't want or can say.

Classification and interpretation of non-verbal communication

In socio-psychological research, various classifications of non-verbal means of communication have been developed. But, as noted by V.A.

Here is the most general classification non-verbal means of communication, which is widely used in modern literature.

• 1. Kinesika: expressive and expressive movements (facial expressions, posture, gestures, gait) and gaze (visual contact): direction of gaze, its duration, frequency of contact.
• 2. Takeshika (tactile movements): shaking hands, patting on the back or shoulder, touching, kissing.
• 3. Prosemica (spatial movements): distance, orientation, placement at the table.
• 4... Prosody and extralinguistics: intonation, timbre, volume, pause, laugh, cry, cough, sigh.

Let's take a closer look at non-verbal means of communication.

1 ... Kinesika (from ancient Greek - movement) - a set of expressive and expressive movements (facial expressions, posture, gestures, gait) and visual contact (gaze): the direction of the gaze, its duration, the frequency of contact, which are used in the process of human communication.

Facial expressions (movements of the muscles of the face). It plays a significant role in the transmission of information. Studies have shown that when the speaker's face is motionless, up to 10-15% of information is lost. Mimicry is holistic. In the mimicry of the six basic emotional states (anger, joy, fear, suffering, surprise and contempt), all facial muscle movements are coordinated. This is well shown in the studies of V.A.Labunskaya (Table 3.1).

Table 3.1

Mimic codes of emotional states

Parts and elements of the face	Emotional states
		contempt	suffering		astonishment
Position of the mouth						Usually closed
	The corners of the lips are down			The corners of the lips are raised
Eye shape	Opened or narrowed			Open wide		Squinted or revealed
Eye brightness				The shine of the eyes is not pronounced
Eyebrow position	Shifted to the bridge of the nose			Raised up
Eyebrow corners	The outer corners of the eyebrows are raised up			The inner corners of the eyebrows are raised up
	Vertical folds on the forehead and bridge of the nose			Horizontal folds on the forehead
Facial mobility	Dynamic			Frozen		Dynamic face

In business communication, the meaning of facial expressions is determined by the fact that it can be used to establish psychological contact and enhance speech expression. In addition, facial expressions can tell a lot about how the mental state of the speaker (joy, satisfaction, attentiveness, boredom, etc.), and about his attitude to the interlocutor (respect, sympathy, benevolence, neglect, etc.).

Pose (position of a person's body) clearly shows how a given person perceives his status in relation to the status of other persons present. In posture and movements, not only the social status of a person is manifested, but also his psychological state ("walking with his head held high" or, conversely, "standing on bent ones").

Poses are classified as follows:

• closed pose is perceived as a posture of distrust, disagreement and opposition and is characterized by the fact that a person is trying to somehow close the front part of the body and take up as little space in space as possible (for example, the "Napoleonic" standing posture: arms crossed on the chest);
• open posture, in which the body of the body is directed towards the interlocutor, the palms are open, and the feet are turned towards the communication partner. This is a pose of trust, consent, benevolence, psychological comfort.

Gestures. The following types of gestures can be distinguished:

• communicative - greetings, farewells, attracting attention, prohibitions, interrogative, etc .;
• openness - testify to the sincerity and desire to speak frankly ("open hands", "unbuttoning a jacket");
• confidence - express a sense of superiority over others ("laying hands behind the back with a grasp of the wrist", "laying hands behind the head");
• reflections and evaluations - reflect the state of thoughtfulness and the desire to find a solution to the problem ("hand on the cheek", "pinching the bridge of the nose");
• doubts and uncertainties - scratching with the index finger of the right hand under the earlobe or the side of the neck, touching the nose or rubbing it lightly;
• suspicion and secrecy - testify to distrust in you, doubt in your correctness, about the desire to conceal and hide something from you (rubbing the forehead, temples, chin, the desire to cover his face with his hands);
• testifying υ unwillingness to listen and the desire to end the conversation (drooping eyelids, scratching the ear);
• disagreements ("picking up the villi from the jacket", "drooping eyelids");
• readiness - signal a desire to end a conversation or a meeting (giving the body forward, while both hands are on their knees or hold on to the side edges of the chair).

Gait - This is the style of movement of a person (rhythm, pace dynamics, amplitude of body transfer during movement). By gait, one can judge the well-being of a person, his character, age. For example, a "heavy" gait is typical for people in anger, a "light" gait for joyful ones. People who are busy solving problems often walk in a "thinker" position (head down, hands clasped behind their back, slow gait). To create an attractive appearance, the gait of a confident person is most preferable, the same impression is created by correct posture - light, springy and always straight. In this case, the head should be slightly raised, and the shoulders should be straightened.

Sight (eye contact) is also exclusively important element communications. He indicates a disposition for communication. So, if the interlocutor is looked at a little, he has every reason to believe that he or what he says and does is treated badly, and vice versa, if many look, it can be either a challenge to the interlocutor, or a good attitude towards him. Your gaze should meet your partner's eyes for about 60–70% of the entire time of communication. The interlocutor who meets your gaze for less than this time is rarely credible. In part, the length of a person's gaze depends on which nation he belongs to. Southern Europeans have a high gaze frequency, which may seem offensive to others, while Japanese people look at the neck rather than the face when talking.

With the help of the eyes, the most accurate signals about the state of a person are transmitted, since the expansion and contraction of the pupils cannot be consciously controlled. With constant light, the pupils can dilate or contract depending on the mood. If a person is agitated, in high spirits, or interested in something, their pupils dilate four times against their normal state. On the contrary, an angry, gloomy mood makes the pupils constrict.

