The Body Language of LyingWhen compared to truth-tellers liars ofen- Smile less- Have more hesitatons during speech- Make more speech errors- Dilated pupils- more blinkingNegotaton and Touch- Touching behaviour could be perceived in many ways- Touch may be perceived as positve when it is mutually felt or when one person feels he or she contributed to the others positve behaviour- Can also be perceived to control someone- The meanings of touch are dependent on many environmental, personal, cultural and other variablesFacial Expression and Negotaton- Our faces are ofen used to facilitate or inhibit responses- The strong impact of facial expressions takes on special signifcance because people have agreat deal of control over their faces- Posed expression means that one need not actually feel what one is showingHow we speak- Also referred to as paralanguage – the study of how individuals speak and the efect of it- We normally look at emphasis, pitch, volume, silence and variatons in tone of voice- Emphasis that we place on certain words in a sentence may drastcally afect the interpretaton of the message- Pitch and tone is also used to indicate whether some sentences are questons or statements or even communicate sarcasm- Volume of speech - Loud voices are associated with extraversion and overt emotons- Voices that go down in contour are associated with sadness and depression- Silence and pause in speech- A long pause in-between words and sentences could be interpreted as uncertainty - Silence could also mean agreement or more non-agreement depending on the situatonGreetng and Negotaton- Greetngs have the functon of regulatng interacton and signalling the beginning of the interacton- Greetngs convey informaton about the relatonship Downloaded by Shaun Mlangeni ([email protected])lOMoARcPSD|3347332
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Questons and Statements- Good negotators ask more questons as opposed to making more statements- Recipients could easily interpret the use of statements by the other party as lecturing or talking down behaviour - Questons do not have all the negatve associatons of statements- Questons are seen as incomplete actons and are therefore remembered longer than statementsForms of questonsOpen-ended questons- Questons that normally start with words such as what, who, why- Opens conversaton regarding a subject and gathers informatonClose-ended questons- Questons that usually start with words such as was, did, are- More refned open-ended questonsMore refned open-ended questonsExpanding questons- Normally start with why- Aim to expand an idea that you can see what is behind itChallenging questons- You probe for the extremes of peoples abilites or intentons which they themselves at thatpoint in tme sometmes don’t realiseClarifying questons- Aim to break a stalemate or atempt to stop the other side from generalizing and cause a reacton with specifcsStmulatng questons- Used to stmulate thinking for you or for others and tended to expand the range of thoughtCommitment questons
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