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Kinesics

Understanding Body Language

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Knowing Kinesics

May lead to:

•Making sense of the body language of other people as well as knowing how others may read your own body language

•Managing one’s own body language for impression management–Conveying your message intentionally through your body language

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•‘Kinesics’ was coined by the anthropologist Ray Birdwhistell–35% verbal component of communication

– 65% non-verbal component

•Women tend to be more perceptive of body language than men (female intuition)–Harvard research showed, while watching short films with the sound turned off, women read the message accurately 87% while men scored 42%

–Female intuition is particularly higher among women raising children

•The older the person the harder to read body language

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Kinesics Roots

•Charles Darwin (1809-1882): father of the study of body language

•He noted the similarity between humans and animals in emotional expression•Example: frightened chimpanzees freeze in place with wide opened eyes, flared nostrils (expanded nasal cavities) and mouth slightly opened which is similar to humans

•Active Study of Kinesics started only in 1960’s

•Popularized in the late 70’s

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research methods

•Self reports–Doers

–Observers

•Correlations

•Field studies

•Experiments

IMPORTANT: Kinesics is NOT an exact science!!

•No single body language sign is a reliable indicator.

•Understanding body language involves the interpretation of several consistent signals to support or indicate a particular conclusion.

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Example: Impression management

In sales, someone who’s working hard to win you over to his proposal will:

•Smile a lot

•Use a firm handshake

•Use eye contact well for you to notice

•Tilt his head and lean forward to indicate his listening when you talk

•Widen his eyes as you speak

•Tendency to nod when you speak

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Basis of Kinesics

•Intrinsic factors–Smiling expressions of children born deaf and blind occur independently of learning or copying

•Extrinsic factors–Cultural hand signals

•Intrinsic-Extrinsic overlap

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Nature vs. nurture

•Some body language is inherited and consistent among all humans. Other body language is not.

•The use and recognition of certain fundamental facial expressions are now generally accepted to be consistent and genetically determined among all humans regardless of culture.

•However the use and recognition of less fundamental physical gestures (hand movements for example, or the winking of an eye), and aspects of personal space distances, are now generally accepted to be environmentally determined (learned, rather than inherited), which is significantly dependent on local society groups and cultures.

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North America: OKRussia, Brazil, Turkey: An orifice signal; sexual insult; gay manTunisia, France, Belgium: Zero; worthlessJapan: Money; coins

Britain, Australia, New Zealand, Malta: Up yours!USA: TwoGermany: VictoryFrance: Peace

Cultural hand signals

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Most western countries: TwoGreece Go to Hell!

Bali: BadJapan: WomanSouth America: ThinFrance: You can't fool me!Mediterranean: Small penis

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Widespread use : OK, good, hitchhikeMany Europoean countries: oneAustralia: sit on this! (a_s hole)

Western countries: Number 5Could also mean in many countries: Stop!Greece and Turkey: Go to hell!

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Kinesics: Sections

•Emblems: cues that clearly represent a verbal message e.g. thumbs up = ok

•Illustrators: e.g. when we talk while using hands to underscore meaning

•Affect displays: facial gestures that convey nonverbal message

•Regulators: cues that indicate how well verbal communication is going (nods, shakes)

•Adaptors: relaxed movements. Some experts think as the real clues to BL; others think they’re nothing but comfort measures

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Sneering

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‘Sneering’ involves baring the teeth and flaring nostrils usually signals anger and irritation.

Among apes, baring the teeth signals an impending attack while flaring nostrils allows more oxygenated blood to flow. Humans still carry the expression as part of evolutionary heritage.

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Universal facial expressions

•Anger

•Disgust

•Fear

•Surprise

•Sadness

•Joy

Charles Darwin (1872). The Expressions of the Emotions in Man and Animals

P Ekman, E R Sorenson and W V Friesen (1969) Pan-Cultural Elements in Facial Displays of Emotion, Science Vol 164, No 3875, 4 Apr 1969

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•Ekman's work included isolated tribes-people who could not have been influenced by Western media and images, and essentially proved that Darwin was right - i.e., that the use and recognition of facial expressions to convey certain basic human emotions is part of human evolved nature, genetically inherited, and not dependent on social learning or conditioning.

