Non-verbal means of communication and their significance in the negotiations.

Communication is the sphere of human existence, without which the existence of human society is inconceivable. Communication is not just speech, spoken or written. The process of communication consists of three interrelated parties.

Firstly, this information transfer is a communicative side.

Secondly, this perception of information by the interlocutor is a perceptual aspect.

Thirdly, this interaction with the communication partner is an interactive side.

The effectiveness of business communication is achieved using verbal (verbal) and non-verbal communication.

Non - verbal means of communication help the speaker to convey, and the sender to understand the full meaning of the transmitted information. An important component of business communication is the ability to perceive non-verbal means of communication. Gestures of the interlocutor, his facial expressions and posture demonstrate not only the meaning of information, but also the partner's attitude to the subject under discussion.

Non-verbal means of communication supplement voice information. Classification of non-verbal means of communication in general form looks like this:

A) the optico-kinesthetic system includes the movements by which a person accompanies speech or perceives from the interlocutor: facial expressions, gestures, posture during conversation, spatial position (displacement);

B) the paralinguistic system (or circumcision) includes the means by which the interlocutor singles out his speech message: timbre of voice, tonality, loudness, logical accents, intonation.

C) extralinguistic system includes non-verbal means of communication, emphasizing the emotional state of the speaker: the rate of speech, laughter, plyachach, sighs, screaming and others.

D) the visual system includes communication at the level of the interlocutors' views.

E) spatial system: place and time of communication, interpersonal space.

(E) The contact system includes hugs, handshakes, kisses, slaps, jerks and other objective, tactile actions.

G) olfactory system - use of odors.

Non-verbal means of communication are innate and acquired. Many gestures, poses, mimic movements are interpreted in different cultures in their own way. Knowing how foreign interlocutors can present information in non-verbal ways will help to improve the effectiveness of business negotiations.

A special study of non-verbal means of communication can take a lot of time. However, there are generally accepted meanings of some of the most commonly used poses and gestures. Manifestations of positive emotions and moods of the interlocutor we catch at once, and here to distinguish a negative sometimes it is difficult.

Crossing of arms on the chest expresses either a defensive position or lack of interest in the conversation. On the contrary, openness of the body, inclination towards the interlocutor mean trust and interest in communication.

If the interlocutor begins to correct the clothes, pull at the hair, rub his hands, then most likely he is concerned, unsure, afraid. Rubbing the ear is insecure, can not make a decision. Touching the face means nervousness, dishonesty.

The desire to end the conversation, impatience manifests itself in the rocking of the foot, tapping it on the floor. Tapping on the table - the desire to interrupt the speech of the interlocutor.

Wiggling on the chair expresses insecurity, uncomfortable. A relaxed pose on the chair (sitting lounging) can mean laziness or arrogance.

Shrugging - does not believe in what was said. Nods his head - expresses consent-disagreement.

Gestures in communication play a big role. Sometimes even an inconspicuous gesture can say a lot about the interlocutor. For example, with pointing gestures, the partner pays attention to a person or an object. Emphasizing gestures reinforce the statement, demonstrative - clarify the situation. Tangent gestures help to establish contact, attract attention.

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