CHAPTER.

2 KINESICS
1.BODY LANGUAGE IN INTERPERSONAL COMMUNICATION
We human beings are social beings. We cannot survive in isolation. As soon as we come in contact with others we start exchanging our ideas or get involved in interpersonal communication.

1.1 SOME COMMON NON VERBAL BEHAVIOUR AND THEIR INTERPRETATION

NON VERBAL BEHAVIOUR INTERPRETATION

BRICK,ERECT,WALK STANDING WITH HANDS ON HIPS SITTING WITH LEGS CROSSED SITTING WITH LEGSAPART ARMS CROSSED ON CHEST WALKING WITH HANDS IN POCKETS HAND TO CHECK TOUCHING,SLIGHTL Y RUBBING NOSE

CONFIDENCE AGGRESSION

BOREDOM OPEN RELAXED

DEFENSIVE DEJECTION

EVALUATING REJECTION,DOUBT

HANDSCLASPED BEHIND BACK LOCKED ANKELS

ANGERNESS

APPREHENSION

2.KINESICS:- kinesics refers to the scientific study of gestures and other body
movements. Therefore, it includes gestures facial expression postures eye contact head and hand gestures. 2.1.FACIAL EXPRESSION

Fig:-2.1
Facial expressions:- Facial expressions usually communicate emotions. The expressions tell the attitudes of the communicator. Researchers have discovered that certain facial areas reveal our emotional state better than others. For example, the eyes tend to reveal happiness or sadness, and even surprise. The lower face also can reveal happiness or surprise; the smile, for example, can communicate friendliness and cooperation. The lower face, brows, and forehead can also reveal anger. Mehrabian believes verbal cues provide 7 percent of the meaning of the message; vocal cues, 38 percent; and facial expressions, 55 percent. This means that, as the receiver of a message, you can rely heavily on the facial expressions of the

sender because his expressions are a better indicator of the meaning behind the message than his words. Let us see 5 facial expressions:Facial expression showing happiness. (In a smile the mouth is usually closed but in broad smile the teeth can be shown. Such broad smile with teeth showing is usually called grinning, its of two types closed grinning and open grinning). Facial expression showing sadness. Facial expression showing displeasure. Facial expression showing anger. Facial expression showing fear.

TALKING WITH YOUR FACE: A smile tells people we are pleased to see them. A frown warms them off. A raised eyebrow and a twist to the mouth shows that we are in playful mood.

2.2 Face facts: Fear is usually looked for in the eyes as sadness. Happiness is seen in the cheeks and the mouth as well as in the eyes. Anger is perceived from the appearance of the whole face. SMILE AND FEEL BETTER:-Smile is gesture that carries certain

welcome characteristics unlike any other single gesture. Scientist belive this particular gesture actually releases chemical called endorphins into the system that creates a

feeling of mild euphoria. SMILE ARE USED ALL OVER THE WORLD TO INDICATE OR REFLECT PLEASURE OF HAPPINESS.SMILES ARE ALSO USED TO SHOW REASSRANCE,AMUSEMENT AND SOMETIMES EVEN TO REDICULE.

3. EYE CONTACT fig.2.2

Eye contact is a direct and powerful form of non-verbal communication. The superior in the organization generally maintains eye contact longer than the subordinate. The direct stare of the sender of the message conveys candor and openness. It elicits a feeling of trust. Downward glances are generally associated with modesty. Eyes rolled upward are associated with

USE OF EYE CONTACT Speaking information. Showing attention and interest. Inviting and controlling interaction. Domineering, threatening and influencing other. Providing feedback during speech
fatigue.

