INDEX

[Link]. Topic Page No.

WEEK- 1

1 Defining Body Language, Scope and Relevance 1

2 Defining Proxemics, Four Zones 8
3 Proxemics: Behavioral Connotations 15
4 Oculesics - I 18
5 Oculesics - II 20
6 22
Haptics I

WEEK- 2

7 26
Haptics II
8 Kinexics: Types & Contexts 37
9 Facial Expressions 45
10 Macro and Micro Facial Expressions 48
11 Mouth and Smiles 49
12 Cultural Differences in Smiles; Head Nods 54

WEEK- 3

13 Hand Movements 59
14 Understanding Finger Movements 64
15 Movements of Feet & Legs 69
16 Paralanguage 74
17 Chronemics 79
18 Chromatics, Olfactics & Physical Appearance 82

WEEK- 4

19 Gustorics and Silence 87

20 Gustorics and Silence 92
 Body Language: Key to Professional Success
Prof. Rashmi Gaur
Department of Humanities and Social Sciences
Indian Institute of Technology, Roorkee

Lecture - 01
Defining Body Language, Scope and Relevance

Good morning dear participants and welcome to the first module of our course on Body
Language. As all of us are aware, body language is an integral part of our professional
communication. A positive body language helps us in projecting ourselves in a more
successful manner. In today’s module, we would try to understand the basic definitions
of body language, the scope and relevance.

(Refer Slide Time: 00:56)

The study of body language is important for us as it alerts us to the inconsistencies,

which exists between what one says and also what one conveys. Because it is with the
help of the micro and macro expressions of body language that we can comprehend the
attitudes and emotions of people in dietetic as well as in interpersonal situations.

We can make out whether a particular individual is humble or arrogant or is being

condescending or too demanding etcetera and at the same time, whether one is talking
under certain depression or is in angry mode whether one is impatient or indifferent
etcetera. So, these signals of body language help us to understand the true personality
and the true intention of a person. We can say that the body language alerts us to the

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possibilities of reading an individual in the same manner in which we can read a book
and decipher its meaning. We can find out the inconsistencies, which exists between the
verbally statements and the nonverbal communication with the basis of the intonations,
gestures, voice control etcetera and therefore, we understand the truth and then we can
also provide the necessary feedback accordingly.

(Refer Slide Time: 02:27)

Nonverbal aspects of communication have macro as well as micro expressions. Now,

what exactly is the difference between the macro and micro expressions of body
language? Macro expressions are those expressions and aspects of body language which
are visible to us. For example, if I smile (this smile is visible), it is a macro expression.

On the other hand, micro expressions are those expressions which are very tiny almost
fleeting expressions, but it is the truth which is communicated through micro expressions
in particular. There have been several audio recordings when people have been asked to
describe their colleagues for example, or a particular movie. It has been noticed that
during these audio and also the video recordings, people were careful to use positive
epithets to depict their colleagues. However, in the micro expressions one could read
their association and their intentions towards the other people. For example, we could
make out whether a person likes the colleague whom he or she has been asked to
describe or not or what type of animosity or what level of friendship might exist between
the two.

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These, micro expressions may be very tiny for example, there may be a twitch in a
muscle just below the eye or there may be a twitch of a muscle over here (hemifacial) or
my smile may try to communicate something, but the eyes contradict that emotion.

Now, these micro expressions are significant aspect of body language much more
significant than the macro ones. The phrase micro expressions was used for the first time
by Paul Ekman in his book Telling Lies which had come out in 1985. These macro and
micro expressions are basically communicated through our touch, glance, eye contact,
volume those aspects which exactly are a part of our body and at the same time those
aspects which are not necessarily or strictly speaking a part of our body. For example,
the dress we wear the smell which we wear the accessories which we carry with us. But
in today’s highly competitive world we find that these aspects are also an extension of
what we know in understand as body language. And therefore, we find that because of
the growing presence of media, the growing competitiveness in the business world as
well as in other professions a significant understanding of body language is must.

Media presence has also made our obsession with this particular field of a study,
heightened. Particularly our obsession with celebrity has also enhanced our awareness of
it. We find that magazines as well as video channels TV channels carry endless stories
on the body language of celebrities. Body language of actress actresses political and
social leaders are disseminated endlessly.

I would refer to a very interesting incident here where one FBI agent tried to analyze the
eyelid fluttering of Madonna to see whether she was lying about her pregnancy on NBC
television program. So, we can find that the enhanced media awareness as well as the
continuous growth in the technology today has made this particular aspect of a study a
significant one.

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(Refer Slide Time: 06:27)

If we look at the definitions of body language or the nonverbal aspects of

communication, we find that different dictionaries have tried to define them in
interesting manner. The Twelfth Edition of Collins English Dictionary, which was
published in 2012 has defined it as the “nonverbal imparting of information by means of
conscious or subconscious bodily gestures and postures etc”.

So, here we could find that this definition has concentrated on the communication of
information through conscious as well as unconscious aspects of our micro and macro
signals. These two aspects that is the conscious and unconscious ones we would discuss
after a couple of minutes. Webster’s New World College Dictionary in it is Fifth Edition,
which came out in 2012 defines it as “gestures unconscious bodily movements facial
expressions etcetera, which service nonverbal communication or as accompaniments to a
speech”. Hedwig Lewis has described body language as “the communication of personal
feelings, emotions, attitudes and thoughts through body movements; gestures, postures,
positions and distances either consciously or involuntarily, more often subconsciously
and accompanied or unaccompanied by the spoken language”.

In all these definitions I think that the definition by Hedwig Lewis is by far more
complete than the other dictionary definitions.

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(Refer Slide Time: 07:59)

Body language or nonverbal aspects of communication can be used either in addition to

words or even independent of words. For example, in a crowded room we can try to
attract the attention of a friend or a colleague by making certain gestures even though the
voice is not audible. At the same time we find that when we look at the communication
in its totality that is the words as well as the nonverbal aspects of communication we can
imagine the totality of the situation. The complete picture emerges before us only when
we combine the two. It also provides the immediate feedback, for example, we are
talking to a person and then looking at the expressions of that individual we can make
out how much has been internalized by that person or whether some more clarifications
are required about a particular aspect.

These aspects make it very important in interpersonal and group interactions because
more than half of what we try to say is communicated not through words, but through the
nonverbal aspects of communication. Even though the codified studies of nonverbal
aspects of communication is started much later we find that mankind has always been
aware of its significance. In literature and in arts there have been in numerous references
to it.

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(Refer Slide Time: 09:32)

The literary and artistic awareness can be traced as early as Shakespeare. Shakespeare
has particularly alluded to the expression of eyes and he has often looked at eyes as an
expression of human character. For example, in Much Ado about Nothing he says “Let
me see his eyes, that when I note another man like him, I may avoid him” or in Henry IV
he says “I see a strange confession in thine eye” or in Henry VI, Part II, he says “look
not upon me, for thine eyes are wounding”. So, we can see that as early as the
renaissance time people were aware of the significance of body language and what
exactly was their role in communicating ideas, information and emotions to others.

In art also we find that various painters and artists have utilized richly the nonverbal
aspects of communication.

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(Refer Slide Time: 10:37)

I particularly refer to this painting The Cardsharps by the famous Italian painter
Caravaggio who had painted this particular canvas in late 16th or early 17th century and he
has drawn on kinesics the body postures to paint a libelous scene from the low everyday
life of his contemporary society.

(Refer Slide Time: 1:59)

This particular fresco painting is an iconic painting by Michelangelo. It is a part of the

Sistine Chapels ceiling, which was painted during 1508-1512. It is an iconic
representation of humanity where god himself is extending his hand to humanity and we

7
can look at the expression, which has been presented here with the way the fingers have
started to talk to each other. So, simply by looking at the fingers we can try to make out
the meaning which the artist wants to convey.

(Refer Slide Time: 11:38)

However the painting which is closest to my heart is a painting by one of my

countrymen. This is a 19th century painting by Vishwanath Dhurandhar. In this
particular painting he has presented before us- a scene at a Hindu wedding. We can look
at it and find that each person has a distinct face, the outfit is also intricately detailed and
the body language of each person who has been painted here is dissimilar. So, you would
find that each character in this painting speaks a different language and we can make out
the intentions, the sensitivities and the social standings simply by looking at the body
language painted so cleverly by the artist here.

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(Refer Slide Time: 12:25)

Even outside the domains of literature and fine arts we find that there has been a
continuous professional awareness of body language. It has been used continuously by
roman orators and rhetoricians and I particularly referred to Cicero and Quintillion in
particular who had emphasized on the harmony of a speech gesture and face and also
recognize the significance of the tone of the voice.

It was particularly important in the contemporary rudimentary democratic situations. In

the 18th and 19th centuries we find that the European elocution movement also
emphasized on the body movements and vocalizations. The earliest academic study can
be credited to Charles Darwin, whose work The Expression of the Emotions in Man and
Animals was published in 1872. He studied facial expressions in the context of
evolutionary principles. Even though his finding was based on largely anecdotal data, we
find that most of the comments which Darwin had made in 1872 are still valid and they
have got further validation on the basis of more recent scientific investigation.

However the codified academic study into the science of body language has started only
in the 20th century. We find that it was in the 1940s rather late 1940s that at the
university of Pennsylvania professor Ray Birdwhistell is started looking at the nonverbal
aspects of communication. He was an anthropologist and very soon we find that several
other people were drawn to this research. Several terms which we still use to a study the
field of body language, but invented by professor Ray Birdwhistell and his fellow

9
researchers. For example, (Refer Time: 14:33) Birdwhistell use the term kinesics in
1952.

(Refer Slide Time: 13:57)

George L Trager use the term ‘paralinguistic’s, somewhere around 1950s E T Hall used
the word Proxemics in 1959. Professor Ray Birdwhistell was also joined by Albert
Mehrabian was a faculty at UCLA and as I have read somewhere though I do not recall
the exit reference, he was also perhaps a professionally trained ballet dancer. So, his
insights into the art form also provided a study material to Professor Ray Birdwhistell.

Professor ray Birdwhistell and Albert Mehrabian is started to record people’s reactions
under lab control situations to find out the significance and the true nature of nonverbal
aspects of communication, they primarily studied nonverbal aspects of communication
which they termed as NVC in order to comprehend the structures of human interaction as
a whole but very soon we find that this study started to have an overreaching influence
over the contemporary fields of a study.

They had never use the word body language. In fact, in all their writings they have used
consistently nonverbal aspects of communication or any of the terms which they had
used earlier. However, ‘body language’ was a layman’s term for ‘nonverbal’ aspects of
communication which was popularized in 1970s with the publication of a book by Julius
Fast. Body language was a title of this book and as sometimes happens the title becomes

10
catchier than the book, it also has happened with another book the title of which is I’m
Ok You’re Ok.

So, the same phenomena had happened with body language also we do not remember
much about the book itself; however, the title has remained in our memory since then.

(Refer Slide Time: 16:38)

Now, what exactly is the significance of body language? These researchers, Professor
Ray Birdwhistell and Mehrabian noted and recorded almost a million nonverbal cues and
signals. Albert Mehrabian at one moment had suggested that the total impact of a
message is a combination of verbal content paralanguage and body language. He had put
verbal content at 7% paralanguage that is tone of the voice intonations inflections
etcetera, at 35% and body language that is gestures postures eye contact etcetera at 58%.
Even though he has later on modified it and said that it cannot be rigidly
compartmentalized as it is. But the fact remains that in any face to face communication
particularly the verbal content is the least important, what is more important is the body
language, the kinesics aspects of it their facial features and the paralanguage.

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(Refer Slide Time: 17:43)

In this module I am listing 9 components of body language, which we are going to

discuss in detail later on. So, lets look at them one by one.

(Refer Slide Time: 17:54)

The first aspect of body language which we are going to study is Proxemics. Proxemics
is a study which analyzes the communicators sense of physical distance with the
recipient in terms of signals and codes; that means, how much distance we want to keep
between the two of us, if it is a dyadic situation between us and the other people if it is an
interpersonal group situation.

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Now, at the same time we find that Proxemics does not only study the distance between
the two or more interactants, it also looks at the arrangement of the space in different
socio cultural patterns.

(Refer Slide Time: 18:37)

The second aspect which we shall study is known as Oculesics or the study of eye
movement. Oculesics studies and analyzes the behavior of the eyes the language of the
eyes the movements of the eyes and whether it is different in a right handed person and
in a left handed person. So, these aspects are studied in Oculesics the different type of
gazes and their interpretations in a professional world are important to understand for all
of us.

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(Refer Slide Time: 19:10)

The third aspect, which we shall look at is known as Haptics which is the language of
touch or let us say it also studies the absence of touch in those situations, where it
matters it analyzes communication which is done through human touch and how this
touch communicates our feelings and emotions whether it is socially appropriate or not.
In the visuals you can look at how the same touch can convey different attitudes and
emotions to people.

(Refer Slide Time: 19:43)

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The fourth is Kinesics. Kinesics studies body gestures and postures in the movement of
the people particularly. There are three aspects of Kinesics, which we shall study and
these 3 aspects are known as Emblems, Illustrators and Affect Displays. Emblems looks
at the codified meanings of fixed symbols. For example, the underwater swimmers coat
has a particular codified meaning or for example, or traffic signal persons actions. So, or
the language of the deaf and the dumb.

So, these are emblems and therefore, because it is a codified study of fixed symbols in
their meanings we are not going to look at this aspect of kinesics. We would focus on the
next two aspects that is illustrators and affect displays of kinesics. What exactly are
illustrators?

These are those micro and macro signals which illustrate what we want to say. For
example, if I want to say yes I would not speak it out with a deadpan face and say ‘yes’, I
would rather say ‘yes’ or I would not say ‘no’ in a deadpan manner I would say ‘no’. So,
you would find that these expressions are illustrators no human being can speak without
introducing some component of body language in one’s communication.

It is true that those of us who are extroverts use body language in a much more relaxed
manner our gestures and postures would be more expressive. On the other hand a person
who is shy and introvert would be using less gestures, but it is very strange to look at a
person using a speech without illustrating it with body language.

Affect displays are also a type of an illustrator. The only difference is that illustrators,
illustrate the true intention of a person, but affect displays allow us to tell a lie.

Now there are certain social situations where a polite lie is perhaps expected. You might
have visited a friend and you have being served a pudding or a piece of cake or some
cookies, which are atrociously prepared. So, what do you say? “It’s tasty” no, you would
say “oh! It’s so yummy it’s so tasty” but you say it with a false smile in order to
communicate your happiness and at the same time in order to appreciate the true
sentiments over which it has been served to you.

So, sometimes you would find that these polite lies are the requirements of a society,
these are affect displays. However, we cannot continuously use these affect displays to
hide the true intention of our heart. Very soon within a couple of seconds, the true

15
intention comes out and therefore, affect displays can serve their purpose only for maybe
a minute or two unless and until we are trained actors.

(Refer Slide Time: 20:17)

The fifth aspect of body language is known as paralanguage, it is everything which is

related with our voice except the meaning of the words. We can pronounce the same
word in order to convey different types of meanings. Those of us who are in teaching
know how to use it very effectively, if there is a late comer in the class we may allow the
late comer, but we would allow it with very effective paralanguage to convey what
exactly we feel about that particular person. We can say ‘yes come in’ or ‘yes come in’
or ‘yes do come in’ (with different expressions). So, you would find that the anger, the
irony is being expressed over this variation of tone with a variations of inflections.
Sometimes it can be artificial, but most of the times it comes out naturally. Paralanguage
is studies the voice codes and at the same time it also studies the silences in those places,
where the words should have been spoken.

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(Refer Slide Time: 24:20)

The sixth aspect which we shall is study is known as Chronemics, it analyzes the role of
time and communication. We keep time in different ways we keep time as an individual,
we keep time as a society we also have a cultural definition of time. So, these aspects of
time would be studied in Chronemics.

(Refer Slide Time: 24:43)

Chromatics is a study of colors particularly the social aspects and we find that color is
also used to communicate a particular type of message. So, these aspects we would study
under chromatics.

