Ch8Power&Influence

Ch8Power&Influence - Nonverbals and Persuasion...

Info iconThis preview shows pages 1–6. Sign up to view the full content.

View Full Document Right Arrow Icon
Nonverbals and Persuasion Chapter 8
Background image of page 1

Info iconThis preview has intentionally blurred sections. Sign up to view the full version.

View Full DocumentRight Arrow Icon
Direct Effects Model of Immediacy Immediacy - actions that communicate warmth, closeness, friendliness, and involvement with others Eye contact, nod, learning forward Leads to increased persuasion
Background image of page 2
Kinesics Greek word ‘Kinein’, meaning “to move” The study of the use of eye contact, facial expressions, gestures, body movements, and posture to communicate
Background image of page 3

Info iconThis preview has intentionally blurred sections. Sign up to view the full version.

View Full DocumentRight Arrow Icon
Kinesics (The Eyes) Express interest, attraction, intimacy, dominance, aggressiveness, credibility More persuasive by increasing eye contact However, also depends on other factors including the legitimacy of your request
Background image of page 4
Kinesics (Facial Expressions) Capable of 250,000 expressions Make a person seem more sociable and relaxed Smiling associated with: Servers and increased tips Therapists and increased competence Increased likelihood of being hired Increased confidence and persuasiveness However: Must appear trustworthy and sincere Must be used by people of = status Should ‘mirror’
Background image of page 5

Info iconThis preview has intentionally blurred sections. Sign up to view the full version.

View Full DocumentRight Arrow Icon
Image of page 6
This is the end of the preview. Sign up to access the rest of the document.

Page1 / 13

Ch8Power&Influence - Nonverbals and Persuasion...

This preview shows document pages 1 - 6. Sign up to view the full document.

View Full Document Right Arrow Icon
Ask a homework question - tutors are online