Successful Nonverbal Communication : Principles and Applications

by Leathers, Dale

• ISBN13: 9780205262304
• ISBN10: 0205262309
• Edition: 3rd
• Format: Paperback
• Copyright: 1997-01-01
• Publisher: Allyn & Bacon

Summary

This book continues to demonstrate how knowledge of nonverbal messages can affect how one communicates successfully in the real world. This timely revision describes nonverbal cues, illustrates the desirable and nondesirable functions of these cues, and provides original tests for measuring and developing nonverbal communication skills.

Table of Contents

Preface	ix
PART 1 Nonverbal Communication	1	(174)
1 The Nature of Nonverbal Communication	3	(21)
The Functional Importance of Nonverbal Communication	5	(4)
Definitional Perspective: Nonverbal and Verbal Communication	9	(8)
Definitional Issues	9	(3)
Nonverbal Communication Systems and Subsystems	12	(2)
Interaction with Verbal Systems	14	(1)
Hemispheric Processing	15	(1)
Interrelationships between Nonverbal and Verbal Communication	16	(1)
The Functions of Nonverbal Cues	17	(2)
Communicating Nonverbally in Specific Contexts	19	(2)
Summary	21	(3)
2 Facial Expressions	24	(27)
The Face as the Most Important Source of Emotional Information	25	(8)
The Categoric Perspective	26	(2)
The Dimensional Perspective	29	(4)
The Face as a Means of Identifying Individuals	33	(1)
The Deceptive Face: How to Recognize It and Guard Against It	33	(1)
Measuring Sensitivity to Facial Expressions	34	(11)
The Facial Meaning Sensitivity Test	35	(10)
The Judgmental Process	45	(1)
Developing Sensitivity to Facial Expressions: Training Program	46	(1)
Summary	47	(4)
3 Eye Behaviors	51	(14)
The Language of the Eyes	52	(2)
Exhibited Eye Behaviors	52	(1)
Measured Eye Behaviors	53	(1)
The Functions of Eye Behaviors	54	(7)
The Attention Function	54	(2)
The Persuasive Function	56	(1)
The Intimacy Function	57	(1)
The Regulatory Function	57	(1)
The Affective Function	58	(1)
The Power Function	59	(1)
The Impression Management Function	60	(1)
Using the Communicative Potential of Eye Behaviors	61	(2)
Summary	63	(2)
4 Bodily Communication	65	(22)
The Nature of Bodily Cues	68	(8)
Classification of Bodily Cues	68	(7)
Dimensions of Meaning	75	(1)
Gestures versus Postures	76	(2)
Major Communicative Functions of Bodily Cues	78	(1)
Functional and Dysfunctional Uses of Bodily Cues	79	(5)
Nonverbal Indicators of Liking Versus Disliking	81	(1)
Nonverbal Indicators of Assertiveness and Unassertiveness	82	(1)
Nonverbal Indicators of Power and Powerlessness	83	(1)
Summary	84	(3)
5 Proxemic Communication	87	(24)
The Proximate Environment	89	(14)
Space	89	(3)
Distance	92	(3)
Territory	95	(3)
Crowding	98	(2)
Privacy	100	(3)
The Communicative Functions of Proxemics	103	(2)
The Impression Management Function	103	(1)
The Affliation Function	104	(1)
The Privacy Function	104	(1)
The Effects of Violating Proxemic Norms and Expectations	105	(2)
Summary	107	(4)
6 Tactile Communication	111	(19)
The Nature of Touch	112	(7)
The Skin as a Communication Sender	114	(2)
The Skin as a Communication Receiver	116	(3)
Touching Norms	119	(4)
The Semantics of Touch	123	(1)
The Communicative Functions of Touch	123	(4)
The Support Function	124	(1)
The Power Function	125	(1)
The Affiliation Function	126	(1)
Summary	127	(3)
7 Personal Appearance	130	(28)
Features of Physical Attractiveness	133	(3)
Facial Attractiveness	133	(2)
Bodily Attractiveness	135	(1)
Body Image	136	(5)
Body Image: Self, Other, and Reflective	139	(1)
The Matching Hypothesis	139	(2)
Effects of Personal Appearance	141	(8)
Perceptual Effects	144	(2)
Behavioral Effects	146	(3)
The Nature of Artifactual Communication	149	(3)
Clothing as a Medium of Communication	150	(1)
Cosmetics as a Medium of Communication	151	(1)
Other Artifacts as Communicative Messages	151	(1)
The Communicative Functions of Personal Appearance	152	(1)
Summary	153	(5)
8 Vocalic Communication	158	(17)
The Semantics of Sound	159	(3)
The Communicative Functions of Vocal Cues	162	(8)
The Emotion Function	162	(2)
The Impression Management Function	164	(5)
The Regulatory Function	169	(1)
Developing the Ability to Encode and Decode Vocalic Messages	170	(2)
The Vocalic Meaning Sensitivity Task (VMST)	171	(1)
Summary	172	(3)
PART 2 Developing the Successful Communicator	175	(114)
9 Impression Formation	177	(15)
The Importance of Nonverbal Cues in Interpersonal Perception	178	(6)
Factors That Affect Interpersonal Perceptions	179	(5)
Defining Components of Impression Formation	184	(2)
Principles of Impression Formation	187	(3)
