1.

KOPPACT
K-KINESICS
Kinesic communication is communicating by body movement and is perhaps the most well-
known non-verbal form of communication, although it is not the only way to talk with others
without words.
Body posture
The way that the body is held can communicate many different messages.
An open body that takes up a lot of space can indicate comfort and domination, whilst a closed-
in body that makes itself small can signal inferiority.
Copying of the other person's body shows agreement, trust and liking.
Gestures
Gesture is communicating through the movement of body and arms.
Ekman and Friesen (1969) identified five types of gesture:
• Emblems: Direct replacements for words.
• Illustrators: Shaping what is being said.
• Affect displays: shows of emotion.
• Regulators: for controlling the flow of conversation.
• Adaptors: Self-oriented tension relievers and other forms.
Facial signals
When we communicate with others, we look mostly at their face. This is not a coincidence as
many signals are sent with the 90-odd muscles in the face. The way the head tilts also changes
the message.
The eyes are particularly important, and when communicating we first seek to make eye contact.
We then break and re-establish contact many times during the discussion.
Eyebrows and forehead also add significant signals, from surprise to fear to anger.
The mouth, when not talking can be pursed, downturned or turned up in a smile.

O-OCCULESICS
This non-verbal communication is how the eyes and eye movement speak in addition to the
facial expressions. This is more than just eye gaze. Occulesics includes the movement of pupils
as well as orbital movement of the eye ball, blink rate and eyelid movement.

The way we look, stare, blink and the pupil reactions can be nonverbal forms of communication.
Interest in a person or thing will result in decrease in blinking rate and dilation of pupils. With
something we dislike, the pupils will contract. When we take interest in something, our blinking
rate decreases and our eyes begin to dilate, if we dislike something our pupil's contract.

P-PARALINGUISTICS
Paralinguistic communication is the study of voice and how words are said. When we open our
mouths we reveal all kinds of things about ourselves that have nothing at all to do with the words
we are uttering and manipulating the nonverbal elements of our message can completely change
its meaning.

Paralinguistic cues refer to everything having to do with speech for the words we actually utter.
These may be a bit subtler other forms of nonverbal behaviors in communicating our intent.

Certainly a booming, yelling voice is not subtle. However, a firm that conveys conviction is
more nuanced than a pointing finger, big gestures, or the invasion of one's personal space. Vocal
cues include:

Rate: How many words per minute? In the United States, people from the north-east speak with
more rapidity than do Southerners and generally men speak faster than women. Rapid rates of
speech (and quickly coming up with a retort) have been correlated with composure and self-
assurance.

Volume: How loud or soft is the voice? Researchers have found that confidence, assertiveness,
and boldness are reflected in louder speech.

Pitch: Is the voice high or low in pitch? A high-pitched voice can sound squeaky and childlike.
We associate lower pitches with greater credibility. More men are born with low-baritone or
bass-pitched voices. They rarely use the highest level of pitch that women use.

Inflection: Inflection refers to variations in pitch. How song-like does one sound? Imagine a
storyteller reading a book to children. We would expect inflection.

Quality: Quality generally refers to those vocal characteristics that allow you to differentiate one
voice from another. Is the voice small, feminine, or tremulous; thin, throaty, or fronted (aloof);
tense, flat, grating, nasal, harsh, or shrill? All of these represent different combinations of rate,
pitch, and volume.

Intensity: How emphatic are the statements? For example, "I really want you to do it now!" The
intensity can be a direct indicator of the speaker's passion and commitment or lack of it!

Silence: Silence can speak Volumes. It can provide thinking time, hurt another person, isolate
oneself, prevent communication, convey feelings, create personal distance, signal respect and
reverence, provide greater opportunity for increasing awareness of the self and others, accent or
emphasize certain messages, say nothing, allow the speaker to explore his or her own thoughts
and feelings, or create interpersonal distance.

