School of practical esotericism "Aquilon". Gestures, postures, facial expressions in business communication Body gestures and their meaning

Body language and meaning. Psychology of Gestures

Looking at a person, at his gestures, postures, facial expressions, various movements of body parts when talking with other people, you can characterize him, and even determine his true thoughts. Because a person cannot control his body language completely, 100%.

For example, you are having a conversation with a complete stranger. If he blinks frequently, does not look you in the eye during a conversation, but constantly looks away, and perspiration appears on his forehead, be sure that this is a deceiver.

“Emphasizing a certain connection between the internal, psychological content of the personality and the external, morphological features of the facial structure, it should be remembered that the face of any person is not something frozen, but represents a whole range of different movements, which is expressed in facial expressions:

- A fully raised head indicates self-confidence, strong self-awareness, complete openness and attention to the world around you due to an intense relationship with it.

- a pointedly raised head reveals a lack of intimacy, self-aggrandizement or arrogance.

- throwing your head back demonstrates a great desire for activity, a challenge.

- a head tilted to one side indicates a refusal of one’s own activity, complete openness to the interlocutor, a desire to meet people halfway, even to the point of submission.

- a head hanging down relaxedly is a sign of a general lack of readiness for tension, lack of will.

Information content of the face and eyes:

- completely open eyes characterize high receptivity of feelings and reason, general liveliness.

- wide open “bulging” eyes indicate an increase in optical attachment to the surrounding world.

- closed, “curtained” eyes are often a sign of inertia, indifference, arrogance, boredom or severe fatigue.

- a narrowed or squinted gaze means either concentrated, close attention (observation), or (in combination with a side glance) deceit, cunning.

- a direct gaze, with the face completely turned to the partner, demonstrates interest, trusting openness (readiness for direct) interaction.

- a sideways glance, from the corners of the eyes, indicates a lack of full dedication, skepticism, and distrust.

- a look from below (with a bowed head) indicates either an aggressive readiness for action, or (with a bent back) subordination, obedience, helpfulness.

- a look from top to bottom (with the head thrown back) reveals a feeling of superiority, arrogance, contempt, and the search for dominance.

- an evasive glance indicates uncertainty, modesty or timidity, possibly a feeling of guilt.

- the corners of the mouth pulled down symbolize a generally negative attitude towards life, a general sad expression on the face.

- raised corners of the mouth reflect a positive attitude towards life, a lively and cheerful expression.

- if the mouth looks plump, then it indicates increased vitality of feelings, soft - sensitivity, sharp, precisely carved - intelligence, hard - definiteness of will.

Information content of the arm and hand.

Reading hand language and gestures in general is increasingly becoming the subject of research, especially abroad (for example, G. Calero, D. Niurenberg, A. Stangl, S. Dunkell, etc.). A. Stangl in his works describes many gestures, especially the arms and hands, the “reading” of which allows you to better understand the interlocutor:

- arms hanging sluggishly along the body - passivity, lack of readiness for action, lack of will.

- hands clasped behind the back - lack of readiness for action, as well as hidden relationships, timidity, predicament.

- palm open upward - a gesture of explanation, persuasion, open representation.

- one or both hands are hidden in pockets - hiding difficulties, uncertainty, loss of spontaneity.

- hand clenches into a fist - concentration, mastery of excitement, desire for self-affirmation.

- rubbing hands - a person is overcome by pleasant, satisfying thoughts.

- movements of the hands that cover the face or part of it - the desire to hide, conceal, conceal one’s condition; thoughtfulness or difficulty.

- arms crossed on the chest - a defensive reaction, a certain isolation, some waiting.

- erasing movement of hands on the forehead - erasing bad thoughts, bad ideas or concentrating on thoughts.

- an open palm strokes something pleasant to the touch (for example, the other hand) - a gentle disposition, a complacent mood, a tensely straightened index finger

- a sign of concentration on the internal state, regardless of other people.

- index finger, straight, touching the edge of the lips - a feeling of uncertainty, searching for reasons, help.

- finger stuck in mouth - naivety, state of absent-mindedness, misunderstanding.

- a finger touches the eyes or ears - a sign of some awkwardness, a certain timidity, a desire to run away.

- the tips of the index and thumb touch, while the rest, especially the little finger, protrude - a high degree of concentration of attention to the finest details.

- hands rest on hips - the need for strengthening, hardening, demonstration of one’s firmness and superiority, challenge, bravado - from naive to evil forms.

- hands support the upper body, leaning on something (for example, on a table, the back of a chair, a low platform, etc.) - the desire for spiritual support or internal uncertainty.

Information content of human shoulders:

— high shoulders with a slightly hunched back and retracted chin “speak” of helplessness, nervousness, chronic fear, uncertainty and timidity.

- shoulders falling forward indicate a feeling of weakness and depression, an inferiority complex.

— the free lowering of the shoulders indicates a feeling of confidence, inner freedom, and mastery of the situation.

- moving your shoulders back means determination to act, a sense of strength, activity, enterprise, and often an overestimation of your own capabilities.

- a protruding chest is observed in active people, with a developed sense of self-worth, and a need for social contacts.

- a sunken chest often indicates a certain indifference, isolation, passivity, humility and depression.

Informativeness of the position of the legs and feet.

- a person standing confidently on his feet (legs spaced no more than two palm widths apart), with an even distribution of body weight, indicates that he is a strong, balanced, calm, solid character who knows how to adapt to circumstances.

- a motionless, frozen posture, under strong tension, indicates poor adaptability, stubbornness, and inflexible self-affirmation.

- a changeable posture, standing, with a lack of tension, with frequent changes of the supporting leg and position of the feet, reveals a lack of firmness and discipline, unreliability and timidity.

- rocking on your toes means either preparation for active movement, or an aggressive attitude, or indicates arrogance

— the “legs wide apart” stance indicates the need for self-affirmation, broad claims, inflated self-esteem and often a feeling of inferiority.

- if the gait or stance is characterized by a noticeable turn of the toes outward, then this speaks of a “swaggering gait,” conceit and complacency (“acts like a peahen”).

- if the toes are turned inward, then this indicates a certain internal weakness, a relative lack of tension, and doubt in one’s abilities.

Information content of gait .

There are several types of gait:

- rhythmic - a relaxed form of elevated but balanced mood, typical for walkers.

- uniform (like an army marching step) - volitional activity or striving for a goal.

- long strides - often extroversion, determination, enterprise, ease, abstract thinking.

- short, small steps - often introversion, caution, calculation, quick thinking and reaction, restraint, type of thinking, rather concrete.

- rhythmically strong (with enhanced movements of the hips) - naive-instinctive and self-confident natures; swaying shoulders in resonance - mostly showy, narcissistic individuals.

- shuffling, “sagging” - refusal of volitional efforts and aspirations, lethargy, slowness, laziness.

- hard, angular, “stilted”, “wooden” - tightness, lack of contacts, timidity, inability to express themselves freely.

- constant raising on tense toes - upward striving, driven by a strong need for a feeling of superiority, especially intellectual.

According to D. Norenberg and G. Calero, people who walk quickly, waving their arms, have a clear goal and are ready to immediately implement it, and people who usually keep their hands in their pockets are most likely critical and secretive, they really like to suppress others. Those who are in a depressed state of mind also often keep their hands in their pockets when walking, drag their feet and rarely look up or in the direction where they are walking. Thus, the nature of the relationship, as well as some personal characteristics, can be reflected in posture, landing, gait and other posture typical for a given person.

Arrogant people lean their body back, stick out their chest, and raise their head. Modest people try to be inconspicuous, so they slouch, pulling their heads into their shoulders, which are slightly raised.