The specificity of the business gaze is expressed in the fact that it is fixed in the area of ​​the interlocutor's forehead, this presupposes the creation of a serious atmosphere of business partnership. A sidelong glance is used to convey interest or hostility. If it is accompanied by slightly raised eyebrows or a smile, it signifies interest. If the look is accompanied by a frowning forehead or drooping corners of the mouth, this indicates a critical or suspicious attitude towards the interlocutor.

If during a conversation the interlocutor lowers his eyelids, then this is a subconscious gesture to "remove" you from his field of vision, because he has become uninterested in you. If closed eyelids are paired with a tilted head and a long look, known as the “downward gaze,” then your partner is emphasizing his superiority over you.

And one more important note: during negotiations and business conversations, you should never wear dark glasses, the partner has the feeling that he is being looked at point-blank.

2. Takeshika studies touch in a communication situation. The taxic means of communication include dynamic touching in the form of a handshake, patting on the back or shoulder, touching, kissing. The use of dynamic touch by a person in communication is determined by many factors: the status of partners, their age, gender, degree of acquaintance.

Inadequate use of taxicum by a person can lead to conflicts in communication. For example, patting on the shoulder is possible only if there is a close relationship, equality social status in society.

Handshake - the most widespread takeichesky means - is an indispensable attribute of any meeting and farewell. Shaking hands is a multi-speaking gesture known since ancient times. Primitive people, when they met, stretched out their hands to each other with open palms forward to show their disarmament and peacefulness. The following types of handshakes and their characteristics can be distinguished:

• a strong, energetic shaking of the interlocutor's hand simultaneously with a joyful exclamation speaks of the partner's sincerity, his desire to continue the conversation;
• if the partners' hands are in the same position, this is a demonstration of equality;
• the dominant handshake (hand on top, palm facing down) is the most aggressive form. With a dominant (domineering) handshake, the person tells the other that he wants to dominate in the communication process;
• a submissive handshake (hand below, palm turned up) is demonstrated in situations when a person wants to give the initiative to another, to allow him to feel himself the master of the situation;
• the girth of the partner's hand with his own hands in the form of a "glove" (a person embraces the other's hand with both hands) speaks of friendliness. However, this type of handshake should be applied to well-known people, since with a nervous acquaintance, it can produce the opposite effect;
• the degree of depth of feelings depends on where the second hand is placed when shaking hands; the shoulder is better than the forearm, the forearm is better than the elbow;
• a long handshake with a smile and a warm look is an expression of affection;
• prolonged handshake and wet hands - excitement;
• short, sluggish handshake and dry hands - indifference;
• if a lifeless hand is extended to you, like a dead fish, they do not want to contact you;
• a handshake with an unbent, straight hand is a sign of aggressiveness. Its main purpose is to maintain a distance and prevent a person from entering his intimate zone;
• a firm handshake to the point of crunching fingers is the hallmark of an aggressive, tough person.

Pat on the back or shoulder. This tactical element is possible under the condition of close relationships, equality of social status of the communicants. Patting is often interpreted as showing friendship, sympathy, or encouragement. These non-verbal gestures are mostly typical for men. Patting, as it were, demonstrates masculine strength and the willingness of its owner to come to the rescue.

3. Prosemica (spatial movements) - distance, orientation, placement at the table. It defines the zones of the most effective communication.

Distance. American anthropologist Edward Hall, the creator of the science of proxemics, identifies four main areas of communication:

• intimate area (15–45 cm) - a person admits only people close to him. In this zone, a quiet confidential conversation is conducted, tactile contacts are made. The intrusion of the "alien" into this zone is regarded as a threat;
• personal (personal ) zone (45-120 cm) - a zone of everyday communication with friends and colleagues. Only visual (eye) contact is allowed;
• social zone (120-400 cm) - the area for official meetings and negotiations, meetings, administrative conversations;
• public area (400-750 cm) - a zone of communication with large groups of people during lectures, rallies, public speeches, etc.

Usually, people feel comfortable and make a good impression when they are at a distance corresponding to the above types of interaction. Overly close and overly distant position negatively affects communication. If a stranger tries to overstep your personal distance, you will instinctively step back or stretch your arms to prevent intrusion into your personal space. You may feel anger, heart rate, adrenaline rush. If you find yourself in a situation where an invasion is inevitable (elevator, overcrowded transport), we recommend that you try to remain calm, do not talk to him, it is better to refuse even non-verbal contact with him (do not look the person in the eyes).

It should be noted that the rules relating to communication zones vary depending on the age, gender, personality traits and social status of the person, as well as on the nationality and population density in the area where the person lives. For example, children and old people are closer to the interlocutor than adolescents, young people and middle-aged people. Men prefer a more distant position than women. A balanced person comes closer to the interlocutor, while restless, nervous people stay farther. People communicate at a great distance with interlocutors with a higher status. Asians interact at a closer distance than Europeans, and townspeople interact closer than residents of sparsely populated areas. In rural areas, the concept of "personal space" is much broader than in the city. Therefore, a villager often experiences significant discomfort while in the city.

Orientation. It should also be noted such prokeemic components of the non-verbal system as orientation (angle of communication). Orientation is the location of partners in relation to each other, it is expressed in turning the body and toe towards the partner or away from him, which signals a desire or unwillingness to communicate. This disposition of partners can range from a face-to-face position to a back-to-back position and hence from cooperative to adversarial communication.

Correct seating of the participants at the table is a means of effective interaction. Different shades of attitudes of people can be expressed through the place they occupy at the table. By the location of two people at the table, one can judge the nature of their communication. In this regard, there are four main positions (Fig. 3.1, A, B - interlocutors).

