What your thoughts about it? \"Nonverbal behaviors are cues or signals that may

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What your thoughts about it?

"Nonverbal behaviors are cues or signals that may be unconsciously recognized with those that we interact with. In international business negotiations, these behaviors can have a significant effect on the outcome of a business agreement. As mentioned in the text, three common behaviors are conversational overlap, facial gazing, and silent periods.

The text describes conversational overlap as the number of interruptions during negotiations. In other words, does that person wait until someone is finished speaking or do they interrupt immediately when they have something to say? This can cause problems in negotiating because one side may think that the other is withholding information while the other side may think they are being disrespectful and aggressive.

The second common nonverbal behavior described by the text is facial gazing, which is the amount of time that one person looks at the other person’s face. Depending on the culture, eye contact can indicate that one is attentive to getting business done or can be interpreted as signs of developing trust and reliability. On the other hand, too much eye contact may be considered disrespectful or overstepping your bounds in a hierarchical culture. The issues here would be that one could either be seen as serious and firm or arrogant and stubborn.

The third nonverbal behavior from the text is silent periods. This is the length of time between conversations. From one perspective, many silent periods could be interpreted as a miscommunication, no understanding, or disagreement. On the other hand, no silent periods could be considered as someone who may make impulsive decisions.

By understanding general basic nonverbal behaviors of your international counterparts, one will not be so quick to assume and compare the other party to their own behaviors. Showing that you understand their culture can be a benefit towards the negotiation process."

Explanation / Answer

Non-verbal behaviour in professional settings: a sample of research findings
An Example of Research and Application: International Politics
Laboratory research
Research findings
Training the decoder
Strategies for interpreting non-verbal behaviour: an application of experimental results
Themes for analysis
Health indicators
Deception indicators
Commitment to policies
Political status
Techniques for analysis
Systematic comparisons
Time-sensitive requests
Abrupt changes
Leaks
Micromomentary expressions (MMEs)
Stereotypes of non-verbal deception
Overview

Non-verbal behaviour as communication:
Approaches, issues and research
Authored by: Randall A. Gordon , Daniel Druckman , Richard M. Rozelle , James C. Baxter
The Handbook of Communication Skills
Print publication date: May 2006
Online publication date: October 2006
Print ISBN: 9780415359108
eBook ISBN: 9780203007037
Adobe ISBN: 9781134242382
10.4324/9780203007037.ch3

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Abstract

In this chapter, we survey a large cross-disciplinary literature on non-verbal communication. After placing the study of non-verbal behaviour in historical perspective, we highlight the major approaches that have guided scientific explorations. Non-verbal communication can be understood best in relation to the settings in which it occurs. Settings are defined in terms of both the varying roles taken by actors within societies and the diverse cultures in which expressions and gestures are learned. Based on an example of research conducted in a laboratory simulation of international politics, we develop implications for the themes and techniques that can be used to guide analyses of behaviour as it occurs in situ.
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Non-verbal behaviour as communication:
In this chapter, we survey a large cross-disciplinary literature on non-verbal communication. After placing the study of non-verbal behaviour in historical perspective, we highlight the major approaches that have guided scientific explorations. Non-verbal communication can be understood best in relation to the settings in which it occurs. Settings are defined in terms of both the varying roles taken by actors within societies and the diverse cultures in which expressions and gestures are learned. Based on an example of research conducted in a laboratory simulation of international politics, we develop implications for the themes and techniques that can be used to guide analyses of behaviour as it occurs in situ.
Non-Verbal Behaviour in Perspective
In recent years, it has become increasingly recognised that investigators in a field of enquiry – any field – bring personal perspectives and figurative comparisons to bear on their work. Such perspectives have been called paradigms, metaphors, or fundamental analogies, and their influence has been thought to be pervasive. Indeed, both philosophers and working scientists acknowledge the value and necessity of such processes in the realm of creative thought (e.g. Koestler, 1964; Glashow, 1980; Leary, 1990).
Examples of this phenomenon abound. For instance, in psychology, Gentner and Grudin (1985) undertook a review of a sample of theoretical contributions to the field published in Psychological Review between the years 1894 and 1975. From the 68 theoretical papers they reviewed, they were able to identify 265 distinct mental metaphors. They defined a mental metaphor as ‘a nonliteral comparison in which either the mind as a whole or some particular aspect of the mind (ideas, processes, etc.) is likened to or explained in terms of a nonliteral domain’ (p. 182). These metaphors were all introduced by their contributors as ways of understanding the field. They were often based on explicit comparisons, such as James’ ‘stream of consciousness’, but also were frequently based on subtly implied, extended comparisons only identifiable from broad sections of text. Gentner and Grudin identified four categories of analogy which characterised the period

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