A typical sycophant tilts his entire body forward, while fixing his gaze on his interlocutor and smiling broadly, obsequiously.

Information content of landing.

There are several different ways to seat a person:

- closed (legs and feet are closed) - fear of contact, lack of self-confidence.

- carefree-open (legs or hips widely spaced) - lack of discipline, laziness, indifferent-primitive unceremoniousness

- legs closed one behind the other - natural self-confidence, complacent mood, no readiness for activity or defense.

- sitting on the edge of a chair, with a straight back - a high degree of interest in the subject of conversation.

- sitting with a constant readiness to jump up (for example, one foot is completely under the seat, the other is behind it on the toe) - typical for insecure-fearful or maliciously distrustful natures.

Information content of the sleeping position.

Determining a person's character by his appearance is certainly not an easy task. It is always necessary to take into account that some people strive to disguise their inner content with external play.

However, his typical postures still contain certain information about the individual psychological characteristics of a person’s personality and behavior. Of interest are the data on typical patterns during sleep, “Sleeping Posture—The Nocturnal Language of Man”—that’s what the American specialist in this field, S. Dunkell, titled his book (New York, 1978).

Here are some sleeping positions described in the book and their interpretation:

- if a person sleeps on his side, curled up and pressing the pillow with his hands to his stomach, then in life he is weak and defenseless, constantly in need of help and protection. Dunkell" figuratively calls such people "buds" who do not want to "bloom." In his opinion, they subconsciously do not want to part with childhood, feeling the need for the patronage of a person with a strong character. They are pleased when they are taken care of, indecisive, unsure in themselves they avoid responsibility and are equally susceptible to both good and bad influences.In fact, these are sensitive, impulsive natures who are guided in their actions more by their momentary mood than by common sense.

- if the sleeper simply lies on his side, curled up, only halfway, with his legs and arms slightly spread out, then he is a balanced person who knows how to adapt well to the situation.

- those who sleep on their stomachs, with their arms spread across the entire width of the bed and one leg bent, are usually self-confident, punctual, consistent in their reasoning, love order and do not tolerate surprises; prudent, prudent. They are often accused of pedantry and lack of imagination. They like to impose their opinion, command, and lead.

— the one who sleeps on his back is someone who, in everyday life, is self-confident, strong, calm, and feels like a leader in the environment in which he lives. Most often, spoiled children sleep this way.

- those sleeping on their backs, with their hands behind their heads, are usually sociable and cordial, aware of their shortcomings, but prefer not to think about them. These are people of bright minds, friendly to others. They accept the world as it is - however, the latter is due to the desire not to complicate their life.

- those who sleep on their sides, with their knees only slightly bent, are balanced, flexible people. They rarely enter into conflicts, are prone to reasonable compromises and adapt to various everyday conditions and situations without much difficulty. However, they lack courage, energy and persistence in achieving their goals. They are not characterized by ambition or the desire to be leaders, to shine in society - they prefer to remain in the shadows, especially if this is the shadow of a person they love and respect.

- some sleep with one or both legs dangling from the bed, as if they were about to run somewhere. These people are constantly on the run in real life.

- others sleep with one leg crossed over the other, which speaks of their restless nature, unable to understand or comprehend the events happening around them.

- the one who sleeps wrapped in a blanket - so that only the tip of his nose sticks out - and in life hides in a corner, is shy and afraid of collisions in life.

- sleeping face down on his stomach does not like all sorts of everyday surprises, he is always precise and neat, and is never late for anything.

— people who have bad sleep, who are not spoiled by life, and who are ready at any moment to return to reality about its adversities, usually sleep in the “sphinx” position.

A very characteristic feature that allows you to form a more general impression of a person is his voice.

Here are some characteristics of the human voice.

Speech speed:

- a lively, lively manner of speaking, a fast pace indicate the impulsiveness of the interlocutor, his self-confidence

- a calm, slow manner indicates equanimity, prudence, thoroughness

- noticeable fluctuations in speech rate reveal a lack of balance, uncertainty, and slight excitability.

Speech volume:

- sudden changes in volume indicate emotionality and excitement.

Speech articulation:

- clear and distinct pronunciation indicates internal discipline, a need for clarity and a lack of liveliness

- vague pronunciation, as a rule, is characteristic of compliance, uncertainty, softness, and lethargy of will.

Speech pitch:

- low means peace, relaxation and dignity.

Mode and flow of speech:

- rhythmic speaking (even flow of words with slight periodic fluctuations) speaks of a wealth of feelings, balance, or rather a good basic mood.

- strictly cyclical, correct speaking means a strong awareness of the experience, tension of will, discipline, pedantry, coldness of feelings

- a rounded, flowing manner of speaking (typical of communication at picnics) is characteristic of people who live deeply, fully, emotionally.

- an angular, abrupt manner (typical of schizothymics) characterizes sober, expedient thinking.

Information content of laughter.

A. Stangl’s observations on the characteristics of laughter are interesting:

- laughter in a (ha-ha) - completely open, coming from the heart, relieving and carefree.

- laughter in e (hehe) - not very pleasant, but rather impudent and envious.

- laughter on and (hee hee) - at the same time secretive and cunning, a mixture of irony and gloating.

- laughter in o (ho-ho) sounds boastful and pleasing and fundamentally mocking and protesting.

- laughter in wu (hu-hu) indicates hidden fear, timidity.

Every human gesture is like a word in a language. By reading gestures, we provide feedback that plays a major role in the interaction process, and test groups are an important component of feedback. “Wordless” feedback can warn you that you need to change your behavior or do something to achieve the result you want in communicating with your students or with a specific interlocutor.

Here are some groups of gestures described by American communication specialists Durenberg and G. Calero.

Human psychology based on gestures. The meaning of gestures.

Gestures of openness .

Among them are the following:

- open hands, palms up (a gesture associated with sincerity and openness).

- a shrug of the shoulders, accompanied by a gesture of open hands (indicates openness of nature).

- unbuttoning the jacket (people who are open and friendly towards you often unbutton their jacket during a conversation and even take it off in your presence). For example, when children are proud of their achievements, they openly show their hands, and when they feel guilty or wary, they hide their hands either in their pockets or behind their backs.

Experts also noticed that during successful negotiations, their participants unbutton their jackets, straighten their legs, and move to the edge of the chair closer to the table, which separates them from the interlocutor.

Gestures of protection (defensive).

They respond to possible threats and conflict situations. When we see that the interlocutor has his arms crossed on his chest, we should reconsider what we are doing or saying, because he begins to move away from the discussion. Hands clenched into fists also indicate a defensive reaction of the speaker.

Gestures of appreciation .

They express thoughtfulness and dreaminess:

- "hand on cheek" gesture - people resting their cheek on their hand are usually immersed in deep thought.

- a gesture of critical assessment - the chin rests on the palm, the index finger is extended along the cheek, the remaining fingers are below the mouth (the “wait and see” position).

- a person sits on the edge of a chair, elbows on hips, arms hanging freely (“this is wonderful!” position).

- a bowed head is a gesture of attentive listening. So, if the majority of listeners in the audience do not have their heads bowed, it means that the group as a whole is not interested in the material that the teacher is presenting.

- scratching the chin (gesture - “okay, let's think about it”) is used when a person is busy making a decision.

- gestures with glasses (wipes glasses, puts the frame of glasses in his mouth, etc.) - this is a pause for reflection, pondering one’s situation, before showing more decisive resistance, demanding clarification or posing a question.