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Neutral

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Anger

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Disgust

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Fear

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Surprise

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Sadness

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Real enjoyment/genuine smile

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Feigned enjoyment/polite smile

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Contempt

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Shame

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Rules for Better Reading

•1) Read Gestures in Cluster–Each gesture is like a single word and one word may have several different meanings.

–Gestures come in ‘sentences’ called “clusters”.

–A body language cluster, just like a verbal sentence, needs around three words in it before one can approximate what each ‘word’ means.

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Example

Critical evaluation cluster: hand-to-face gesture (main signal)+ cross arms+ tightly cross legs+ head and chin down

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Rules for Better Reading

•2) Look for congruence–When available, try to find validation in the verbal message

–Studies show that when verbal and non-verbal message are incongruent, women tend to follow the non-verbal cue

–A person saying something different from how he is behaving non-verbally is usually less believable

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Examples of incongruence

•Your BF or GF is saying all the ‘right words’ but avoids your gaze

•Your subordinate says its alright for him to do overtime as you requested but you can see the sneer in his face

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Rules for Better Reading

•3) Read gestures in context–Example: a person, chin down, crossing both legs and arms in a cold night outside may not be acting defensive but plainly feeling cold

–But if the person was acting the same way in a setting which was not warm and did not act that way until you started blaming him for the failure of a business engagement, may be acting defensively.

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Hands

•Hands out with palms upward–“I’m a peace maker”

–Asking for help

•Palms-in movement–Similar to palms upward but with drawing motion; also may be waving hands around as long as its facing the speaker/actor

–May indicate invitation or ‘sweet’ attempts at persuasion

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•Palms down and Palms out–Dominating move; authority; holding others at bay while you speak; may mean you already made up your mind and not open to input; you are firm with your message; sometimes viewed as hostility;

–Notice two lovers holding hands while walking, may sometimes indicate who is on the ‘upper hand’.

–Palms down, may usually change or combined with to palms out which basically means the same except the latter is more forceful

–Palms out became a fad in the 90’s “talk to the hand”

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•Fist–Newborns squalling usually curl their hands into a tight fist. This is observed even with deaf or blind babies indicating that it is not a learned gesture but an inborn response to anger or frustration

–The difficulty nowadays is that it is used in many ways even in jest

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•A hand with open fingers generally displays open-mindedness

•Tightly close fingers indicate person is uptight and rigid

•The best way to interpret open or close fingers is when seen together with palms down or palms up position.

•Ex. Palms down with fingers apart may mean: “I feel strongly about my position but I may also be willing to hear things”

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•Nervousness signs: wringing hands, pulling or bending fingers, digging nails on the fist, drumming fingertips on table tops usually show anxiety

•Self touches may also indicate that all is not well since it is a way of self comfort–Rubbing the face (nose or chin)

–Rubbing forearms

–Crossing arms in a tight hug

–Cracking knuckles

–Clasping hands together tightly

–Clenching hands in a fist

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•Boredom signs: finger tapping, facial rubbing, supporting head with hand, knuckle cracking, any motion to rouse the person (slapping own self)

•Notice that some of these signs are also signs of boredom thus one must be observant for other cues

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Classic gesture of Boredom

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Evaluation is shown by a closed hand resting on the chin or cheek, often with the index finger pointing upwards. When the person begins to lose interest but still wants to appear interested the position will alter so that the heelof the palm supports the head as boredom sets in.

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When the indexfinger points vertically up the cheek and the thumb supports the chin, the listener is having negative or critical thoughts about the speaker or hissubject.

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Chin Stroke is the signal that the listener is going through the decision-making process

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•Research found those who habitually rub the back of the neck have a tendency to be negative or critical, whereas those who habitually rub their foreheads to non-verbalize an error tend to be more open and easy-going.

