Body Language

BODY LANGUAGE GESTURES & POSTURES

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Head Movement In most cultures nodding is seen as ‘agreeing’ and shaking one’s head is seen as ‘rejection’. Nodding has different meanings for the speaker and the listener • •

Bulgarians shake their heads when agreeing. In southern India moving one’s head from side to side is not a negation

Lowering of Head (Western Culture) - Defeat, uncertainty, shame Tilting head upward (Western Culture) - Arrogance Lowering of Head (Eastern Culture) -

Accepting one’s place in the hierarchy, respect

Arm Movement - While talking Americans • •

Pound fists on the table when wanting to emphasize a point Men use far more arm and hand movements than do the women

Japanese • •

Personal space in Japan is limited and big arm movements could easily invade someone’s privacy Big arm movements draw attention of the speaker and single him out from the group, thereby threatening the harmony of the group.

Arabs • • •

Gestures and waving of arms accompany almost every spoken word and seem to embrace a wide space. Arm movements signal happiness as well as anger The Arabs may touch the listener occasionally.

Postures The way we sit, stand and walk sends a nonverbal message. •

Standing Tall - Conveys confidence in Western culture

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Appropriate posture is related to a person’s status in society as well culture

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Traditional businesses may be conducted by Arabs and Japanese by sitting on the floor.

Do you see anything wrong in this picture?

This picture gives an idea of how the meaning of a nonverbal act varies from one culture to another. Many cultures including North America are unaware that showing the bottom of the shoe to an individual is an insult in Arabic as well as in many other cultures.

Touching Accepted form of touching between business people during first meeting Handshake

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Did you know that handshakes across the world can also vary? United States

Firm handshake - Symbol of strength and character

France

Soft handshake

Germany

Firm handshake, for men, traditionally accompanied by a slight bow. German bow - ‘Diener’ German culture uses handshake more frequently than any other culture. Not following the custom is

viewed

negatively Germans seldom embrace, even among family

Japan

Handshake with arm firmly extended, accompanied by bow. Traditionally men and women bow differently

Middle East

Handshake and may put free hand on forearm of the other person with whom they are shaking hand.

Touching in some of the other parts of the world…… Maori of

Expect touching as part of the greeting ritual.

New Zealand

Traditional Greeting - ‘hongi’ or pressing of noses or

‘karanga’ or formal cry of welcome Bolivians

Touch each other frequently while speaking

Egyptians Dutch

Are a reserved culture

African

Men hold hands with other men walking down the streets

Arab

Men kiss the cheeks of other men in greeting

Russian

Men embrace in a bear hug

How do you know what is the right distance and what is acceptable touching?

Interpreting Symbols What is the meaning of this?

India - Incredible, Fantastic, Zero (mostly used in a positive sense) Middle & Southern Europe (Except Spain) “You are a zero” Mediterranean countries including Brazil, Turkey, Venezuela, Peru Vulgar sign / Insult Australia - OK Germany- It can either mean ok or can be a vulgar sign. Insulting police with this sign can result in a fine Japan - Zero or Money Finland - Denotes the ending of national service Bulgaria - Palm facing outwards - ‘Time for breakfast’

What is the meaning of this? India - (i) Fantastic, Very Good (ii) Finger moved from side to side - Disagree (iii) Sign of teasing (‘theenga’) may be accompanied with other funny facial expressions among kids (iv) Sign of insult when the sign is accompanied by calling names such as ‘aangoothachap’ Middle east countries, West Africa, South America, Iran, Iraq, Bangladesh, Thailand - Obscene, insulting gesture Italy - OK, Number One Russia, Finland, Australia, Egypt - Awesome, Well-done, Terrific, Very good UK (specifically north-west England) - Means farewell / greetings between young males

Timings in spoken exchanges While words are important, the timing and duration of exchange also carries significant nonverbal message. To examine this, you must answer the following questions: •

Who initiates the communication?

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What are the patterns of frequency of exchange?

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What is acceptable behaviour for interrupting the speaker?

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What are the patterns for ending the exchange?

Timings in spoken exchanges are closely related to the issues of gender, status and hierarchy Universally, the following norm applies: •

Whoever interrupts also controls the frequency of exchange Exception - Japan (Interrupting others is not acceptable)

Culture

Language of Space……

Small space

Large space

Private Space Americans

Respectable distance that should be maintained is about the length of an arm. Fences and Hedges may surround the backyard but front yards are wide open and inviting. Doors tend to remain open unless one wants to close it.

North Europeans

Cherish privacy and even arrange their dwellings accordingly. Property boundaries are marked and fences and hedges separate gardens.