- pacing is a gesture indicating an attempt to solve a difficult problem or make a difficult decision. Pinching the bridge of the nose is a gesture usually combined with closed eyes and indicates deep concentration and intense thought.

Gestures of boredom .

They are expressed by tapping your foot on the floor or clicking the cap of a pen. Head in the palm of your hand. Automatic drawing on paper. Blank look (“I’m looking at you, but I’m not listening”).

Gestures of courtship, “preening.”

For women, they look like smoothing their hair, straightening their hair, clothes, looking at themselves in the mirror and turning in front of it; hip swaying; balancing shoes on the tips of your fingers (“in your presence I feel comfortable”), for men - adjusting a tie, cufflinks, jacket, straightening the whole body, moving the chin up and down, etc.

Gestures of suspicion and secrecy .

The hand covers the mouth - the interlocutor carefully hides his position on the issue under discussion. Looking to the side is an indicator of secrecy; legs or the whole body are facing the exit - a sure sign that a person wants to end a conversation or meeting. Touching or rubbing the nose with the index finger is a sign of doubt (other varieties of this gesture are rubbing the index finger behind or in front of the ear, rubbing the eyes).

Gestures of dominance - submission .

Superiority can be expressed in a welcoming handshake. When a person shakes your hand firmly and turns it so that his palm rests on top of yours, he is trying to express something like physical superiority. And, conversely, when he extends his hand with his palm up, it means he is ready to accept a subordinate role. When the interlocutor’s hand is casually tucked into his jacket pocket during a conversation, and his thumb is outside, this expresses the person’s confidence in his superiority.

Gestures of readiness .

Hands on hips are the first sign of readiness (this can often be seen in athletes waiting for their turn to perform). A variation of this pose in a sitting position - a person sits on the edge of a chair, the elbow of one hand and the palm of the other resting on the knees (this is how they sit immediately before concluding an agreement or, conversely, before getting up and leaving).

Gestures of reinsurance.

Different finger movements reflect different sensations: uncertainty, internal conflict, fears - in this case, a child sucks his finger, a teenager bites his nails, and an adult often replaces his finger with a fountain pen or pencil and chews them. Other gestures of this group are interlocking fingers, with the thumbs rubbing each other; pinching of the skin; touching the back of a chair before sitting down in a gathering of other people. For women, a typical gesture of instilling inner confidence is a slow and graceful raising of the hand to the neck.

Gestures of frustration .

They are characterized by:

- short, intermittent breathing, often accompanied by unclear sounds such as moaning, mooing, etc. (one who does not notice the moment when his opponent begins to breathe quickly and continues to prove his point may find himself in trouble)

- tightly entwined, tense hands - a gesture of distrust and suspicion (one who tries to clasp his hands to assure others of his sincerity usually does not succeed)

- hands tightly clasping one another - this means a person is in trouble (for example, he must answer a question containing a serious accusation against him);

- stroking the neck with the palm of the hand (in many cases this is done when a person is defending himself) - women usually adjust their hair in these situations.

Gestures of trust .

The fingers are connected like the dome of a temple (the “dome” gesture), which means trust and some complacency, selfishness or pride (a very common gesture in superior-subordinate relationships).

The hands are connected behind the back, the chin is raised (this is how army commanders, police officers, and senior leaders often stand). In general, if you want to make your superiority clear, you just need to physically rise above your opponent - sit above him if you are talking while sitting, and maybe even stand in front of him.

Gestures of nervousness :

- coughing, clearing the throat (those who often do this feel insecure and anxious)

- the elbows are placed on the table, forming a pyramid, the top of which is the hands, located directly in front of the mouth (such people play “cat and mouse” with their partners until they give them the opportunity to “reveal the cards”, which is indicated by removing their hands from the table mouth on the table)

- jingling of coins in the pocket, indicating concern about the availability or lack of money

- tugging at one's ear is a sign that the interlocutor wants to interrupt the conversation, but is restraining himself.

Knowledge of body language (the meaning of various gestures, facial expressions, etc.) is mandatory in the West for managers, starting from middle management. This article gives the meaning of only a very few gestures out of all their diversity.

Gestures of openness. Among them, the following can be distinguished: Open hands with palms up / a gesture associated with sincerity and openness /, a shrug accompanied by a gesture of open hands / indicates openness of nature/, unbuttoning a jacket / people who are open and friendly towards you often unbutton their jacket during a conversation and even remove it in your presence/. For example, when children are proud of their achievements, they openly show their hands, and when they feel guilty or wary, they hide their hands either in their pockets or behind their backs. Experts also noticed that during successful negotiations, their participants unbutton their jackets, straighten their legs, and move to the edge of the chair close to the table, which separates them from the interlocutor.

Gestures of protection /defensive/. They respond to possible threats and conflict situations. When we see that the interlocutor has his arms crossed on his chest, we should reconsider what we are doing or saying, because he begins to move away from the discussion. Hands clenched into fists also mean a defensive reaction from the speaker.

Gestures of appreciation . They express thoughtfulness and dreaminess. For example, the “hand on cheek” gesture - people resting their cheek on their hand are usually immersed in deep thought. A gesture of critical assessment - the chin rests on the palm. the index finger is extended along the cheek, the remaining fingers are below the mouth / “wait and see” position/. A person sits on the edge of a chair, elbows on hips, arms hanging freely / “this is wonderful!” position. A bowed head is a gesture of attentive listening. So, if the majority of listeners in the audience do not have their heads bowed, it means that the group as a whole is not interested in the material that the teacher is presenting. Scratching the chin / "okay, let's think about it" gesture / is used when a person is busy making a decision. Gestures about glasses / wipes glasses, puts the frame of glasses in the mouth, etc./ - this is a pause for reflection. reflecting on one's situation before more vigorously resisting, asking for clarification or raising a question.

pacing . - a gesture indicating an attempt to solve a complex problem or make a difficult decision. Pinching the bridge of the nose is a gesture, usually combined with closed eyes, and indicates deep concentration of intense thought.

Gestures of boredom . They are expressed by tapping your foot on the floor or clicking the cap of a pen. Head in the palm of your hand. Automatic drawing on paper. Empty look / “I look at you, but I don’t listen” /.

Gestures of courtship, "preening" . For women, they look like smoothing their hair, straightening their hair, clothes, looking at themselves in the mirror and turning in front of it; swaying your hips, slowly crossing and spreading your legs in front of a man, stroking yourself on your calves, knees, thighs; balancing shoes on the tips of the fingers / “in your presence I feel comfortable” /, for men - adjusting a tie, cufflinks, jacket, straightening the whole body, moving the chin up and down, etc.

Gestures of suspicion and secrecy . The hand covers the mouth - the interlocutor carefully hides his position on the issue under discussion. Looking to the side is an indicator of secrecy. The legs or the whole body are facing the exit - a sure sign that the person wants to end the conversation or meeting. Touching or rubbing the nose with the index finger is a sign of doubt / other varieties of this gesture are rubbing the index finger behind the ear or in front of the ear, rubbing the eyes /

Gestures of dominance and submission. Superiority can be expressed in a welcoming handshake. When a person shakes your hand firmly and turns it so that his palm rests on top of yours, he is trying to express something like physical superiority. And, conversely, when he extends his hand with his palm up, it means he is ready to accept a subordinate role. When the interlocutor’s hand is casually tucked into his jacket pocket during a conversation, and his thumb is outside, this expresses the person’s confidence in his superiority.

Gestures of readiness . Hands on hips are the first sign of readiness (this can often be observed in athletes waiting for their turn to perform). A variation of this pose in a sitting position - a person sits on the edge of a chair, the elbow of one hand and the palm of the other resting on the knees / this is how they sit immediately before concluding an agreement or. on the contrary, before getting up and leaving/.