• 1. Corner location typical for people engaged in friendly, casual conversation. This position is most favorable for communication between a student and a teacher, a leader with subordinates, since both have sufficient scope for exchanging views and gesturing. The corner of the table serves as a soothing barrier against unexpected attacks. Their sights do not intersect, and when difficult moments of discussion are touched upon, you can always direct your eyes to a stationary object and focus on formulating an answer.
• 2. Competitive defensive position. Standing against each other can create a defensive attitude

Rice. 3.1.

a - angular arrangement; b - competitive and defensive position; v - position of business interaction; G - independent position

and a competitive atmosphere. Therefore, this position is used in heated discussions, disputes, discussions. The interlocutors sit opposite each other, which allows a good overview of facial expressions, gestures, which can change every second depending on the severity of the issues discussed. This can lead to the fact that each side will adhere to a different point of view - the table becomes a barrier between them.

• 3. Business engagement position - one of the most successful strategic positions for discussion and development of common solutions. There are no physical barriers between the participants in the conversation, they sit side by side. Communication is confidential and intimate. In this position, you can discuss almost all questions and topics, since the interlocutors fully accept each other.
• 4. Independent position. It is occupied by people who do not want to interact with each other. The interlocutors sit in different corners of the table, which negatively affects the communication process. If you try to change the position, sit closer, the other person can defiantly get up and leave the room. This is the most negative form of communication at the table and a form of non-verbal communication in general. It indicates a lack of interest. This situation can also be regarded as hostile.

It is also important table shape, for which the leader communicates with subordinates.

Square tables good for short business conversation... A cooperative relationship is likely to be established with the person sitting next to you. Moreover, more understanding will come from the person sitting on the right. The person sitting opposite will have the greatest resistance.

Round table creates an atmosphere of informality and ease and is the best way to conduct a conversation between people of the same social status, because everyone at the table is allocated the same space. The leader has the highest authority at the round table, so those sitting on either side of him visually stand out more power and respect than the rest. Moreover, the participant sitting to his right has more influence than the participant sitting to his left. The degree of influence decreases depending on the distance from the leader.

In business communications, square and round tables are often used. A square table, which is usually a work table, is used for business negotiations, briefings, in the event that the guilty ones are "summoned to the carpet." The round table serves to create a relaxed, informal atmosphere and is good if agreement is required.

• 4. Prosody and extralinguistics.
• Prosodyka - this is the general name for the rhythmic and intonational properties of speech (pitch, voice volume, its timbre).
• Extralinguistics - this is the inclusion in speech of pauses and various non-morphological phenomena of a person (crying, coughing, laughing, sighing, etc.).

These non-verbal communication tools are associated with voice, whose characteristic creates an image of a person, contributes to the recognition of his states, the identification of mental individuality. Prosodic and extralinguistic means regulate the flow of speech, they complement and anticipate speech utterances, express emotional states. In business communication, one must not only listen, but also hear the intonation structure of speech. In particular, the following carries a large information load.

• The strength and pitch of the voice. Those who have a tendency to abruptly change the pitch of their voices, as a rule, are more cheerful, sociable, and more confident than people who speak monotonously. For example, feelings such as enthusiasm, joy are usually conveyed in a high-pitched voice; anger and fear - also in a rather high-pitched voice, but in a wider range of tonality, strength and pitch of sounds; grief, sadness, fatigue are usually conveyed in a soft and muffled voice with a decrease in intonation towards the end of each phrase.
• Speech rate. A person speaks quickly if he is excited, worried, talks about his personal difficulties, or wants to convince us of something. Slow speech most often indicates depression, grief, arrogance, or fatigue.
• Uncertainty in the choice of words. Making minor mistakes in speech, choosing words uncertainly or incorrectly, cutting off phrases in mid-sentence, people involuntarily express a feeling of self-doubt.

Barriers and features of intercultural non-verbal communication

Sign language, on the one hand, is international, the main communication gestures around the world do not differ from each other. When people are happy, they smile; when they are sad, they frown; when they don’t know or do not understand what is at stake, they shrug their shoulders. On the other hand, each nation has its own specific gestures, keeps its distance when communicating. Different peoples use non-verbal language in their own way. For example, Italians use gestures 80 times within an hour, French - 20, Finns - 1-2 times.

As N. A Bagdasarova notes, belonging to a particular culture also predetermines the level of emotionality and its intensity. Thus, representatives of collectivist cultures, to which the Russian belongs, are characterized by a more vivid manifestation of emotions in comparison with members of individualistic cultures.

The famous American psychologist Eric Erickson, who developed the concept of psychosocial identity, in his theory was based on the postulate of the sociocultural conditioning of the human psyche. For example, it is interesting that he attributed to the Russians a special expressiveness of the eyes. In his opinion, Russian culture is much more "big-eyed" than Anglo-Saxon.

No less famous American scientist, creator of the science of proxemics, Edward Hall, notes that Americans look in the eyes only if they want to make sure that their communication partner understands them correctly. For the British, eye contact is more familiar. They look at the other person to show that they are listening. However, in England it is considered indecent to gaze so intently in the eyes, as is customary in Russia.

Thus, often the same expressive movement among different peoples can have different meanings. Cultural differences in the exchange of non-verbal information can create significant barriers to understanding. So, having accepted a business card from a Japanese, you should immediately read it. If you put it in your pocket, you show that you consider him an insignificant person. Americans will react with bewilderment to the "stony expression" of their interlocutors, while a smile on the faces of Germans is far from being a frequent phenomenon.

In the literature, the following types of barriers are distinguished for non-verbal general and and.

• Prosemic (distant ) barriers arise when there is a discrepancy in the assessment of the distance that is comfortable for a person. For example, representatives of different nations have different ideas about the correct distance: the southern peoples use a shorter distance than the northern ones, women tend to decrease the distance, and men tend to increase it.
• Aesthetic barriers arise at the first meeting. A discrepancy in perceptions about appearance and behavior can interfere with further interaction.
• Emotional barriers arise due to the inadequacy or mismatch of the intensity of emotional manifestations.
• Voltage barriers - it is self-doubt based on inadequacy of self-esteem, increased emotional control, etc.