Germany

As people acquired more automobiles the front gate has been removed altogether. Height of fences of gardens are regulated as it should not hinder the sunlight from coming in the neighbour’s garden. They send strong signals that no one should invade their privacy. Inside the house all doors have locks and doors are

Japan

Privacy is more a creation of the mind than an actual existence. Houses and apartments are very small and walls and doors are thin, traditionally made of wood and parchment paper, so noise carries easily. Americans connect privacy with physical space, while Japanese connect privacy with mental space.

Arabs

No or few windows towards the street All windows open into an inner courtyard Within the house personal space is limited - family togetherness is emphasized Men and women have separate quarters.

Office Space •

Attitudes towards private space is also carried over to the attitude towards office space.

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Cultures that value big personal space, value large and private office space. Exception - Japan (i) Group orientation is more important than personal privacy

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Size of office space is mostly dependent on seniority in other cultures and reflects the person’s importance, power and status within the hierarchy

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In some places, the rare commodity can become the status symbol.

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Other items in an office space that can become status symbols are office furniture, furnishings etc.

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In France and Germany every employee is entitled to a workplace with natural light

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French offices reflect the cultural value of centralization - offices are spatially organized around the manager who is at the centre.

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Big multi-nationals and high-tech oil firms have a more Western approach to office space but attitude in smaller and mid-sized Arab firms can be quite different. Offices tend to be crowded. One’s status is reflected not necessarily in size and location of office but number of connections.

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Appearance •

The way you dress also communicates

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Dressing according to customs and expectations show respect for form and establishes a foundation for future dealings Asking the correct questions •

What is the appropriate dress for men and women in a given culture?

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What is the difference between attire when doing business in one’s own culture and attire when doing business in another culture?

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What degree of importance in a given culture is attached to one’s attire?

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What are the penalties for inappropriate culture?

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Tipping A tip is given to someone who renders service like waiters, porter, taxi, hairdresser etc. A complete No-No: Japan, South Korea Considered as an insult Service charge is already levied, hence tipping not an obligation: Argentina, Chile, Singapore, Belgium 10% - 15%: Brazil, Mexico, Austria, Germany, Netherlands, Russia, Romania Only if you are especially happy: Italy Rare: Switzerland If you are confused / not sure about the practice ask someone

High Context Cultures High context culture is one in which the meanings are found in the situation and in the relationships of the communicators or are internalized in the communicators’ beliefs, values and norms. Characteristics • Emphasis on non-verbal communication and subtleness rather than being frank • Polite - which fits in the subtleness element of communication • Ambiguity and Obscurity

Example: A family wanting to decline a potential spouse in an arranged marriage in South India sends an emissary who conveys this message: We really enjoyed meeting all of your family members. Usha is a fine cook and a very nice woman and we wish the meeting could have been longer. However, unfortunately Ramesh has to attend to a year long important assignment from tomorrow.

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Low Context Cultures A low context culture is one in which the meanings of a communication are stated explicitly and clearly, without depending on the context of the communication situation. Characteristics • Reactions are expressed frankly during a conversation. • Meanings are explicitly coded in a communication message. • There is no Ambiguity and Obscurity - Very little is left to imagination • Concern for clarity is valued, while a concern for hurting someone else’s feelings or a concern for avoiding being perceived negatively is not highly valued. • Conversations are clear and to the point.

High Context - Low Context Communication Problems Abu Bakr:

Mr. Armstrong! How good to see you

Armstrong:

Nice to see you again Hassan

Abu Bakr:

Tell me, How have you been?

Armstrong:

Very well, thank you. And you?

Abu Bakr:

Fine, fine. Allah be praised.

Armstrong:

I really appreciate your agreeing to see me

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about these distribution agreements. Now could we… Abu Bakr:

My pleasure. So tell me. How was your trip? Did you come direct or did you have a stopover?

Armstrong:

No stopover this time. I’m on a tight schedule. That’s why I’m so grateful you could see me on such a short notice. So about the…

Abu Bakr:

Not at all. How is my good friend, Mr. Wilson?

Armstrong:

Wilson? Oh! He’s fine.

Abu Bakr:

You know, you have come at an excellent time. Tomorrow is the prophet’s birthday-blessings and peace be upon him and we’re having a special feast at home. I’d like you to be our guest.

Armstrong:

Thank you very much.

Geert Hofstede relates an event that happened to him when he was a young man in the Netherlands interviewing for a junior manager position with an American engineering firm located there. He had sent the firm a brief letter stating his interest and qualification for the job, and had enclosed a one-page resume identifying his excellent academic background and previous engineering work at a prestigious Dutch company. At an interview, Geert was, as the Dutch are taught to be, polite and modest. He waited for the American interviewer to ask questions that would prove his qualification. But the interviewer did not ask the expected question. Instead, the American asked some detailed questions about tool design-questions that required knowledge of specialized words in English-and other issue that are generally learned on the job during the first few weeks of employment. Geert considered them irrelevant. At the end of an interview that Geert, many years later, still recall as “painful,” the American told him that they needed “a first-class man“ for the position.