Reinsurance gestures . Different finger movements reflect different sensations: uncertainty, internal conflict, fears. In this case, the child sucks his finger, the teenager bites his nails, and the adult often replaces his finger with a fountain pen or pencil and bites them. Other gestures of this group are interlocking fingers, with the thumbs rubbing each other; pinching of the skin; touching the back of a chair before sitting down in a gathering of other people.

For women, a typical gesture of instilling inner confidence is a slow and graceful raising of the hand to the neck.

Gestures of frustration. They are characterized by short, intermittent breathing, often accompanied by unclear sounds such as moaning, mooing, etc. someone who does not notice the moment when his opponent begins to breathe rapidly and continues to prove his point may run into trouble/; tightly entwined, tense hands - a gesture of distrust and suspicion / one who tries, by clasping his hands, to assure others of his sincerity, usually does not succeed /, the hands are closely clasped together - this means the person is in a “trouble”, for example, must answer a question . containing a serious accusation against him/; stroking the neck with the palm /in many cases when a person is defending himself/ - women usually adjust their hair in these situations.

Gestures of trust . The fingers are connected like the dome of a temple / "dome" gesture/, which means trust and some self-satisfaction, selfishness or pride / a very common gesture in boss-subordinate relationships/.

Gestures of authoritarianism. The hands are connected behind the back, the chin is raised (this is how army commanders, police officers, and senior leaders often stand). In general, if you want to make your superiority clear, you just need to physically rise above your opponent - sit above him if you are talking while sitting, or maybe stand in front of him.

Gestures of nervousness . Coughing, clearing the throat /those who often do this feel insecure, anxious/, elbows are placed on the table, forming a pyramid, the top of which is the hands located directly in front of the mouth / such people play “cat and mouse” with partners while they do not give them the opportunity to “reveal their cards,” which is indicated by moving their hands away from their mouths onto the table, jingling coins in their pockets, indicating concern about the availability or lack of money; tugging at one's ear is a sign that the interlocutor wants to interrupt the conversation, but is restraining himself.

Gestures of self-control. Hands placed behind the back and tightly clenched. Another pose - sitting in a chair, a person crossed his ankles and grabbed the armrests with his hands / typical for waiting for an appointment with the dentist /. The gestures of this group signal a desire to deal with strong feelings and emotions.

Gestures and posture of the interlocutor reflect the internal state of a person. They, like other components of nonverbal communication, cannot always be interpreted unambiguously.

Much depends on the general atmosphere and content of the conversation, as well as on the individual characteristics of the interlocutor, on his self-control and degree of proficiency in non-verbal means of communication.

Lawyers, actors, politicians, etc. either refuse to gesticulate altogether, or specially practice facial expressions, gestures and postures that make you believe what they say.

However, you can learn to accurately recognize the internal state of your interlocutor.

According to psychologists, when saying something, a person, without realizing it, makes certain body movements.

The meaning of gestures and postures

If during a conversation your partner moves or turns towards the door, if his feet are facing the exit, this means that he would like to leave.

The interlocutor pacing around the room is most likely carefully thinking about a complex problem and making a difficult decision. Don't distract him - this may interrupt his train of thought and prevent him from making a decision.

If the interlocutor leans with one hand on the doorframe or wall and holds the other on his hip, it means he is trying to dominate. This is also indicated by this pose: both hands on the hips, legs slightly apart.

The interlocutor, sitting on a chair, lounging, casually, crossing his legs, considers himself the master of the situation. The one who sits on the edge of the chair, with his hands folded on his knees, on the contrary, is inclined to obey.

If the interlocutor raises his shoulders and lowers his head ("bulls up"), it means that he is offended or offended. Especially if at the same time he also begins to draw something on a sheet of paper (various geometric shapes, arrows, etc.). In this case, you should change the topic of conversation. When your partner returns to good spirits, try to carefully find out how exactly you offended him.

A person who feels superior puts his hands behind his back, clasping his wrists. But the hands clasped behind his back indicate that the person is trying to calm down or at least hide his excitement. Moreover, the more excited and excited he is, the higher he puts his hands behind his back. By the way, this is where the expression “pull yourself together” comes from.

“Putting your hands behind your head” is another gesture that expresses superiority. It irritates many people, so refrain from using it, and if your interlocutor did this, try to carefully find out why he behaves this way.

"Open Hands" By extending your hands to your interlocutor, palms up, you demonstrate your desire to establish contact and meet him halfway. Businessmen are recommended to use this tin during business meetings. It is best to start the “open arms” gesture from the level of the stomach, pointing your hands slightly towards the interlocutor. It is believed that open palms are one of the best proofs of the frankness of the interlocutor.

If your interlocutor unbuttons or takes off his jacket, then a positive decision is just around the corner. Unbuttoning the jacket means establishing a trusting relationship and is usually accompanied by the partners straightening their legs and moving closer to each other. Noticing that the interlocutor has leaned forward with his whole body, and has put his hands on his knees or is holding the edges of the seat with them, immediately offer to end the meeting: this is exactly what your interlocutor is striving for.

"Spiel-like gesture." The fingers touch each other, forming a spire, the tip of which can be directed up or down. This gesture expresses self-confidence in one’s decision, and its meaning can be accurately interpreted only on the basis of the movements accompanying it, for example, a running glance or arms crossed on the chest indicate an intention to refuse the deal and end the conversation.

“Pinching the bridge of the nose” is a sign of deep concentration and intense thinking, while the person usually closes his eyes.

If your interlocutor scratches his chin (as a rule, he also squints his eyes), then he makes a decision.

If your interlocutor rests his chin on his palm with his index finger extended, it means he is critical of your proposals.

When a person speaks insincerely or hears someone else lying, he involuntarily tries to cover his mouth, eyes and ears with his hands. Anyone who, after saying something, covers his mouth with his hand (the thumb is usually pressed to the cheek, the gesture is often accompanied by a feigned cough) is most likely lying. With a similar gesture, at the time of your speech, the interlocutor expresses doubt about your veracity.

Light, quick touches to the nose or dimple under the nose can also indicate a lie. Experts explain this by saying that at the moment of telling a lie, a person experiences itching, irritation of the nerve endings of the nose, and he is forced to scratch it or at least touch it in order to get rid of the itching.

It should be remembered that touching the nose or quickly rubbing it cannot serve as absolute proof of the insincerity of the interlocutor. Sometimes such a gesture expresses a person’s doubt about something, intense thinking, and a search for the exact wording of an answer. And finally, your interlocutor may scratch his nose simply because it itches. True, for itching associated, for example, with allergies, the nose is rubbed vigorously, and the rubbing gesture is characterized by a light touch.

Lying causes itching in the eyelids, as well as in the muscle tissues of the neck. Therefore, some insincere interlocutors sometimes pull back their collar. When rubbing the eyelid, men do it vigorously, while women, as a rule, only run their finger over the lower eyelid.

Rubbing the eyelid is also associated with the desire to avoid looking into the eyes of the interlocutor who is being lied to,

Rubbing your forehead, temples, or chin can indicate a lie, or at least a desire to hide something.

If you notice that the interlocutor is lying, ask him to repeat or clarify the statement. This may force the partner to give up the dishonest game.

Scratching your ear can be the equivalent of saying, “I don’t want to hear that.”

The earlobe is pulled in a state of excitement, frustration, and it is pulled when a person is tired of listening and wants to speak out himself.