•NOTE: hand-to-face gestures can easily be misinterpreted

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•Politicians–The more powerful the politician the more controlled the hand movements

–Many politicians rehearse their hand gestures

•Bush showing his hand in the podium, “I have nothing to hide”

•Marcos pounding his fist, “I intend to pursue the point”

–Squeezing against the thumb against the fingertips avoids intimidating the audience (Tony Blair style)

•In a study, subjects shown this gesture tend to interpret the doer as someone who is ‘thoughtful’, ‘goal oriented’ and focused. While those who used pointed finger were viewed as ‘aggressive’, ‘belligerent’ and ‘rude’

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Thumb squeezed against fingertips

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Handshakes

•Dominance: turning hand so that palm faces slightly down

•Submission: turning hand so that palm faces slightly up

•Equality: both hands in vertical position. This creates a feeling of equality and mutual respect.

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Other hand gestures

•Rubbing palms together – showing positive expectancy–When done fast usually benefit is for the other person, when slow usually the benefit is for the doer. Example: sales agent says “I found a house for you”

•Thumb and finger rub: usually done to signify money

•Hands clenched – usually shows frustration. Research has validated this with negotiators.•It could also mean restrained, anxious or negative attitude.

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•Hands on the back- emotions attached to this gesture is superiority, confidence and power

•Thumb displays – in general, usually indicate several things including dominance and assertiveness. It also shows confident and sometimes authoritative and aggressive attitudes. To be understood, it needs to be read in a cluster.–People who wear high-status or prestige clothing usually display their thumbs.

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Hands clenched indicates frustration even when smiling.

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Steeple usually signal confident attitude. It is usually used in a superior-subordinate interaction.

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Face Platter: Used mainly by women and gay men to attract a man’s attention

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Crossed-arms

•We respond normally to external threats by hiding behind a barrier. As children we hide behind something when we are in threatening situations. At the end of pre-school age (4-6) we usually learn to ‘create a barrier by folding our arms tightly across our chest when we are threatened. During teens, we make our crossed arms less obvious by relaxing it a little and combining it perhaps with crossed-legs. As adults we become more sophisticated in making it less obvious to others.

•Monkeys and chimps also crossed-arms to protect themselves from frontal attack

•The gesture is a classic sign of protective gesture. People who feel nervous, threatened, in a defensive or negative attitude would tend to also do the gesture.

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•In a study, students who were instructed to tightly crossed their arms while listening to a lecture had 38% less retention than those not closing their arms, legs and were in a more relaxed position.

•Studies also show that observer reaction to a person crossing arms tended to be negative compared to someone who did not cross arms

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•Clenched fist arms-crossed show hostile attitude

•Double arm grip crossed arms- showing feelings of insecurity and not buying what is being told.

•Crossed-arms with thumbs up – defensive but wants to think he is still ok or cool

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Posture and Legs

•Slouching

•A subtle characteristic wherein others usually ‘feel’ there is something wrong but can’t put their finger on.

•Aside from creating possible physical aches it also projects negative personality images:–Illness

–Boredom

–Insecurity

–Shyness

–Indifference

–Unsure of one’s self

–Don’t appear to be interesting

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•Slouching makes you appear smaller

•Straightening the spine (sitting or standing straight) is one way to transform appearance.–The person appears

•Taller

•More interested

•More confident

•May also indicate readiness for action–Animals standing and trying to make itself appear large usually indicate feeling threatened and would attack.

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•Body parts in the lower region are usually far from one’s awareness so most of the time less controlled.