17
(Refer Slide Time: 25:01)

Olfactics is based on our sense of a smell. A smell can be positive as well as a negative
one. It can be a personal choice, but more often now we find that it has become a social
and cultural choice. There are certain cultures in which it is almost compulsory to wear
some type of a smell, there are certain cultures in which smells are particularly the smells
we wear on our body are frowned upon. So, it is a personal statement, but more so, it is
also a social and professional statement. So, we would study it is significance under
Olfactics.

(Refer Slide Time: 25:42)

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The ninth aspect of body language which we shall study is about the Artifacts. Artifacts
analyzed communicator’s sense of dressing style of putting makeup accessories on body
etcetera which become a statement of personality and emotions. This is not exactly a part
of our body, but at the same time we study it is a part of body language because like our
body gestures and postures etcetera, it is an extension of what we want to say.

(Refer Slide Time: 26:14)

If we look at this particular slide, we would find that the meaning of body language
becomes clear to us. Every single person who is attending this meeting except the
supervisor or the boss is conveying a negative emotion, but this negativity has not been
translated into the words. So, we can either ignore words, but then we would only have
50% of the communication. On the other hand, we find that the body language suggests
something which is not being communicated through the silence.

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(Refer Slide Time: 26:56)

So, nonverbal aspects of communication involve those nonverbal stimuli in a situation,

where we not only look at the message which is being communicated through words, but
we are also looking at what type of nonverbal aspects have been used by the source that
is the sender as well as by the receiver or by the listener.

So, we would find that it can be intentional and it can also be unintentional though most
of the time, it is unintentional. Most of the times we find that a speakers are not even
conscious of their own body language. Sometimes when we want to use it with certain
intention as we might do in our use of affect displays this particular aspect of kinesics we
find that we can control it in a very limited manner, we cannot control it for more than 2
minutes or maximum 3 minutes. And that is why in most of the spoken competitions the
time which we said is at least 3 minutes.

At the same time our body language is also a product of our society and culture. The
inter-cultural aspects of body language are so important that if we ignore them it can lead
to certain misgivings and misunderstandings. These aspects of cultural variations and
differences would be a compulsory part of each of our discussion.

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(Refer Slide Time: 28:32)

We would find that in our highly competitive professions body language has become
more and more important. As the nature and demands of different professions is
growing, we find that our understanding of body language would help us in
understanding the intentions and attitudes of the people and at the same time it would
provide us a better orientation.

Whether it is related with patient counseling or physiotherapies or rehabilitation courses

on nurses etcetera or whether it is the job of a caregiver of children with special needs or
it is the job of a school teacher or people who are working as information analyst or
criminologists or FBI of police interrogators etcetera or practicing lawyers managers or
even, us, simple university teachers. So, you would find that an understanding of body
language helps us in avoiding the misinterpretations and conflicts and antagonists in
different situations.

We would be able to pass on our ideas with better confidence and with better
effectiveness in any situation if we understand the significance of our own body
language and at the same time we would emerge as a better listener also, because we
would be looking at not only the meaning which is conveyed through words, but also the
meaning which is conveyed through the nonverbal aspects of our communication.

So, in different work situations we would find that an understanding of our body
language is very important.

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(Refer Slide Time: 30:07)

Whereas it is important to understand body language, we find that contextualizing our

body language is equally important. The individual differences do exist. Our body
language is not a duplicate of anyone else’s body language normally and at the same
time there are cultural differences also as we have referred to. For example, in Japan
listeners particularly women are taught to focus on a speaker’s neck in order to avoid eye
contact. In China as well as in Middle East a one has to pay respect to the other person,
the eye contact is normally avoided. On the other hand in the USA listeners are
encouraged to have a direct eye contact and to gaze into the speakers eyes.

At the same time we would find that there are certain cultural stereotypes which are
based on gender differences. In those cultures, when the gender equality is practically
nonexistent we find that these stereotypes have a greater hold on people and in different
situations a particularly in intercultural and interracial situations, these signals can often
be misread. It is therefore, particularly important for us to focus on the cultural
differences, the gender stereotypes and the use of body language and the necessity of
contextualizing our body language.

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(Refer Slide Time: 31:41)

A language is made up of words, sentences and paragraphs. Body language is also made
up of similarly words, sentences and paragraphs. Each gesture is like a single word and
as we know a word may have different meaning. Here I have quoted an example, which
have been used by Allan Pease. He has referred to an English word dressing which has at
least ten different meanings including the act of putting on clothing, a sauce for food,
stuffing for a fowl etcetera. Even a simple word like ‘wood’ may have different
meanings and connotations. So, if we are using a single word the meaning does not
become clear. In the same way we find a gesture is like a single word. A frown on our
face is like a single word, which can have different meanings. If you put the same word
in a sentence then it has a better clarity and a sentence in body language has an
equivalence in a clusters of gestures and or postures.

For example, we may say wood and it may have some different meanings. In the same
way, a single smile or a single frown may have different possible meanings. We put the
word in a sentence. I need a piece of wood. So, the idea becomes clear we look at this
smile, we look at the movement of a person we listen to the paralanguage and then it
becomes a sentence to us. Then we put a sentence into a para and try to contextualize it-
“I need a piece of wood it is so hot”, “let us have some fire in the garden”. So, now, it
has become a properly worded paragraph which conveys a contextual meaning, which
cannot be debated easily.

23
The paragraph has it is equivalents in nonverbal aspects of communication with the
introduction of cultural variations, gender stereotypes as well as certain time gap. If we
keep on looking at a person and look at the cultural differences, look at the gender
stereotypes and learn to avoid them and also have a significant couple of minutes to
watch the body language of a person it becomes an equivalent of paragraph.

So, that is why we find that the need to contextualize body language is very important. It
is tempting to decipher the body language of a person after listening to a talk after having
gone through an article or a popular book, but let us not hurry into looking at a fixed
meaning simply by looking at a particular idea or a particular gesture. For example, I
may rub my nose, it is known as a difference of gesture as we would discuss later on, but
right now maybe I am suffering from a bad cold and I have an a itching. So, you would
find that jumping into conclusion on the basis of a single isolated gesture is never
helpful.

(Refer Slide Time: 35:03)

So, now we can see that contextualizing body language is important, if you overlook the
context we run into the danger of miss ratings and nonverbal aspects of communication.

The five common mistakes which have been referred to by Carol Goman can be listed
over here, which we tend to make in interpreting body language of other people. We may
forget to consider the context or associate the meaning with a single gesture, we focus
too much on what is being said with the help of words we do not know what has been the

24
starting point of a person and we just the body language of another person through the
bias of one’s own culture.

So, in this lecture we have discussed the basic definitions of body language, the
emergence of body language as a field of a study over the passage of time, it is
significance in the scope and different aspects of body language, which we would study.
In our next lecture we would begin our discussion of these different aspects gradually.

Thank you.

25
 Body Language: Key to Professional Success
Prof. Rashmi Gaur
Department of Humanities and Social Sciences
Indian Institute of Technology, Roorkee

Lecture - 02
Defining Proxemics, Four Zones

Welcome dear participants to the second module of the first week. In this discussion we
would look at Proxemics, try to define it and understand the four basic zones of
Proxemics.

(Refer Slide Time: 00:39)

As an aspect of nonverbal communication, proximity looks at how we treat their space

and distance between us and other people in any dyadic or a small group situation.
Proxemics has its origin in the word ‘proximity’, which implies nearness in space time or
relationship. In everyday life we maintain certain distance with other people and
therefore, we maintain a particular type of a space and distance with others, we also
communicate our attitudes and feelings towards them. Any change in our special
relationship with other people also communicates the type of attitude we have towards
them. Whether we want to maintain certain distance from them are we at ease or with
them.

In a group situation our orientation towards other people also displays with which group
member we are more comfortable. In the same way we would find that in dyadic

26
situations also, if we like a person or if we are close to a person, we tend to move closer
to them. This is a very superficial way of understanding Proxemics, but this is also the
quintessential interpretation of the tongue.

(Refer Slide Time: 02:04)

In these sketches and in this visual, we find that different aspects of proxemics have been
communicated. If we look at the photograph in which two people are sitting on the same
bench, but the distance which exists between them and the distance which has been
studiously maintained by them also suggest that there is no actual closeness between
these two. The differences in their attitudes as independent human beings can also be
seen on the basis of the other aspects of body language.

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(Refer Slide Time: 02:39)

In these photographs also we find that the proximity and this space, which we are
maintaining visibly others also conveys our attitude and ideas towards other people. We
can make out in the left hand side photographs whether the space has been used to
intimidate another person. In the dialogue of the two people which of the two is being
defensive and which one is being aggressive.

Similarly on the right hand side corner photograph, we can look at the ease and the
distance which has been maintained by these two people. We can contrast these pictures
with a bottom corner photograph in which a group of three people has been displayed.
But in this group, we look at the two people are standing with certain closeness in
comparison to the third person and the third person who is slightly isolated in
comparison to others is also showing his isolation with the help of other body linguistic
signs.

28
(Refer Slide Time: 03:50)

The term proxemics has been coined by the cultural anthropologist, Edward T Hall. He
had used this word in 1963 publication of his book with a title, The Hidden Dimension.
The Hidden Dimension is in fact, the dimension which is never talked about specifically
by anybody. He has put across in this book his seminal theory about our perception of a
space and use of interpersonal distances to mediate their interactions with other people.
He had also indicated a pragmatic relationship of his research to the principles of
linguistic structuralism and he is also identified the culturally dependent ways in which
people use interpersonal distances to comprehend and mediate their ideas and
associations with other people.

29
(Refer Slide Time: 04:46)

To Edward Hall proxemics was something which helps us to structure the space as well
as the micro space. The distance which we have with each other in our daily transactions
and also the organization of a space in our houses in buildings and ultimately in the
layout of the town. So, we find that proxemics is not only a study of the distance, which
people maintain with each other in different ways, but it is also a study of a space as it is
being created and organized in other aspects of our experiences.

The construction of houses as well as the arrangement within a house and similarly, how
do we construct the offices space with the help of the buildings and with the help of the
interior decoration.

So, organization of a spaces, in houses, offices, building, city planning, as well as urban
renewal is an unconscious structuring of micro space and a space has been treated by
Edward T Hall as a specialized elaboration of culture.

30
(Refer Slide Time: 06:00)

The idea of proxemics can be understood by suggesting that we walk within an invisible
bubble. When we walk or we stand we do not only occupy this space which is exactly
required by our body, but let us say that an invisible bubble is surrounding us from every
side and we also treat this space of invisible bubble is a part of our own body space. We
can look at this aspect of our behavior in crowded places, elevators, trains, seating
arrangement in restaurant offices, as well as an individual preferences regarding the seat
we occupy in any crowded place.

Now, the idea behind this invisible bubble is that, when we walk we are surrounded by
this invisible bubble and we normally do not allow people to encroach upon this invisible
bubble. We feel threatened when somebody intentionally or accidentally encroaches
upon this bubble. We allow only those people who are very close to us to enter this
bubble and irrespective of gender and culture if we are facing a situation in which people
are intruding within our bubble and we cannot do anything about it, we develop a
defense mechanism.

You might notice that, when we are in a crowded space when there is nobody around us
who is friendly with us or who is our acquaintant, we try to develop a mechanism to
create a make believe sense that this invisible bubble is still protected.

For example in lifts, we would look at inanimate objects we would maintain an eye
contact with others we would look at the lift buttons, we would look at the number of

31
floor which is being displayed, we would look at certain object and now of course, we
prefer to look at the smart phone in our hand, but we try to avoid any eye to eye contact
with other people and this avoidance or direct eye contact helps us to understand that we
are still keeping our invisible bubble intact. The same happens when we are traveling in
a train, for example, or in a bus or in any other automobile, where other people who are
not known to us have to share the same space with us. We develop a body language
which suggest that we do not want to be close to them.

So, proxemics occurs by virtue of people’s relative position to each other whereas we
also try to keep this invisible bubble intact. Proxemics also describe characteristic,
spatial relationships including territorial phenomena among persons in various cultures
or within a given culture for different kinds of social occasions.

(Refer Slide Time: 09:14)

The study Proxemics helps us to understand the level of comfort and discomfort, which
we have towards other people. For example, as I have already commented if we move
closer to another person it may signal a better comfort, some level of intimacy. On the
other hand if we move further down then it also offers a signal of discomfort or fear
etcetera. At the same time it can be an assertion of power. In order to emphasize, one’s
the status of power one may try to move into other peoples personal space as it is often
done by the police people by people who are interrogating others.

32
And at the same time we find that in order to assert power a person can also be very
physically distant. So, we find that these extremities suggest the relationship between the
power and the absence of power in different ways. Proxemics is divided into four
different zones of intimacy level. These four zones are a classificatory system for
instinctive spacing distances and they are intimate, personal, social and public zones.
Each zone has it is own close and far phases which we shall discuss and at the same time
there are cultural and locational aspects related with them, which will also be discussed.

(Refer Slide Time: 10:47)

The four zones and their distances are mentioned over here, the intimate zone which is
15 to 45 centimeter from the closest possible contact to about 45 centimeter. Here, as you
can understand the other person is allowed to intrude into our personal bubble. The social
zone is somewhere from 46 centimeters to 1.2 meter, the personal zone is 1.2 to 3.6
meters, the public zone is anywhere over this limit.

33
(Refer Slide Time: 11:22)

The intimate zone is from the closest possible body contact to 18 inches, which is a
distance for comforting for whispering. This is also a zone in which we allow only very
close people and family members. The personal zone is somewhere from 18 inches to 4
feet, a distance which enables us to have casual conversations amongst friends and
family, this is also the space which we maintain for our day to day work for example, in
offices etcetera.

Social zone is from 4 to 12 feet, which is a distance which is reserved for formal social
and business transactions. Public zone is anywhere which is beyond this which is a
suitable distance for public lectures, performances etcetera. These zones are not
compartmentalized very strictly there may be minor variations. But the idea behind them
is communicated by roughly keeping the same space.

34
(Refer Slide Time: 12:28)

The intimate space or zone suggest that, we share the psychological bonding with other
people, we are mixing the bubbles of two people. We feel threatened if this is space is
violated and irrespective of the situation or gender or race, if suddenly comes very close
to us it results into a certain anxiety or a lack of comfort and our immediate reaction is to
step back so as to enhance the space between the two of us.

Sports etcetera are an exception, because close physical contact, for example, in boxing
or in wrestling etcetera is a compulsion. It is significant for us to keep the sanctity of the
intimate space because the presence of other people within this space may be
overwhelming.

The significance of voice and touch is also underscored in any discussion on intimate
space. At the same time our understanding of intimate space and to what extent we can
willingly share it with others and with whom is also decided by our cultural
understanding.

35
(Refer Slide Time: 13:45)

In this particular video, we can look at the cultural aspects which govern our personal
space.

(Refer Slide Time: 13:54)

36
(Refer Slide Time: 14:03)

(Refer Slide Time: 14:12)

Everyone needs their own personal space. Personal space varies depending on the
surroundings and at the situation, but it is not done willingly it can create a lot of tension.

37
(Refer Slide Time: 14:42)

So, how do people kind of maintain this balance between crowding stress on the one
hand and feeling isolated on the other? So, there are behavioral mechanisms according to
Robert Sommer that people use to optimize their contact with other people. So, what do
we mean by personal space? Well, we said that it is an area around somebody’s body it is
an invisible kind of zone and if people go into it too closely you start to feel
uncomfortable, you start to feel that stress of too much proximity.

(Refer Slide Time: 15:12)

38
(Refer Slide Time: 15:17)

According to Edward Hall, whose an anthropologist he found some very consistent zones
of personal space in his research across many different cultures. One zone is the intimate
zone; 0 to 18 inches of contact with somebody else the personal distance zone a foot and
a half to 4 feet out social distance, 4 to 12 feet out or public distance where you go into
lecture and you are interacting with the speaker whose up on a podium and you are
separated from that person. So, these are different sort of zones of personal space that
people use.

Let us say you are giving a speech, then I would be sitting here in a distance as an
audience I am in your public space. Now let us say I am very impressed by speech and I
want to comment on it. I would come up to closer for conversation, I am in your social
space, but if I come this close that is a little weird because I am a mere acquaintance and
you only let your family and close friends to enter your personal space and now this just
creeps you out, because I am now in the hugging distance, I am in your intimate space
while I barely know you. Now you are alarmed and maybe even offended.