 HOW TO MAKE BEST USE OF YOUR EYE CONTACT: Let us examine each of the above mentioned six categories of the uses of the eye contact little more closely to use it in the best possible way in our everyday interpersonal communication. Speaking information:-Whether the other person is paying attention to or understanding what we say. Showing attention and interest:-As soon as you look at someone, they come to know about your attention. If you look at them for longer than a few seconds. They will infer that they also have your interest. Inviting and controlling interaction:-When you look at someone, you invite him or her to interact with you. If this interaction take places eye contact is then used in a number of ways to control the nature and duration of the interaction. Domineering, threatening and influencing others:-long, constant look are used by those who seek to dominate, threaten, immediate or otherwise influence others. Providing feedback during speech:-feedback is important when people are speaking to one another. People to be reassured the other are listening and listeners need to feel and that their attractiveness is appreciated and that speakers are talking to them rather than at them both sets of requirements can be met by the appropriate use of eye contact.

Revealing attitudes:- Attitudes are often revealed by the willingness,

or otherwise, of one person to provide another with opportunities for eye contact.

Fondness:-People who like each other engage in more eye contact than
those who do not.

Aggression:-It is an extreme form of dominance. It may be signed by

prolonged eye contact.

Shame, Embarrassment and Sorrow-These are usually

characterized by the deliberate avoidance of eye contact.

Anger and Resentment-When people are angry, their eyes narrow,

often more than slit.

Sadness:-It is expressed by looking downwards as well as by reducing

eyes.

4. GESTURE:-ANY PART OF THE BODY CAN BE MOVED TO

MAKE A SPEACIAL KIND OF GESTURE.THIS ASPECT OF THE BODY LANGUAGE IS USUALLY CALLED KINESICS. A KINE IS THE SMALLEST OBSERVATION UNIT OF THE BODY MOVEMENT.

4.1 FEATURES OF GETURES: Form of non verbal communication. Made with a part of the body. Allows individual to express a variety of attitudes, emotions and other message. Enhance impact; add a greater value to the personality.

4.2 LET YOUR BODY TALK ON YOUR BEHALF: Illustrations and other speech linked signals. Movements that express emotions. Movement that express personality. Movement that are used in various religious and other rituals.

Conventional signs and sign language.

 5.POSTURES

FIG 2.3

Moderate sideways lean: relaxation and friendliness.

Postures are basically the admiration of attitude of a person. The way by which stands, sits and lie down belongs to his personality.

5.1 KINDS OF POSTURES: Standing Sitting Lying down.

HOW TO SPEAK BODY LANGUAGE ?

Body language can provide a very informative accompaniment to what is actually said. Much about a persons personality and attitudes can be inferred from how active they are in gesture open gesture and body movement can be useful way of communication warmth, trust and friendly. They are particularly useful when seeking to persuade someone to change their mind or to pursue a course of action they might not have otherwise followed. Words may be the primary persuaders.

6. BODY LANGUAGE AROUND THE WORLD:

Body language ,as you should be aware by now, it is already complex when it comes to encountering those from other cultures it becomes fraught with difficulties. Things can so very easily go unintentionally wrong that you should find it useful to consider some of the principal difficulties and some of the ways in which they can be avoided.

6.1 CULTURAL DIFFERENCES

There is still a great deal of research needed into the precise nature of the differences in the ways various people around the world use body language. American and British tend to be relatively restrained in their facial expressions .Italians, however , tend to much more volatile. The Japanese keep a very straight face in public and use a faint smile in private. They make more use of smiles in greetings and business and formal meetings than Europeans.

6.1 a. ASEAN GESTURES: 1.INDIA: GREETING GESTURES:

y y y y
y

Joining both the hands ( namashkaar ) Handshaking Bowing Avoiding direct eye contact. Exchanging business cards.

BECKONING GESTURES:
To beckon someone, the palm faces downward and the fingers are moved in a scratching motion. Using fingers in pointing to an object is avoided.

1.

CHINA:

GREETING GESTURES:
The western custom of shaking hands is the customary form of greeting ,but often a nod of the head or slight bow is sufficient. The Chinese are enthusiastic applauders. You may be greeted with group clapping, even by small children. When a person is applauded in this fashion it is the custom for that person to return to the applause or a thank you .