Specificity of transcultural non-verbal communication

The modern globalization of public life increasingly puts forward the requirement to take into account the intercultural and interethnic characteristics of non-verbal communication. In this regard, we present some features of non-verbal communication in different countries.

• The peoples of different cultures also have differences in the perception of space. For example, Americans work either in large rooms or with open doors. An open office means that its owner is there and has nothing to hide. Everyone here, from the director to the messenger, is constantly in sight. This creates a certain stereotype of behavior among employees, making them feel that everyone is doing a common cause together. German traditional forms of organizing the workspace are fundamentally different. Each room they have must be equipped with reliable doors. The door wide open symbolizes the extreme degree of disorder.
• Speaking about himself, the European points his hand to his chest, the Japanese to his nose. In Greece and Turkey, the waiter should never show two fingers (for example, meaning two cups of coffee) - this is considered a very offensive gesture.
• Having formed a ring from the thumb and forefinger, Americans and many other peoples report that cases are “o“ kay. ”The same gesture is used in Japan, talking about money, in France it means zero, in Greece and on the island of Sardinia it serves as a sign of the go-ahead, and in Malta it is described as a person with perverted sexual instincts.
• The usual affirmative head nod in Bulgaria is a sign of denial.
• In the Middle East, you should not hold out food, money, or a gift with your left hand. For those who profess Islam, it is considered unclean, and you can insult the interlocutor.
• For an American, refusing to talk to a person who is in the same room with him means an extreme degree of negative attitude towards him. This is a generally accepted rule in England.
• If in Holland you turn your index finger at your temple, implying some kind of stupidity, then you will not be understood. There, this gesture means that someone said a very witty phrase.

This short list of fairly standard gestures not only demonstrates the need to take into account the difficulties and barriers that arise in non-verbal communication, but also shows how easy it is to inadvertently offend your business partners - representatives of another culture.

• Cm.: V.A. Labunskaya Non-verbal behavior (social-perceptual approach). Rostov n / a: Phoenix, 1986.
• Cm.: Bagdasarova N.A. Lexical expression of emotions in the context of different cultures. M., 2004.
• Cm.: Fasgp J., Hall E. Language of the body. How to understand a foreigner without words. M .: Veche, 1995.

Non-verbal communication is the exchange of information between interlocutors using facial expressions, gestures, postures, gaze, intonation, etc. without using linguistic means of expression. Non-verbal language is also called body language. Non-verbal codes either complement information and express the emotions of the interlocutors, or replace speech. Experts argue that for more effective communication, you must have the skills to recognize and interpret non-verbal signals. Sometimes we do not even realize what a strong emotional impact we have on the interlocutor with our gestures, glances, facial expressions, etc.

Non-verbal communication functions:

• Non-verbal cues duplicate our speech and back it up with evidence in the form of emotion.
• Facial expressions, gestures, postures are sometimes impossible to control and they betray a person's true face. That is, if a person tells you something very beautifully and inspiring, his non-verbal gestures can show something completely different.
• Non-verbal cues sometimes replace speech. For example, nodding your head, shrugging your shoulders, blinking your eyes, waving your hand, etc.
• Also, non-verbal communication can complement verbal communication. For example, when we sympathize with or pity a person, we hug him and pat him on the back or head.
• Non-verbal cues can emphasize a statement. For example, expressing your protest and unwillingness, saying the word "No!" you can bang your fist on the table.

Having knowledge of the functions of non-verbal language will help a person to control their non-verbal gestures and become a pleasant interlocutor. This is undoubtedly important in the way that "body language" expresses our subconscious, and people trust more non-verbal means, rather than speech. Looking closely at non-verbal signs, we will see what the interlocutor did not express to us in words.

Factors Affecting Non-Verbal Signs

• Cultural features. Each country has its own system of non-verbal signs. Before meeting with a foreign partner, it is necessary to familiarize yourself with the peculiarities of the etiquette of his country.
• Health. A person with certain diseases may change their voice, look, gestures, facial expressions, etc. Do not make hasty conclusions, take a closer look at the interlocutor.
• Profession. A person may have professional features of non-verbal expression of emotions (often this applies to people in creative professions).
• The level of culture and education.
• The status and rank of a person. The higher the position, the fewer gestures.
• Age group.
• Inconsistency of signs. If the combination of non-verbal signs is incorrect, you may get the impression of insincerity in speech.

Our body expresses our feelings and emotions much faster than speech. Non-verbal cues convey a large flow of information and facilitate understanding between speakers.

Experts identify the following channels for the perception of non-verbal signals:

• Auditory canal - intonation, voice, tempo, timbre, volume, coughing, laughter, pauses, stuttering, repetition of sounds, etc.
• Visual channel - facial expressions, gestures, postures, gaze, image, makeup, age, race, etc.
• Tactile channel - touching, shaking hands, kissing, hugging, etc.
• The olfactory channel is the perception of odors.

Non-verbal speech can confirm or deny the speaker's speech. If non-verbal signs confirm the words, then what is said increases its effect on the interlocutor. If the gestures do not correspond to the words, then you should trust non-verbal signals rather than verbal ones.

If your interlocutor unconsciously copies your postures and movements, then he is listening to you and is open to mutual conversation. The effectiveness of a conversation depends not only on verbal speech, but also on non-verbal signs. Therefore, a business person simply needs to be able to recognize non-verbal signals.

In contact with

Non-verbal communication- This is a kind of non-speech interaction of a communicative nature between living beings. In other words, non-verbal communication of a person is a type of transfer of all kinds of information or the possibility of influencing the environment without using speech (linguistic) mechanisms. The instrument of the described interaction is the physical body of individuals, which possesses a wide range of tools and specific techniques for broadcasting information or interchange of messages.