The desire to interrupt the interlocutor is more clearly signaled by a slightly raised index finger. This gesture expresses the desire to object, move on to the next question or, conversely, return to the previous one, etc.

If your interlocutor is picking up some unnoticeable fluff from his suit at the moment of your statement, he does not approve of your words, although he does not express his disagreement out loud. If throughout the conversation he verbally agrees with you, but constantly picks up non-existent lint from his clothes, this is a sign that he actually does not agree with your opinion.

The position of your shoulders and head can tell you a lot. When a person is relaxed, his shoulders are usually slumped. In a state of tension, a person usually involuntarily raises his shoulders. Those who speak from the podium in front of a large audience are advised to pay attention to the shoulders and heads of the listeners. This will help you understand the mood of the audience and start your speech accordingly. The more shoulders raised, the more hostile the audience.

The interlocutor with raised shoulders and lowered head most likely feels interest, affection for the partner, and calmness.

An interlocutor with drooping shoulders and a raised head may feel uncertainty, dissatisfaction, fear, and a sense of contempt for his partner. This pose is typical for reserved people.

When your interlocutor tilts his head slightly to the side while listening to you, this may be an expression of interest in your words or in you personally.

In contact with

The effectiveness of business interaction is determined not only by how the interlocutor’s words are understood, but also by the ability to correctly interpret visual information, that is, the partner’s gaze, his facial expressions and gestures, body movements, posture, distance and angle of communication, as well as the timbre and timbre of speech. It is “reading” the nonverbal, expressive repertoire of the interlocutor that contributes to the achievement of mutual understanding. Tracking such information during any business conversation can arm you with information about the moral and personal potential of your partner, his inner world, mood, feelings and experiences, intentions and expectations, degree of determination or lack thereof.

The inner world of a person and the language of his body and gestures are interconnected. The reflex nature of most human reactions does not allow him to fully control his own gestures, posture and facial expressions. People rarely think about their movements during a conversation, therefore, in a situation where their thoughts and words do not coincide, their eyes and gestures give it away, as they are places of information leakage.

With the help of facial expressions, postures and gestures, a person’s spiritual energy, movements, and symptoms are expressed (for example, paleness or redness of the skin, tremor of the fingers). To understand this language, it is necessary to study various means of expression and be able to interpret them correctly and adequately.

As is known, the study of an interlocutor (communication partner) by his gestures, facial expressions and postures belongs to the field kinesics. Let's look at just a few of these kinesic components.

Just as verbal languages ​​differ from each other depending on the type of culture, so the nonverbal language of one nation differs from the nonverbal language of another nation. It should be noted that the most common gesture is touch, or tactile contact. Touch, or tactile contact, is the first and most important thing in a person’s life.

Most cultures place many restrictions on touching. Every society has ideas about how, when, who, and who can be touched. If we collect a list of touches, we will see that they are carried out differently in different cultural layers.

1.1. Facial expressions

Facial expressions - the movement of facial muscles that reflect the internal emotional state - can provide true information about what a person is experiencing. Facial expressions carry more than 70% of the information, i.e. a person's eyes, gaze, face can say more than spoken words, so it has been observed that a person tries to hide his information (or lies) if his eyes meet the eyes of his partner for less than 1/3 of the conversation time.

Forehead, eyebrows, eyes, nose, chin - these parts of the face express basic human emotions: suffering, anger, joy, surprise, fear, disgust, happiness, interest, sadness, etc. Moreover, positive emotions are most easily recognized: joy, love, surprise; Negative emotions – sadness, anger, disgust – are more difficult for a person to perceive. It is important to note that the main cognitive load in the situation of recognizing a person’s true feelings is borne by eyebrows and lips.

The formation of facial expression of emotions is influenced by three factors: innate species-typical facial patterns corresponding to certain emotional states; acquired, learned, socialized ways of expressing feelings that are subject to voluntary control; individual expressive characteristics that give specific and social forms of facial expression specific features characteristic only of a given individual.

Pantomime– expression of emotions in the voice. Studies of gestures and voice reveal the influence of similar factors. In a state of emotional arousal, the strength of the voice usually increases, and its pitch and timbre also change significantly. Individual intonation fluctuations in pitch can span an entire octave.

The expression of emotions by voice, as well as facial expression, has both innate species-typical components and acquired - socially conditioned and formed in the process of individual development components. Innate mechanisms cause such manifestations as changes in the strength of the voice (with changes in emotional arousal) or trembling of the voice (under the influence of excitement). With increasing emotional arousal, the number of functional units actualized for action increases, which influences the increased activation of the muscles involved in vocal reactions.

As for the movements of the whole body - pantomimics, here it was possible to identify one distinct complex reaction that occurs in response to a strong sudden stimulus, primarily sound. This is the so-called startle pattern. Some authors believe that this reaction precedes the actual emotional reactions.

There is also controversy over whether some gestures are learned and culturally determined or genetic. For example, most men put on their coat starting with the right sleeve, while most women start putting on their coat with the left sleeve. When a man passes a woman on a crowded street, he usually turns his body towards the woman as he passes; the woman usually passes, turning away from him.

1.2. Gestures and postures

In the practice of business interaction, there are several basic gestures that reflect the internal state of a person. Hand and body movements convey a lot of information about a person.

Firstly, they reveal the state of the body and immediate emotional reactions. This allows us to judge a person’s temperament (whether his reactions are strong or weak, fast or slow, inert or mobile).

Secondly. Postures and body movements express many character traits of a person, the degree of his self-confidence, tightness or looseness, caution or impetuosity.

A person’s social status is also reflected in posture and movements. Expressions such as “walk with your head held high,” “straighten your shoulders,” or, conversely, “stand half-bent,” are not only a description of the posture, but also express a certain psychological state of a person.

Thirdly, posture and gestures reveal the cultural norms a person has internalized.

For example, a well-mannered man will never talk while sitting next to a standing woman, no matter how he evaluates her personal merits.

Fourthly, purely conventional symbolic meanings are attributed to gestures and posture. Thus, they are able to convey accurate information.

Gestures openness
indicate sincerity and a desire to speak frankly. This group of signs includes the “open arms” and “unbuttoning jacket” gestures.

Open hands gesture consists of the interlocutor extending his hands forward towards you, palms up. This gesture is especially often observed in children. When children are proud of their achievements, they openly show their hands. When children feel guilty, they hide their hands either behind their backs or in their pockets. This gesture demonstrates the desire to go to a meeting and establish contact.

Gesture "unbuttoning the jacket" is also a sign of openness. People who are open and friendly towards us often unbutton and even take off their jacket in your presence. Experience shows that agreement is achieved more often between interlocutors in unbuttoned jackets than between those who remained in buttoned jackets. Anyone who changes his decision in a favorable direction usually unclenches his hands and automatically unbuttons his jacket.

When it becomes clear that an agreement or a positive decision regarding the issue under discussion is possible, as well as in the case when a positive impression of working together is created, those sitting unbutton their jackets, straighten their legs and move to the edge of the chair, closer to the table that separates them from those sitting Opposite them are interlocutors (most often negotiation partners).

Gestures of suspicion and secrecy indicate distrust of you, doubt that you are right. About the desire to hide something and hide it from you. In these cases, the interlocutor mechanically rubs his forehead, temples, chin, and tries to cover his face with his hands. But most often he tries not to look at you, looking away to the side. Another indicator of secrecy is inconsistency of gestures. If a person who is hostile or defensive towards you smiles, this means that he is deliberately trying to hide his insincerity behind an artificial smile.

Gestures and postures of defense
are a sign that the interlocutor feels danger or threat. The most common gesture of this group of signs is arms crossed over the chest. The hands here can occupy three characteristic positions.