BECKONING GESTURES: The open hand is used for pointing (not just one or two
fingers).Using ones feet to gesture or to move or touch other objects is avoided because the feet are considered lowly and dirty.

7. IMPRESSION MANAGEMENT :Impression management is a process in which people attempt to influence the perceptions of the other people this can be about a person, object or event. Thus it can also be stated as self presentation. In an organization impression management is used to describe the process of formation of companies or organizations public image. In other words, it is a sort of personal branding, in which people are judged on the basis of their outward appearance or the way they want themselves to be perceived by others.

APPEARANCE :It is way of how we present ourselves in front of others or in a public view. In other words it is a way to maintain the public impression by the outward aspect. Appearance thus includes, grooming, clothing, hair, jewelry, professional accessories etc and to how we carry it .It also includes body language and its effective use so as to mark an impression.

8 .GROOMING: Grooming can be described as a process or a way of making our self look neat and attractive. This includes things which we do to make ourselves and our appearance look tidy and pleasant. Thus, grooming relates to polishing up of our personality which includes our professionalism, intelligence and trust that people form about us mainly due to our appearance. Therefore, grooming through our personality depicts: Our professionalism Our sophistication level Our intelligence Our credibility

8.1 GROOMING HABITS:

Grooming involves following aspects of our body. Overall cleanliness. Hair Nail Teeth Uniform and make up.

8.2 Hair style:

Hair contributes a lot into our appearance. Unmanaged and shabby hair styles have a bad impact on others. Therefore, hair should be clean, properly combed

and give a neat and tidy look. Also the length of the hair must be considered that could be easily managed.

For Men

fig 2.4

The hair must not fall over the ears, eyebrows and should not even touch the back of the collar. Facial hair should be neatly trimmed (moustache, sideburns); clean shaves are more preferable. Beards are not recommended. These always present a neat appearance. For Women Neatly tied hair with hair pulled back from face. Hair longer than jaw line should be tied into a bun. Hair holding devices such as hairpins etc. should be plain and of natural colors. 8.3 Nails

fig. 2.5

Clip nails short, along their shape. They must be neat and cleaned. Brittle or discolored nails give a bad impact.

8.4 Teeth Brush teeth twice daily. Rinse your mouth after every meal. The ones who smoke should properly rinse their mouth and use a mouth freshener. 8.6 Uniform and make-up
Uniform depicts the culture and standards of an organization. Thus it plays a primary role in our appearance. Following points must be considered: A neat, clean and well ironed uniform is acceptable and appreciable. Id-cards should always be carried as they also play an important role.

Make-up provides an extra enhancement to our personalities. But loud and heavy make-up should be strictly avoided. Following points must be considered: Make-up should be natural looking.

Nail paint and lip color should not be too bright or trendy. Extremely dark, bright reds and fluorescent colors must be avoided.

8.7 IMPORTANCE OF GROOMING: By considering the factors discussed above, grooming forms an important part in an organization and the individuals working in there. Hence, we can say that, Very important for creating good and respectable image. For enhancement of outer appearance. Forms the theme of the professional environment. Helps in keeping morale high and boosting up of self-confidence. Also important in facing interviews. Thus, grooming forms a strong base for the personality development of an individual.

9. BUSINESS ETTIQUETES IN AN ORGANISATION

Etiquettes are the manners that are followed in the given cultural environment. This varies from culture to culture and from industry to industry. Etiquettes are of different types which collectively form the business etiquettes. They are hand shake, interview etiquette, mobile etiquettes, telephone etiquettes, office etiquettes, dress code, business giving cards, dinning etiquettes, email etiquettes, etc. Some of them are discussed below.