39
(Refer Slide Time: 16:33)

Personal space interactions are actually 8 dimensional; there is voice volume: what is up,
body heat, eye contact, smell, touching, gender position, body position and whether the
space encourages positive interaction.

You know I have a friend, who works at the metropolitan museum of art. How do you
like a behind the scenes tour?

Really you could do that?

Easily.

It would not be any trouble?

Of course not.

When do we go?

How about right now?

I am ready.

Are you sure?

Yes.

40
Let me get my coat.

All right, what do you say?

I do not think so, and I have plans.

How about you Jerry?

I am sorry.

Okay! come close.

Maybe I will try and catch up with you.

(Refer Slide Time: 17:36)

41
(Refer Slide Time: 17:46)

Firstly according to a 2009 study in nature, these invisible bubbles are based on the
Amygdala which is deep within the brain, it controls aggression, fear and unsurprisingly
social interaction. If the Amygdala is damaged, people may lose their understanding of
personal space and in our teenage years the size of the invisible bubbles that is surround
us are solidified they are highly dependent on culture. So, personal space in a public
transportation based urban area here in the United States would be vastly different than
those in a car only rural area in Russia not to mention the difference between other
countries.

(Refer Slide Time: 18:17)

42
Next zone is of our personal space, which is somewhere from 18 to 48 inches. This is the
distance which we normally maintain at workplace during our office parties, friendly
social gatherings etcetera. This is the buffer which allows us to continue our day to day
functioning along with others without intruding into each other’s bubble. During our
interactions with acquaintances we send the signals of intimacy by enhancing this space
or by shrinking it. This space can inflate or shrink and the range also decides the type of
attitude which we want to show towards other people.

If we look at this photograph again, we find that two individuals in this group photo are
at a closer distance to each other on the other hand the third person is maintaining
slightly more distance. We can also make out that whereas the two people are at
complete is with each other the third person does not have that easy relationship or
association with them right now.

We definitely have to look at the context in order to ascertain the complete meaning, but
this meaning becomes clear on the basis of the proxemics and related signals which are
being sent. In the close phase of the personal space, we find that the distance is so, that a
person can hold another person or can extend the arm to touch a person.

The far phase is slightly longer where if people extend their arms they may perhaps can
touch each other and it is this aspect which is used in haptics which we will discuss later
on this is also the distance which allows us to discuss topics of mutual interest.

(Refer Slide Time: 20:23)

43
In this video, our idea of the personal zone or personal space also becomes clear.

The rules of personal space in public places etiquette experts suggest that human beings
should keep 2 feet of space or 24 inches between them.

Does this feel comfortable to you dear?

(Refer Slide Time: 20:40)

Yes good.

This is what you are used to?

I do not like it, when people are too close to me.

Too close to when they are like just a couple.

Is it is too close?

Is it too close?

No.

Is this too close?

That is close enough.

44
Now, most of us know the unwritten rules of elevator etiquette, find the least crowded
spot keep your eyes forward and your mouth shut.

But what happens when you break those rules? We took over this elevator security
camera to find out. Despite plenty of room I moved uncomfortably close to other riders
most simply stepped away. This guy even jumped, but several decided to hold their
ground. I went toe to toe with this woman and she would not budge. And this woman
who stayed pressed against the back of the elevator may have remained calm, but she felt
something very different.

I had a moment where I was kind of wanting to push you or shove you or punch you or
grab you.

I am glad you did not, thank you.

Lucky for me, the average elevator ride last just 30 seconds. Next up the bus, where you
are expected to choose an open seat away from other riders. We boarded this one with a
hidden camera on a quiet day, there were plenty of empty seats, but I prefer to try
peoples patients instead.

Can I get in here please?

Where here?

Yeah.

Why here?

I am sorry?

Why do not you sit there?

This woman was kind enough to point out the very obvious available seat right in front
of her while this guy made no objection to my sitting next to him though he did get off at
the very next stop. So, what is your general recommendation when it comes to personal
space?

Excuse me miss.

45
Nearly everyone we met seem to agree on how to cope with someone, who gets a little
too close.

To get too close to people you do not know?

Probably step back.

Keep a distance.

But our unscientific social experiment revealed something more. When confined to small
spaces like in the elevator people were more prone to protect their territory, while those
we approached in wide open spaces like at this park rarely moved at all and this woman
even struck up a conversation.

How you doing?

Hi.

Because sometimes it is worth giving up a little personal space for pleasant company.

(Refer Slide Time: 22:47)

The third is the social space or the social zone, which is somewhere from 4 to 12 feet.
We maintain this distance from strangers and those people with whom we are not very
even familiar or even people we want to avoid. It is at this distance, that we have to be
aware that the physical movements the kinesics aspects of our body become more

46
important as the exact details of facial expressions cannot perhaps be perceived. At this
distance touch is also not possible and therefore, we find that in certain offices spaces
this is the designated space for certain tasks. For example, at the billing desks, at the
receptionist counter, it is the social space which is maintained.

Whereas the kinesic features become important, The voice level also has to be louder in
this zone, it enables us to continue to work silently also in the presence of another person
without appearing to be rude.

(Refer Slide Time: 23:59)

The fourth zone is the public zone or the public space, which is anything over 12 feet.
While talking to a large group or while making a very formal presentation this is the
space. Whereas in the previous three zones the individual identity becomes important, in
the public space, the identity of the audience does not remain important for us. In these
situations the identity of the speaker is definitely important for the audience, but the
audience are not responded to as individuals by the speaker in this situation.

We automatically tend to adopt a formal style, where the selection of words is careful the
phrasing of the sentences is also meticulous and a certain level of formal distance
automatically creeps in our language, as well is in our body language and therefore, our
voice, our gestures and our bodies stances become exaggeratedly communicative and
they are different from what they are in our intimate zone. The far phase is also the
distance that is automatically set around important public figures for safety reasons too.

47
(Refer Slide Time: 25:21)

So, what exactly are the Connotations of proxemics in our day to day life, as well as in
our day to day professional performance? Personal space is precious. And unconscious
changes in body behavior in crowded places take place as we have already discussed. We
may avert eyes, for example, we may try to keep our face absolutely impulsive, we may
try to maintain a posture which is relatively rigid, when we are forced into these
situations. At the same time if we encroach upon the personal space of another person we
would obviously be termed as obnoxious and rude people and therefore, these type of
encroachments should be avoided.

The Connotations of proxemics are also important in space settings, as we will look at
in further detail in our next discussions. The symbolic space divisions are artistically
created in restaurants and in office desk also. Even when the space is shared we find that
artificial boundaries are created to give an impression to the people, who are working in
the shared space to understand a particular space as belonging to them.

So, that they can understand that their personal space that their intimate bubble is not
being disturbed by others. And therefore, we find that the visual boundaries are created
either by transparent barriers, which may be very small and tiny, or even by putting
objects close to us on a table on which we are sitting to define this space which belongs
to us. This is done sometimes subconsciously sometimes it is also done in a conscious
manner to send a particular message that this space belongs to us and that we do not want

48
it to be disturbed. So, boundaries are also marked by a space artifacts on desks and on
walls etcetera. For example, you would come across some people who put lot of
decoration on their walls so, that the space can be designated as their own.

These connotations we would discuss in further detail when we will look at a space
settings in detail in our next modules discussions. If you look at this video the
connotations of his face become clear to us.

It is considered accept the (Refer Time: 28:00) for commuter to fall asleep on the
shoulder of a stranger. In New York, it is quite a different story. Of course, (Refer Time:
28:27) depth.

(Refer Slide Time: 28:42)

49
(Refer Slide Time: 28:47)

France is a relatively crowded society and the people experience greater physical contact.

(Refer Slide Time: 28:57)

The Germans tend to be more strict about the range of distance, that indicates intrusion.
In the U S sticking ones head or body part into another’s house is usually not considered
as territory invasion as long as one feet are outside the house.

50
(Refer Slide Time: 29:13)

The Germans find such behaviors alarming. Germens generally feel that happen in open
door can lead to intrusion, while Americans generally feel that keeping the door close
these to ostracism.

Now, that we know that there can be differences even within the western world it is not
surprising that middle eastern nations different (Refer Time: 29:28) from the US.

(Refer Slide Time: 29:26)

Public spaces in Middle Eastern countries tend to be more crowded.

51
(Refer Slide Time: 29:30)

Physical contact and public spaces is more common than Middle Eastern countries.

(Refer Slide Time: 29:38)

Even when in public areas Americans keep a distance from other people to protect
privacy, yet in Middle Eastern nations, public areas are purely public.

52
(Refer Slide Time: 29:45)

And the person cannot claim private space.

(Refer Slide Time: 29:51)

53
(Refer Slide Time: 30:38)

(Refer Slide Time: 30:44)

54
(Refer Slide Time: 30:47)

(Refer Slide Time: 30:52)

As it is controlled in other aspects of body language, our understanding of a space is also

subconsciously controlled in most of our interactions in our professional life. We can say
that shy people have bigger distances and people who are extroverts are keen to create a
smaller distance between themselves and the other interactant.

However, this desire to create a bigger distance should not be interpreted as necessarily a
negative desire. Spacing and distances are also used consciously to establish certain
messages regarding authority as well as relationships, which we want to have with

55
others. Our personal space is sacred to us and irrespective of the culture, we find that this
aspect is sometimes abused by people who want to impose their authority on us.
Whenever bullies try to intimidate others we find that the encroachment of personal
space takes place, whenever any law enforcement agency also wants to intimidate people
then we find that the encroachment of personal space takes place.

In the same way it is true that sales people maintain their distances they never encroach
upon your personal space, but at the same time they act in such a way that you have to
keep your fingers busy, this aspect of the sales people’s behavior we would take up when
we will take up kinesics in detail.

So, today we have discussed the basic four zones of proxemics as well as what exactly
do they mean and how precious they are to us. In our next discussion we would take up
the different types of cultures for example, high contact and low contact cultures as well
as the cultural aspects related with our understanding of proxemics.

Thank you.

56
 Body Language: Key to Professional Success
Prof. Rashmi Gaur
Department of Humanities and Social Sciences
Indian Institute of Technology, Roorkee

Lecture - 03
Proxemics: Behavioral Connotations

Dear participants, welcome to the third module of 1st week. In the previous module we
had discussed the basic definitions of Proxemics, what are the different zones namely the
four zones of intimate social, personal and public distances. We had also looked at the
cultural connotations of these zones. In today’s discussion we would look at how
cultures can be differentiated on the basis of being contact and non-contact, how context
is important in certain cultures where as in certain it is not and also we would look at
different types of space understanding.

(Refer Slide Time: 01:11)

As we have discussed in the previous module proxemics is a way through which we look
at the distances, we unconsciously and sometimes consciously also maintained between
ourselves and the other people in order to assess the emotions and ideas which are
communicated. However, we find that it is not only the structuring of the micro space,
but it is also the structuring of the micro space which is important to understand the
principle behind proxemics. Hall has very rightly commented that this is the distance

57
between men in conduct of their daily transactions and further he says that it is also the
organizations of space in his houses, buildings and ultimately the layout of his town.

So, we find that proxemics does not only looks at the distances which people maintain
between and amongst themselves in dyadic and team situations, but it also looks at how
different aspects related with the space and its arrangements are significant in
communication of certain messages. At the same time we find that proxemics also
identifies the ways in which people bank on their cultural background to suggest how a
particular spacing can pass on feelings and emotions related with their confidence, how
much distance can create annoyance amongst people.

Whereas Hall’s distribution of four zones sometimes has been commented on if not
actually criticized, his basic supposition that proxemic behavior is also dependent on the
cultural aspects has never been questioned so far. And it is this aspect of cultural
associations which we will discuss in detail.

(Refer Slide Time: 03:17)

Hall has commented that cultures can be grouped in two ways, he has talked about
contact and non contact cultures in his book The Silent Language which was published in
1959. His idea of contact culture is to denote those cultures in which close interpersonal
distances are maintained and at the same time those distances in which personal and
individual touch can be promoted.

58
On the basis of his studies he has suggested that countries of Southern Europe as well as
Arabic countries can be termed as being contact cultures because in these societies
normally he found that people are prone to touching each other and at the same time they
maintain closer interpersonal contact in dyadic and team situations. In comparisons to
others, he has put certain countries under his division of non-contact culture, he has
commented on the basis of his researchers again that Northern European countries as
well as in Northern America people exhibit opposite preferences and behaviors and
prefer to maintain well defined and relatively more distance in their inter personal
situations.

It can also be commented in passing that Hall’s distinction of four zones of proxemic
distances was also deeply inspired by a study by Heini Hediger who is also known as the
father of zoo biology, he was a Swiss ethologist and he had systematically observed the
distances which different species of animals maintained in their behavior in contact with
each other.

He has named these distances as flight, critical, personal and social distances and Hall
had drawn a lot in his study on the four zones which human beings maintained with each
other. However, the aspect of cultural dimensions of proxemic behavior is something
which can be credited only to him.

Another aspect towards which Hall has drawn our attention is of high and low context
cultures.

59
(Refer Slide Time: 05:37)

By the idea of context, he wants to suggest that in order to understand the behavior of a
person it is necessary to encode the whole situation or background of the given
information. Sometimes it is reflected in the phrases which we use in our day to day
speech and at the same time it is also reflected in the proximity and distance which we
maintained with each other.

He had suggested that in high context cultures communication is highly symbolic and
people are aware of so many unsaid things which remain in the background, but which
do effect the way in which our meaning is interpreted or has to be decoded by others. For
example, the social hierarchy, and the social status and at the same time certain ironical
linguistic behavior which compel that we maintain a certain way of distance and certain
way of communication. In Hall’s studies he has commented that Japan as well as several
Asian societies and certain Western countries are also under this group of symbolic
cultures.

He has quoted a very interesting example from the vocabulary which a British person
can normally use. A British may comment “I hear what to say” or may also say “oh I
almost agree”. A person who does not belong to the high context culture may often
interpret it as a confirmation of this statement which he has been trying to make,
however, he would not be able to understand the ironical denial which is in built in the
high context culture.

60
On the other hand we find that the low context culture believes in a precise
communication. In low context culture a single information has only a single meaning
and the way an information is to be decoded is not to be influenced by the rest of the
unsaid things which have gone into the background.

We can also say that communication in low context culture is rule oriented, it is also
better codified and since it is better codified and rule oriented knowledge can be easily
transferable in such low context culture. And the examples which Hall has put across is
that of the USA and Germany. At the same time we find that whether a person is mindful
of the context or not also depends on the social positions.

And as we had seen in our earlier discussions a single aspect of non-verbal

communication cannot be taken up as being the final meaning; however, it is a very
positive indication. Hall has also suggested that these characteristics of high and low
context cultures are also reflected it is space arrangements and nowadays very recent
researchers have found that these tendencies are reflected not only in space
arrangements, architecture and interior designing; they are also reflected in the designing
of the web pages in different cultures as well as in our understanding of time.

Whether the time we keep in our communication is monochrome or polychrome or

whether during our dialogues and conversations we are using different aspects related
with our understanding of time. So, in a way we can say that the proxemic understanding
has an over reaching significance in our today’s communicating behavior.

61
(Refer Slide Time: 09:45)

To continue this argument further, we can say that a high context communication is
normally polite and respectful. It maintains certain proxemic distance, but at the same
time it is never direct and therefore, it integrates by similarity and harmony etcetera. It is
also critical of the low context communication because it believes that it is impolite and
it does not have the ability to read between the lines and therefore, it is rather naive or
may be too fast.

In the same way we find that low context communication is believed to be open and true,
it is suggested that it is integrated with a certain directness and therefore, it has a certain
authenticity also. It therefore, also claims that high context communication normally
hides information, it is arrogant and therefore, it cannot be trusted easily, it is too formal;
too slow etcetera.

62
(Refer Slide Time: 10:39)

This diagram suggests how the significance of low and high context culture is important
for us to understand in any intercultural situations. It is very important to understand the
context, the cultural context in which a person is speaking to find out what exactly are
the connotations of given information or to understand the ways in which the given
information has to be decoded. It also provides us insight into different possibilities at
the work place in order to share information properly and at the same time to judge what
are the expectations of different people from leadership role? We can say that each
approach has its own strength.