The Amish call this "shunning." Pausing is a form of silence that can be motivated by anxiety. It
also impacts the rhythm and cadence or flow of the speech.

P-PROXEMICS
Vertical distance and proxemics, from the word proximity, are some of the types of nonverbal
communication. We always say do you needed your space speaking of your personal space?

The distance or space we feel we need is influenced by social norms, situational factors,
personality characteristics of those around us as well as ourselves, and level of familiarity.

For example, the amount of personal space needed when having a casual conversation with
another person usually varies between 18 inches to four feet. On the other hand, the personal
distance needed when speaking to a crowd of people is around 10 to 12 feet.

Put another way, what is your comfort zone around your body?

Edward Hall, an anthropologist, found that North Americans have four distinct ranges where
face to face interactions have related levels of comfort.

Later studies found that these are circles around us. The comfort zones vary from culture to
culture. The original work was in 1959 and there have been numerous changes as various
cultures have melded.

The four distances of the 1959 Research:

0-18 inches: Intimate distance.

18 inches-4 feet: Personal distance.

4 feet—12 feet: Social distance.

12 feet—line of sight: Public distance.

Likewise the distance behind us that we feel uncomfortable if someone enters varies by who and
when. You may feel totally comfortable if your wife is right behind you. A stranger may make
you feel uncomfortable. However, standing in a line to get into see a movie may not be as
uncomfortable as someone walking up behind you in an otherwise open space.

A-ARTIFACTS
Artifacts have symbolic significance of personal identities, territories and personal
environments. Like the other forms of nonverbal communication, artifacts and their significance
differ from culture to culture. For example, the American flag only symbolizes America to other
countries, but in America it can symbolize freedom and prosperity. Another example is eqyptian
heiroglyphics. These heiroglyphics mean several things to Egyptians, but to foreigners, they may
just look like a bunch of symbols and have no meaning at all. There are several different artifacts
that may have great spiritual value to some cultures, while in others are a symbol of anger,
hatred and other feelings which affect how these two cultures would communicate with each
other. Another artifact that symbolizes different things to different people within the United
States is military symbols on uniforms. Depending on the symbol, a soldier would have to
change the way he is communicating with that person. For example, if he were talking to a
fellow soldier who has few, if any, symbols, he would have little concern. On the other hand, if
he were talking to a general or someone of higher rank who has more symbols, he would have to
choose his words and actions carefully. Different artifacts can have a number of different
meanings to different cultures.

C-CHRONEMICS
Chronemics is the study of the use of time in nonverbal communication. The way we
perceive time, structure our time and react to time is a powerful communication tool, and helps
set the stage for the communication process. Across cultures, time perception plays a large role
in the nonverbal communication process. Time perceptions include punctuality, willingness to
wait, and interactions. The use of time can affect lifestyles, daily agendas, speed of speech,
movements and how long people are willing to listen.
Time can also be used as an indicator of status. For example, in most companies the boss can
interrupt progress to hold an impromptu meeting in the middle of the work day, yet the average
worker would have to make an appointment to see the boss. The way different cultures perceive
time can influence communication as well. For example, most Europeans will schedule a
meeting for a specific time, such as 2:15 p.m., and expect all involved parties to be punctual. In
many cultures in Africa and Latin America, however, they may set a time to meet "sometime in
the afternoon" and on many occasions the schedule is broken, changed or deadline unmet.
Cultures are usually put into two time system categories: monochronic and polychronic.