•Legs and feet are important sources of information because people do not pay so much awareness in them like they do with their face gestures and they usually do not consider faking them

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•A person may look composed in the upper body but would show feet tapping or short air jabs of the feet as if indicating the frustration at not being able to escape the situation or feeling anxious

•Feet jiggling is similar to the idea of getting away from what is experience. It is usually a sign of discomfort and nervousness.–To make use of this action fully, try to look for congruence/incongruence in the verbal language

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•Experiments showed (using managers as respondents) that when subjects lied they increased their foot movements. Most of the respondents faked their facial gestures or controlled hand movements when lying but are usually unaware of the increased movements in foot or/and legs

•Studies also showed that observers tend to catch lies better when they see the entire body of the subject.

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4 main legs position

At Attention

•This is a formal position that shows a neutral attitude with no commitment to stay or go.

•In male—female encounters, it is used more by women than men as it effectively keeps the legs together like a 'No Comment' signal.

•Used often by subordinates when talking with superiors

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Legs Apart

•This is predominantly a male gesture and is like a standing Crotch Display.

•The Crotch Displayer plants both feet firmly on the ground, making a clear statement that he has no intention of leaving.

•It is used as a dominance signal by men because it highlights the genitals, giving the Crotch Displayer a macho-looking attitude.

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•Foot-Forward

•The body weight is shifted to one hip, which leaves the front foot pointing forward.

•A clue to a person's immediate intentions, because we point our lead foot in the direction our mind would like to go.

• In a group situation, we point our lead foot at the most interesting or attractive person but when we want to leave, we point our feet at the nearest exit.

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Leg Cross (while standing)

•Usually casual or indicating being reserved.

•In certain situations where a person is with strangers, the leg cross is done together with the arm cross and there is some distance between the person and others.

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•Standing hands on hip

•Posturing for authority, sometimes associated with aggressiveness. Standing two feet on the ground makes one look bigger, and this is exaggerated when hands are on hips.

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Mouth

•Compressing lips – classing sign of anger

•Puckered lips – (lip shape when one is about to kiss) a sign of affection (e.g. love, sensuality or sexual harassment!)

•Purse lips – the shape is between compressed and puckered lips. Usually indicates anger, confusion or disagreement on some level.

•Pouting – sadness, anger or frustration. May also be done as a playful gesture.

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•Licking the lips – a gesture often misunderstood especially by men. It can send a variety of message depending on who is doing the licking and the setting.

•Jaw drop – shocked, confused

•Jaw locked - lower jaw appear like it is set in stone; anger, tension, sadness

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•Smiling – happy.

•A real smile is…–Lips move or curl upward

–Nose may crinkle slightly

–Nostrils may flare

–Muscles around the eyes are fully engaged

•A fake smile is…–Lips move laterally towards the ears

–Muscles and features of the rest of the face remain somewhat stagnant

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Eyes•Raising eyebrows – a way of emphasizing what is said; can also indicate confusion. It is also perceived as submissive signal in both humans and apes

•those not used to lying, this is good indicator of telling the truth; for perennial liars, raising brows could mean that it’s a lie.

•When someone raises brows while questioning, notice other signs (open mouth or flared nostrils) then it would indicate that he has concerns of what you are saying.

•Single eye brow raise- often means “I don’t believe you”.

•Lowering brows is showing dominance and aggression

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•Blinking – the average person blinks about 20 times a minute. More than the average usually means excitement or anxiety.

•Squinting – when you squint to someone who is talking to you the impression is generally you are doubting what he or she is saying. Even if the real reason of your squint is you can’t see clearly.

•Half-closed eye – boredom and fatigue

•Open eyes – usually interpreted as fully present at the moment

•Eyes that are too open – (showing white part) may indicate fear

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•Dilating pupils – Excitement, mental activity (e.g. problem solving and fully dilates in finding a solution)

•Contracting pupils – angry, negative mood

•Eyebrow flash – eyebrows rise rapidly and drops again with the intention of drawing attention to the face. This is usually used as a ‘hello’ signal or social greeting and is found to be present in apes and monkeys

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•Studies show that people tend to read eye areas well than any other body parts and women are better than men.