(Refer Slide Time: 11:31)

63
This particular video which you can check later on provides a very interesting
commentary on the differences between the high context and low context cultures.

(Refer Slide Time: 11:48)

What is high and low context culture? What is the low context culture? In a low context
culture it is more common for people to be direct say what they mean and could be
considered more informative because of these points.

(Refer Slide Time: 12:00)

What is high context culture? High context culture is based on long term relationships,
high context is formal and implies meaning and you have to look for the body language.

64
(Refer Slide Time: 12:18)

Some examples of higher and lower context culture; here is an example of low versus
high context culture. French people can feel that Germans insult their intelligence by
explaining the obvious. While Germans can feel that the French managers do not provide
any direction.

(Refer Slide Time: 12:33)

Here is an example of a high context culture. In Chinese culture its common for the
hostess at the dinner party to serve to guests less food. It is seen as a compliment for the

65
guests to ask for more. This also prevents against for losing face if he does not like the
food.

(Refer Slide Time: 12:50)

Here is an example of a low context culture, because of a personal effort business is

doing better and better.

(Refer Slide Time: 13:00)

Business culture: Here a case in high context cultures, this is lesser in low context
cultures. For example, Chinese people really care for status this is what determines if you
deserve respect. In a low context culture like Germany they do not care about you and

66
your status, if you work hard and efficiently they respect. A supervisor in a German
business does not have a higher status than his employees just because his position is
higher, if you work hard your supervisor would treat you as equal.

(Refer Slide Time: 13:32)

With this background now we come to a discussion of cultural differences in this spatial
connotations, we have already looked at the four basic zones of distances that is intimate
personal, social and public. These zones are practiced in all cultures, but the space which
is attributed to these different distances in different cultures is different. David
Matsumoto has quoted several studies in this context, he has quoted a 1966 study over
Watson and graves in which it was found that Arab males tend to sit closer to each other
in comparison to American males.

At the same time Arab males were seen with the direct and confrontational types of body
orientation, they also had a greater eye contact and were using louder voice. Another
study which he has quoted is the 1968 study by Fortson and Larson in which it was
found that the Latin Americans tend to interact more closely than students from
European background. This study was conducted in academic university background; he
has also quoted a study by Noesjirwan which was conducted in 1977 and 1978. And
which had found that Italians interact more closely in comparison to either Germans or
American.

67
Another study which David Matsumoto has quoted is the 1976 study by Shuter in which
he had said that Colombians interacted at closer distances than Costa Ricans. These
spatial connotations alert us to the possibility of cultural differences which are in built in
our psyche.

(Refer Slide Time: 15:25)

This diagram also helps us to understand how different cultures understand and interpret
the sense of a space in their inter-personal dealings.

(Refer Slide Time: 15:36)

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Another aspect which is significant for us to understand in the context of proxemics is
how it is affected by our understanding of gender and at the same time how does our
understanding of social hierarchy influences our understanding of proximity. Space is
always influenced by our understanding of how a particular gender code has to be
enacted in a society and also what is the role of power relationships within and outside
different gendered relationships.

We have seen how contact cultures use a small interaction distances whereas, non-
contact cultures avoid these close inter-personal distances as well as the frequent
touching of each other. These cultural practices in fact, are the culture codes which
human beings learn at a very early stage of their life. Different researchers have told us
that by the time a child is 3 years old, the child has imbibed these social codes. So, these
social and cultural codes which define our understanding of distance and at the same
time which define our understanding of a proper gendered behavior “are learnt at a very
early and impressionable age” so that they become almost a permanent part of our
psyche.

Context helps us in internalizing the messages which are passed on regarding the
requirements of a space and distances for functional purposes in our day to day and work
life. Since different societies in our world today have different gender norms, these
gender norms are not necessarily symmetrical and therefore, we find that different types
of cultures have different designated spaces for different genders. This idea is known as
genderization of the space or space genderization.

Particularly in conventional cultures when the gender appropriate behavior is highly

different for people belonging to different genders, this idea becomes important for us. It
is seen that depending on the genders people interpret the space and its intervention by
people belonging to different genders in different manners. Certain researchers have
found out that Hispanics followed by Europeans or people of Caucasian origin are least
likely to feel that women are invading their personal space. So, they do not feel bad or
threatened if women are coming into their personal space on the other hand people of the
Middle East as well as in terms of intensity they have followed by Africans who are the
most likely to feel when women invade their personal space. This can be found in other
aspects of our understanding of space.

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(Refer Slide Time: 18:53)

Since cultures have different modules of behavior as far as different genders are
concerned, it plays a very important part in our understanding of how a space is to be
used. The understanding of proxemics by a man in any cross gender situation is likely to
be different in different cultures in comparison to how a women understands it. In certain
cultures we find that women are likely to be more sensitive in those social situations
when they have to interact in any cross gender situation and therefore, they try to avoid
what they perceive to be an invasion of the personal space by men.

Generally, it can be said that closer proximity during dyadic interactions conveys a
higher dominance and in several cultures we find that this role of higher dominance is
normally referred to the male psychological characteristics and therefore, such
stereotypes are especially strong in such cultures. The idea behind all these discussion is
that our understanding of a space how do we negotiate it in our inter-personal interaction
with other people is guided by our understanding of gender roles in a particular culture.

Our sensitivity to these differences which may be cultural as well as individual because
in the same culture we find that individual behaviors may also be different. So, this
sensitivity to these differences would make us more observant of the behavior of other
people and would turn us into a more effective person in our communication because it
would enable us to have a better empathy.

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Another precaution which we have to take during our understanding of the proxemic
behavior is that these cultural differences should never be turned into cultural stereotypes
to look down upon any cultural norm.

(Refer Slide Time: 21:06)

Another aspect which is significant for us to understand in the context of proxemics is

the different dimensions which initially Hall had talked about. According to Hall
proximate behavior is a function of eight different dimensions, he had developed these
different dimensions basically as a system of notation so that these dimensions can be
recorded for research purposes on appropriate scales. This system also enables the
researchers to keep meticulous observations.

The first dimension which he has referred to is the postural sex identifier which is related
with the postures which people take according to their gender. In our understanding of
the postural sex identifier the role of the culture is important. The second dimension he
has talked about is the SFP axis or the sociofugal or sociopetal orientation, it is also
culturally coded and it is also linked with our age, gender, status as well as the social
situation.

Sociofugal describes those space arrangements that push people apart away from each
other. And sociopetal space arrangements are those arrangements which are based on
those patterns which pull people together. The third dimension he has talked about is
related with the kinesthetic factors, it looks at the positioning of body parts and different

71
ways in which these body parts can touch each other. He has illustrated four ways and
different body parts can touch each other.

(Refer Slide Time: 22:58)

After that he talks about the touch code that is the amount of touch which is permissible
during each interaction. How do people touch, how much frequently they touch each
other, whether this touch is accidental or is it prolonged is it caressing or is it holding,
whether people accept these touches conveniently or do they feel uncomfortable.

So, the amount in frequency of touching each other in public is conditioned by our
cultural understanding and at the same time which body part is being touched upon is
also decided by our cultural understanding. As we shall see in our further discussions
particularly our discussions of haptics, we would look at how in certain cultures touching
over head is considered to be inauspicious.

The fifth dimension he has talked about is that of retinal combination. That is the amount
of eye contact as well as the nature of eye contact, whether it is sharp, clear, peripheral or
whether there is an avoidance. As we shall see it is also based with our cultural
understanding, our gender differences as well as the power hierarchies within any
organization. Then he also talks about the thermal and the olfaction codes; thermal code
is related with the amount of body heat which people perceive in each other and it can
function only when we are very closely positioned with each other.

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Olfactory codes are basically related with the interpretation as well as the messages
which we want to convey with the help of our odor, the smell which we wear on our
body etcetera. Again we shall discuss how in certain cultures it is preferable and how in
certain cultures it is to be avoided. The last dimension he has talked about is related with
the loudness of voice which is conditioned by the distance, the relationship, the subject
under discussion as well as the culture and several other factors.

(Refer Slide Time: 25:07)

These systems and dimensions are bio-basic and they are rooted in physiology of the
organism. It is not necessary that in our understanding of the proxemic behavior all these
eight factors are equally important. And at the same time not all these factors share the
same label of complexity. For example, our understanding of the vision is much more
complex in comparison to our understanding of thermal and olfaction inputs.

After having discussed these dimensions, he also says that there is what can be termed as
a cultural universal understanding of the four basic zones of distances; however, specific
behavior responses to these zones are defined according to our culturally specific
conventions. So, again we find that Hall has repeatedly highlighted the significance of
cultural understanding of proximity.

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(Refer Slide Time: 26:11)

Another aspect which is deeply related with our understanding of proxemics is how we
create and use the built-space around us which is also a reflection of our subconscious
understanding of proxemics. Many of us may not be aware that the norms of proxemic
behavior govern our cultural understanding, but we become acutely conscious of these
norms whenever there is a suggested violation or when we visit a foreign land where the
arrangement of a space is very different from what we had been used to perceive up till
that point.

Cultural space tells us a lot “about the nature of a relationship” and here I would like to
quote Kathryn Sorrell who has commented “so, if someone comes more into a personal
space, then you are used to you can often feel like, ‘what is happening here?”’ So, we
can also see very easily that as our cultural lenses are different misconceptions can also
easily occur, if we are not attentive to the cultural differences in our understanding of
proxemics.

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(Refer Slide Time: 27:29)

In our understanding of proximity, the way we arrange our space which is available to us
in a formal or an informal setting is also important. Though in our understanding of the
space arrangements as a part of our studies of proxemics, the understanding of cultural
variation is important. Still roughly we can say that the understanding of space is
governed by our understanding of three basic types. It is true that cultural understanding
of space does exist, for example, a very small room which is very barely furnished can
sound to be cozy to a person On the other hand to a person who is born in an effusive
culture the same room may look rather oppressive and bare. But despite it we find that
the three different types of space which researchers have pointed out are the fixed feature
space, the semi fixed feature space and the non fixed feature space.

The semi fixed feature space is the one in which we find the maximum impact of
different types of understanding of proxemics and culture. For example, the sociofugal
and sociopetal understanding of space arrangement is same maximum in our
arrangement of the semi fixed feature space.

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(Refer Slide Time: 29:03)

The fixed feature space is characterized by those constants which are given to us, those
immobile aspects which we normally cannot change, for example, wall, the territorial
boundaries etcetera. And the fixed feature space is significant in the way we construct
office buildings or a schools or the shopping malls the religious places, places of public
entertainment etcetera.

So, the way we perceive the features of our fixed space are internalized at a very early
stage in our life. The world which Hall has used for it is the Skinnerian reinforcement
procedure. Now, what exactly is this reinforcement procedure which has been suggested
by Skinnerian? B. F. Skinner a famous behavioral scientist had put forward this theory of
motivation and he had said that it is on the basis of the punishment and reinforcement
that people learn certain behaviors almost in a permanent fashion. An appropriate
behavior is awarded where, as an inappropriate behavior is punished severely. So, it is
through this Skinnerian reinforcement procedure to which as young children all of us are
exposed to our understanding of the significance of fixed feature space is internalized.

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(Refer Slide Time: 30:38)

The second is the semi fixed feature space. The semi fixed feature space is created by an
arrangement of those elements which are mobile. For example, the way we arrange
curtains, screens, the partitions which we create with the help of furniture etcetera and at
the same time the way we use colors. So, these are the boundary markers and they enable
us to understand how a system is to be interpreted.

If you walk into any room, we get certain impressions on the basis of how furniture
etcetera has been arranged in this room. So, simply by looking at the furniture
arrangement we find that we can develop a way in which messages are been
communicated to us, whether it is a friendly environment or not, how much severity is
there in the office space designing etcetera are immediately clear to us when we look at a
particular office space.

For example, if you look at this particular photograph which is there on the right hand
top corner. We can find that it gives us the interpretation or the impression of being an
open and friendly space. In comparison to others we find that a different office space can
also make us feel rather clingy.

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(Refer Slide Time: 32:04)

A non-fixed feature space is informal and dynamic when a person varies the spatial
features of setting or inter personal distances. It is a space which is maintained between
interactants without being aware of it. Also the position someone prefers individually
and the things he or she does to appropriate the space around him saying something
about that person.

So, you might have also noticed that when we interact with each other and particularly
when we occupy a seating space, we not only occupy the place which is allowed to us by
the invisible bubble around us, but at the same time we also want to occupy certain space
around us. We want to put certain artifacts there, we want to put certain objects there and
if somebody pushes a file or a cup of tea suddenly across the table towards us we feel
violated.

So, we find that whenever there is an unwelcome sound or even a stare or a scent we find
that we are being violated in a space which is accursing to us. So, that is why we find
that our understanding of non fixed feature space is related with our own psyche and this
is also the space which is perhaps the most significant way to impact our work
performance in any situation.

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(Refer Slide Time: 33:40)

This is also an understanding of the non fixed feature space, so which is a space which is
immediately surrounding our body and each of us perceive this space to be our own.
Proxemics also very closely related with the way architectural designs are put across.

(Refer Slide Time: 33:59)

We have seen it in our discussion of the fixed space also that a particular architectural
design passes on a particular message and therefore, we find that it is also considered as
a silent language through which people put across their attitudes feelings and even
judgments about other people. The latest example of it is the concept of new urbanism

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which has started to emphasis the context appropriate architecture. The design of a social
space the interface between social structure, built environment and human behaviour is
one of the most challenging concepts of architectural and planning.

The ways in which we respond to it are also very interesting to note. For example,
researchers have found that German business people visiting the US often look at the
open doors in offices and business houses as an indication of a relaxed attitude which is
even almost unbusiness like. They do not like the openness which has been introduced in
the architecture.

On the other hand when Americans visit a traditional German office they find that the
closed door are rather secretive they may even conceal something which is almost
conspiratorial. So, you would find that these understandings are developed on the basis
of our cultural understanding of how proxemics is to be unfolded in our architectural
designs.

(Refer Slide Time: 35:42)

It is also equally important in the way we look at the space design of the interior. So,
social and cultural distances which people maintain are interrelated with interior designs.
So, we find that with changing cultural norms the interior space designs also change. In
our offices we also see that now there is a shift from the individual work culture to a
culture of group or team work. So, if in the past the office was arranged with a relatively
more fixed and individual desks, now with the beginning of the smart office trend the

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workstations become more and more flexible where different teams can be arranged for
different works.

So, the space is no more fixed and the workstations may also change on the basis of the
activities. But a person who has been used to a fixed office space may not feel the same
level of work enthusiasm in a non fixed space. Companies also require suitable offices
for sharing activities, but at the same time they have to allow the respect for distances
which should exist between people.

(Refer Slide Time: 37:03)

In the open spaces therefore, it becomes necessary for us to create areas for acoustic
isolation and also for the space which should be known as the individual territory. Our
understanding of territory is also pretty much linked with our understanding of the four
zones of proxemic distance, there is what is known primarily as the body territory which
is the bubble which we carry around us. Then there is a primary territory which
obviously, belongs to us only for example, our own home, our car also.

Then there is a secondary territory where we develop certain association because we go

and do some work over there, it may be our office space, it may be our school etcetera
and then lastly this is the public territory which is the open space. So, the space also
imparts a sense of identity and if we have a well defined space around us we find that it
also gives us a certain sense of identity control and permanence.

81
We have referred to the use of markers which some people use around us and we find
that it is a very interesting way to understand how the relationships, the status, and power
dynamics are displayed around us. You might have also noticed that in close offices
spaces also, where a good number of people have to sit and work for long hours. There
may be small glass partitions the glass partitions may be very low in terms of height, but
at the same time they are able to designate a particular space which is one’s own space.
So, it helps us to understand our own territorial rights.

In the table setting of restaurants also you might be also noticed that if it is a table setting
for the two, the restaurant owners normally put a small objects in the centre of the table.
They would put small ketchup bottles or may be salt shakers etcetera in the middle so,
that if it is in arrangement for the two this is your space and this is my space. You might
have also noticed that if it is a seating where friends are seated, they would be very
casually putting this sitting aside so, that to communicate the day space which is between
them is equally shared. On the other hand if you are having a cup of tea or spending
some time in a restaurant with another person where the table have been set only for two
people, but you are not very particularly friendly with the other person you are on a
somewhat formal and strict tones, then try to conduct a very small experiment. Suppose
this is a salt shaker or ketchup bottle unconsciously try to put it slightly over this side of
the other person so, that the space on your side of the table is maximized. Within 5 to 10
minutes you would find that the other person would shift it back to you towards your
side to increase the space which you have curtailed in a process you try to push it again
the person who push it back. Irrespective of the fact how comfortable and familiar one is
in ones understanding of proximity.