Non-verbal communication encompasses all kinds of gestures and facial expressions, various bodily postures, timbre of voice, bodily or visual contact. Means of non-verbal communication of a person convey the figurative content and emotional essence of information. The language of non-speech communication components can be primary (all of the above means) and secondary (various programming languages, Morse code). Many scientific minds are sure that only 7% of information is transmitted through words, 38% of data is sent using sound means, which include tone of voice, intonation, and 55% through instruments of non-verbal interaction, in fact, with the help of primary non-speech components. From this it follows that the fundamental in the communication of mankind is not the spoken information, but the manner of its presentation.

Non-verbal communication communication

The surrounding society can learn a lot about an individual solely by his style of choosing clothes and talking, used gestures, etc. As a result of many studies, it has been revealed that non-verbal communication methods have two types of source of origin, namely biological evolution and culture. Non-verbal communication is necessary in order to:

Regulating the flow of the process of communicative interaction, creating psychological contact between interlocutors;

Enrichment of meanings conveyed with the help of words, direction of interpretation of the verbal context;

Expressions of emotion and reflections of the interpretation of situations.

Non-verbal communication includes well-known gestures, facial expressions and bodily postures, and besides this, hairstyle, clothing style (clothes and shoes), office interior, business cards, accessories (watches, lighters).

All gestures can be divided into gestures of openness, suspicion, conflict or defense, thoughtfulness and reasoning, uncertainty and doubt, difficulty, etc. Unbuttoning a jacket or reducing the distance between a conversation partner is a gesture of openness.

The rubbing of the forehead or chin, an attempt to cover the face with your hands, and especially avoiding eye contact, averting your gaze to the side testifies to suspicion and secrecy. Conflict or defensive gestures include crossing arms and fist-forming. The pinching of the bridge of the nose, the hand on the cheek (posture of the "thinker") speaks of the pensiveness of the interlocutor. Scratching the space above the earlobe or the side of the neck with your index finger means that the interlocutor has doubts about something or indicates his insecurity. Scratching or touching the nose indicates the person's predicament. If during a conversation one of the participants lowers their eyelids, then such an action indicates his desire to end the conversation as soon as possible. Scratching the ear demonstrates the other person's rejection of what the partner is saying or the way they say it. Sipping on your earlobe reminds you that your partner is already tired of listening, and he also has a desire to speak out.

Handshakes, which express different positions of participants in communication interaction, also belong to non-verbal communication communications. Grabbing the hand of one of those who meet in such a way that her palm is below, indicates the authority of the interlocutor. A handshake, in which the participants' hands are in the same position, informs about the same status of those who meet. Stretching out the hand on one side, palm turned up, speaks of submission or submission. Emphasizes the different status of those encountered or a certain distance in the position, or expresses disrespect for a squeeze made with a straight, not bent hand. Outstretched only the tips of the fingers for a handshake indicate the complete disrespect of another individual. Confidential sincerity, excess of feelings, intimacy are evidenced by shaking with two hands.

Also, the handshakes of citizens of different states may differ. So, for example, Americans are characterized by strong, energetic handshakes. After all, they talk about strength and efficiency. For people from the Asian part of the continent, such handshakes may cause confusion. They are more accustomed to soft and long handshakes.

Non-verbal communication in business communication plays an important role. So, for example, the gestures of disapproval and disagreement in the negotiations are the collection of villi from the suit. In order to prolong the pause for making the final decision, you can take off the glasses and put them on or wipe the lenses. You can also highlight actions that will non-verbally speak about the desire to end the meeting. These include: forwarding the body, while the hands are located on the knees or on the armrests. Hands raised behind the head demonstrate that for the interlocutor the conversation is empty, unpleasant and burdensome.

Non-verbal language of communication is manifested even in the way an individual smokes. An introverted, suspicious communication partner directs the exhaled stream of smoke downward. Exhalation of smoke from the corners of the mouth downwards indicates a stronger hostility or aggression. Also, the intensity of exhalation of smoke is of no small importance. A quick exhalation of smoke testifies to the confidence of the interlocutor. The faster it is, the more confident the individual feels. The more intensively the flow is exhaled downward, the more negatively the interlocutor is. Ambitiousness is indicated by exhaling smoke through the nostrils with the head up. The same, but with the head down, reports that the individual is very angry.

Verbal and non-verbal means of communication in the course of communicative interaction are perceived simultaneously, as a result of which they should be analyzed as an indivisible whole. For example, in the course of a conversation with a smiling, beautifully dressed subject with a pleasant timbre of voice, his interlocutor anyway, without realizing it, may move away from the partner due to the fact that the smell of his eau de toilette is not to his taste. Such non-verbal action will make the partner think that he is not all right, for example, with his appearance. Understanding this can lose confidence in your own words, blush your face and make ridiculous gestures. This situation indicates that verbal and non-verbal means of communication are inextricably linked. After all, gestures that are not supported by words are far from always meaningful, and words in the absence of facial expressions are empty.

Features of non-verbal communication

The positions of the body, head, arms and shoulders, which are most difficult for self-control, are of the greatest importance in communications. This is exactly what the features of non-verbal communication in the process of a conversation consist of. Raised shoulders indicate tension. When relaxed, they descend. A lowered shoulders and a raised head often indicate openness and an attitude towards successful problem solving. Raised shoulders in combination with a lowered head are a sign of displeasure, isolation, fear, insecurity.

An indicator of curiosity and interest is a head tilted to the side, and in the fair half, this gesture can express light flirting or flirting.