Simply crossing your arms is a universal gesture., indicating the defensive or negative state of the interlocutor. In this case, you should reconsider what you are doing or saying, because the interlocutor will begin to move away from the discussion. It is also necessary to take into account the fact that this gesture affects the behavior of other people. If in a group of four or more people you cross your arms in a defensive posture, you can soon expect other group members to follow suit. True, this gesture may simply mean calm and confidence, but this happens when the atmosphere of the conversation is not of a conflictual nature.

If, in addition to crossing his arms on his chest, the interlocutor also clenches his fingers into a fist, then this indicates his hostility or offensive position. In this case, you should slow down your speech and movements, as if inviting your interlocutor to follow your example. If this does not help, then you should try to change the topic of conversation.

A gesture where the hands of crossed arms clasp the shoulders(sometimes your hands dig into your shoulders or biceps so tightly that your fingers turn white) means holding back the negative reaction of your interlocutor to your position on the issue under discussion. This technique is used when interlocutors argue, trying at all costs to convince each other of the correctness of their position, and is often accompanied by a cold, slightly narrowed gaze and an artificial smile. This facial expression means that your interlocutor is at the limit, and if prompt measures are not taken to reduce tension, a breakdown may occur.

A gesture where the arms are crossed on the chest, but with the thumbs extended vertically. k, is quite popular among business people. It conveys a double signal: the first is about a negative attitude (crossed arms), the second is about a feeling of superiority expressed by the thumbs. The interlocutor who uses this gesture usually plays with one or both fingers, and when standing, swaying on his heels is typical. The gesture using the thumb also expresses ridicule or disrespect towards the person at whom the thumb is pointed as if over the shoulder.

Gestures of reflection and evaluation reflect a state of thoughtfulness and the desire to find a solution to a problem. A thoughtful (reflective) facial expression is accompanied by a “hand on cheek” gesture. This gesture indicates that your interlocutor is interested in something. It remains to be seen what prompted him to focus on the problem.

Gesture "pinching the bridge of the nose" which is usually combined with closed eyes, indicates deep concentration and intense thinking. When the interlocutor is at the decision-making stage, he scratches his chin. This gesture is usually accompanied by squinting of the eyes - the interlocutor seems to be looking at something in the distance, as if trying to find an answer to his question there.

When the interlocutor raises his hand to his face, resting his chin on his palm, and extending his index finger along his cheek (the other fingers are below his mouth), this is eloquent evidence that he critically perceives your arguments.

Gestures of doubt and uncertainty most often associated with scratching with the index finger of the right hand under the earlobe or the side of the neck (usually five scratching movements are made).

Touching your nose or lightly rubbing it is also a sign of doubt.

Gestures and postures indicating unwillingness to listen and desire end the conversation quite eloquently. If during a conversation your interlocutor lowers his eyelids, then this is a signal that you have become uninteresting to him or are simply tired, or he feels superior to you. If you notice a similar look in your interlocutor, then consider the following: something needs to change if you are interested in successfully completing the conversation.

Ear scratching gesture indicates the desire of the interlocutor to isolate himself from the words he hears. Another gesture associated with touching the ear - pulling the earlobe - indicates that the interlocutor has heard enough and wants to speak out himself.

In the case when the interlocutor clearly wants to end the conversation quickly, he imperceptibly (and sometimes unconsciously) moves or turns towards the door, while his feet point towards the exit. The turn of the body and the position of the legs indicate that he really wants to leave. An indicator of such a desire is also a gesture when the interlocutor takes off his glasses and defiantly puts them aside. In this situation, you should interest your interlocutor in something or give him the opportunity to leave. If you continue the conversation in the same vein, you are unlikely to achieve the desired result.

Gestures indicating a desire to deliberately delay time usually associated with glasses. In order to delay time in order to think about the final decision, the interlocutor makes the following gestures: constantly takes off and puts on glasses, and also wipes the lenses. If you observe one of these gestures immediately after asking a person about his decision, then the best thing to do is to remain silent and wait. If a partner puts on glasses again, this means that he wants to “look at the facts” again.

Walking gesture serves as a sign that one should not rush. Many interlocutors resort to this gesture in an attempt to “play out time” to resolve a difficult problem or make a difficult decision. This is a very positive gesture. But you should not talk to someone who is pacing. This can disrupt his train of thought and prevent him from making a decision.

Gestures of confident people with a sense of superiority over others. These include the gesture of “placing your hands behind your back while grabbing your wrist.” The “hands behind your back” gesture should be distinguished from this gesture. He says that the person is upset and is trying to pull himself together. Interestingly, the more angry a person is, the higher his hand moves on his back. It was from this gesture that the expression “pull yourself together” came from. This is a bad gesture used to hide one's nervousness, and an observant negotiating partner will likely sense it.

A gesture of self-confident people with a sense of superiority over others is the “putting their hands behind their head” gesture. Many interlocutors get annoyed when someone demonstrates it in front of them.

Gestures of disagreement
can be called gestures of repression, since they appear as a result of restraining one’s opinion. Picking up non-existent lint from a suit is one such gesture. The person collecting lint usually sits with his back turned away from others and looks at the floor. This is the most popular gesture of disapproval. When your interlocutor constantly picks lint from his clothes, this is a sign that he does not like everything that is said here, even if in words he agrees with everything.

Gestures of readiness signal the desire to end a conversation or meeting and are expressed by moving the body forward, with both hands lying on the knees or holding the side edges of the chair. If any of these gestures appear during a conversation, then you should take the initiative and be the first to offer to end the conversation. This will allow you to maintain a psychological advantage and control the situation.

In addition to the previously discussed poses and gestures, there are others that no less eloquently convey one or another internal state of the interlocutors. Thus, by rubbing palms together, positive expectations are conveyed. Interlocked fingers indicate disappointment and the desire of the interlocutor to hide his negative attitude towards what he heard.

Most nonverbal behavior is learned, and the meaning of many movements and gestures is culturally determined.

Let's look at these aspects of body language.

Practice shows that when people want to show their feelings, they turn to gestures. This is why it is important for an astute person to acquire the ability to understand false pretense gestures. The peculiarity of these gestures is as follows: they exaggerate weak emotions (demonstration of increased movements of the arms and body); suppress strong emotions (by limiting such movements); these false movements begin. As a rule, from the limbs and end on the face. When communicating, the following types of gestures often arise:

assessment gestures - scratching the chin; extending the index finger along the cheek; getting up and walking around, etc.


gestures of confidence - connecting fingers into a pyramid dome; rocking on a chair;


gestures of nervousness and uncertainty - intertwined fingers; tingling palm; tapping the table with your fingers, touching the back of a chair before sitting on it, etc.


gestures of self-control - hands placed behind the back, one squeezing the other; the pose of a person sitting on a chair and clutching the armrest with his hands, etc.;


waiting gestures - rubbing palms; slowly wiping wet palms on a cloth;


denial gestures - folded arms on the chest; body tilted back; crossed arms; touching the tip of the nose, etc.;


positioning gestures - placing a hand on the chest; intermittent touching of the interlocutor, etc.;


gestures of dominance - gestures associated with showing thumbs, sharp strokes from top to bottom, etc.;


gestures of insincerity - “covering your mouth with your hand”; “touching the nose” as a more subtle form of covering the mouth, indicating either a lie or doubt about something; turning the body away from the interlocutor, “running gaze”, etc. The ability to understand popular gestures (gestures of ownership, courtship, smoking, mirror gestures, bowing gestures, etc.) will allow you to better understand people.