Self-Concept of the Impression Former	187	(1)
Cognitions of the Impression Former	188	(2)
Personal Characteristics	189	(1)
Motives	189	(1)
Summary	190	(2)
10 Impression Management	192	(32)
The Nature of Impression Management	194	(4)
The Defining Components of an Impression: Image Dimensions	195	(1)
Major Motives of the Impression Manager	196	(2)
The Impression Management Process	198	(14)
Model Impression Managers	199	(4)
Principles of Impression Management	203	(1)
Measurement of the Impressions Made	203	(4)
Making a Favorable Impression by Modifying Communication	207	(2)
Personal Appearance Guidelines	209	(3)
Vocal Guidelines	212	(1)
The Impression Manager in Action	212	(8)
George Bush as "Wimp"	212	(3)
George Bush as Impression Manager	215	(5)
Summary	220	(4)
11 Selling Yourself Nonverbally	224	(29)
Dimensions of Credibility	228	(4)
Competence	229	(2)
Trustworthiness	231	(1)
Dynamism	231	(1)
Illustrating the Impact of Nonverbal Cues on Credibility	232	(13)
The Selling of Presidential Candidates	232	(9)
The Selling of Corporate Sales Representatives	241	(4)
Developing Personal Credibility	245	(5)
Monitoring the Communicator's Nonverbal Cues	250	(1)
Summary	250	(3)
12 Detecting Deception	253	(22)
Nonverbal Indicators of Deception	255	(4)
Nonverbal Profile of the Deceptive Communicator--Type I	259	(6)
Nonverbal Profile of the Deceptive Communicator--Type II	265	(4)
The Deception Process	269	(3)
The Deceiver	269	(3)
Summary	272	(3)
13 Communicating Consistently	275	(14)
The Nature of Inconsistent Messages	276	(2)
Decoding Inconsistent Messages	278	(5)
Reasons for Inconsistent Messages	283	(2)
Guidelines for Communicating Consistently	285	(2)
Summary	287	(2)
PART 3 Successful Communication in Applied Settings	289	(129)
14 Nonverbal Determinants of Successful Interviews	291	(16)
The Job Interview	293	(4)
Critical Interviewer Decisions	293	(1)
Nonverbal Profile of Successful Interviewees	294	(3)
The Counseling Interview	297	(5)
Critical Objectives	299	(1)
Nonverbal Profile of Successful Counselors	300	(2)
The Interviewer's Perspective	302	(2)
Biasing Factors	302	(1)
Factors That Prevent Bias	303	(1)
Summary	304	(3)
15 Female-Male Interaction	307	(18)
Sex-Role Stereotyping	307	(4)
Differences in Nonverbal Communication of Women and Men	311	(11)
Nonverbal Profile of Female and Male Communicators	311	(5)
Gender Differences in Nonverbal Skills	316	(1)
Dysfunctional Male and Female Nonverbal Behaviors	317	(2)
Guidelines for Successful Female-Male Interaction	319	(3)
Summary	322	(3)
16 Successful Intercultural Communication	325	(23)
Cross-Cultural Similarities in Nonverbal Communication	326	(6)
Cross-Cultural Differences in Nonverbal Communication	332	(5)
Communicating Nonverbally with the Japanese and the Arabs	337	(5)
Communicating Emotions	339	(1)
Greetings	340	(1)
Status Differences	340	(1)
Intimacy	341	(1)
Guidelines for More Successful Intercultural Communication	342	(3)
Summary	345	(3)
17 Physician-Patient Interaction	348	(20)
Potential Problems in Physician-Patient Communicative Interaction	350	(2)
The Functional Importance of Nonverbal Communication in the Medical Setting	352	(6)
Physicians' Nonverbal Skills and Patients' Satisfaction Level	352	(1)
Reasons Why Nonverbal Communication Is Important in the Medical Context	353	(2)
Functions of Nonverbal Communication in the Medical Context	355	(3)
Actual Features of Physician-Patient Nonverbal Communication	358	(3)
Desired Features of Physician-Patient Nonverbal Communication	361	(4)
Summary	365	(3)
18 Courtroom Interaction	368	(27)
The Functional Importance of Nonverbal Communication in the Courtroom	369	(2)
The Functions of Nonverbal Communication in the Courtroom	371	(4)
Personal Appearance	371	(2)
Kinesic Behaviors	373	(1)
Courtroom Choreography: The Use of Space	374	(1)
Vocal Cues	375	(1)
The Logistics of Measuring Impressions	375	(3)
In Jury Selection (Voir Dire)	376	(1)
In the Courtroom	377	(1)
Nonverbal Impression Formation and Management in the Courtroom	378	(14)
The Anita Hill-Clarence Thomas Senate Hearings	379	(3)
The William Kennedy Smith Rape Trial	382	(3)
The O. J. Simpson Murder Trial	385	(7)
Summary	392	(3)
19 The Communicative Impact of Microenvironmental Variables	395	(23)
Context as Communication	396	(2)
The Classroom Environment	398	(5)
The Conference Room Environment	403	(3)
The Office Environment	406	(3)
Seating and Spatial Arrangements	407	(1)
Furniture Arrangement	408	(1)
Aesthetic and Professionally Related Objects	409	(2)
The Fast-Food Restaurant Environment	411	(3)
Summary	414	(4)
Appendix	418	(3)
Index	421