The expression on his face can tell a lot about an individual during a conversation. A sincere smile indicates friendliness, a positive attitude. Dissatisfaction or withdrawal is expressed by tightly compressed lips. The curling of the lips, as if in a grin, speaks of doubt or sarcasm. Also, the gaze plays an important role in non-verbal communication. If the gaze is directed to the floor, then this demonstrates fear or the desire to stop communication interaction, if to the side, it speaks of neglect. You can subdue the will of the interlocutor with the help of a long and motionless direct look into the eyes. Raising the head in conjunction with looking up means a desire to pause in the conversation. Comprehension expresses a slight tilt of the head combined with a smile or a rhythmic head nod. A slight backward movement of the head in combination with frowning eyebrows indicates a misunderstanding and the need to repeat what is pronounced.
In addition, a rather important feature of non-verbal communication is the ability to distinguish between gestures that speak of lies. Indeed, most often such gestures are expressed unconsciously, therefore it is rather difficult to control them for an individual intending to lie.

These include covering the mouth with the hand, touching the dimple under the nose or directly to the nose, rubbing the eyelids, leading to the floor or to the side of the gaze. The fair sex, when they lie, often hold a finger under the eye. Scratching the neck area, touching it, pulling back the collar of the shirt is also a sign of lying. The position of his palms plays an important role in assessing the sincerity of a communication partner. For example, if the interlocutor, holding out one palm or both, reveals them partially or completely, then this speaks of frankness. Hidden hands or motionless, collected ones indicate secrecy.

Non-verbal and verbal communication

Communicative interaction or communication refers to a rather complex multifaceted process at first establishing and then developing contacts between individuals, caused by the need for joint activities and covering the exchange of messages, the development of a general direction or strategy of interaction and perception with the subsequent understanding of another subject. Communicative interaction has three components:

1. Communicative, representing the direct exchange of information between communicating people;
2. Interactive, consisting in the organization between the subjects of interaction;
3. Perceptual, consisting in the process of individuals perceiving each other and in establishing mutual understanding.

Communicative interaction can be verbal and non-verbal. In the process of everyday life, individuals talk with many people, using both verbal and non-verbal. Speech helps people share knowledge, worldviews, make acquaintances, establish social contacts, etc. However, without the use of non-verbal and verbal means of communication, speech will be difficult to comprehend.

Features of non-verbal communication and verbal interaction consist in the use of various tools for the acceptance and analysis of incoming data in the course of communications. So, for the perception of information conveyed by words, people use intelligence and logic, and to understand non-verbal communication, they use intuition.

Verbal communication means understanding how speech is perceived by a communication partner and what effect it has on it. After all, speech is one of the fundamental means of interpersonal communication.

For the human individual, a phenomenon begins to exist in the full sense when it is named. Language is a universal means of human interaction. It is the basic system by which people encrypt information and an essential communication tool. The language is considered a "powerful" encryption system, but along with this it leaves room for destruction and creation of barriers.

Words make the meaning of phenomena and circumstances understandable, they help individuals express thoughts, worldview and emotions. Personality, its consciousness and language are inseparable. Often, language is ahead of the flow of thoughts, and often does not obey them at all. An individual can "blurt out" something or systematically "waggle his tongue" at the same time, practically not thinking about the fact that he forms certain attitudes in society with his statements, directs them to a specific response and behavior. Here you can apply the saying - "as it comes around, so it will respond." With the correct use of words, you can control such a response, predict it, and even shape it. Many politicians are proficient in the art of using words correctly.

At each stage of communication interaction, obstacles arise that hinder its effectiveness. In the course of interaction, the illusion of mutual understanding of partners often arises. This illusion is due to the fact that individuals use the same words for the purpose of denoting completely different things.

Data loss and information distortion occurs at every stage of communication. The level of such losses is caused by the general imperfection of the human language system, the impossibility of accurately and completely transforming thoughts into verbal structures, personal attitudes and aspirations (wishful thinking is perceived as real), the literacy of the interlocutors, vocabulary, and so on.

Interpersonal communication interactions are mainly carried out through the use of non-verbal tools. Non-verbal language is considered richer in comparison with verbal. After all, its elements are not verbal forms, but facial expressions, body positions and gestures, intonation characteristics of speech, spatial frames and time boundaries, a symbolic communicative sign system.

Often, non-verbal communication is not the result of a deliberate behavioral strategy, but a consequence of subconscious messages. That is why it is very difficult to fake it. The individual perceives unconsciously small non-verbal details, considering this perception as a “sixth sense”. Often people unconsciously note the discrepancies between the spoken phrases and non-verbal signals, as a result of which they begin to distrust the interlocutor.

Types of non-verbal communication

Non-verbal interaction plays an essential role in the exchange of emotions.

Facial expressions (presence of a smile, direction of gaze);

Movement (nodding or shaking the head, swinging limbs, imitating some behavior, etc.);

Walk, touch, hug, shake hands, personal space.

Voice is the sound that an individual makes during a conversation, when singing or shouting, laughing and crying. Voice formation occurs due to the vibration of the vocal cords, which create sound waves as the exhaled air passes through them. Without the participation of hearing, the voice cannot develop, in its turn, hearing also cannot be formed without the participation of the vocal apparatus. So, for example, in an individual suffering from deafness, the voice does not function, due to the fact that there are no auditory perceptions, and stimulation of the motor speech centers.

In non-verbal communication, it is possible with only one intonation of the voice to convey an enthusiastic or interrogative nature of the sentence. By the tone in which the request was presented, one can conclude how important it is for the speaker. Often, due to the wrong tone and intonation, requests can sound like orders. So, for example, the word "sorry" can carry completely different meanings depending on the intonation used. Also, with the help of a voice, the subject can express his own state: surprise, joy, anger, etc.

Appearance is the most important component of non-verbal communication and it means an image that sees and perceives a person's environment.