You would find it soon it would be a tug of war people pushing the salt and shakers
towards each other site. So, you would find that it is a display of the power dynamics, it
is also a display of the relationship. You would also find that if you are attending a
conference for two days people go and occupy a particular seat and keep on occupying
the same seat repeatedly all the sessions. why? Because they have developed a particular
association unconsciously. So, you would find that our understanding of proximity is
significant in understanding these aspects of our communication.

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(Refer Slide Time: 41:35)

In seating arrangements also we find that there are linkages between and among
proxemic behavior designing, seating arrangement and power and leadership equations.
The centrality of seating position automatically conveys a power play. The most central
location in a group physical arrangement allows for greater participation by the
members, at the same time it also provides a certain dominance to a person and it is also
linked with the perception of other people that the leadership of that individual is being
perceived.

You would find that these aspects of our cultural understanding of proxemics are also
carried over to the way space is designed in stage, in theatre and in film. The way people
choose the mis-en-scene and different properties related with it, also communicates our
cultural understanding of proximity.

So, today we have finished our discussion of proxemics, you would find that many
aspects which we have discussed in the last two modules would be taken over again
when we will look at different other aspects of non-verbal communication. Because, any
aspect of non-verbal communication cannot be taken in isolation. In our next module we
will look at the oculesics, the language of the eye contact.

Thank you.

83
 Body Language: Key to Professional Success
Prof. Rashmi Gaur
Department of Humanities and Social Sciences
Indian Institute of Technology, Roorkee

Lecture - 04
Oculesics - I

Welcome dear participants. In this module, we will discuss Oculesics or different aspects
related with the language of eyes. Eyes are the most expressive part of our body.

(Refer Slide Time: 00:39)

Oculesics refers to the study of the use of eyes in our communication. Eyes have often
been the focus of our literary interpretation of emotions also. They have been termed as a
windows to our souls. There are various idioms in every language which are related with
the eyes; for example, making eyes, eagle eyes, shifty eyes etcetera.

Eyes communicate and sometimes you would find that the communication which is done
through eyes is the most authentic one. Our communication through eyes goes beyond
the primary function of receiving and transmitting visual stimuli to the brain. Sometimes
you would find that we try to pass on a particular emotion through our smiles etcetera,
but eyes communicate the truth of the emotions.

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(Refer Slide Time: 01:37)

Oculesics help us to understand what is the level of comprehension of a particular topic.

In any interaction what is the level of our empathy which we have towards the content
which is being passed on. Eyes also help us to get the immediate feedback on the basis of
whatever we are saying. They also help us to understand whether a communication is to
be started or when it is the time to end our communication.

At the same time we find that eyes communicate is certain sense of trustworthiness. A
positive eye contact is related with credibility honesty trustworthiness and it also shows a
certain level of interest. Although eye contact and facial expressions are often linked
together we have found that eyes can also communicate message which is independent of
any other facial expression.

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(Refer Slide Time: 02:37)

As we have discussed in the context of proxemics also, the significance of cultural

interpretation of our gaze and eye contact is also important. For example, up till very
recently in Japan listeners are taught to focus on the neck of the speaker and avoid a
direct eye contact because they wanted to pay respect to the speaker. The same was
followed in conventional Chinese culture also in Indonesia in countries of the Middle
East also.

Where is in the US and in northern Europe, listeners are encouraged to look directly into
the eyes of the speaker because this direct eye contact is considered to be a sign of
confidence and openness. If the interpretations and nature are not consistent amongst
different cultures, we find that the differences of religions and differences with socio
economic background are also important. However, it has also been same in world
politics also that MS interpretation of oculesics can lead to interesting confusions and I
would recall something which belongs to the decade of 1970s.

It was perhaps around this time that the US economy was trying to reach the Chinese
people and China also was eager to shut this image of being a country behind in iron
curtain. It so, happened that a high powered American delegation which consisted of
their senators and business leaders was sent to China to finalize certain business deals.
However, after about two days of a spending in Beijing, American delegation give the
feedback that they do not find the Chinese to be trust for the people.

86
It went against the policies of both countries. So, immediately the US President send his
communication consultant to China in order to find out the reason behind it. The
consultant found out that it is because of the lack of eye contact that the American
delegation has reached this conclusion. Chinese did not maintained a direct eye to eye
contact because they want it to pay certain respect to the American delegation. And when
the American delegates found that the Chinese are not looking at them, they simply felt
that they are trying to hide something and therefore, they did not have any trust in them.

There are certain dominant interpretations in every culture also; however, most of the
times when I would be talking about the interpretations of our eye contact, I would refer
to the dominant interpretations which we have in our country right now. From the
perspective of in Indian who has been taught in a western pattern of a schooling and is
also working in an organization, where a Western oriented culture is dominant we find
that the interpretations of eye contact would be talked about in this context. This is by far
not the only interpretation, this is also not the universally accepted interpretation, but this
is the point of reference which I wanted to clarify at this point.

(Refer Slide Time: 06:17)

There is a very interesting phrase which we come across that we should listen through
eyes. Because if we are listening to a person with our eyes ever did the other person feels
that we are not interested either in the person or the contact. So, we can understand that
our direct eye contact signals our attitudes and thoughts. It also regulates conversation by

87
providing feedback etcetera and at the same time it also gives cues of dominance and
power relationship. When we meet a person for the first time then we quickly glance at a
person and on the basis of what we see, we make an immediate judgment on the basis of
these cues.

At the same time once the dialogue begins, we find that most on these cues and signals
are either reinforced or negated by our eye contact. Because it is through our mutual eye
contact and the way we manage our gaze that, we can indicate our awareness our
willingness to participate in any discussion etcetera and at the same time it also signifies
a particular sign of respect. Talking to a person with in avoidance of eye contact passes
on negative connotations.

(Refer Slide Time: 07:43)

This video is a very interesting illustration of the significance of eye contact.

Very good man very good man, but is it all genuine.

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(Refer Slide Time: 07:53)

We spoke to the body language expert Tonya Reiman. Neither one of them really makes
eye contact. So, you will notice that Trump is looking down and Obama is looking down.
So, they give that mutual respect of a handshake by they do not give that mutual respect
of the eye contact and the eye contact is way more important than the hand.

Here we find that with the help of their language as well as with the help of the
handshake these two political giants are trying to pass on a sense of mutual respect, but it
is the absence of eye contact which gives us the truth of the pitch; however, it is the
absence of the eye contact which is noticeable.

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(Refer Slide Time: 08:35)

Eye contact is gaze which is directed towards another person and gaze is directly looking
at any person object direction etcetera. Whenever we talk to people either in a dyadic
situation or in a small group situation, we find that simultaneous and immediate eye
contact is normally there.

When two people are talking in a casual manner eye contact occurs about 61% of the
time about half of which is mutual eye contact and people make eye contact 75% of the
time while they are listening and 41% of the time while speaking and that is why in one
of the previous slides we have talked about, that we should be able to listen through our
eyes and not only through our ears, but the length of the gaze also varies.

We will look at what are the different types of gazes, but in the context which we have
decided upon for how many seconds we can safely look into the eyes of the other person
without changing it into an intimidating gaze. Researches tell us that a normal healthy
and positive confident gaze should not be more than 2 or 3 seconds. Let us say that there
and internal body clock which we have developed on the basis of our cultural
conditioning and professional awareness which alerts us to the limit when we try to cross
it.

So, when we look at different types of case we have to look at the situation where there
is an absolute absence of eye contact again which is shifty looking here and there then
the gaze which is considered to be a normal eye contact and the normal eye contact is

90
also different in different context. For example, we have to differentiate between the
normal gaze or normal eye contact at the workplace in social situations and in intimate
relationships.

(Refer Slide Time: 10:43)

Let’s look at the definitions and connotations of normal work place or business gaze. As
you can make out by looking at the picture on the right hand side corner that the gaze is
focused on the forehead and eyes. The impression which we want to pass on is that of
mutual interest and a professional intensity and at the same time we want to avoid any
offensive connotations. This gaze is immediate. The eye contact begins as soon as we
interact with another person and therefore, you would find that in business transactions
in professional situations, the gaze has a certain importance because our willingness as
well as our honesty and trustworthiness and credibility would be partially decided on the
basis of our eye contact. So, the business case should never go beneath the nose and it
should be focused on the forehead and eyes.

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(Refer Slide Time: 11:55)

The second type of a gaze is the social and the friendly gaze, it is also a nonthreatening
gaze, but it is slightly more released in comparison to the business gaze. It is also brief it
takes into consideration the eye and the mouth normally very occasionally and very
briefly it can have a look towards the neck side also. So, this is a gaze which we reserve
for those people with whom we are friendly, this is a gaze with which we socialize. So,
here you what find that the focuses on the eyes and the mouth because this is a time of
social interaction and talks.

(Refer Slide Time: 12:33)

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The intimate gaze is intimate and this type of a gaze which takes the other person
incomplete visual is crucial to our experiences of intimacy. It is also an invitation to
communicate, it shows attraction if one over does it, it can also be an intimidating gaze.
This is also the gaze which is often abused by people who want to develop a particular
type of a power play, it is also a way of keeping the attention of somebody. So, there is a
very thin line which exist between intimidation and attraction and we have to understand
that the connotations of the intimacy are passed on only in non professional situations.

(Refer Slide Time: 13:21)

If you look at the direction of the gaze in right handed people, we can try to make out in
which direction they want to think. And this understanding is very helpful particularly
when we have to make presentations or when we have to talk to people in a small group
or we want to persuade somebody to look at things from our perspective. If the case goes
up for a right handed person it means that, it is a visual thinking for example, I might be
thinking what colour of a car I should purchase or what was the colour of a car I was
travelling two weeks back.

If it is a parallel gaze in a right handed person it means that, it is dominated by the

auditory thinking, I want to recollect the songs which I cherished is a young child. So, I
am trying to recollect certain words and then the gaze moves in this direction. If it is
downward then it is related with kinesitic decisions either I am thinking about certain
feelings or I have to take a decision soon.

93
It is also of two types, let us look at certain other visuals to find out the significance of
this gaze direction in right handed people. Please note that this direction is valid only for
those people who are right handed.

(Refer Slide Time: 14:53)

In the first photograph we find that it is the visual memory which is dominant and this
can be found on the basis of this particular direction of a gaze, the person is recalling a
picture. In the second which is a parallel gaze it’s a recalling a sound gaze. The third and
the fourth photographs depict the gaze which is downwards. If the gaze is down towards
a right hand side the person might be recalling a feeling. Often you would come across
this type of a gaze in those people who are about to take a decision. It may be a micro
expression, but definitely this gaze is often there just before one is about to reach a
decision.

If the gaze direction is towards a left then often we are talking to ourselves, we are
telling ourselves about certain emotion etcetera. This research was taken up for the first
time by Grinder and Bandler. They developed it is a part of their neuro linguistic theories
and this understanding helps us to judge the truthfulness in our interaction with other
people. It can be helpful in learning the motivation level of other people and it can also
help us to understand what is the stage of decision making.

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(Refer Slide Time: 16:21)

This particular video is when interesting commentary on the significance of eye contact.

We hold different pieces of information in different parts of our brain and usually when
we are thinking about a particular top of information, our eyes will go in one particular
direction. Ask most people about a memory that they can visually recall in their brain
you know may be a childhood memory when they were playing in the park with friends.

(Refer Slide Time: 16:41)

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They will look up onto the left as they recall that memory, but if you ask people about
linear things like data statistics ask them to add up numbers, they quite often look up
onto the right.

(Refer Slide Time: 16:51)

People when they are being emotional, upset, the feeling channel is down here.

(Refer Slide Time: 16:57)

Onto the right whereas, we have quite often see people.

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(Refer Slide Time: 17:01)

When they are taking to themselves they look down onto the left.

(Refer Slide Time: 17:03)

As they formulate an answer to something there is also horizontal which is your audio
channel. If you are at home late at night 3 O’ clock in the morning and you hear a noise
outside if it is the cats playing around with bins or something that you know the sound of
you quite often look to the side to the left because this is your recall side its a sound you
understand and you know; however, if its a sound you do not understand and you do not
know you look to the right and try and work out what.

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(Refer Slide Time: 17:35)

Eyes are enabler when we talk about controlling the attention of the people. They are
related with the learning curve primarily and at the same time they are the most
significant tool we have of controlling the audience. It is said that in the learning curve
83% is dependent on our side, 11% on hearing and 6% on other senses. In presentations
our attention is definitely more if it is an audio video one. We are likely to retain almost
as much as 50% of what a person has talked about.

On the other hand if it is only and audio presentation or discussion then we retain
perhaps about only 10% of the content which has been discussed. At the same time if we
look into the eyes of the people and try to hold a dialogue, then we are also able to hold
their attention. This is also the reason behind a better retention of content in audio video
presentations.

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(Refer Slide Time: 18:43)

The intensity of gaze in eye contacts is also an important aspect. Our intense gaze is
focused, it is of long duration and normally it is not accompanied by casual of friendly
body movements or facial expressions. Normally it is perceived to be hostile or angry or
controlling or threatening or even doubting. So, intensity of gaze has to be understood
coupled with other body linguistic signs to understand the true import of a.

(Refer Slide Time: 19:17)

An attentive gaze is more or less as prolonged as the intense eye contact. However, it
shows interest friendliness and curiosity because it is relatively mild. It is attractive

99
rather than intense when it is accompanied by other softer facial expressions and a smiles
and with more relaxed body movements.

(Refer Slide Time: 19:39)

Soft and restricted eye contact is less prolonged, it is accompanied by relaxed and very
friendly facial expressions, it is perceived as casual friendly warm etcetera. A distracted
eye contact is one which tends to frequently connect and disconnect and moments of
contact are brief and periods of disconnect are longer. It suggest either preoccupation,
disagreement, aloofness, boredom. Whereas a soft eye contact suggest agreement a
distracted eye contact passes on negative connotations which have to be delved deeper
further.

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(Refer Slide Time: 20:19)

In dyadic situations particularly the evidence of eye contact passes on negative

connotations. In a small group situations we may come across an individual who wants
to avoid eye contact and would not allow other people to catch his eyes very frequently.
The shifty eye contact or an avoiding eye contact maybe fleeting or infrequent or
frequent and infrequent alternatively. It reflects negative emotions only either the person
is trying to hide something or is being very nervous or may find the content very boring
or is disgusted with the whole situation etcetera.

Cultural aspects in the evidence of eye contact are also important as we have already
seen in our discussion of the situation which has emerged between the American and the
Chinese delegation. So, in certain cultures we find that the eye contact is deliberately
avoided because we want to pay respect to the speaker because of the social situation or
because of the convention of the land.

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(Refer Slide Time: 21:37)

Staring on the other hand is an absolutely different affair; it is never a part of our
professional setup. Looking someone in the eyes for a prolonged period may become
creepy and it is absolutely unprofessional, it can even become threatening and
uncomfortable. Sometimes we would find that a staring can also be a part of deception.
A person may be trying to keep the gaze focused because the person wants to come
across is it truthful and honest one whereas, in fact, the person is a liar or a dishonest
person.

So, in order to pass on this false impact the person can overdo can over gaze and may
result in steering at another person. Sometimes it can also be related with simple
curiosity for example, a child is staring a phenomena for a long duration. However, we
have to look at the cultural differences here in a different mindset and innocent looking
at or a glaring can also be interpreted as improper or offensive. So, awareness of cultural
differences, as far as the interpretation of eye contact is concerned, is important. Positive
eye contact is important in our interaction with other people.

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(Refer Slide Time: 22:59)

A positive eye contact suggest a confident person, it also suggest a positive sense of self
worth. People are automatically drawn towards people who have a positive eye contact
because it conveys self assurance and confidence. Open and positive eye contact is
associated with honesty and on the other hand a poor in shifty eye contact is associated
with deceit and dishonesty.