9.1 Handshake
A short and light handshake is a better way to start a business meeting

9.2 Interview etiquettes

fig 2.6

In an interview:
Knock the door , Enter the interview room after the permission , Greet the interview panel as per the time of interview , Wait for the permission to be seated , Sit with straight posture , After the interview thank the panel and leave the room smartly without any noise

9.3 Mobile etiquettes

Mobile has become both boon and bane, now days Keep the mobile in silent mode. Do not talk during the meetings or during any important discussion. Cut short the calls which come frequently and disturb the mood and also the valuable time.

9.4 Telephone etiquettes

FIG 2.7

First, caller has to identify himself, than should confirm for the concerned person, after than start the conversation. Exercise warmth, so that the caller feels convenient and comfortable. Ensure that your voice mail system is working properly and is not full of messages to prevent incoming calls.

9.5 Office etiquettes

When you visit to somebodys office, do not roam around as though it is your office. Do not disturb the receptionist with too many queries When you are stranger to a place maintain and behave like a host or guest. Call person by name but politely. When addressing a woman, you should use Ms. that can convey both politely to the both married or unmarried.

9.6 Business card

In India business card must be taken with the right hand .

Always give fresh cards.

10. DRESS ETIQUETTES IN AN ORGANIZATION

Dress etiquettes in an organization play a very important role. The dress code of an organization represents the standards of an organization. This creates an image in the minds of the public which is responsible in successful business relations. In an organization dressing is either formal or casual applicable to both men and women with some differences. Both of them are discussed below.

10.1 Business Formals:

Business formals are traditional dress codes that are followed in an organization. Both men and women must follow them .They are

FIG 2.8 1.2 FORMAL DRESS

WOMEN Conservative Suit Coordinated Blouse Dress shirt Professional hair style Dress shoes Tied hair/bun Suit Blazer Shirt Neck tie Shoes Socks

MEN

 Leather belt Short hair/clean shave

FIG 2.9

Business casuals: FOR MEN 1.3 INSTEAD OF Gym clothes Jeans trousers Sandal/sneakers/open shoes Bright patterns Shorts Neck ties/cuff links Collared shirt Cotton trouser Dress shoes Blazer Business jacket Tie USE

toed

FOR WOMEN 1.4 INSTEAD OF Mini skirt Jeans trousers T-shirts Bright patterns Spiked heels/open toed shoes Strong perfume USE A reasonable length skirt/knee length skirt Full length trousers Top/blouse , shirt/sweaters Solid colors Dress shoes little or no perfume

1.5 Professional accessories:

ACCESSORIES Purses/wallet Bracelet Rings Wrist Watch MEN WOMEN AVOID Loud colorful bag Bangles Many rings Fancy/athletic watches.

Simple leather Small purses wallet One simple bracelet 1/wedding 1/wedding ring ring Simple watch Simple watch 11. DINING ETIQUETTES AND TABLE MANNERS
In India the eldest person sits first at the table.

The host sits in a direction from where he can see everyone around him. When seated, wait for the food to be served. Do not chatter unnecessarily

Earlier use of cutlery was not practiced in India because Indian food comprises more of curries and gravies and are preferred enjoying with hands. Wash hands properly before starting to eat. Wait for the eldest to start first. Though hungry dont eat hastily; it is considered as disrespectful and a bad manner. Dont use left hand to eat, rather it can be used to transfer food from the common plate. Dont flood your plate with food. Wasting /leaving food is considered disrespect to the host and the food. Once finished eating dont leave the table until the host asks you to or take his permission before leaving. Dont wash your hand in your plate. Use finger bowl (lemon and water ) to wash your greasy hands Greet the host with terms like thank you and please as a courtesy towards the host Praise the host for the food and his hospitality

12. EFFECTIVE USE OF BODY LANGUAGE

If Kinesics or body language is so important, the question arises as to how to make effective use of it. Given below are some useful tips in this regard:

Mind the body-talk:

In our day-to-day communication we should carefully notice about the way we speak, gesture and move. When standing we should keep our shoulders erect, our body open and our weight evenly on both feet. In order to look confident and in charge we should sit squarely in a chair, feet on the floor and shoulders straight.

