Nonverbal Behavior in Interpersonal Relationsoffers a complete and precise explanation of the principles of nonverbal communication and their application in everyday life. #xA0; The authors draw from a wide variety of disciplines and upon their vast experience as instructors, consultants, and corporate trainers to offer a unique blend of social scientific and humanistic approaches to the study of nonverbal behavior. This well-researched book offers conclusions about the research in an easy-to-read style. Each chapter includes exercises, activities, self-tests, or questionnaires that help readers explore and understand the actual and potential impact of nonverbal behaviors on communication. The text also helps readers build the skills they will need to become competent nonverbal communicators in today's global community.

Preface xvii

1 Communication and Nonverbal Behavior 1

Myths about Nonverbal Communication 1

Nonverbal versus Verbal Messages 3

The Linguistic Distinction 3

The Continuity Distinction 4

The Processing Distinction 4

The Outcome Distinction 5

The Absolute Distinction 5

Intentionality and Nonverbal Communication 5

Culture and Nonverbal Communication 7

Functions of Nonverbal Messages 7

Complementing 8

Contradicting 8

Accenting 9

Repeating 9

Regulating 10

Substituting 10

Categories of Nonverbal Messages 11

Physical Appearance 12

Gesture and Movement 12

Face and Eye Behavior 12

Vocal Behavior 12

Space 13

Touch 13

Environment 13

Time 13

Glossary of Terminology 14

2 Physical Appearance 15

Attractiveness 15

Types of Attractiveness 16

What Is Attractive Today May Be Out Tomorrow 17

Image Fixation 20

Judgments Generated 22

Attractiveness: A Double-Edged Sword? 22

Effects of Attractiveness 23

Personal Body Concept 26

Nonverbal Messages of Body Shape and Size 27

Nonverbal Messages of Height, Weight, and Skin Color 32

Nonverbal Messages of Hair 34

Appearance and Dress 35

Why Do People Dress the Way They Do? 36

Generalizations about Dress 43

Artifacts and Accessories 44

Glossary of Terminology 46

3 Gesture and Movement 47

A Theoretical Look at Gesture and Movement 49

Structural Approach to Kinesics 49

External Variable Approach to Kinesics 51

Types of Gesture and Movement 51

Emblems 52

Illustrators 53

Regulators 55

Affect Displays 57

Adaptors 57

Deception cues 59

Posture 60

How Does Posture Communicate? 61

Communicative Potential of Posture 62

Movement and COMMUNICATOR STYLE 63

The Dramatic Style 63

The Dominant Style 63

The Animated Style 64

The Relaxed Style 64

The Attentive Style 64

The Open Style 64

The Friendly Style 65

The Contentious Style 65

The Impression-Leaving Style 65

General Communicator Styles 65

Effects of Body Movements and Gestures 66

Communicator Style 66

Simplifying Encoding and Decoding 67

Role of Illustrators in Decoding 67

Positive and Negative Perceptions 67

Research on Immediacy 67

Glossary of Terminology 68

4 Facial Behavior 69

Importance of Facial Expressions 69

Perspectives on Acquisition and Development 70

Perspective 1: Evolution and Natural Selection 70

Perspective 2: External Factors 71

Perspective 3: Innate and Learned 71

Facial Management and Expression of Emotion 74

Styles of Facial Expressions 76

Primary Affect Displays and Communication 78

Variations of Facial Expressions 82

Glossary of Terminology 84

5 Eye Behavior 85

Properties and Functions of Eye Behavior 85

Properties of Eye Behavior 85

Functions of Eye Behavior 86

Types of Eye Behaviors 88

CLEMs 89

Eye Behavior and Individual Differences 93

Nature of Relationships 93

Cultural Differences 94

Contextual Differences 94

Personality Differences 94

Gender Differences 95

Glossary of Terminology 96

6 Vocal Behavior 97

Categories of Vocal Behavior 98

Voice Set 98

Voice Qualities and Vocalizations 99

Voice Printing 100

Silence and Pauses 101

Uses of Silence in Communication 102

Vocal Behavior and Turn-Interaction Management 103

Turn-Maintaining 103

Turn-Yielding 103

Turn-Requesting 104

Turn-Denying 104

Interruptions 105

Accent and Dialect 105

Effects of Vocal Behavior 107

Vocal Behavior and Emotions 107

Vocal Behavior and Personality 109

Vocal Behavior and Learning 111

Vocal Behavior and Persuasion 112

Vocal Behavior and Attractiveness 113

Vocal Behavior and Confidence 113

Vocal Characteristics of Good Delivery 114

Glossary of Terminology 115

7 Space and Territoriality 117

Phenomenon of Territoriality 118

Categories of Territory 119

Territorial Defense and Encroachment 120

Types of Negative Encroachment 123

Encroachment Reactions 124

Factors Influencing Territorial Defense 126

Personal Space 127

Interpersonal Distance 127

Gender Differences 128

Cultural Differences 128

Age Differences 129

Personality Differences 130

Stigmas 130

Psychiatric and Deviant Groups 130

Crowding and Density 131

