Nonverbal Communication: a Serious Business Advantage

handicraft utility 2 communicatory colloquy A Serious military control improvement Whether it is c all tolded intuition or retributory good judgment, the ability to perceive and to employment signed cues to cardinals advantage tops the logical argument somebody the federal agency and the skill to be much successful. T. S. Eliot wrote in The Love Song of J. Alfred Prufrock, in that location will be time, in that location will be time / To prep ar a fount to fancy the faces that you meet. Perhaps he meant that those in headache must be watchful in such a guidance as to come to their face agree with the nitty-gritty that the consumer expects to receive.The intercourse experts agree that when deuce people hold up a face to face conversation besides a small constituent of the total seekt and soul they sh be is materially contained in the lecture they use. A portion of the message is contained in the t single of voice, accent, speed, volume, and poetic rhy thm. However, approximately 93 part of it is understood through communicative communicating styles (Source involve). The combination of gestures, postures, facial nerve expressions, and even clothing sens support or interfere with the verbal messages that a mortal delivers.The importance of nonverbal cues in the concern world has not been studied extensively, but it only makes sense that it chiffonier befool a slopped impact on both(prenominal) communication within or outside the lineage realm. For instance, selling is an bea where the nonverbal actions lavatory make or break a deal. People ar unlikely to wish to buy from a gross revenue soulfulness who refuses to make pith contact, who has curt posture, who lacks energy, and who seems unconvinced about the products and services represented. The importance of nonverbal communication in conjunction with appropriate verbal skills preempt make a loss to the success of a disdain transaction.Therefore, this paper will Business expediency 3 examine nonverbal communication as an important and inherent fraction for task organizations and will determine nonverbal cues that atomic number 18 expert for successful business interactions. The ability to perceive and use nonverbal cues to ones advantage gives the business person the major force to be successful. Nonverbal communication includes e genuinely part of the body used by a person to launch a message to an opposite person. A persons dress, attitude and movements atomic number 18 all contributions to personal business transactions.Sentence and vocal CommunicationThese cues can stand by a business owner get the message across or be able to correctly interpret a message received from a customer. Often the nonverbal messages express sure feelings more accurately than the actual words. A register by Fatt (1998), checks that either communication in interpersonal relationships is insufficient with just mere words (p. 1). Consequentl y, he states, Nonverbal communication thus becomes the yardstick a earnst which words and intentions are measured (p. 1). The just about common use of nonverbal communication in business has been in marketing enquiry.It is used to determine consumers attitudes towards new products. For example, executives observance a focus foot race group pay more attending to the nonverbal cues of the group. They are able to more closely identify the test groups true feelings by observing their body spoken communication, facial expressions and warmness contact. Facial expressions especially are particularly helpful as they can show hidden emotions that contradict their verbal contestations (Remland, 1981, p. 18). Additionally, in business settings, the way one is viewed affects his transactions. Martin Remland (1981) writes that as much as 90 portion of a managers time is spentBusiness Advantage 4 communicating with others face-to-face (p. 2). Therefore, business people especially manager s have to present themselves as a complete package that includes companionship of their products, appropriate dress, and adequate use of nonverbal behaviors that depicts sincerity and effronteryiness. Nonverbal behavior is a major component of major power perception in a business setting. Within a business, the main function of nonverbal communication is to facilitate relationships. Organizations have two major sectorsmanagement and staffwho are usually at odds with each other.According to Aguinis and Henle (2001), The effective use of power and the perceptions of ones power by subordinates, peers and superiors are critical determinants of managerial and organizational success (p. 537). In this study on perception of power bases, Aquinis and Henle used three specialised nonverbal behaviors warmness contact, facial expression, and body posture (p. 538). They defined power as the potential of an agent to alter a bums behavior, intentions, attitude, beliefs, emotion, or values (p. 538). They all overly used French and Ravens power taxonomy that includes five types (p. 538).The counterbalance is reward power that means the train believes he can get something from the agent. Second is the coercive power where the target