Non-verbal business communication begins to build precisely from the assessment of the external attributes of the individual. An acceptable appearance depends on the following characteristics: neatness, good breeding, natural behavior, presence of manners, literacy of speech, adequacy of reactions to criticism or praise, charisma. It is very important for each individual in life to be able to correctly use the capabilities of his own body when transmitting information to the interlocutor.

Non-verbal communication in business communication is absolutely essential. After all, business people often have to convince opponents of something, persuade them to their own point of view and commit certain actions (making deals or investing a significant amount in the development of the enterprise). This will be easier to achieve if you can demonstrate to your partner that the other person is honest and open.

Equally important is the position of the body (posture) during the conversation. Posture can be used to express subordination, interest in conversation, boredom or desire for joint partnership, etc. When the interlocutor sits motionless, his eyes are hidden under dark glasses, and he covers his own notes, the other person will feel rather uncomfortable.

To achieve success, non-verbal business communication does not imply the use of poses at business meetings that demonstrate closeness and aggressiveness. It is also not recommended to wear glasses with tinted glasses during any communications, especially at the first meeting. Since, without seeing the eyes of a communication partner, the interlocutor may feel uncomfortable, because the lion's share of information remains inaccessible to him, as a result of which the general atmosphere of communicative interaction is disturbed.

Also, the postures reflect the psychological subordination of the participants in the conversation. For example, the desire for submission or domination.

Thus, non-verbal communicative interaction is one of the tools of personal representation of one's own “I”, an instrument of interpersonal influence and regulation of relationships, forms the image of the interlocutor, clarifies and anticipates the verbal message.

Non-verbal communication gestures

Often, individuals say something completely different from what they mean, and their interlocutors do not understand at all what they wanted to convey to them. All this is due to the inability to correctly read body language.

Non-verbal communication methods can be roughly divided into the following:

Expressive and expressive movements, which include facial expressions, body position, gait and hand gestures;

Tactile movements, including touching, patting on the shoulder, kissing, shaking hands;

A look, characterized by the frequency of eye contact, direction, duration;

Movements in space, covering table placement, orientation, direction, distance.

With the help of gestures, you can express confidence, superiority, or, conversely, dependence. In addition, there are disguised gestures and incomplete barriers. Often in life, subjects can face conditions when they are not entirely comfortable, but at the same time they need to seem confident. For example, during a speech in front of a large audience. In this situation, the individual tries to block the intuitive protective gestures that betray the speaker's nervousness, as a result of which he partially replaces them with incomplete barriers. Such barriers include such a position in which one hand is in a calm state, and the other is holding on to the forearm or shoulder of the other hand. Through disguised gestures, the individual is also able to achieve the required level of confidence and calmness. As you know, the protective barrier is expressed in the form of fastening the crossed arms across the body. Instead of this position, many subjects actively use manipulations with various accessories, for example, spinning cufflinks, fiddling with a watch strap or bracelet, etc. In this case, all the same, one hand is across the body, which indicates the installation of a barrier.

Hands placed in pockets can also have many meanings. For example, a person may be just cold or just focused on something. In addition, it is necessary to distinguish between gestures and the individual's habits. So, for example, the habit of swinging the leg or tapping the heel while sitting at the table can be perceived as unwillingness to continue communication.

Non-verbal communication gestures are divided into the following:

Illustrative gestures (instructions, signals);

Regulatory (nodding, head shaking);

Gestures-emblems, that is, gestures that replace words or even whole phrases (for example, clenched hands signify a greeting);

Adaptive nature (touching, stroking, pulling objects);

Affector gestures, that is, expressing emotions, feelings;

Micro gestures (lip twitching, facial flushing).

In his famous book Body Language, the Austrian writer Alan Pease claims that everyone perceives information on the basis of this calculation: 7% of information comes with words, and the remaining 97% is perceived by us using non-verbal signals.

These modes of communication are better known as "sign language" and means a form of self-expression that does not use words or any speech symbols.

Knowing types of non-verbal communication and understanding non-verbal cues is important for several reasons. First, they perform the functions of an accurate expression of feelings, because very often we experience feelings so complex that we simply cannot find the right words to describe them, but this can be done using non-verbal means and methods. Secondly, they serve as a deeper understanding.

Knowing the basic ways of non-verbal communication, you will be able to better understand and "see through" the other person, when he is trying to control his behavior in communication with you, because non-verbal signals appear unconsciously and your interlocutor simply cannot control them. The classification of non-verbal means of communication and examples of their use will help you not only better understand yourself, but also teach you to recognize lies and manipulation by other people.

Expand your perception

To learn how to better understand the interlocutor and recognize his hidden signals, first you need to learn to pay attention simultaneously to all elements or means of non-verbal communication, and non-verbal means of communication include facial expressions, gestures, postures, intonation and timbre of the voice, visual contact and interpersonal space.

Let's talk in more detail about each of these elements of non-verbal communication and give specific examples their manifestations.

Facial expressions

Mimicry is the expression of a person's face, it is the main element in the display of emotions and feelings. Positive emotions, such as love or surprise, are much easier to recognize than negative ones, which include disgust or anger. Emotions are reflected in different ways on the right and left sides of the face, because the left and right hemispheres of the brain perform different functions: the right one controls the emotional sphere, and the left one is responsible for intellectual functions.

Emotions are expressed in facial expressions in this way:

• Anger - wide open eyes, drooping corners of the lips, “squinting” gaze, clenched teeth;
• Surprise - open mouth, wide open eyes and raised eyebrows, lowered tips of the lips;
• Fear - drawn together eyebrows, stretched lips with drooping and pulled down corners;
• Happiness is a calm look, lifted, pulled back corners of the lips;
• Sadness - "faded" look, lowered corners of the lips, drawn eyebrows.

