Μπορεί να έχουμε στη σκέψη μας ότι μια άτονη/'άψυχη' χειραψία και το να μην σε βλέπει κάποιος στα μάτια όταν μιλάς είναι σημάδι-στοιχείο που μαρτυρά ότι κάποιος λέει ψέματα ή προσπαθεί να μας κρύψει κάτι.
Ψυχολόγοι συμφωνούν στο ότι παρά να προσέξεις ένα σημάδι καλύτερα να προσέξεις πολλά σημάδια. Τα κύρια σημεία προσοχής πάνω σε κάποιον είναι: α.έκφραση προσώπου β.στάση σώματος γ.ομιλία δ.χειρονομίες χεριών Σε μια πρόσφατη μελέτη του Harvard αναφέρει ότι είναι πολύ δύσκολο άτομα μέσω της δύναμης του εγκεφάλου τους να διαχειριστούν τα πάντα χωρίς να τους ξεφύγει μια κίνηση ή να διαρρεύσουν κάτι. Προχώρησαν μάλιστα λέγοντας μας πως ο καλύτερος τρόπος για να συλλάβουμε τις διαρροές αυτές είναι να δούμε για διαφορές μεταξύ του τι λένε οι άνθρωποι και του τι κάνουν. Παράδειγμα: Συναισθήματα που συγκρούονται μεταξύ τους όπως χαρούμενος τόνος φωνής με ταραγμένη έκφραση προσώπου μπορεί να λέει πολλά. Γενικά οι άνθρωποι δεν είναι καλοί στο να λένε ψέματα. Σε μια άλλη έρευνα τώρα που αφορά άτομα με γλωσσική διαταραχή στην επεξεργασία της γλώσσας το αποτέλεσμα ήταν τα άτομα με την πάθηση να μπορούν με σημαντικά καλύτερο ποσοστό να βρουν τους ψεύτες παρά τα άτομα χωρίς την πάθηση,πιθανότατα επειδή δεν είχαν αποσπασμένη την προσοχή τους στις λέξεις που λέχθηκαν. Συμπέρασμα: το κείμενο καταλήγει με τα εξής: Όταν κοιτούμε ενσυνείδητα για σημάδια εξαπάτησης ή αλήθειας,δίνουμε πάρα πολύ προσοχή στις λέξεις και λίγη προς τη μη λεκτική επικοινωνία,το τι κινήσεις γίνονται. Η αλήθεια αποκαλύπτει/απελευθερώνει τον εαυτό της πιο καθαρά μέσω δράσεων παρά μέσω των λέξεων μας.
0 Comments
If or when you have to negotiate,verbal or non verbal communication can affect the message you send to the other side.Most of the times is the non verbal communication which makes the difference.
In this article we will see which are some of the most important points in negotiations.Points which make the real difference especially when you have to achieve something very important. Point #1.Conversations:During conversations is very important to show that you understand and attend to what you discuss about.Words may confuse you,but non verbal signs never.Eye contact,body position behaviors allows you to understand if the other side watch you with interest and attention.Body position such as slightly leaning toward the other person,facing each other,mimic other,erect,is signs that both sides are interested.Eye contact also alows you to understand if the other side are interested. Point #2.Intercultural:Cultural differences can cause you a failure.When you have to negotiate with a client/people/businessman from different culturs you have to careful.Some non verbal signals are different from country to country,and a message easily can create friction,confusion or both. Point #3.Build rapport.When non verbal signs used correctly you can improve the quality of your relationships. You can build rapport with others strengthening your position,you can enhance your rapport with face to face interaction.Unlike someone who misleads may suffer because of loss of confidence.The best way to read accurate others is when you read multiple signals from lot of messages. Point #4.Add interest.Non verbal communication can add interest or valuable information to the verbal message(filling the message).Also non verbal signs emphasize what are you saying through verbal communication,you can see clearly if one understands what you say,if is a liar,even what intentions the person has.'Its easy to control your words,but is impossible to control your non verbal messages'. In the previous(first part) we read how negotiations can affects someone when we imitate her/him.In this article we see if They can read your mind.