thinks the agent can and will punish him. The third power is consistent power where the target must obey what the agent requests. Referent power is the emergency for the target to be associated with the agent. Lastly, the expert power is the targets belief that the agent is really associationable. Using these definitions of power in vignettes, Aguinis and Henle manipulated one employees nonverbal behavior while asking a countenance employee to rate the power base.Business Advantage 5 They found that direct eye contact and a relaxed facial expression increased perception of power except for coercive power. Body posture had no effect at all. There are other less sophisticated indicators that in like manner symbolize status. These in clude behaviors and bulge outance cues such as clothing, age, gender, and race. In a study by Mast and Hall (2004), the accuracy of judging other peoples status based on behavioral and appearance cues was investigated. They found that only one cue was used to determine if a woman was in higher status.That was a downward head tilt. In males, the observers used both formal dress and a forward lean (p. 161). Mast and Hall besides indicated that erect posture was not indicative of status in their research (p. 161). Communication experts agree that in face-to-face communication 93 share of the message is nonverbal and only seven percent is in the actual words which is absolutely necessary to understand in a business setting. Garside and Kleiner (1991) state, This implies that what we say is not as important as how we say it (p. 26).Todays businesses need employees who are not only knowledgeable in their line of products but who also have exceptional interpersonal skills. It is unders tood that most successful executives prefer verbal communication because it allows them to read body vocabulary and to hear tone of voice. Fatt (1998) believes that knowledge of nonverbal processes of communication can purify business success. According to Fatt, face-to-face communication, which is heavily weighted with nonverbal nurture stimulates the greatest number of senses, and provides more complete information than any other mode (p. ). Business Advantage 6 Since knowledge of nonverbal processes can lift business success, it is important to recognize and use appropriate nonverbal cues. The first of these is face-to-face communication which provides immediate feedback that allows the business person to measure up ones approach to meet the needs of each satisfy. In a research study by Graham, Unruh, and Jennings (1991), they gathered information on the importance of nonverbal feedback to accurate assessments in business transactions.Their findings indicated that nonverbal communication was important to all surveyed and showed that most relied on facial expressions for accurate information. Their recommendations for businesses included, give more attention to nonverbal cues, engaging in more eye contact, and probing for more information when verbal and nonverbal cues are incompatible (p. 60). One way to do so is through reinforcement behavior that demonstrates approval or disapproval. Also, response-matching is a way in which the business person uses a similar style of speech, posture, or gestures.Thirdly, accommodation is a way of adjusting to personal styles of those involved. It involves issues of territoriality, dominance and/or submissiveness, and intimacy (Fatt, 1998, p. 5). Professionals must use this feedback to note the body language to modify and adjust to the pass catchers behaviors. some other factor to consider is that face-to-face also allows a portion of the message to be contained in vocal elements. These include tone of voice, sp eed, volume and inflection (Graham et al. , p. 58). Establishing sonority is also a valuable result of face-to-face communication.Rapport is indwelling in building good business relations with customers and co-workers. It helps Business Advantage 7 to communicate understanding and acceptance of the other person. There are behaviors that greatly contribute to establishing a personal relationship. These include a real smile, a relaxed open stance, a slight lean towards the other person, and kept up(p) eye contact. Mirroring is a very useful technique that can send as well as receive subtle nonverbal messages. In order to mirror another person, it is necessary to match their rate of breathing, emit at the same rate of speech and in their tone of voice.It is also necessary to assume a similar posture and body language to con stiff rapport and a comfortable environment. According to Fatt, A gross revenue rep who mirror customers behavior well and out of a sincere desire to communica te or to be of service usually established a strong rapport with a customer (p. 6). A business person also utilizes information from nonverbal sources to overcome any barriers to communication with clients. Effective communication is an important aspect of management and sales positions.By decoding nonverbal behaviors, business people can increase their knowledge and understanding of what the client desires. In the first initial contact first impressions can affect both sides of the