Chapter 8.docx - Chapter 8(nonverbal influence Importance...

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Chapter 8 (nonverbal influence)Importance of Nonverbal communicationWe use nonverbal communication to: oShape impressions of ourselvesEnhance our perceived attractiveness, credibility, statusoEstablish intimacy, rapport, immediacy Touch smiling eye, contactoFacilitate or inhibit attentionoModel behaviorPutting on a seatbeltoSignal expectationsEye contact to signal turn-takingoViolate others’ expectationsStanding too close Eye contactEye contact conveys:oInterest, attentionoAttraction, likingoWarmth, immediacyEye contact usually enhances persuasiono“gaze produced greater compliance than gaze aversion in every one of the 12 studiesPanhandlers try to establish eye contact firstSpeakers who avoid eye contact are perceived as less credible The exception to the general ruleoKleinke found that an illegitimate request was more effective without eye contact Smiling Smiling is an immediacy behaviorSmiling conveys:oWarmth, attraction, liking, sincerity Excessive smiling may backfire oMay be perceived as phonyoMay be perceived as shallowMirroringMirroring involves matching or mimicking another’s behavioroEye contact, posture, gesturesMirroring conveys oSimilarity, empathy

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