 Establish good eye contact:

Looking someone in the eye as you meet and talk with him/her shows you are paying attention. Good eye contact plays a large part in conveying our interest in others. Be sure to maintain direct eye contact as you are saying "good-bye." It will help leave a positive, powerful lasting impression.

Dont stare longer, it can be construed as being too direct, dominant or forceful and make the other person uncomfortable. Communicate at the level of the person before you:
Folding our arms across our chest or cross our legs while we talk depicts, we are closing off communication. If we tap our foot/feet, it shows that we are impatient. With people in higher position a straight posture shows respect.

Graceful movements and confident atmosphere at the workplace

posture

improve

the

12.1 ADVANTAGES OF BODY LANGUAGES:

Body language is the most easily visible aspect of communication. It therefore helps the receiver of the message in decoding the message. Body language complements verbal communication. In face-to-face communication, no message can be completely sent across without the accompaniment of facial expression and gestures. It helps in establishing rapport. Body language adds intensity to the process of communication. In the absence of any gestures, change of posture, proper eye contact any face-to-face communication will look bland or insipid. Because people care for body language it goes a long way to improve the overall atmosphere and looks of the organization. A resourceful manager can make very effective use of it.

Descriptive questions:
Q .1) what is grinning? Q .2) what is grooming? Q .3) what are the kinds of facial expressions with examples? Q .4) what is the importance of grooming? Q .5) Do our body speaks for us? Q.6) discuss some dress and dinning etiquettes? Q.7) what are the business etiquettes in an organizations? Q.8) what are the endorphins? Q.9) what are the kinds of postures? Q.10) discuss some things which include appearance?

y Fill in the blank :

A relaxed attitude is an encounter, for instance, is signaled by arm and leg positions. Positive attitude towards others tends to be accompanied by leaning.. Authoritarian personalities tend to use less bodly movement than.

Evaluation is shown by a closed hand resting on the cheek , often with the finger pointing upwards . A is the smallest observable unit of body movements.

True and false:

Negative or hostile attitude are signaled by leaning backwards .. Impression management can also be stated as self presentation. When a person disapproves of the opinions or attitudes of others but feels constrained in giving his point of view, the non-verbal gestures that occurs are known as displacement gestures Impression management is not a sort of personal branding. Business etiquettes include handshake, interview etiquettes, mobile etiquettes, email etiquettes etc. When the raised steeple position is taken with the head tilted back, the persons assumes an air of politeness ...... Smiles cannot be used to mask other emotions Dress code does not represent the standards of organization T-shirts are allowed in business casuals.. Folding arms indicates self wrapping gestures.

 EXTRA OBJECTIVE QUESTION

Look at the pictures above and decide from the body language which person is most likely to have just told a lie. Picture One Picture Two Picture Three

2.When one person subconsciously starts to mimic the body language of another person, it usually means: They are irritated and want to leave They are in-tune and agreeing with the other person Its a show of mutual dominance They are mocking the other person without realizing it None of the above

3.Which group is generally believed to be better at recognising body language? Men Women

Neither

4.Which shoes will a woman be most likely to wear if she wants to be seen as available to the right man? Picture One Picture Two Picture Three Picture Four

5.Look at the diagram below. Which person is most attracted to person 2? Number 1 Number 3 Number 4 Number 5 6.The personal space of a traditional African person from sub equatorial Africa is generally less or more than a person of the same age from Europe? Less

More Neither, theyre the same

7.Take a close look at the picture above and select the most appropriate answer that describes the facial expression. Be warned the images selected are not always obvious. Bliss Doubt Shy Sorrow Pain 8.A man who is standing with his legs slightly apart with his hands clasped loosely behind his back is likely to be: Anxious Neutral Confident 9.Which of the following gestures is usually a very strong indicator that someone is telling a lie? Scratching their head Looking Down Crossing their legs Touching their nose or lips Fiddling with their hair

10.In the context of body language both woman and men are equally territorial.