Sometimes we can try to write it off by saying that it is a very common and a
stereotypical association, but this is also the common understanding and people often
make their judgement on the basis of these a stereotypical associations only. For
example, amongst the sales people over find that open eye contact is a must you would
perhaps never like to deal with the sales person who talks to you with awarded eyes. In
trial interviews in the formation of the public opinion etcetera you would find that we
tend to trust a person who has a positive eye contact.

Studies have also shown us that sometimes we may not feel very confident in our heart,
but at the same time we are able to manage a strong eye contact with others. So, people
would perceive this as strong eye contact and on the basis of this they would also
attribute competence confidence and social skills to us even though we might not
actually be possessing it.

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(Refer Slide Time: 24:41)

So, this finding that even those people who are not actually confident appear to be
confident to others if they maintain a good and positive eye contact demonstrates that our
conscious efforts to convey qualities usually our successful or whether or not we actually
possess these qualities. A studies tell us that often when people lie that tend to over gaze
engaging in more eye contact then what is perceived to be normal in order to emphasize
the trustworthiness. Intent on appearing honest they tend to over gaze just as the often
overdo avoidance of nervous gestures, that people also associated with dishonesty.

(Refer Slide Time: 25:25)

104
In this video we can look at the significance of positive body language particularly from
the perspective of eye contact.

Making eye contact with consumers are purchased significantly more than those that do
not.

(Refer Slide Time: 25:43)

80 percent of all patient complaints in hospitals mention a lack of eye contact between
the doctor and the.

This video also tells us about looking at the micro expressions of eyes and how we can
understand whether a person is being honest or not.

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(Refer Slide Time: 25:55)

People who are telling the truth tend to be more forth coming with information then liars
who are naturally evasive. Freshman also says to look out for micro expressions which
are some facial cues that appear for only a split second.

(Refer Slide Time: 26:17)

In 2008 study on the topic showed that people who are being deceptive about their
emotions display inconsistent expressions and blink more often than those telling.

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(Refer Slide Time: 26:25)

Role of pupils in eye contact is also important. We perhaps never have any control over
our pupils. In given light conditions pupils will either dilate or contract as our attitudes
and as our moods change. When we feel excited our pupils can dilate; the pupils can
dilate up to four times their normal size if we are angry and in a depressed mood we have
certain negativity then our pupils contract to what is known as ‘beady little eyes’ or
‘snake eyes’.

In this photograph we can look at the difference between a dilated pupil and a
constructed pupil. The left eye has a dilated pupil and the right eye has a constricted
pupil. Eckhard Hess commented that pupil dilates when we are interested in the person
we are talking to or the object we are looking at.

Several researches have also been conducted and you can also conduct this is small
experiment take a friend pupil size when you are talking to him or her about something
interesting and then change to all subject which is repulsive to them and then you can
find the pupil suddenly contract. So, pupils have a significant voice as far as
understanding of eye contact is concerned.

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(Refer Slide Time: 27:53)

In this photograph we can look at two eyes in one there is a constricted pupil. In the other
there is a dilated pupil the constricted pupil suggest a bored with what is happening
around on the other hand a dilated pupil suggest interest as well as attraction in this video
also we can look at certain important aspects which are related with our understanding of
eye contact.

One of the first sign of nervous liar is fidgeting. So, pay close attention. Are they
shuffling the feet or playing with the hair or massing with the watch or clothing, all these
could be potential signs of deceit. Now a liars tend to avoid eye contact, but did you
know the dilated pupils can also be a sign. These are caused by increased tension and
concentration typically experience when some….

So, today we have discussed certain basic understandings of eye contact we will continue
this discussion in our next module too.

Thank you.

108
 Body Language: Key to Professional Success
Prof. Rashmi Gaur
Department of Humanities and Social Sciences
Indian Institute of Technology, Roorkee

Lecture - 05
Oculesics - II

Welcome dear participants to the 5th module of the first week. In the previous module
we had introduced Oculesics or the language of the eyes. We had looked at different
types of gazes. In this module we would look at the role of eye contact in different
interpersonal situations, for example, in the classroom as well as during other certain
professional situations like making a presentation and facing interviews etcetera. During
any interaction it is important to hold the eyes of the other person you are talking to.

(Refer Slide Time: 01:02)

In fact, eye contact is an integral part of human interaction, in a way it has been found
that it is hardwired in our system. If we are able to retain the gaze of a person during our
interaction, we find that it results in the better retention of the content. At the same time
we are able to explain our ideas in a better way and get an immediate feedback also. If
you are able to automatically shift attention in the direction of another person’s gaze, it
also results in both people looking at the same thing and attending to the same thing.

109
We will see how during one two one dialogue as well as in a small group presentations
this is skill is helpful. This phenomenon of joint attention facilitates development of
language as well as social cognition particularly in young children.

(Refer Slide Time: 02:05)

In the previous module we had referred to Neuro linguistic Programming. Theorist were
working in the area of NLP suggest that the natural eye movements that accompany
thought processes are never random. Rather these eye movements are correlated with the
content we are thinking of as well as the larger pattern of these thoughts. The level of eye
contact as well as in some situations and absolute lack of eye contact reflects the persons
psychiatric or neurological functioning.

In various medical journals this aspect has been commented on and later findings have
corroborated them in professional situations also. Medical researchers have found that
amongst people who are depressed or anxious or psychotic, there is a difficulty in
maintaining a good and frequent eye contact.

Similarly, people who have attention deficit disorder or hyperactivity are frequently
observed to rapidly scan the environment in a single gaze. In therapeutic relationships a
good eye contact is associated with a better and more successful recognition of
psychological distresses in patients. We can also say that these tendencies are reflected in
our classroom also when we are engaging a class as well as in other professional
interpersonal settings. These findings are equally well it in the classroom situations.

110
All of us know on the basis of our experience that as teachers we might be looking at
anywhere in the classroom at anytime, but students tend to learn more from those
teachers who they think are trying to maintained an eye contact with them. And they
automatically are rather bored with those people who are referring to their notes
continuously or simply writing on the blackboard without maintaining an eye contact.

(Refer Slide Time: 04:21)

Manusov and Patterson have reflected on the potentially important eye behavior for
teachers which they have termed as the “teacher stare” and we often use it to manage the
students class room behavior. At the same time we find that we can avoid unnecessary
hostile attribution with unruly pupils by considering proximity as well as brief eye
contact with them. However, at the same time it is important that we avoid unnecessarily
extended eye contact with a particular person as too long is there may generate a
perception of hostility or threat or at the same time may make the person unnecessarily
defensive.

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(Refer Slide Time: 05:08)

Eye contact is equally important during the panel discussions also. In panel discussions
as well as another public discussions we find that the physical arrangement of seating is
very meticulously designed. It should be designed in such a way that all these speakers
are able to look at each other maintain a positive eye contact with every other participant
in the panel as well as they have an unobstructed eye contact with the audience also.

Here in the given picture we can feel that panelist are seated in a semicircle in front of
the audience and then at the same time there are proper paper name tents in front of each
speaker and the lighting is also adequately bright. In comparison to these seating
arrangements where a positive eye contact is encouraged, we can also look at certain
other images where the eye contact is not fully possible.

112
(Refer Slide Time: 06:15)

In this image we find that the decor or the mise-en-scene is very nicely done there is a
nice stage setting there are comfortable chairs, there are low tables so, that the view with
the audience is not obstructed. But the chairs have been put in a straight line so, that the
speakers are unable to have any eye contact with each other while they are participating.

The level of participation as well as the enthusiasm of the speakers would automatically
be adversely affected in this situation. These two different seating arrangements
automatically convey the significance of eye contact in these type of situations.

(Refer Slide Time: 07:03)

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Eye contact is equally important in all the interview situations. In fact, it can be said that
a direct and positive eye contact can often make the difference between one selection or
rejection. Eyes indicate the level of our interest; they also indicate the level of our
confidence as well as the level of professional preparation during our interaction.

A positive eye contact suggest interest as well as preparedness on the part of the
candidate as well as it also suggest that the person is careful of the employers, time and
energy and is fully prepared to appreciate it and this is reflected not only with the help of
the answers, but also with the help of eyes eye level conveys confidence.

So, if a candidate during an interview looks down at the shoes or focus is on the table,
then these type of gaze directions convey a lack of confidence less prepared candidate as
well as a nervousness on his or her part. At the same time making eye contact in a
positive and confident manner sends the message that the candidate is fully prepared.
During the interviews sometimes candidates become confused as to with home they have
to maintain the eye contact.

If they are being interviewed by a group of people then should they only focus on the
person who is ask the question or should they look at the complete team. I would suggest
that one should focus automatically more on the person who has asked the question, but
while they are answering they should also maintain an equal eye contact with the rest of
the team members also.

(Refer Slide Time: 09:01)

114
A positive eye contact during interviews exhibits honesty as well as interest and
intentions of the candidate. While it is good and advisable to make a positive eye contact
one should also be careful not to introduce a sudden change in once eye contact. For
example, you have been facing the interview board with a positive eye contact, but
suddenly in answer to a particular question you start blinking or you start avoiding the
gaze, then it would send negative messages immediately. If not about the whole
candidature then definitely about that particular point where you had started blinking or
avoiding the gaze.

Some people have a particular sparkle in their eyes; the eyes shine and often we find that
the shine or a sparkle is associated with the level of preparedness. If a candidate is fully
prepared and is confident that the answer he or she is providing is correct then
automatically there would be a shine and confidence in the eyes. This shine and a sparkle
allows the interviewer to think that what you are talking about is actually an aspect in
which you are interested and at the same time you are revealing and information of
which you are proud.

It is important that when you are giving information about your achievements, about
your past experience or your academic excellence then it has to be given with a certain
level of confidence and sparkle in the eyes. This is sparkle inspires the employer who
may think that here is a candidate who is definitely interested in the position.

(Refer Slide Time: 10:58)

115
Eye contact is often linked with the trust issue because as a society we have been taught
right from the childhood that someone who looks away during the conversation, while
answering a question is not a person whom we can trust easily. And therefore, in the
contacts which we have already decided for this dialogue of body language during this
course, eye contact is definitely linked with the trust issue. It is also linked with good
manners and likeability in some countries for example, in Japan, in traditional setups
people are still encouraged to avoid a direct eye contact which may sometimes be
understood as being rude.

In comparison to that in the USA we find that a directness of the gaze is always
preferred. While it is good to be aware of the cultural differences which exist and one
should be sensitive to them. It is also important that a directness of the gaze is something
which is more and more being considered as an exhibit a once level of confidence and
openness. During our conversation it is important that we maintain continuously a direct
eye contact. Sometimes it may be possible that in order to think about something or in
order to organize our ideas we look away as in exhibition of an invert thought for a
couple of seconds and this is perfectly all right.

So, this is a part of the direct eye contact and it should not be thought that even while
you are looking away for a couple of seconds in order to reorganize your ideas, it is
something negative. During a presentation as well as during a one to one conversation it
is important to captivate the eyes of the person with whom you are talking.

116
(Refer Slide Time: 13:01)

In order to control the gaze of a person you are interacting with sometimes a pen or a
pointer may be used during the presentation. While you are talking to a person and you
find that the other person is looking at some other places which indicates that he or she
might not be very interested in what you are saying or is busy in one’s own thoughts.
Then it sometimes works as a good strategy you can use a pen or a pointer an gradually
bring this in front of the eyes of that person, gradually you would find that the eyes of
that person are focused on this pen and gradually this pen can be brought to the point
which you want to illustrate.

So, you would find that gradually by captivating the eyes of the other person, you would
be in a position to make the other person look at the point you want to highlight. This is
important not only during these type of presentations where you are displaying
something on some type of a board or a screen, but it is equally important when you are
displaying something on a piece of paper to someone.

117
(Refer Slide Time: 14:15)

The same strategy works during this type of dialogues also this particular image which I
have taken from LNPs illustrates it very significantly. As you can see in the 1st image
the speaker is trying to ensure that the gaze is shifted towards the tip of the pen and then
in the 2nd image the person has gradually brought the pen to the point in the book or the
notebook where the person has to concentrate.

So, controlling eyes during the dialogue also controls the thought patterns of the other
person. During other public speech situations as well as during any social interaction
where one is in a formal position presenting something.

118
(Refer Slide Time: 15:03)

Maintaining an eye contact is very important often we have to make presentations during
conferences and we may be asked several questions. While answering these questions it
is important to have a positive eye contact to build trust and engage the attention of the
audience. In these situations, it is advisable to engage the whole body open the whole
body towards the audience turn in such a manner towards the audience that the person
feels that you are actually turning to look at the person listen to the question, which is
being asked and then answering to that.

These suggestions help a person to think that you are genuinely interested in the question
which has been asked. In the particular video you would find that these aspects of
opening up one’s body as well as maintaining the eye contact is done very nicely.

He is world renowned for making people feel like even when he speaks to them down a
line as he shakes their hand. He makes them feel like they are the only person in the
room like there is a person that he cares most about and people always question, what it
is that creates this effect; my hypothesis my thesis if you will is that its his eye contact.

I think governor of a small state for 12 years, I will tell you how it’s affected me every
year congress and the president signed laws that makes a makeup. So, the first thing you
will notice and throughout this is that probably 90 to 95 percent of the time that bill
Clinton is speaking, he is looking directly at this woman. He holds eye contact with her.

119
A lot of people struggle to do this; when they are listening they have no problem looking
someone in the eyes, but when it comes time to speak they get very very very
uncomfortable with it, they cannot think straight the one of the things that bill Clinton
does very well is when he breaks eye contact is not an abrupt thing.

In fact, as he walks away from this woman, he signifies with his body first that he is
about to leave by shifting his weight continues to speak for a few more seconds and only
then does he look away. So, that way the eye contact is not immediately broken there is a
sense that he is about to wrap up, what he says and its almost like saying goodbye. So,
she knows that its over. So, just like.

So, most people are working harder for less money than they were making 10 years ago,
it is because we are in the grip of a failed economic theory and this decision you are
about to make better be about what kind of economic theory you want not just people
saying I want to go fix it, but what are we going to do, but I think we have to do is invest
in America

So, he starts shifting his body right here you can see he is about to walk away.

From jobs American education control American health care costs and bring the
American people together again.

We have been talking about the significance of good and positive eye contact, but a too
much emphasis on eye contact during initial contact etcetera.

120
(Refer Slide Time: 17:58)

Sometimes may create a level of discomfort in the communicator and one may feel
rather apprehensive of this pressure of maintaining good and positive and open eye
contact, while making a presentation while participating in a group discussion interviews
or brainstorming sessions etcetera.

And therefore, this pressure would somehow make us fidgeting and therefore, it has been
noticed that they are people who are acutely aware of the fact that they have to maintain
an eye contact and is still there unable to do it, it results in negative body postures also.
So, what strategies we can adopt to avoid distinction?

121
(Refer Slide Time: 18:48)

In order to avoid these situations sometimes people try to pick up a random object for
example, a paper weight which is lying on the table and then they keep on looking at it.
In fact, they may end up talking to a paper weight instead of talking to the interviewer.
However, if a negative eye contact is, but too much of an eye contact is equally bad if
not worse. If somebody stares deeply into the interviewers eyes, the entire interview may
end up with minimal blinking and creating a very strength impression on the other
person.

In order to avoid these two situations of extreme, we should try to plan and prepare for a
happy medium. I would like to mention a trick which I have found very effective it was
first mentioned by dale Carnegie and the trick is very simple; that means, that you have
to look at the interviewers eyes long enough to register the colour of the interviewers
eyes. For whatever reason this fraction of seconds of eye contact allows a person to think
that you are not hesitant in making a positive eye contact and often it helps those people
who feel awkward in maintaining a proper eye contact.

122
(Refer Slide Time: 20:17)

Maintaining an eye contact during presentations may be rather tricky particularly if the
size of the audience is pretty large; obviously, we cannot look at everybody therefore,
certain a strategies can be used. A particular strategy is to look at the top of head at the
front row of people who are sitting in the hall.