business transaction. Therefore, a a person who displays confidence has a great advantage in developing rapport and trust with business associates. Ones ability to signal trustworthiness is a significant result of knowledge of nonverbal communication. In a research study conducted by Wood (2006), the findings were that nonverbal signals are a particularly important mode of communication between the sender and receiver (p. 02). Wood also stated that there is an importance of the immediate encounter betwee n salespeople and Business Advantage 8 customers. During the first encounter, these nonverbal signals are sought out, perceived, and used by customers in their assessment of the trustworthiness of salespeople (p. 202). Therefore, by using and focusing on nonverbal techniques, the business person can give signals of trustworthiness. Additionally, Wood found that for salespeople all nonverbal signals have a significant impact on the customers (p. 202).Along with confidence, the business person must have an adequate knowledge of reading nonverbal signals. For those with confidence, this type of communication is very natural and they give little thought to it. They greet customers and associates with a firm handshake that send a arguing about their confidence. In addition, resolved eye contact is a sign of frankness and interest which are both essential to sway and sell. David Morand (2001) presented research that suggested management also needed to be able to appraise emotional expre ssions of customers.He stated, Sensing others emotional states is ostensibly a skill central to the whole notion of interpersonal communicative competency (p. 23). He found that it was essential for managers to have the ability to trace messages sent by others, specifically focusing on messages existing at a nonverbal emotional level (p. 23). There are also nontraditional uses of nonverbal communication in the business setting. For instance, the business knack makes a visible statement that reflects its own perceptions. It makes a visible statement about its culture and the way business is done at that facility.One example of this is the head-quarters of Bank of America. It is a very dark, large structure that looms over all the other buildings near it. This sends a powerful message of the perceptions of their company view (Fatt, 1998, p. 2). Larson and Kleiner Business Advantage 9 (2004) claim, A company with a strong culture and a lot of pride in itself will typically reflec t that pride through its tangible environment (p. 2). Additionally, the office furnishings give more information to customers. The furniture of employees gives clues as to the status of that person in the company.If one is on the bottom of the work hierarchy, there probably would be a small, cheaply-made desk with a small chair. The next class would add build up to the chair and some other piece of furniture. commission would have bigger desks, a bookshelf and a table. Finally, the top executives would have plush carpeting and a sofa in addition to what those below had (p. 2). Included in the physical aspects of a business is the office environment. Businesses that are more open with very few walls rely on constant communication. They send the message that there are few barriers to communication.They physical aspects of a business help customers to gain insight into the organization and to the people who work within it (Larson & Kleiner, p. 3). Another nontraditional use of nonve rbal communication in the business setting is through the use of computers with growing online businesses. Online businesses are at a disadvantage without the aid of nonverbal interactions. However, according to Timothy Bickmore (2004), there is a huge need for programs that recognize and receive nonverbal signals in order to increase sales volume (p. 9). In addition, many companies are utilizing text messaging and indorsement messaging for customer assistance. Qiu and Benbasat (2005) investigated advancement for programming to develop a trust relationship since this medium is void of any nonverbal signals (p. 75). They state, With the help of uphill multimedia technologies, companies can now use computer- Business Advantage 10 generated voice and humanoid avatars to embody customer service representatives, thus enriching the interactional experiences of their customers (p. 75).Bickmore adds, Embodied conversational agents (ECAs) are animated humanoid computer characters that emu late face-to-face conversations through the use of hand gestures, facial display, head motion, inspect behavior, body posture, and speech intonation (p. 39). However, Bickmore also states, There is no cookery book defining all of the rules for human face-to-face interaction that human-computer interface practitioners can simply implement (p. 44). Until ECAs are fully functioning, companies should continue with the proven face-to-face interactions to improve sales volume.Because businesses try to eliminate unnecessary travel and expenses, they are utilizing such mediums as videoconferencing. Even though videoconferencing can replace business meetings, there are disadvantages. The immediate feedback that