cs 2.ppt

Gesture Clusters:

As mentioned earlier – they are a series of

non-verbal signals that a body speaks at a

point in time of communication.

Gestures do not operate in isolation.

One gesture is wired to another during an act

of communication.

While interpreting gesture clusters, one has

to also examine the person’s state of mind.

1https://sites.google.com/site/hvimcost/

Incongruent Cluster Gestures:

Sometimes the gestures exhibited by the person

may not reflect the accurate state of mind of the

person.

E.g. An angry person may have a smile on his

face or a happy person may be crying.

The study of body language is very complex and

not perfect, yet it is knowledge that one must

have to improve one’s personal communication.


Neuro-Linguistic Programming (N.L.P.):

It is a science that deals with the way human

beings think and process the outer world

through their senses.

Richard Bandler and John Grinder were the

founders of NLP.

It is claimed that Mangers learn a great deal

from the study of NLP.


Neuro-Linguistic Programming:

What does it mean?

Neuro – refers to our nervous system. Our

five senses are:

1. Hear

2. Touch

3. Taste

4. See

5. Smell


Linguistic:

Refers to our ability to use –

Language

Specific words and phrases to mirror our

mental worlds

Postures, gestures and habits that reveal our

thinking styles, beliefs and opinions


Programming:

The word is borrowed from computer

programming.

In this case it suggests that our thoughts, feelings

and actions are simply habitual programs.

These programs can be changed by upgrading our

mental software.

Programming is a coding experience and

constitutes a series of steps designed to achieve a

specific result. 6https://sites.google.com/site/hvimcost/

In any kind of a situation, business or non-

business – the ability to build understanding

with people is a strong indicator of our

personal efficiency.

In NLP it is called “rapport building”.

The goal is to build instant rapport.

The techniques of rapport building need to be

practiced in every interactive situation.


How to achieve rapport?

NLP describes the techniques of:

1.Matching

2.Mirroring

3.Pacing


Matching:This involves observing the behavior of the

person on the other side.Then matching your behavior with theirs.You can match literally any behavior that you

observe –PostureFacial expressionsRate of breathingVoice – tone, tempo, pitchEye movement


Mirroring:

Observe the non-verbal gestures of the other

person.

Start imitating the body language of the other

person in such a way that you almost look like the

other person.10https://sites.google.com/site/hvimcost/

Pacing:

It is the manner in which you match and mirror.

Matching and mirroring needs to be done at a

pace the other person does not realize that

he/she is being mimicked.

The adjustment must be smooth and subtle

otherwise your gestures will be misunderstood

and rapport will not be established, in fact it

may backfire.


Things to match, mirror & pace:1. Voice Match, pitch, tone, volume, rate

2. Language Words that are used

3. Posture Sitting position, tilt of head, leaning, standing posture

4. Breathing Rapid or slow

5. Emotion Expressed in voice, face, eyes

6. Values and Beliefs

Challenging people’s values and beliefs will break your rapport

7. Gesture movements

Movements of fingers, face movements


Pattern of Language Used by Speakers:

There are 5 language patterns used by most

speakers:

1.Visual

2.Auditory

3.Kinesthetic

4.Olfactory

5.Gustatory

https://sites.google.com/site/hvimcost/ 13

What types of words are used:

1.Visual – see, watch, look, vision

2.Auditory – hear, sound, loud, shout

3.Kinesthetic – grasp, touch, feel, handle

4.Olfactory – aroma, smell, stink

5.Gustatory – food, taste, sumptuous


The Final Word on Body Language:

A great deal of study has been done in this

field

It is still not a perfect science.

Knowledge of non-verbal communication

skills will help you as a people person.

Developing communication skills is your

ticket to success not just with your superiors

but also your colleagues and customers.https://sites.google.com/site/hvimcost/ 15

cs 2.ppt

Documents