For example, you can look at the first row, but instead of looking into their eyes, you can
try to look at couple of inches higher than the head for example or the airline and then
the people who are sitting on the back rose would automatically think that you are trying
to look at them as well as the front row people also. Another trick is to think of the
audience as sitting in a Z formation. With the help of the eyes you try to gaze at the
people making a Z and different points of this Z would allow you to maintain a positive
eye contact with different sections of the people.

123
(Refer Slide Time: 21:28)

While making the Z with your eyes, it is also important to look closely at certain sections
of the audience once and twice varying the gaze depending on the suitability of the
content. While we make a full eye contact a positive eye contact, it is also important to
learn that the whole face contact should also be accompanied with it. As we would see
later on in our discussions of body language, the whole face contact which in corporates
the smiles as well as nods depending on the content also incorporates a feeling of
positivity among the audience particularly during the interaction sessions.

At the same time if you are standing on the left turn, then you also have to peg a real or
imaginary point or person in every corner of the group and then by maintaining different
types of eye contacts you would find that you can create this impression among the
audience that you are looking at a larger number of them. And even if we are not able to
maintain a direct eye contact with a large audience, it is absolutely essential to pass on
this impression that we have this desire to maintain this eye contact and in fact, we are
maintaining this eye contact in the given situation.

124
(Refer Slide Time: 22:58)

Inadequate eye contact results in very awkward situations. In fact, the significance of eye
contact has been adapted in various TV shows to create certain hilarious moments. Some
few of might be familiar with the famous American TV sitcom friends, which was aired
between 1994 and 2004 for 10 seasons on NBC television. This is a story which is based
on six friends and in this particular clipping you can look at some various hilarious
moments when different friends try to incorporate eye contact sometimes too much eye
contact and sometimes very little eye contact.

There are three primary concerning sediment flow rate each of these theories can be
further subcategorized into.

Its a face apology you know look him in the eye, I know I could get.

I do not know.

I am telling you, I can do it.

You can do it.

Hey, listen guys we feel really terrible.

(Refer Time: 24:44) eye contacting do not look at him do not look at him.

Come on you guys we want you to know we are very very sorry.

125
(Refer Slide Time: 24:53)

Whereas in interactive situations a positive eye contact is important, it is also helpful for
us to understand what different type of glances and gazes mean to us. Let us look at the
sideway glance and what are the different messages it may communicate. It may
communicate a sense of hostility, uncertainty or suspicion and at the same time it can
also give a suggestion of being interested in the other person. In order to understand what
exactly is the emotion which is being conveyed, we have to look at accompanying
kinesic behavior.

If it is the emotion of hostility and suspicion which is being passed on, you would find
that the head would turn away, the eyebrows would furrow, lines would appear on the
forehead, mouth will drupe and go critical. At the same time is somebody is interested,
then the neck maybe exposed, the head may be tilted the eyebrows may be raised there
may be a little smile and often you would find that this is understood as a courtship
signal also.

So, you would find that in order to understand the glance and its significance it is
imperative for us to look at the interpretations of the accompanying body signals also. As
we have discussed earlier a particular isolated nonverbal signal is like an isolated word
which may have different meanings. Its only when we look at the cluster of kinesic
movements that we are able to fix the meaning by putting it in a sentence.

126
(Refer Slide Time: 26:41)

Similarly, you would find that extended blinking also occurs in an unconscious manner.
It may occur when either a person is engrossed in one’s own thought and wants to cut off
from the whole situation or on the other hand wants to in a way block others from the
sight and from the cognizes itself.

The extended blinking suggest that the brain does not want to tolerate dealing with the
other person who is talking or the person is not interested in the content at all finds it
extremely painful. So, you would find that the eyes would shut automatically for two or
three seconds are even longer and this sight remains closed as a person wants to remove
you momentarily from his mind we can understand that it is a negative gaze. Let us look
at some other examples of darting eyes, stammering eyes or even the gaze avoidance.

127
(Refer Slide Time: 27:44)

Darting eyes suggest the gaze in which a person enters the room and suddenly wants to
check at what is happening in the room in a single gaze. Sometimes you would find that
it me suggest authority a person in authority has entered the room and wants to find out
what everybody is doing or at the same time in situations of extreme nervousness, when
the brain is trying to look for a possible escape route. In these situations if it is suggested
and authenticated by the rest of the kinesics signals, then it reveals the insecurity of a
person.

Darting eyes are also associated with the line behavior of people however researches tell
us that practiced liars have learnt to hold the gaze for a longer period. So, holding the
gaze for an unnecessarily longer period as well as darting eyes both me suggest that the
person is lying. At the same time stammering eyes suggest an action of keeping the eyes
closed for prolonged periods of time; that means, that we do not want to speak out what
exactly is in our mind.

And all together gaze avoidance is normally associated with negative emotions, a person
may be nervous may be feeling downcast wants to avoid the other person, wants to show
the anger etcetera or the superiority. However, you would find that sometimes gaze
avoidance may also be associated with the intention of coming across as a more
subordinate person or sometimes it may be in excuse to reduce the anxiety and intensity
so, as to defuse a situation.

128
So, we have looked at different types of eye contacts where as a positive eye contact is
very important for us. A negative or shifty eye contact also passes on negative
associations for us. However, I would retreat this fact that in order to make out the true
interpretation of the oculesics behavior. It is important to authenticate it by looking at
other associated signals also.

(Refer Slide Time: 30:14)

A very interesting we do you suggest how eyes are connected with other cues from body
language and how they help us to reach a particular conclusion.

(Refer Slide Time: 30:23)

129
Here I would also like to point out that there is a variation between the speed of speech
and the speed of comprehension. Normally we have a capacity to listen somewhere
around 650 to 700 words per minute and I am talking about and averagely educated
person. However, the rate of a speech is relatively slow we normally cannot speak for
more than 150 words per minute. We speak more words than this then the speech would
become too fast and the audience would not be able to comprehend properly.

Therefore, we find that average listeners have three quarters of the listening time and
they automatically use it to evaluate the content of what is being set; to focus on the
kinesics signals, to look at the eyes, to accept reject or contest what is being set. And
often you would find that impatient students as well as impatient participants in any
professional dialogue, can of an interrupt the speaker to ask the questions and this is
normally done to pick up the non verbal accompaniments of speech.

(Refer Slide Time: 31:42)

If the listener looks away from the speaker during the talk or presentation, it suggest that
the listener does not necessarily agree with the content or has certain reservations about
it. Looking at the speaker during the talk suggest interest and agreement also. If a
speaker looks at the audience it suggest confidence with the content as well as an
openness to share the content with the audience.

However, if the speaker looks away from the audience, it suggests that either the person
does not have confidence in the content or wants to avoid further questioning or at the

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same time may try to hide certain feeling. In certain scenarios particularly in professional
situations one status is also important. People of higher status look relatively less while
they have to listen to what other people say and they look at their subordinates more
while they are talking to them or passing on certain instructions to them. So, clustering
with other nonverbal signals is important as we have already seen in the previous video.

(Refer Slide Time: 32:55)

We had referred to neuro linguistic programming in our previous module. It was started
by Doctor Richard Bandler and Doctor John Grinder and we can see that it is like
learning the language of our own mind. They have authenticated with the help of their
research that the random movement of the eyes indicate the background processes which
are running through the mind of the speaker and then this is reflected through the
direction of gaze. In our previous module we have discussed it in detail and if you look
closely at this diagram you would find that this is further information about it.

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(Refer Slide Time: 33:38)

This diagram also retraites the findings of NLP which are helpful for us and we are told
what may be the indications, if the person is looking at a particular direction. You would
find that the left and right directions are indicative of different types of thinking
procedures.

(Refer Slide Time: 34:01)

Though NLP as a science has been established relatively recently, we find that the first
indications of NLP are found in William James treatise Principles of Psychology which
was published in 1890. A students of literature in general are familiar with this work

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because it is this work which for the first time had also mentioned the phrase stream of
consciousness.

William James had originally documented the association of eye movements with the
thought processes and he had described in principles of psychology that merely thinking
about a visual image caused if fluctuating play of pressures, convergences, divergences
and accommodations in eyeballs. However, this idea had remained dormant till 1970s.
The video which we would play right now encapsulates the basic findings of NLP as far
as eye contact is concerned.

We hold different pieces of information in different parts of our brain and usually when
we are thinking about a particular type of information our eyes will go in one particular
direction. Ask most people about a memory that they can visually recall in their brain
and it may be a childhood memory, when they were playing in the part of friends they
will look up and to the left as they recall that memory. But if you ask people about linear
things like data statistics ask them to add up numbers they will quite often look up and to
the right.

People when they are being emotional upset the feeling channel is down here and to the
right whereas, we quite often see people when they are talking to themselves, they will
look down and to the left as they formulate an answer to something. There is also
horizontal which is your audio channel. If you are at home late at night 3 O clock in the
morning and you hear a noise outside.

If it’s the cats playing around with bins or something that you know the sound of you are
quite often look to the side to the left because this is your recall site its a sound you
understand then you know; however, if its a sound you do not understand and you do not
know you look to the right and try and work out what.

So, with this we end our discussion of oculesics; however, later on when we will look at
the clustering of different types of kinesics signals, we would be referring to some gazes
once again.

Thank you.

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 Body Language: Key to Professional Success
Prof. Rashmi Gaur
Department of Humanities and Social Sciences
Indian Institute of Technology, Roorkee

Lecture - 06
Haptics I

Welcome, dear participants to the second week of our program on Body Language. In
this module we would look at Haptics and its role particularly in the handshakes. Haptics
is basically a study of communication of our ideas, feelings and emotions involving
touch, the way we touch other people the body part on which we touch etcetera. The
duration for which the touch is there are to be studied as a part of this body linguistic
aspect.

(Refer Slide Time: 00:50)

Haptics has been derived from a Greek word Haptikos which means, pertaining to the
sense of touch. The term was first used in the 19th century; however, at the time it was
mainly used in the relation of psychophysics, but today it is used to denote different
types of tactile sensations on the body. We would discuss the significance of human
touch and it is role in professional communication.

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(Refer Slide Time: 01:27)

When we study the significance of touch as a part of nonverbal communication we have

to understand that the frequency as well as the type of touch is important as it
communicates what we feel about the other person and also what we are looking for in
the relationship or in a given situation

Touches can be defined as a communication, which we do with various type of touches

during our professional scenario. For example, we shake hands with others; we hold
hands with other person; in certain situations there is a formal kissing also which is
involved sometimes as a friendly gesture; we can back slap, we do this high five gesture
shoulder pat etcetera. Each of these give away nonverbal messages as to the feelings and
intentions of the person who is touching, they also cause negative and positive feelings in
the person who is receiving these touches.

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(Refer Slide Time: 02:38)

A positive touch can be nurturing and it can help us in creating and maintaining
relationships. A positive touch is important because it channelizes a certain level of
comfort love as an expression of our concern for the other person. Imagine after a
particular project has gone bad your team leader comes close to you, gives you a small
pat, smiles at you and then suddenly you feel that things are still ok.

So, you would find that a positive touch can nurture the feelings of another person;
however a negative touch can also pass on other negative associations related with
anxiety at the same time a suggestion of aggression or even a possibility of violence by
physically hurting or showing someone etcetera. Touches are important in our human
memory because we can never forget the significance of the touch in fact, we can never
forget the touch of people who are important to us and that is why you would find that if
we have been touched by a great leader, if our hands have been shaken by spiritual
leader, if we have been blessed by physical touch by a great person we carry the memory
of this touch throughout our life.

So, a human touch has the capability to pass on positivity as well as negativity even in
strictest professional situations.

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(Refer Slide Time: 04:21)

I would refer here to the findings of Jones and Yarborough, who have suggested that
touch may communicate five major meanings, they have listed positive emotions,
playfulness, controlling situation, ritualistic touches as well as task oriented or task
related touches. As a part of communication of positive touches we find that they can
express support, appreciation, inclusion, affection, consolation etcetera. A touch can also
be affectionate or aggressive and it can also be rather playful which indicates that things
or situations are not to be taken very seriously.

Sometimes you would find that touch can be used to control the situations, at the same
time we find that touch can be used to control the behaviors and attitudes of people,
touch can be used to convey status as well as dominance over others. Often, we find that
there are ritualistic touches also for example, we shake hands when we greet the other
person or when we take leave from them then professional hugs are also in this category
of ritualistic touches. Sometimes we find that a compulsory touch is there, because it is
the demand of the profession, a doctor has to touch the patient we can help somebody out
of the car. So, these touches are associated with the performance of a function.

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(Refer Slide Time: 05:51)

Sometimes touching others is also unintentional. For example, while we are travelling in
a crowded train or a bus or we are within a crowded elevator some touch cannot be
avoided. However, we also have to understand that in professional situations also there
are certain cultural taboos about touching a particular body part and we would look into
these cultural taboos.

Handshake is the first professional touch, which we are normally exposed to. It is an
intrinsic component of formally greeting other people and it is also considered to be a
very simple nonverbal exchange in our day to day life; however, one would be surprised
to note that many messages can be hidden in this handshake. Since shaking hands is a
particular type of a touch, we may also remember the emotion which has been
communicated with the help of this touch, it may communicate a certain warmth, a
desire to dominate the other people, it may also convey a reluctance to talk to the other
person.

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(Refer Slide Time: 07:05)

It is interesting to note that the origin of handshake is related with the survival instincts
of human beings. Alien Pease has referred to this idea that shaking hand is basically a
relic of the caveman era. He had suggested that when caveman or during the early phases
of the development of civilization people use to meet each other they used to hold their
arms in the air with open palms to suggest that they are not caring any weapon to harm
the other people.

Gradually with a passage of civilization, it was reduced to a Roman salute where the
hand was carried towards the heart. So, this palm in the air gesture was modified over the
centuries and then different variations have also occurred. This idea is supported by
Desmond Morris he has suggested in his work in 1969 that the western form of
handshaking might have started as a means to indicate that neither person who is
involved in this greeting ritual is holding a weapon.

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(Refer Slide Time: 08:11)

So, initially shaking hands must have started as the idea that a bond of trust is to be
established and that is certain friendliness is associated with this interaction. However,
very soon it became a symbol of equality among individuals, it became a symbol of
ceiling different arrangements and agreements and now it has become a simple greeting
protocol when we meet other person for the first time during the day. The original
meaning however, can still be found. Refusing to shake someone’s hand can be easily
interpreted as a signature of aggression on the part of the other person.

Irrespective of the origins the handshake is a compulsory part of the modern era and
people of all races in different positions in different cultures and surroundings use this
particular gesture. There are certain traditional ways of shaking hands with people of
different genders which are still continuing in most of the societies. For example,
normally we are stature conscious when we shake hands and a person who is holding a
higher stature offers the hand to be shaken.

Similarly, in most of the societies it is considered apt that it should be the woman who
offers are hand to be shaken and men normally should not initiate handshake with
women. In certain cultures women avoid shaking hands and instead of that they offer
different type of traditional ways of greeting others. In next few slides, we would look at
the different interpretations with shaking hands as a part of nonverbal aspects of
communication.

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(Refer Slide Time: 10:06)

The emotions which we pass on while we are shaking hands with other people also
important that it is said that John F Kennedy, the assassinated former U S president, head
commissioned an entire study to find out and determine the most effective handshake
with people. It may convey a genuine warmth it may indicate insecurity and a quick to
let go handshake and also convey arrogance. Though we would be looking at several
types of handshakes, we would primarily look at three different types of handshakes
which convey the idea of dominance, subservience or equality, when we greet each other
in any professional setting.

(Refer Slide Time: 10:52)

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The figure here appropriately illustrates the idea of a dominant handshake. The dominant
handshake came to be officially noticed officially because it was around that time that
many people had started to write about it. So, this type of a handshake suggest the
dominance on the part of a person who offers the hand in such a manner that his or her
palm is in this particular direction and the other person in order to shake hands has to
offer the palm in an open manner, this suggest that the person has a desire to dominate
over the other.

Now, a dominant handshake is normally adopted by people who are either in a senior
position, who are in a position where dominance comes easily to them or often you
would come across youngsters who offer these type of hands. In professional situations,
when you come across this type of a handshake from a colleague you may not feel very
comfortable and you would perhaps like to defuse it, a very interesting strategy which
can be used to defuse this type of a handshake and to bring it back to a handshake of
equality is to trust your left foot forward. So, that your body is slightly tilted and then the
other person also has to slightly move back and this gives you an opportunity to tilt the
handbag and initiate the dialogue on a more equal footing.