Gestures when communicating carry a lot of information; In sign language, as in speech, there are words and sentences. The rich “alphabet” of gestures can be divided into five groups:


Gestures - illustrators - are gestures of communication: pointers (“pointing finger”), pictographs, i.e. figurative paintings (“this size and configuration”); kinetographs - body movements; gestures – “bits” (gestures – “signals”); ideographs, i.e., peculiar hand movements connecting imaginary objects.


Gestures - regulators - are gestures that express the speaker’s attitude towards something. These include a smile, a nod, the direction of gaze, purposeful movements of the hands.


Emblem gestures are unique substitutes for words or phrases in communication. For example, clenched hands in the manner of a handshake at arm level mean in many cases “hello,” and raised above the head mean “goodbye.”


Adapter gestures are specific human habits associated with hand movements. This can be: a) scratching, twitching of individual parts of the body; b) touching, spanking a partner; c) stroking, fingering individual objects at hand (pencil, button, etc.)


Gestures - affectors - gestures that express certain emotions through movements of the body and facial muscles. There are also microgestures: eye movements, reddening of the cheeks, increased number of blinks per minute, lip twitching, etc.


All over the world, basic communication gestures are the same. When people are happy they smile, when they are sad they frown, when they are angry they have an angry look.


Nodding your head almost everywhere in the world means “yes” or affirmation. It appears to be an innate gesture, as it is also used by deaf and blind people. Shaking the head to indicate denial or disagreement is also universal, and may be one of the gestures invented in childhood.


A collection of gestures - one of the most serious mistakes that beginners can make in the study of body language is the desire to isolate one gesture and consider it in isolation from other gestures and circumstances. For example, scratching the back of the head can mean a thousand things—dandruff, fleas, sweating, uncertainty, forgetfulness, or telling a lie—depending on what other gestures accompany the scratch, so for correct interpretation we must take into account the entire range of accompanying gestures.


Like any language, body language is made up of words, sentences and punctuation. Each gesture is like one word, and a word can have several different meanings. You can only fully understand the meaning of this word when you insert this word into a sentence along with other words. Gestures come in the form of “sentences” and accurately indicate the actual state, mood and attitude of a person. An observant person can read these nonverbal sentences and compare them with the speaker's verbal sentences.


Research shows that nonverbal signals carry 5 times more information than verbal ones, and when the signals are incongruent, people rely on nonverbal information in preference to verbal information.


The speed of some gestures and their obviousness to the eye depends on the age of the person. For example, if a 5-year-old child tells a lie to his parents, then immediately after that he will cover his mouth with one or his own hands. This “covering the mouth with one hand” gesture will tell parents that the child is lying, but throughout his life a person uses this gesture; when he lies, usually only the speed of making this gesture changes.


2. PROXEMIC FEATURES OF NONVERBAL COMMUNICATION


Many books and articles have been written on the topic of how animals, birds and fish establish and protect their habitats, but only recently has it been discovered that humans also have their own protected zones and territories. If we study them and understand their meaning, we will not only enrich our understanding of our own behavior and the behavior of other people, but we will also be able to predict the reaction of another person in the process of direct face-to-face communication.


Space and time also act as a special sign system and carry a semantic load.


For example, placing partners facing each other promotes contact and symbolizes attention to the speaker. The advantage of certain spatial forms of organizing communication (both for two partners and for a large audience) has been experimentally proven.


This is due to the following: there is a lot of information about animals, birds and fish establishing their habitat and protecting it. But only recently it was discovered that humans also have their own protective zones and territories. If we study them and understand their meaning, we will not only enrich our understanding of our own behavior and the behavior of other people, but we will also be able to predict the reaction of another person in the process of direct communication.


American anthropologist Edward T. Hall was one of the pioneers in the field of studying human spatial needs, and in the early sixties he coined the term " proxemics" His research in this area led to new understanding of our relationships with other human beings.


Under the territory also refers to the space that a person considers his own, as if this space is a continuation of his physical body. Each person has his own personal territory, which includes the space surrounding his property, such as his house surrounded by a fence, his car in the yard, his own bedroom, his personal chair and, as Dr. Hall discovered, he also has a clearly defined air space around of your body.


The dimensions of a person’s personal spatial territory can be divided into 4 zones:


intimate zone – from 15 to 45 cm;


personal zone – from 46 to 120 cm;


social zone – from 120 to 360 cm;


public or public area – more than 360 cm.


Personal Territory. A person has his own air envelope surrounding his body, its size depends on the population density of people in his place of residence. Consequently, the size of the personal spatial zone is socially and nationally determined. While one nation, such as the Japanese, is accustomed to overcrowding, others prefer wide open spaces and like to keep their distance.


A person's social standing may also be significant in describing the distance a person maintains from other people, and this issue will be discussed below.


Zonal Spaces. The dimensions of the personal spatial territory of a person at an average social level are basically the same regardless of whether he lives in North America, England or Australia. It can be divided into 4 clear spatial zones.


1. Intimate area (from 15 to 46 cm) Of all the zones, this is the most important, since it is this zone that a person protects as if it were his property. Only those persons who are in close emotional contact with him are allowed to enter this area. These are children, parents, spouses, lovers, close friends and relatives. In this zone there is also a subzone with a radius of 15 cm, which can only be penetrated through physical contact. This super intimate zone.


2. Personal zone (from 46 cm to 1.2 meters) This is the distance that usually separates us when we are at cocktail parties, formal receptions, formal evenings and friendly parties.


3. Social zone (from 1.2 to 3.6 meters) This is the distance we keep from strangers, such as the plumber or carpenter who comes to do repairs on our house, the postman, the new employee at work, and people we don’t know very well.


4. Public area (more than 3.6 meters) When we address a large group of people, it is most convenient to stand at this distance from the audience.


The choice of distance depends on the relationship between people (as a rule, people stand closer to those with whom they sympathize) and on the individual characteristics of the person (for example, introverts do not tolerate too close a distance).


Proxemic behavior includes not only distance, but also the mutual orientation of people in space. Friends are nearby, participants in a business conversation are across the corner of the table, competitors are across the table.


The relationships between people unfold not only in space, but also in time. How a person manages other people's and his own time is an important social sign. Respect for another person is manifested in increased accuracy and punctuality of behavior. Making another wait means, wittingly or unwittingly, declaring your right to control the situation.


There are rules of interaction, and they need to be known and followed depending on what place the participants occupy at the negotiating table.


First, let's consider the placement of negotiators in a working office at a standard negotiation table with four positions of your interlocutor: corner location; business interaction position; competitive-defensive position; independent position.


The corner location is typical for people engaged in friendly, casual conversation (Fig. 1). This position promotes constant eye contact and provides room for gesticulation and the opportunity to observe the gestures of the interlocutor. The corner of the table serves as a partial barrier in case of danger or threat from the interlocutor. With this arrangement, there is no territorial division of the table.


Rice. 1. Corner position


Rice. 2. Business interaction position


Positioning partners opposite each other usually creates an atmosphere of competition (Figure 3). This arrangement of interlocutors helps ensure that each side adheres to its own point of view. The table between them becomes a kind of barrier. People occupy this position at the table in that case. If they are in a competitive relationship or when one of them reprimands the other. In addition, if the meeting takes place in an office, then this arrangement also indicates a relationship of subordination. It should be remembered that a competitive-defensive position makes it difficult to understand the point of view of the interlocutors and does not create a relaxed atmosphere. Greater mutual understanding can be achieved in the angular position and in the position of business interaction than in the competitive-defensive position. Conversation in this position should be short and specific.