comes with face-to-face contains cues from the facial expression, voice inflection, and gestures is a lot not as effective with videoconferencing. For instance, Bekkering and Shim (2006) state, With a slow signal, it may appear to the viewer that the speaker hesitates, and hesitati on in answering is generally considered to be a sign of dishonesty (p. 105).Another concern is that the camera used can be manipulated to improve ones advantage such as making one appear taller and giving more influence over the meeting. A third concern involves turn-taking cues. In face-to-face conversations, participants alternate utterance and listening by using an intricate mechanism of verbal and nonverbal cues (p. 105). These researchers go on to say that in videoconferencing one gives up eye contact because it is distorted by separation of screen and camera (p. 105). This infers Business Advantage 11 that perhaps the speaker is being deceptive, and, thus, there is a lack of trust.Therefore, business people will find face-to-face communication a better source of feedback as well as a better rapport builder. Ralph Waldo Emerson said, What you do speaks so loud that I cannot hear what you say ( sacred Quotes). This has never been truer than in todays business world. There is a vital link between nonverbal communication and business success. Because of this, body language and other nonverbal cues are communication tools that are too powerful to be ignored. Nonverbal communication can enhance a business persons powers to persuade while removing any communication barriers with clients.It can improve relationships between the work hierarchies, thus ever-changing the work atmosphere to be more productive. Additionally, it can serve in a nontraditional manner where the business facility itself makes a statement about the company image. The uses of understanding nonverbal communication in a work environment are endless. Therefore, there is still a clear need for training in this area for all employees of a business. This training would complete the business persons package that includes required knowledge of the business represented, charisma, and employability skills.In conclusion, since effective communication is based on skills, and skills can be learned, t hen communication abilities can be improved in the business environment. It is an integral part of hearing what is said in a business transaction. Business Advantage 12 References Aguinis, H. , & Henle, C. (2001). Effects of nonverbal behavior on perceptions of a female employees power base. ledger of Social Psychology, 141(4), 537-549. Retrieved run into 27, 2007, from EBSCOhost database (6002448). Bekkering, E. , & Shim, J. P. (2006). i2i Trust in videoconferencing. communications of the ACM, 49(7), 103-107.Retrieved surround 27, 2007, from EBSCOhost database (21469769). Bickmore, T. W. (2004). Unspoken rules of spoken interactions. Communications of the ACM, 47(4), 38-44. Retrieved March 27, 2007, from EBSCOhost database (12713418). Fatt, J. P. (1998). Nonverbal communication and business success. Management Research News, 21(4/5), 1-8. Retrieved March 27, 2007, from Proquest database (295500641). Garside, S. G. , & Kleiner, B. H. (1991). Effective one-to-one communication ski lls. Industrial and Commercial Training, 23(7), 24-27. Retrieved April 12, 2007, From EBSCOhost database (4636901). Graham, G. H. Unruh, J. , & Jennings, P. (1991). The impact of nonverbal communication in organizations A survey of perceptions. Journal of Business Communication, 28(1), 45-62. Retrieved April 12, 2007, from EBSCOhost database (5765878). Inspirational quotes for business and work Nonverbal communication. Retrieved March 18, 2007 from http//humanresources. about. com/od/interpersonalcommunicatio1/ Business Advantage 13 a/quotes_nonverb. htm Larson, J. , &Kleiner B. (2004). How to read nonverbal communication in organizations. Management Research News, 27(4/5), 17-22. Retrieved March 27, 2007, fromProquest database (656765051). Mast, M. S. , & Hall, J. A. (2004). Who is the boss and who is not? accuracy of judging status. Journal of Nonverbal Behavior, 28(3), 145-165. Morand, D. A. (2001). The emotional intelligence of managers Assessing the construct validity of a nonv erbal measure of people skills. Journal of Business and Psychology, 16(1), 21-33. Qiu, L. , & Benbasat, I. (2005). Online consumer trust and live help interfaces The effects of test-to-speech voice and three-dimensional avatars. International Journal of Human-Computer Interaction, 19(1), 75-94. Retrieved March 7, 2007, from EBSCOhost database (18324428). Remland, M. (1981). create leadership skills in nonverbal communication A situational perspective. Journal of Business Communication, 18(3), 18-29. Retrieved April 12, 2007, from EBSCOhost database (5765673). Wood, J. A. (2006). NLP revisited nonverbal communications and signals of trustworthiness. Journal of Personal Selling and gross revenue Management, 26(2), 197-204. Retrieved March 27, 2007 from EBSCOhost database (6456374). Business Advantage 1 Nonverbal Communication A Serious Business Advantage Wesley George Nonverbal Communication Dr. Lynn Meade April 27, 2007