Visual contact

This method of non-verbal communication helps to demonstrate interest in the conversation and to better understand the meaning of what is being said. During a conversation, two people together create and regulate the degree of comfort, periodically meeting their gaze and averting it to the side. A gaze can both build trust and create discomfort.

Pleasant general topics maintain eye contact, while negative, confusing questions cause you to look away, showing disagreement and dislike. Features of visual contact allow us to draw conclusions about the degree of interest in the dialogue and attitude towards the interlocutor:

• Admiration - long eye contact, calm gaze;
• Indignation - intent, obsessive, somewhat alarming gaze, prolonged eye contact without pauses;
• Location - careful gaze, eye contact with pauses every 10 seconds;
• Dislike - avoiding eye contact, rolling the eyes.
• Expectation - a sharp look in the eyes, raised eyebrows.

With visual contact, you can find out not only the attitude of the interlocutor, but also determine some character traits by the color of the eyes.

Intonation and timbre of voice

To correctly understand the intonation and timbre of a voice means learning to “read between the lines” of another person's message. These features include frequent pauses, unfinished sentences and their structure, the strength and pitch of the voice, as well as the speed of speech.

• Excitement - low tone of voice, fast broken speech;
• Enthusiasm - high tone of voice, clear confident speech;
• Fatigue - low tone of voice, decreased intonation towards the end of a sentence;
• Arrogance - slow speech, even monotonous intonation;
• Uncertainty - mistakes in words, frequent pauses, nervous cough.

Gestures and postures

Feelings and attitudes of people can be determined by the manner of sitting or standing, by a set of gestures and individual movements. It is easier and more pleasant for people to communicate with those who have expressive motor skills, lively relaxed facial expression.

Bright gestures reflect positive emotions and are conducive to sincerity and trust.

At the same time, excessive gesticulation, often repetitive gestures can indicate internal tension and self-doubt.

Non-verbal communication becomes available, and the level of mutual understanding increases if you understand the postures and gestures of your interlocutor.

• Concentration - closed eyes, pinching the bridge of the nose, rubbing the chin;
• Criticality - one hand near the chin with an extended index finger along the cheek, the other hand supports the elbow;
• Positivity - the body of the body, the head is slightly tilted forward, the hand touches the cheek a little;
• Distrust - the palm covers the mouth, expressing disagreement;
• Boredom - the head is supported by the hand, the body is relaxed and slightly bent;
• Superiority - sitting position, legs one on top of the other, hands behind the head, eyelids are slightly closed;
• Disapproval - restless movement, shaking off "villi", straightening clothes, pulling trousers or skirts;
• Uncertainty - scratching or rubbing the ears, wrapping one hand around the elbow of the other hand;
• Openness - arms outstretched to the sides, palms up, shoulders straightened, head "looking" straight, body relaxed;

Videos about non-verbal communication:

Interpersonal space

The distance between the interlocutors plays an important role in establishing contact, understanding the communication situation. People often express their attitude in such categories as "stay away from there" or "I want to be closer to him." If people are interested in each other, the space separating them decreases, they tend to be closer. For a better understanding of these features, as well as in order to correctly distinguish between situations and the framework of contact, you should know the main limits of the permissible distance between interlocutors:

• Intimate distance (up to 0.5 m) - intimate trusting relationships between loved ones and friends. May also be acceptable in sports where bodily contact is acceptable.
• Interpersonal distance (from 0.5 m - to 1.2 m) - a comfortable distance during a friendly conversation, where touching each other is allowed.
• Social distance (from 1.2 m - up to 3.7 m) - informal interaction in society, during a business meeting. The greater the distance, up to the extreme border, the more formal the relationship.
• Public distance (more than 3.7 m) is a comfortable distance for a lecturer who makes a public speech in front of a large group of people.

Such a framework of distances and their significance depends on the age, gender of a person, and his personality characteristics. Children are comfortable at a closer distance from the interlocutor, and adolescents close and want to distance themselves from others.

Women love closer distances, regardless of the gender of their interlocutor. Balanced, confident people do not pay much attention to distance, while nervous, anxious people try to stay away from others.

Learn to recognize lies

In order to feel confident and comfortable in situations of communication with different people, to avoid manipulation, you should learn to recognize the non-verbal language of communication in situations when they are trying to deceive you.

What means of non-verbal communication, gestures, postures, facial expressions should be paid attention to in order to recognize a lie?

• too long or frequent pauses, pauses and hesitation before the start of the replica;
• asymmetry of facial expressions, lack of synchronization in the work of facial muscles, when there is a discrepancy in the facial expressions of both sides of the face;
• A “frozen” facial expression when it does not change for 5-10 seconds is fake;
• delayed expression of emotions, when there are long pauses between the word and related emotions;
• "Oblong" smile, when the lips are pulled back from the teeth, creating a narrow lip line;
• shallow visual contact, when the eyes of the liar meet the eyes of the interlocutor for no more than a third of the entire conversation, while often looking at the ceiling and around with a restless expression on his face;
• twitching of any part of the body: tapping your fingers on the table, biting your lip, twitching your arms or legs;
• meager gestures that the liar has in control;
• high tone of voice, heavy breathing;
• bent body, cross-legged poses;
• poor facial expressions, weak work of the facial muscles;
• fast moving eyes, first to the upper right corner, and then to the lower left;
• quick, imperceptible at first glance, touching the nose, rubbing the eyelids;
• more vivid gesticulation with the right hand, in comparison with the left;
• any exaggeration: unnecessary movements and gestures, inappropriate emotions;
• frequent blinking of eyes

Knowing all the subtleties of non-verbal communication techniques, you can not only avoid manipulation, but you yourself can easily learn to control people

…

• How to learn to control emotions
• Colin Tipping "Radical Forgiveness"
• Character by eye color