MB109 Chapter 6: mb 109 chapter 6

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Business Technology Management
Kris Gerhardt

MB 109 CHAPTER 6 EXAM EDITION Nonverbal communication Conclusions about others While we attend to nonverbal behaviors, we draw conclusions about other people DO NOT underestimate the influence of NVC (Nonverbal communication) • You also need to be aware of the messages you send Cues and clues, we these to make conclusions about others, sometimes its right, sometimes it’s wrong You never know what’s going on in someone’s mind without asking them Differences in treatment based on NVC interpretation Safety feature: you react to how you think another person is going to act. Ex. Scared = walk on the edge of the sidewalk vs in the middle because the person is in front of you Professor vs employer….or prospective employer Manage your impression of your professors - they grade your mid-terms and exams NVC All behaviors, other than spoken words, that communicate messages etc. / everything else other than the actual words themselves • Electronic communication is not specifically included, shared meaning implies some sort of agreement is considered verbal We have the ability to encode and decode signals/messages What it means to you and to that person You have to be aware of somebody else’s perception of your message Interaction adaption theory • Simultaneous adaption according to NVC and VC/ adapt to how others act • Ex. Other person is moving, you have a tendency to move as well, if they are animated, you act animated too • You try to match the other person, be more like who you are communicating with Functions of NVC NVC does not occur in a vacuum. It occurs in conjunction with verbal communication They can occur together • Occurs jointly with verbal communication Single nonverbal messages are rare • Nonverbal messages are usually combinations of nonverbal behaviors • Dominance of verbal or nonverbal is context dependent • For the most part, we side with the nonverbal, we trust the nonverbal more than the verbal • Depends on which carries more weight, this is context dependent 6 functions Indicate how low verbal and nonverbal are highly interrelated 1. Complementing – some nonverbal message are consistent with a verbal message, elaborates, and strengthens the NVC ex. I love you accompanied with a kiss, I hate you accompanied with a scream 2. Contradicting – NVC and the VC info are in conflict with one another, people believe the NVC more than the VC overwhelmingly 3. Accenting – use of a NVC to focus in on one thing/emphasize, stressing something ex. A pause in between talking when you are serious, touching someone and calling their name in a conversation. They are most likely to remember your message when using this 4. Repeating – NVC states and repeats VC messages ex. Saying hi while waving, holding up the 3 point symbol while saying you hit a three 5. Regulating – regulate the conversation using NVC, acknowledge it’s the other person’s time to talk, ex. Look at someone, nod to them, point at them, look at them 6. Substituting – when one is used in place of another – using NVC instead of VC – waving instead of saying bye Principles of NVC Consider how vital NVC is in any interpersonal relationship NVC can mean something depending on how you interpret it Is Ambiguous (is open to multiple interpretations) • Messages often mean different things to different people, can inevitably lead to misunderstandings • NVC provides clues NOT facts • Interpret this face….smiling or frowning It regulates conversation • Turn taking, conversation flow • Avoid being interrupted, let someone join We are often unconscious of our nonverbal cues because we can only focus our attention to one thing at a time. So, we should be more conscious of the information that we send NVC is often more believable • Actions speak louder than words • For most adults; not for kids You construct the interpretation • And we don’t like to be wrong so…we interpret as if we were correct • Once you get it, you either change your mind or someone changes their mind NVC may be in conflict • Agrees the vast majority of time…but sometimes • Called a “mixed message” (saying one things but doing another) So, if adults place more credibility in NVC, then any conflict will get resolved • By placing more emphasis on the NVC Present yourself in a proper way (consumption of the visual image) for people to have a positive message about you Burgoon (1996) (classification system) includes visual, auditory, contact, place in time Visual auditory codes • Kinesics – always consider the context • Body orientation – subordinate vs superior ex. A professor teaching
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