A lawer wants to present a strong case in court.The customer is very good but an anxious person.Questions about the case once irritate the lawer.He worried because his client on impatient throught the non verbal behavior hardly would keep his real feelings. Fleeting expressions,inadvertently signs of a general sence,a reddening or a face that can be clinically others from our thoughts. In a recent experiment participants were asked to respond to a series of emotional changes or neutral images.Participants where were asked in advance to respond to the image either genuinely or to respond with fake feelings. Those who asked to respond with fake feelings they were more contradictory facial expression,increase in blinking from them that reacted in general.Participants had more negative feelings counterfeiting problem than positive feelings.It gives the impressoon that happiness may be easier to fake than the dreaded or the sad.Even without training,observers discovered fraud at a rate only slightly better than a possible coincidence. May you have problems hiding your feelings,but others may be even worse in distinguishing them or even worse detecting them. ''In negotiations sometimes words speak louder than actions''. A very interesting article published on a website of a US university this days.
The article talks about body language and is based on a research from 2 proffessors. Typically those involved in the negotiations advising us to have personal contact with our counterparts in the negotiations (face to face) rather than rely on telephone or on the internet. Without knowing the gestures were made,or the facial expressions(i would say a simple hand shake says a lot) we can not read from a distance one negotiator to build rapport with her/him. What negotiators learn from nonverbal behavior? Can we increase our negotiating success by changing or deliberately alter our own nonverbal behavior? Business Negotiations To mimic or not to mimic ? You have a meeting where welcomes you a person of administration staff.Leeds you to a conference room,one person opposite the other person to the negotiating table.After half hour the discussion seems to go well. You sit in the same position ,leaning back with legs crossed. After two or three meetings for negotiations with the same people from the first minutes of their behavior starts to converge discretely,many gestures synchronizing,than embarrassed.Always in accordance with the article,imitation/mimicry is a sign that you are trying to build rapport,to connect or to find common ground.Mimicry makes us feel comfortable with others and encourages us to trust them.Another proffessor from Duke university find us tend to think of honest and convincing the movements of those who imitated us. As we read above in the first stages of negotiation foot are crossed,so the person is without confidence,or is in ancertainty. In interpersonal relations being imitated body language of an other person may increase the chances of becoming liked. Is the tendency to imitate another person's speech inlfections.When there is harmony the body is actually autonomously ,making the interaction smoother and increases the level of likeability. In 1999 2 proffessors from a psychology department did an experiment. The issue was to address the question of whether people automatically copy each other,so they are following a methodology with 78 participants,were asked to have a one on one talk with one of the experimenters. Each of the experimenters makes different facial expressions or laughing more than others.To find out whether waggling foot and touching the face has any direct effect on the interaction in a room.The conversation was about a photograph. With the half the subjects,experimenters maintened a neutral and relaxed position.But others the experimenters mimicked the posture,movements,crossing their legs or twirling their hair when subjects did. Others researchers also wanted to find out what psychological dispositions affect a person's tendency of naturally engaging in mimicry more than others do.55 subjects they were made to sit opposite the experimenter,who was also tasked to do the same mannerisms like face rubbing and foot waggling as before. Results : 1.Subjects noticeably copied the experimenter who was actually stranger to them,as measured by face touching,foot waggling and smiling. The act of face touching increased by 20% but the rate of foot waggling inreased by a significant figure of 50% when participants were inspired by another foot waggler. 2.Those whose moves had been imitated had rated their experimenters as more likeable,and reported having better and smoother interactions with them. Apparently mirroring did indeed work to increase experimenter's likeability. Experimenters likeability was rated at 6.62 and smoothness was rated at 6.76, when their gestures were copied. Contrary to this,when experimenters were not mimicked,they were rated for likeability at an average of 5.91 and smoothness for an average of 6.02, slightly less compared to when they were mimicked. 3. Individuals who were more open to other people's ideas mimicked face rubbing gestures more by 30% and foot waggling by 50% compared to their counterparts.Peoples with empathetic characteristic do not affect their rate of mimicry at all. Conclusion:People feel a rapport with those who naturally mimic their moves. Unintentional mimicry and imitation functions as a social cohesive.Emphatic people or those who easily takes the perspective of others,were also concluded to be mirroring other peoples actions more often. |
AuthorAndreas is a pr professional. Archives |