TRUE

11.Look at this picture of a man. In your opinion is he feeling Comfortable Threatened Sexy Confident Aggressive 12.In a room full of strangers where is an anxious person most likely to stand? Near The window The centre The table The door The refreshments

13.Examine the image above and select the most appropriate answer that describes the facial expression. Be warned the images selected are not always obvious. Surprise Interest Joy Rage Fear Aguish Disgust Shame 14.A single man of arrives at a nightclub hoping to meet a female. Which of the following is he likely to do first? Prowl the room looking for available talent Pick an empty space and survey the room Strike up a conversation with the barman Go and stand as close as he can to a woman or group of women Introduce himself to the first woman he comes across 15.Which of the following physical combinations does research show that most men will be seeking in the physical appearance of a woman? This question assumes an average face. Long legs and medium sized breasts Large breasts and narrow waist Curvaceous hips and very large breasts Small breasts and narrow hips Small buttocks and average length legs 16.Which of the following physical combinations does research show that most women will be seeking in the physical appearance of a man? This question assumes an average face. Broad shoulders and strong hips Flat Stomach and small buttocks Long legs and slender build Large chest and defined muscles Strong thighs and large biceps 17.Body language is identical all around the world.

True False

18.In most Middle Eastern (Traditional Arabian) countries most traditional Arab men greet each other by Shaking hands Bowing Touching noses Hugging

Clasping each others wrists

19.Look at the picture of these women. Which one is the dominant female? Woman 1 Woman 2 20.Men and women will often subconsciously point their knees at a person they feel comfortable with. True False 21.A confident woman is more likely to wear revealing clothes than her less confident counterpart.

True False 22.When people are forced by necessity to eat alone in a restaurant they will often seek out a two-seat table rather than sit at one with more seats. Psychologists believe that the most likely reason for this is People feel bad about using more space than they need People are concerned that the extra space makes them look isolated They are concerned that unwelcome strangers may join the table and dominate People worry that waiters will expect more people to arrive and thus ignore them They may be asked to move if the restaurant becomes busy

23. Look at the hand gesture above. In America it often means safe, respect or rock on. (Sometimes even the Texas Longhorns.) In which of the following cities does it usually mean your wife has had an affair or someone elses baby? Paris Istanbul Hong Kong San Paulo Naples 24.A person reaches out to shake your hand with the palm of their hand facing slight towards the floor. They are trying to establish Their trustworthiness Their willingness to be friends Their superior position to you Their openness Their submissiveness to you 25.When someone is lying, do their vocal tones tend to increase or decrease in pitch? Increase Descrease Neither

26.What do you think that most women, who are looking for a partner, find most appealing in a man? The following answers each have a number of characteristics. Pick the most accurate answer. Flat stomach, fitness, humour, confidence, wealth Confidence, attitude, good looks, height, dominance Fitness, wealth, attitude, great clothes, cleanliness Humour, great clothes, height, fitness, good looks Wealth, status, great clothes, good grooming, cleanliness

27.

Look at the image above and select the most appropriate answer that describes the facial expression. Be warned the images selected are not always obvious. Bliss Doubt Shy Sorrow Pain 28.Is body language conscious or subconscious? Conscious Subconscious Both 29.Which people (both men and women) are likely to be seen as more credible? Those with Red hair Blond hair Brown hair Dark brown hair Black hair 30.

Look at the pictures above and identify the woman with the body language most likely to indicate availability. Picture One Picture Two Picture Three

REFRENCES
y www.casualpower.com y www.scribd.com y www.articlesbase.com y www.womeninbusiness.about.com y www.worldwide-tax.com y www.google.com y www.lifestyle.iloveindia.com y www.authorstream.com