Rice. 3. Competitive-defensive position


There are times when it is very difficult or inappropriate to take an angular position when presenting your material. Let's say you need to offer a sample, diagram, or book for consideration to the person sitting opposite you. First, place what you want to present on the center line of the table. If he leans forward to get a better look at your material, but does not move it to his side, then this means that your material is of little interest to him. If he moves the material to his side of the table, this means that he has shown interest in it. This makes it possible to ask permission to go to his side and take either a corner position or a position of business cooperation. However, if he pushes away what you brought him, then the deal will not take place and you need to end the conversation as quickly as possible. People who do not want to interact with each other at the table take an independent position.


Most often, this position is occupied by library visitors, relaxing on a park bench, or visitors to restaurants and cafes. This position indicates a lack of interest. It should be avoided when frank conversation or interested negotiations are required.


The creation of a psychological climate is significantly influenced not only by the location of the interlocutors at the table, but also by the shape of the tables themselves. Thus, a square table contributes to the creation of relations of rivalry between people of equal status. Square tables are good for holding a short business conversation or for emphasizing chain of command. Here the cooperative relationship is established more with the person who sits at the table next to you, and the person who sits to your right will be more attentive to you than the one who sits to your left. The maximum resistance will be provided by the person sitting directly opposite you. At a rectangular table at a meeting of people of the same social status, the dominant place is considered to be the one on which the person sitting facing the door is sitting. A round table creates an atmosphere of informality and ease, and it is best to hold conversations with people of the same social status.


Thus, a square (or rectangular) table, which is usually a work desk, is used for business conversations, negotiations, and briefings. A round table is most often used to create a relaxed, informal atmosphere and is good when you need to reach an agreement.


You should not only choose the right shape of the table, but also be able to seat your interlocutor at it in such a way as to create maximum psychological comfort.


BIBLIOGRAPHY


1. Borozdina G.V. Psychology of business communication. – M.: INFRA-M, 2003.
   

2. Vesnin V.R. Fundamentals of Management: Textbook. — M.: Institute of International Law and Economics. Ed. "Triad Ltd", 2004.
   NONVERBAL COMPONENTS OF COMMUNICATION. GESTURES, POSTURES, FAMILES Define nonverbal communication. How does it differ from verbal? GENERAL REGULARITIES OF INTERPERSONAL RELATIONS

   2014-06-10

Ecology of life. Psychology: This publication is devoted to the language of gestures and facial expressions, which plays a significant role in the study of human psychology.

This publication is devoted to the language of gestures and facial expressions, which plays a significant role in the study of human psychology.

Psychology of facial expressions and gestures

As you know, in human society people cannot live without communicating with each other. With the development of civilization, forms of communication also develop, improve, and change. But among them there are those who existed and exist at all stages of human life, from the most ancient at the time of its inception - and up to the present time. This form of communication includes the language of facial expressions and gestures.

It turns out that the psychology of facial expressions and gestures is so wide and varied that it can tell us much more about a person than it seems at first glance. Sign language and facial expressions, open or closed posture or, for example, a beautiful smile sometimes convey much more information than speech itself. In addition, there are the smallest details of the language of facial expressions and the psychology of gestures that simply cannot be compared with verbal communication. All this suggests that when studying human psychology, it makes sense to pay special attention to this method of communication and transmission of emotions, which largely reflects the psychological portrait of the individual.

Sign language

Sign language and human facial expressions, that is, thanks to which we can understand each other without words, is called nonverbal (wordless, non-speech) communication. In psychology, this type of communication includes facial expression, hand movements, body position, gait, etc. An analysis of all these components of sign language and their meanings will give us a description of a person’s character, his mood, and his main features. At the same time, some elements reflect momentary characteristics, such as gestures and facial expressions of lies, and some correspond to a certain type of temperament or more general personality traits (for example, a careless gait with swaying shoulders speaks of a narcissistic and selfish nature).

Facial and eye expressions, as well as head movements, play a special role in the psychology of gestures.

Head position

A raised head speaks of self-confidence, readiness to communicate and openness to the world around you.

A pointedly raised head indicates arrogance and narcissism.

A thrown back head is a challenge to others, a readiness for active action.

A head tilted to one side is a sign of willingness to compromise, refusal of leadership, agreement to the role of a subordinate.

A head hanging down is weakness, lack of will.

Facial expressions and eyes

Fully open eyes correspond to the liveliness of character and good receptivity of a person.

Closed eyes are either severe fatigue or a sign of inertia, indifference, or passivity.

A narrowed gaze means either close attention, or cunning, insidious plans, evil intent.

A direct gaze directed at the interlocutor shows interest, trust, openness, and willingness to cooperate.

A side glance from the corners of the eyes demonstrates a skeptical mood, distrust, and expresses doubts.

A look from below with a bowed head indicates some aggression that can be brought into action.

Looking down from below with a bent back means submission, helpfulness.

Looking down from above in the psychology of gestures is always a feeling of superiority and arrogance, a demonstration of contempt for a partner.

If you catch an evasive glance in your interlocutor’s facial expressions, then most likely this is self-doubt, timidity or a feeling of guilt.

The downturned corners of the mouth in facial language mean a negative attitude towards life, pessimism.

Raised corners of the mouth are a symbol of a positive, lively and cheerful character.

Sign language: hands

In the psychology of gestures, hands are given very great importance. This is due to the fact that by gesturing with his hands, a person conveys many of those feelings and emotions that he cannot convey in words.

The palm open upward is a symbol of explanation, conviction.

Hands hanging along the body - passivity, lack of will.

Hands clasped behind the back - unpreparedness for action, timidity, shyness, doubt.

Hands hidden in pockets are an attempt to hide self-doubt.

A hand clenched into a fist means concentration, self-affirmation.

Rubbing hands in psychology means a surge of positive emotions and satisfaction.

Movement of the hands that covers the eyes or face is a desire to hide something, to avoid a conversation.

Sign language: shoulders

Highly raised shoulders and a hunched back in sign language mean indecisiveness, helplessness, and nervousness. There are other examples related to the group of gestures of uncertainty that a person involuntarily demonstrates if he doubts making a decision, making a choice, if something bothers or worries him.

Shoulders falling forward are a sign of weakness and depression, a symbol of an inferiority complex.

Free movement of the shoulders - self-confidence, inner freedom.

Pulling the shoulders back - in the psychology of gestures and facial expressions, this is the desire to act.

A protruding chest means inflated self-esteem and vitality.

A sunken chest is a sign of isolation and depression.

Gait

According to psychologists, a person’s character and his personal qualities are reflected in a person’s posture, his gait and his favorite poses. Let's look at these points in more detail.

A fast gait with swinging arms corresponds to such qualities as determination, confidence, and activity.

Walking with your hands in your pockets and “dragging your feet” indicates a hidden character and a depressed state of mind.

Wide steps when walking mean clarity of goals, enterprise, and energy.

Short steps are a sign of restraint, caution, and prudence.

A rhythmic gait with pronounced movement of the hips reveals a self-confident and narcissistic personality.

In a person who shuffles his feet, psychology notes lethargy, laziness and slowness.

An angular, “wooden” gait is a sign of a self-sufficient and positive person.

Human psychology: gestures and facial expressions

In psychology, there are still a huge number of elements of sign language and their features that can tell a lot about a person. We will not consider the entire set of this list here.

Let us only note in conclusion that the psychology of gestures is very diverse and allows us to identify very subtle and subtle characteristics of human nature. And perhaps this is why the language of facial expressions and gestures, despite the fact that no one usually studies it specifically, is so familiar and close to us from early childhood. published

Join us on