•Autistic people, in general have a deficiency in reading body language even if they have high IQs. Researchers suspect this as the reason for their poor social relations

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Body Angling

The man on the rightindicating he wantsto leave

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To avoid being seen as aggressive, we stand with our bodies angled at 45 degrees to each other during friendly encounters to form an angle of 90 degrees.

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Open triangular positionencouraging the entry of athird person.

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Direct body pointingin the Closed Positionto attempt to get acaptive audience.

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If another person wants to join two others standing in a Closed Position, he'll be invited when the other two angle their bodies to form the triangle. If not accepted, the others will hold the Closed Position and turn only their heads towards him as a sign of recognition and probably give tight-lipped smiles.

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Body Pointing is used to close off a couple and exclude the man on the right

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Not only do the feet serve as pointers indicating the direction in which a person's mind is going, they also point at people who we find the most interesting or attractive.

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Most common deceit signals (Pease and Pease)

•IMPORTANT: in applying these common deceit signals, strictly enforce the three rules on reading body language: Clusters, Congruence or Incongruence and Context

•The least dependable signs of lying are the ones over which a person has the most control, such as words, because a person can rehearse their lies.

•The most reliable clues to lying are the gestures a person makes automatically, because they have little or no control over them.

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Mouth cover

(subconscious suppression of deceitful words)

The mouth cover may involve the whole hand, a few fingers or the fist.

•If a person covers mouth while talking, maybe lying

•If a person covers mouth while the other is talking may indicate disbelief

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Nose touch

•Several quick rubs below the nose or one quick nose touch.

•Research show that when a person lies, certain chemicals are released causing tissue inside the nose to swell as well as increase in blood pressure thus the human nose expands with blood during lying and is known as the “Pinocchio effect”, this cause the nose to tingle resulting to a rubbing action to satisfy the ‘itch’.

•A real itch in the nose is usually an isolated repetitive gesture and is incongruent or out of context with the person’s overall conversation.

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•Eye rub

•When a child doesn’t want to look at something, he covers eyes. Among grown ups it becomes more complex and turns into the eye rub which could mean the blocking out of deceit, doubt or deceitful thing it sees or to avoid having to look at the face of the person being lied to.

•Men usually do the eye rub more than women.

•Women use, small gentle touching motions just below the eye.

•Looking away holds the same meaning

•“lying through your teeth” – a combination of clenched teeth, false smile and eye rub.

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Ear grab

•This the adult version of the ‘hands-over-both-ears’ used by child.

•It’s the symbolic attempt to block the words heard by putting hand around or over the ear or tugging the earlobe, rubbing the back of the ear or ‘finger drill’ (finger is screwed back and forth in the ear

•It can also mean the person has heard enough and want to speak.

•In Italy it means someone is gay

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Neck scratch

•index finger — scratches the side of the neck below the earlobe

•This gesture is a signal of doubt or uncertainty and is characteristic of the person who says, 'I'm not sure I agree.‘

•It is noticeable when verbal language contradicts it (e.g. I understand what you mean)

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Collar Pull - lies cause a tingling sensation in the facial and neck tissues making the scratch the part. This also explains the collar pull. Increased blood pressure from the deceit causes sweat to form on the neck when the deceiver feels that you suspect he's not tellingthe truth.Collar Pull could also mean

anger and frustration.

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Deceit signals (Hagen)

•Wide eyes

•Flushed face

•Self touches (nose touch, rubbing back neck)

•Lack of eye contact

•Excessive won’t back down eye contact

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•Excessive blinking

•Angling body away from accuser

•Hiding the hands

•Biting the lips or covering mouth

•Exaggerated movement of arms and legs

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Seating arrangements

Corner position: For friendly and casual conversation

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The Co-operative Position: used best when two people are thinking alike or when working on a task together.

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Competitive/Defensive Position: Sitting across the table from a person can create a defensive, competitive atmosphere and can lead to each party taking a firm stand on his point of view because the table becomes a solid barrier between both parties.

Sitting directly opposite each other creates bad vibes.

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Independent position: This is taken by people when they don't want to interact with each other.