Nonverbal

Impression Management You never get a second chance to make a first impression . . .

Nonverbal Communication Definition: 

The way in which people communicate, intentionally or unintentionally, without words

Types of nonverbal communication: 

facial expressions, tones of voice, gestures, body position and movement, touch, and eye gaze

Uses of Nonverbal Communication 1)Express emotion 2)Convey attitudes 3)Communicate personality traits

5) Repeat, or compliment the spoken language

6) Contradict verbal communication 7) Substitute for the verbal message

4)Facilitate, or modify verbal communication

Facial Expressions

What are these babies experiencing?

Happiness

Sadness

Fear

Anger

Disgust

Surprise

Smile Detection

http://www.bbc.co.uk/science/humanbody/min

Women are better encoders and decoders of nonverbal cues. Why?

Nonverbal Behavior (Kraut & Johnson, 1979)

B. Smiling While Watching Hockey

A. Smiling While Bowling

Fa c ing P ins Fa c ing C o m p an io n s

Other outcomes

Percent of Time Smiling

45 40 35 30 25 20 15 10 5 0 Strikes/Spares

45 40 35 30 25 20 15 10 5 0 Good Outcomes

Fans Alone Fans Interacting

Bad Outcomes

Facial Displays are Socially Motivated Fridlund (1991)

Participants viewed funny film under 1 of 4 conditions  



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Alone Friend in other room doing another task Friend in other room watching same film Friend in room with you

Measures: Smiling (EMG) and self-reported happiness What was found??

It is relatively easy to control facial expressions so we look to other nonverbal cues to provide additional information: • Eye contact • Body movements • Posture (and gait) • Touching (and interpersonal distance)

Nonverbal “Leakage” 

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Definition: the unintentional transmission of information through nonverbal channels of communication. Might occur because (a) don’t think to control nonverbals (b) aren’t able to control nonverbals (c) try too hard to control

 

Voice leaks more easily Women pick up on “leaks” more than men

Lie Detection

Two Truths and a Lie

Individual Differences in Lie Detection (Aamodt & Mitchell, 2004)

Group

Accuracy %

Criminals

65.40

Secret service

64.12

Psychologists

61.56

Judges

59.01

Cops

55.16

Federal officers

54.54

Students

54.20

Detectives

51.16

Parole officers

40.42

Deceptive Behaviors (DePaulo et al, Psychological Bulletin, 2003)

120 studies / 158 behaviors 4992 participants 25% non–U.S.

DePaulo 2003 Liars:   

Make a more negative impression and are more tense Less forthcoming than truth tellers Tell less compelling tales Made statements that were not as plausible, logical, or consistent with other statements Provided fewer details in their statements

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Their stories include fewer ordinary imperfections and unusual contents. Were less likely to admit a lack of memory Made fewer spontaneous corrections