T-TACTILICS/HAPTICS
Haptic communication is the means by which people and other animals communicate via
touching. Touch is an extremely important sense for humans; as well as providing information
about surfaces and textures it is a component of nonverbal communication in interpersonal
relationships, and vital in conveying physical intimacy. It can be both sexual (kissing is one such
example that is sometimes sexual) andplatonic (such as hugging or tickling).
Touch is the earliest sense to develop in the fetus. The development of an infant's haptic senses
and how it relates to the development of the other senses such as vision has been the target of
much research. Human babies have been observed to have enormous difficulty surviving if they
do not possess a sense of touch, even if they retain sight and hearing. Babies who can perceive
through touch, even without sight and hearing, tend to fare much better. Touch can be thought of
as a basic sense in that most life forms have a response to being touched, while only a subset
have sight and hearing.
In chimpanzees the sense of touch is highly developed. As newborns they see and hear poorly
but cling strongly to their mothers. Harry Harlow conducted a controversial study
involving rhesus monkeys and observed that monkeys reared with a "terry cloth mother", a wire
feeding apparatus wrapped in softer terry cloth which provided a level of tactile stimulation and
comfort, were considerably more emotionally stable as adults than those with a mere wire
mother.(Harlow,1958)
Touching is treated differently from one country to another. Socially acceptable levels of
touching varies from one culture to another. In the Thai culture, touching someone's head may
be thought rude. Remland and Jones (1995) studied groups of people communicating and found
that in England (8%), France (5%) and the Netherlands (4%) touching was rare compared to
their Italian (14%) and Greek (12.5%) sample.
Striking, pushing, pulling, pinching, kicking, strangling and hand-to-hand fighting are forms of
touch in the context of physical abuse. In a sentence like "I never touched him/her" or "Don't you
dare to touch him/her" the term touch may be meant as euphemism for either physical abuse or
sexual touching. To 'touch oneself' is a euphemism for masturbation.
The word touch has many other metaphorical uses. One can be emotionally touched, referring to
an action or object that evokes an emotional response. To say "I was touched by your letter"
implies the reader felt a strong emotion when reading it. It usually does not
include anger, disgust or other forms of emotional rejection unless used in a sarcastic manner.
Stoeltje (2003) wrote about how Americans are ‘losing touch’ with this important
communication skill. During a study conduced by University of Miami School of Medicine,
Touch Research Institutes, American children were said to be more aggressive than their French
counterparts while playing at a playground. It was noted that French women touched their
children more often than the American parents.
 2. PROXEMICS
What is proxemics?

The study of the communicative aspects of personal space and territory is called proxemics.
Everyone is surrounded by an invisible zone of psychological comfort that follows us
everywhere we travel. This protective bubble acts as a buffer zone against unwanted
touching,attacks.

Our comfort zone varies depending on who we are talking to and the situation that we
are in. The amount of space that we use while interacting with others can play a
significant factor in the type of interaction we have with that person.

Why is proxemics important for a negotiation?

Proxemics gives a lot of nonverbal information to the other person regarding the level of trust
and intimacy that the person has for them. As cooperation is a key factor in Street Negotiation,
you must be able to read their level of comfort with you by the amount of distance that they are
comfortable dealing with you at.

Your goal in a negotiation is to gain their cooperation and by knowing how personal space is
internally regulated, you can foster better communication and cooperative behavior from your
counterpart. Knowing the dynamics of personal space will also prevent you from unknowingly
violating your counterpart’s personal space and causing unnecessary tension.

What is our comfort zone?

In 1959, anthropologist Edward Hall discovered that humans are distinctly aware of their
perception of space and territory and he conducted numerous studies and experiments in which
he concluded that Americans had four distinct comfort distances, each with their own specific
ranges of comfort, and that these distances were surprisingly universal to most Americans. He
also noted that comfort zones varied drastically between cultures.

The four distances of personal territory for U.S. Americans are:

• 0-18 inches: Intimate distance. Reserved for deep personal relationships. Vision is
impaired at this level and the main senses used are smell and touch. This distance is used
for sexual contact or comforting someone.

• 18 inches-4 feet: Personal distance. Reserved for personal conversation. This is distance
is used for having personal conversations with friends, family, or associates.
 • 4 feet—12 feet: Social distance. Reserved for formal interactions such as business
meetings or interviews.

• 12 feet—line of sight: Public distance. Reserved for such things as public speaking and
lectures.