The Impact of High Density 132

Glossary of Terminology 133

8 Touch and Communication 135

Life-Span Development and Touch 136

Touch in Animals 136

Human Development 138

Categories of Touch 140

Professional-Functional Touch 142

Social-Polite Touch 143

Friendship-Warmth Touch 143

Love-Intimacy Touch 143

Sexual-Arousal Touch 144

Touch Norms and Communication 145

Cultural Differences 146

Gender Differences 147

Touch Apprehension 148

What Does Touch Communicate? 150

Touch and Emotion 150

Touch and Status 150

Touch and Self-Intimacy 151

Effects of Touch Deprivation 151

Glossary of Terminology 152

9 Environment and Physical Surroundings 153

Perceptual Characteristics of Environment 154

Perception of Formality 154

Perception of Warmth 155

Perception of Privacy 156

Perception of Familiarity 156

Perception of Constraint 157

Perception of Distance 157

Architecture and Environment 158

Spatial Arrangement 160

The Shapes of Tables 161

Seating Arrangement 162

Arrangement of Office Space 165

Other Environmental Factors 166

Environmental Attractiveness 166

Color in the Environment 167

Lighting in the Environment 169

Temperature and the Environment 169

Scent and Smell 170

Importance of Scents 170

Glossary of Terminology 176

10 Time 177

Time Orientations 177

Psychological Time Orientation 178

Biological Time Orientation 179

Cultural Time Orientation 183

Punctuality 185

Monochronic and Polychronic Time 186

Effects of the Use of Time 187

Glossary of Terminology 189

11 Immediacy and Communication 190

Immediacy 190

Verbal Immediacy 191

Nonverbal Behaviors 193

Nonverbal Immediacy 195

Physical Appearance 195

Gesture and Body Movements 197

Facial Expression and Eye Behavior 199

Vocal Behavior 200

Spatial Behavior 201

Tactile Behavior 202

Environmental Factors 203

Scent and Smell 205

Temporal Factors 205

Outcomes of Immediacy 205

Increased Liking, Affiliation, and Affect 206

More Approachable Communication Style 206

More Responsiveness, Understanding, and Assertiveness 206

Increased Solidarity between Participants 207

Decreased Anxiety 207

Decreased Status Differences 207

Increased Perceptions of Communication Competence 207

Drawbacks of Immediacy 208

Glossary of Terminology 210

12 Female-Male Nonverbal Communication 211

Definition Issues: Sex and Gender 211

Development of Nonverbal Behavior in Females and Males 212

Distinctive and Similar Characteristics: The Dilemma 213

Appearance and Attractiveness 215

Gesture and Movement 216

Face and Eye Behavior 217

Vocal Behavior 221

Space 223

Touch 224

Liking and Courtship of the American Female and Male 226

Avoiding Problems 228

Nonverbal Sensitivity 228

Advantages of Immediacy 229

Disadvantages of Immediacy 230

The Androgynous Person 230

Glossary of Terminology 232

13 Supervisor and Employee Relationships 233

Distinctive Characteristics 234

Role of Nonverbal Messages 235

Physical Appearance 236

Gesture and Movement 240

Face and Eye Behavior 241

Vocal Behavior 242

Space 242

Touch 243

Environment 244

Time 246

Conclusions about Supervisor-Employee Relationships 247

Immediacy in the Workplace 249

Advantages of Immediacy 249

Disadvantages of Immediacy 249

Glossary of Terminology 250

14 Teacher-Student Nonverbal Relationships 251

Teacher Roles 251

The Teacher as Speaker 251

The Teacher as Moderator 253

The Teacher as Trainer 255

The Teacher as Manager 256

The Teacher as a Coordinator 258

The Teacher as Controller, Supervisor, and Helper 258

Role of Nonverbal Communication 259

Instructor Appearance 261

Student Appearance 262

Gesture and Movement 263

Facial Behavior 264

Eye Behavior 266

Vocal Behavior 266

Space 267

Touch 268

Environment 269

Time 275

Outcomes of Teacher Immediacy 275

Potential Drawbacks of Teacher Immediacy 276

Glossary of Terminology 277

15 The Influence of Nonverbal Communication in the Courtroom 278

Legal Settings 278

Non-Jury Pretrial Practice 279

Jury and Non-Jury Trials 280

Non-Jury Proceedings 280

Jury Trials 282

Jury Selection 283

Direct Examination 290

Cross-Examination 293

Opening Statements 294

Closing Arguments or Summation 295

Nonverbal Communication by Judges 298

And No One Objected–For the Record 298

The Art of Judicial Misconduct 298

Judges’ Instructions to Juries: Vocalics 299

The Changing Legal Context 300

Glossary of Terminology 300

16 Intercultural Relationships 302

Defining Intercultural Communication 303

Characteristics of Culture 306

Foundations of Culture 306

Nonverbal Behavior 308

Appearance and Attractiveness 309

Gesture and Movement 310

Face and Eye Behavior 316

Vocal Behavior 318

Space 319

Touch 320

Environment 322

Scent 323

Time 323

Goals to Seek 324

Glossary of Terminology 327

References and Selected Readings 328

Index 351

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