Note: These distances apply only to those interactions where the participants’ orientation is face-
to-face with each other and are aware of each other’s presence.

Violating personal space is threatening

The territorial space that people claim as distinctly belonging to them is their personal space (4
feet). When someone who has not yet gained our trust enters our personal space, we tend to feel
uncomfortable or even threatened because the intruder has trespassed onto our own space. This
is much the same way as if a stranger walked into the backyard of your home without your
permission.

Entering someone’s personal distance without first establishing some level of trust can cause
conflict and defensiveness to occur. When a violation of space occurs, it causes the other person
to become uncomfortable and instinctively they will move themselves away from the person to
regain the correct level of personal territory.

You’ll want to pay attention to this behavior because it is a sure indication that you have
intruded upon their comfort zone. Police officers are sometimes trained in the technique of
deliberately invading the personal space of their suspect during an interview to make the suspect
feel uncomfortable and intimidating him into giving up information.

Proximity separates the strong from the weak

Our social use for space can tell us a lot about the status, confidence, and power of the people
around us. Just look at your own work place and examine who has the biggest office and who
commands the most space while walking around.

The people who possess the most power and authority command a greater amount of personal
space that they can call their own. They will often distance themselves from other people around
them. In the workplace, the “important” top-dog might have their own corner office apart from
the rest of the workers who might be scrunched together in cubicles.

Confident people and people of higher status are comfortable going straight to the center of the
attention while lower status or non-confident people tend to hover near the exits or the back of
the room. University studieshave shown that the students who sit front and center of the
classroom received the highest grades in the class, while those who sat in the back and at the
corner’s of the room received the worst grades.
The goal is to approach as close as you can to the other person without making them feel
uncomfortable. This will facilitate better rapport between both parties.

Are they using barriers?

Any inanimate object that is placed between you and the person you are talking with is an
indication of defensiveness.

A table, desk, pillows, drinking glass etc. that is set between you and the other person is an
unconscious equivalent of shielding our body from attack and provides us with a level of
emotional comfort from something that we do not like. A person who creates barriers between
themselves and the other person is usually expressing deception, defensiveness, or ulterior
motives.

Using proxemics for emotional emphasis

Proxemics can be used in combination with other behaviors to add emphasis to the message. For
example, if a person is angry with you and they invade your intimate space, then the perceived
threat of their anger is dramatically increased if compared with the same person being angry with
you from across the room. If a couple are in love and they are maintaining eye contact with each
other from across a room, then the impact of that eye contact is much less meaningful than
if they were inches from each other.

Where should I sit?

• Side-by-side fosters cooperation. If you are trying to facilitate cooperation, then the best
place for you to sit is by their side (i.e. to their right or left). By sitting to their side, we
enhance cooperative behavior from them by conveying that we are not competing against
them. It also points both of you towards the direction of the problem that exists, such as a
report on the table, or research material that needs organizing.

• Opposite sides fosters competition. Sitting directly across from someone, such as an
employer sitting direct across from a prospective applicant with a table in between them,
tends to foster a competing-type attitude.

• Sit at 90° for good conversation. The best seating position at a table for a cooperative
exchange of information is at the corner of the table. One person takes one side of the
corner and the other person takes the other side.

The benefits of this position are that: (1) It allows for both parties to enter into each
other’s personal space, creating a stronger bond than if they remained distant from each
other. (2) It breaks up the stuffy formalness of the situation by moving you closer to
 them. The corner of the table adds a bit of psychological security for both parties by
having a bit of a barrier between them, but it is not as much of a barrier as if you sat
opposite one another.

• Gender differences. A study done by Byrne and Fisher (1975) showed that American
men generally chose to sit across from people who they considered their friends and
American women chose to sit adjacent to the people that they considered to be their
friends. Additionally, the study showed that men did not like strangers sitting across from
them and women did not like having strangers sitting next to them.