(Refer Slide Time: 12:29)

Just opposed to this is the idea of a submissive handshake, it is the opposite of the
dominant handshake where you offer your hand in such a manner that the palm is facing
upwards.

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Now, this is symbolically giving the other person an upper hand and it suggests that you
do not have any objections if the other person controls the situation, sometimes it is done
deliberately when you have to offer in a apology and instead of using words you also
want to communicate this idea with the help of your body language. Even though
normally this type of a submissive handshake suggest a subservient attitude there may be
certain other situations also which one has to consider.

For example people who are in those professions where hands are very sensitive and they
are. In fact, their tools the surgeons, the piano players, the artist etcetera try to avoid
handshake because hands are valuable to them and therefore, you would find that they
are normally hesitant and most of the times either offer a limp handshake or offer a
submissive handshake.

And therefore, it is important that we look at the clusters of kinesics signals in order to
decode the meaning of a particular handshake.

(Refer Slide Time: 14:01)

In professional situations, the best type of a handshake is known as the equal handshake
when two people are meeting on the grounds of equality. It is also said that when two
people were equally dominant or who want to dominate the given situation try to shake
hands a symbolic struggle takes place or a particular individual may offer the hand like
this and while you are offering your hand like this with a palm of position you may also
try to tilt it back.

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However, when both hands are in this manner then it is known as an equal handshake
where the palm is facing straight and is vertically outward, this is considered to be a best
business handshake which conveys equality in all status and at the same time it also
conveys a sense of mutual respect.

(Refer Slide Time: 14:59)

A firm handshake is also an extension of an equal handshake in many ways; it conveys

confidence as well as focused energy on the part of the person who is shaking the hands
in a firm manner. This is often used in business networks during the job interviews when
you meet somebody for the first time when you want to come across as a positive yet in
assertive person.

So, whether one is entering into a new relationship or let us say solidifying an existing
relationship etcetera a firm handshake is a symbol of this idea that your word has certain
value and then you would find that because of these associations a firm handshake is
often used to create an opportunity or to gain a business opportunity or at least to convey
these associated feelings in any official setting.

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(Refer Slide Time: 16:00)

The double handshake or the glove handshake or the politicians handshake is as you can
understand the attempt to take the hand of the other person in both your hands.

As if your both hands have become a type of a glove for the other person, this particular
handshake may convey different type of emotions to the other person. We can say that it
suggest that a certain level of friendship and informality already exist between the two
people. It suggest and show cases the preexisting honesty sincerity as well as the deep
feeling towards the other person. You may notice that this type of a handshake increases
the amount of physical contact and it also restricts the right hand of the receiver and then
it also allows you to gain certain control over the person you are talking to. Because,
traditionally this type of a handshake is associated with preexisting sincerity and honesty
this also has become a favorite type of a handshake in the corporate sectors as well as in
the political arena.

And therefore, it has also developed an association of miss trust with it.

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(Refer Slide Time: 17:16)

The glove handshake has also come to be known as a politician handshake. Because
being public figures they have to put up a show of having certain warmth in their
feelings towards the other people, because it has been of repeated in various official
photo frame situations it has also gained a certain association of being phony in it is
intentions and particularly when this type of a handshake is done, when you are meeting
a person for the first time it definitely is a red signal and you should be aware of the
intentions of the other person.

(Refer Slide Time: 17:55)

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The dead fish or the wet fish handshake as you can understand is a uniquely uninviting
handshake. Particularly if your hand is cold or clammy then it suggests this idea that the
person does not have any positivity towards you. It is a limp and lifeless hand
communicating the same set of emotions to the other person and therefore, it is a
universally unpopular handshake. Many people who unfortunately have this type of a
handshake are not even aware that they do posses it and therefore, it is advisable
particularly for the youngsters to shake hands with their friends and see their opinion
about the associated emotions which are being conveyed as far as their hand shake is
concerned.

(Refer Slide Time: 18:49)

The next type of handshake which sometimes we come across is known as the Knuckle
Grinder and as you can understand it is associated with very tough people who want to
indicate the same type of a toughness in their attitudes. It is practically crushing the palm
of the other person by your hand it is an absolutely unprofessional handshake and it
should be avoided in all professional situations, where as interpretations which can be
associated with Knuckle Grinder are basically associated with the amount of pressure
which is generated by the hands of the person who is employing this particular
handshake. Depending on the pressure it may communicate a desire to dominate
occasionally it may also communicate a desire to overcome the opponent, because there
is some inbuilt fear or apprehension in the situation.

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So, in order to understand the true interpretation of the Knuckle Grinder handshake one
also has to look at the context as well as other kinesics signals.

(Refer Slide Time: 20:00)

At the same time, there is what is known as the stiff arm handshake which is often used
by aggressive people to keep the other person at what is known as an ‘arms-length’ and
out of their immediate intimate zone. Sometimes it is also called as the invasion
handshake because someone who is fully extending the arm towards you in a stiff
manner is also forcing you to accommodate the other person in your own intimate zone.

However, we find that in both situations whether the stiff arm is employed by a person
who is offering the hand to be shaken or the other person who is to shake it. Stiff arms
suggest a stiff attitude, a lack of friendliness and therefore, it is not considered to be
cordial in professional situations.

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(Refer Slide Time: 20:58)

This particular visual illustrates what is commonly known as a fingertip grab hand shake,
it takes place when the giver offers a stiff arm, but then stays short of the receivers
outstretched palm ending up in grabbing only the fingertips and here to the handshake
keeps the receiver at a comfortable distance away from the receiver.

However, you would find that it also reveals negativity of the situation in various ways
as well as the awareness of ones social status in a negative manner. It may reveal the
givers lack of confidence in himself or an absolute reluctance to be associated with the
other person. It may also result from the acute awareness of ones social position where
you want to look down upon somebody and therefore, you do not want to shake hands
with the other person.

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(Refer Slide Time: 21:54)

Finally, this is also sometimes known as the queens fingertips and we can understand
that it is used by individuals who feel superior much superior to the other person,

Now, it is also a common handshake in male and female encounters particularly in semi
formal situations. In semi professional situations where women intend to have more
personal space in comparison to men. However, in professional situations we find that
this type of a handshake is to be avoided by all genders; handshakes are also decided by
the cultural aspects of which they are a product.

(Refer Slide Time: 22:41)

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This study was taken up by Joe Navarro who has noted in his researches different type of
handshakes in different cultures. He has remark that in turkey or in middle east
handshakes may be very gentle or a gentle handshake is considered to be a positive one
in comparison to that he had noted during his research in Utah that you may get what is
called a Mormon handshake which is enthusiastic vigorous and also pretty prolonged. In
Brazil he found that handshakes are warm and people tend to be affectionate and this
affection is often displayed through handshakes.

In some societies we also find that greetings are carried out with handshakes which are
accompanied with touching of the fore arm, elbow or pats on the back he is also
commented that since handshake is a part of nonverbal communication which puts us in
a closed situation with the other person for the first time it is advisable to duplicate the
behavior of the other person. So, his advice is while in Rome do as Romans do.

However, when we are aware of the cultural variations we also have to understand that
the tactile communication is not limited to handshakes only, different other forms of
Haptics incorporate patting somebody on the arm on the shoulder or back to convey
agreement or as a complementary or even a conciliatory gesture, linking arms to indicate
companionship putting ones arm over the shoulder of others etcetera holding hands
hugging etcetera. We were discuss the interpretations of these signals in our next
module.

Let us look at some other ways of greetings in most of the western societies and societies
where the education has been developed on a western model handshake is the end thing.

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(Refer Slide Time: 24:47)

However, in certain traditional societies we find that some other ways of greetings are
also acceptable and routinely practiced. A kiss or a hug is considered in appropriate as a
form of greeting in most of the western countries; however, in certain countries where it
is considered to be a customary fashion it is perfectly acceptable. For example, in Saudi
Arabia the handshake is accompanied with a light kiss and even men are comfortable if
they are kissed on both cheeks after a handshake.

(Refer Slide Time: 25:19)

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In Russian states, the bear hugs are very fashionable and they may follow a firm
handshake and they suggest a close companionship and a feeling of friendship; however,
they are very popular in Russia we find that in Finland this is not popular. So, most of
the time we find that Finns do not hug, kiss or have body contacts with strangers except a
formal handshake. People in Latin American countries also embrace and it may also be
accompanied by a light slap on the back if you are close the contents. Most people in
France embrace and kiss twice particularly in semi formal situations and it is not
considered to be awkward by them.

(Refer Slide Time: 26:09)

An intensely cultural ways we find that the hongi is also popular particularly in New
Zealand. Hongi roughly translates to the sharing of breath which is a fairly significant
gesture it is the traditional Maori gesture to welcome others by rubbing or touching of
noses. So, in that culture it is as common as a western custom of kissing someone by way
of greeting. In New Zealand it is still practiced in ceremonial fashion.

So, we find that handshake is a particular way of touching others, it is a way of greeting
other people when we meet them for the first time. It suggest, different types of attitudes
and emotions which unconsciously are conveyed to the other person. Because of the
cultural variations we find that certain other ways of greetings are also popular.

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(Refer Slide Time: 27:13)

This particular video would illustrate some interesting handshakes from different movie
shots and it would be interesting to watch them.

(Refer Slide Time: 27:23)

Long time no see. Let us do dance.

Thank you.

154
 Body Language: Key to Professional Success
Prof. Rashmi Gaur
Department of Humanities and Social Sciences
Indian Institute of Technology, Roorkee

Lecture - 07
Haptics II

Welcome dear participants to the 2nd module of the 2nd week. In the previous module
we had looked at haptics and it is role in the workplace, we had looked at different types
of handshakes, different types of greetings as well as cultural variations. In today’s
module we would discuss the role of Haptics particularly at the workplace. We would
also analyze what is the significance of haptics in establishing appropriate and acceptable
gender relationship in a multicultural setting.

(Refer Slide Time: 01:02)

When we touch other persons, we find that the technological barriers are absolutely
absent, we have to move close to a person and establish a touch. Therefore, this
proximity sometimes may be questioned in the workplace. However, we find that in the
workplace touch is always related to a goal or it is a part of a routine professional
interaction. And this context makes this touch less threatening and sometimes an
enabling aspect of interpersonal relationships also.

Socially sanctioned polite touch behaviors help us to initiate interaction with others, help
us to overcome our hesitations and at the same time it shows us that we are included in

155
our team and that we are respected by others. Sometimes we find that a single touch on
the forearm tells us that our efforts are moving in the correct direction.

However, particularly when we look at the role of touch in interpersonal skills,

particularly within intercultural situations and in across gender situations we have to
understand that the set and unset boundaries are important and they have to be kept
intact. In any type of friendship or in any type of office environment, too much touch can
also create certain doubts in the minds of the people and at the same time an absence of
touch can also signal in aloofness which is not conducive to a work atmosphere.

(Refer Slide Time: 02:47)

Human touch always intensifies experiences. When another person touches us in a

professional setting, it validates a positive feeling in most of the situations. However, as
we have commented in our previous module also, the cultural as well as institutional
practices are significant and these differences should be understood by the interactants.

We have discussed two different types of cultures which are the contact culture as well
as the non contact culture. A contact culture is one where as it is considered to be normal
to touch other people; it is considered to be normal to move closer to other people while
communicating and at the same time to have a more direct eye contact while touching
other people. People in such cultures for example, people in the Middle East or in the
Mediterranean region of Europe are comfortable with high levels of sensory inputs from
touch or also from a smell.

156
In comparison to that in the non-contact culture for example, people in the Northern
Europe as well as in many Asian countries there is a tendency to touch less often, there is
a tendency to stand further apart and in most of our communication we try to rely on
visual communication.

There are several societal practices in non contact cultures which allow us to greet other
people without having a physical contact with others. These differences alert us to this
idea that touching other human beings in a workplace is a fuzzy as well as a complex
area. And in this area interpretation has to be contextualized, these context maybe
individual they may be cultural as well as they may be institutional. For example, many
institutions prefer a ‘no touch norm’ where employees are alerted to this idea that they
should not normally touch another human being and even a polite handshake is
considered to be enough.

When used properly human touch can corroborate a positive feeling an assertive
association amongst the colleagues, on the other hand when it is used in a negative sense
it can break the trust and cause difficulties.

(Refer Slide Time: 05:29)

These cultural differences of contact and non-contact cultures and environments

condition our responses when other people touch us, whether or not somebody would be
offended by our touch depends on so many factors simultaneously. It depends on

157
individual psyche it depends on the immediate context within which the touch is being
offered and at the same time it also depends on the cultural conditioning of an employee.

For example, the French and the Italian people are comfortable if somebody else touches
them during the dialogue, they feel comfortable about this idea. Whereas people in the
Britain feel very uncomfortable if somebody touches them in public and this touch is
absolutely avoided except perhaps on the sports field and that too in front of a large
audience. Cultures in which a touch is easily more accepted are considered to be the
Indian society, the societies in turkey France Italy Greece Spain the Middle East parts of
Asia as well as Russia.

However, where is in Russia people are comfortable as far as physical touch is concerned
people of other far Eastern countries have a different cultural mindset. Cultures where
touch is not encouraged include several Asian and European countries including
Germany, Japan, England, USA, Canada, Australia, New Zealand, Estonia, Portugal,
Northern Europe and Scandinavia. There are certain other cultures in which because of
the gradual social changes towards a westernized education pattern norms about touching
others are also changing gradually.

(Refer Slide Time: 07:27)

Our understanding of contact and non-contact cultures tells us that in comparison to

Eastern countries and Eastern cultures touching is relatively scarce in the Western
cultures. And the scarcity of public touch makes this touch much more significant

158
whenever it occurs. In a non-contact culture if a manager gives a pat on the shoulder of a
subordinate employee, for the employee it is an encouragement which would always be
remembered. However, within the same broad cultural umbrella we find that variations
may exist, we can take the example of Europe and we find that even within European
culture these cultural variations do exist.

We have already looked at the situation of the British people who do not prefer touch
and we find that in the British corporate setting very small amount of touch is
permissible. In the British society touch is permissible only at the sporting events and in
celebration of victory or success, such as a scoring a goal or a point and in these
situations stretching among athletes is permitted. However, in the dressing room it is still
normally a hands off policy.

Allen Pease has commented that intimate embracing by British Australian and New
Zealand sports person has been copied from the sports persons of South American and
continental countries. In these countries sportsmen of an embrace and kiss each other
after a goal has been scored and they continue this intimate behavior even in the dressing
room.

(Refer Slide Time: 09:13)

We have commented on the behavior which is normally acceptable in France as well as

in Italy. Similarly, we find that in Latin American countries it is common for men to hug
each other or grab the arm of a friend or place their hand on the shoulder of a friend

159
during their communication. Similarly we find that in Spain we may notice men clasping
each other’s arm or placing a hand on another person’s shoulder during conversations
and during semiofficial dialogues.

In the same way we find that in Middle East in Latin American countries and in Southern
European countries also a lot more physical contact during normal conversations is
perfectly permissible. Sometimes it may generate confusions among people in cross
cultural situations. For example if an Englishman who is not aware of these cultural
differences has to interact with a Latin American colleague or a team-mate then the
Englishman may feel very uncomfortable by the level of touch the Latin American friend
can initiate at his end. He may find it crowd or disturbing or even threatening at
moments. Similarly the Latin American friend may feel the absence of touch by the
British as somewhat cold or unfriendly or unconcerned or an example of a smug attitude.

The presence or absence of touch the extent to which it is acceptable in a society depends
on various sociological and cultural developments. We find that in Northern Europe and
Far East cultures are relatively non-contact to the extent that one may have to apologize
even if we accidentally brush against somebody in these societies.

(Refer Slide Time: 11:14)

How human touch can initiate international confusions can be understood by this
interesting event which made a headline in 2009, when Americas first lady Michelle
Obama broke royal protocol on a visit to Britain and hug the Queen. This hug which was

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so much against the British norm of behavior, so much against the royal protocol made
the global headlines. So, we find that in various countries it is not only the frequency of
touch, but also the position of touch, the point of the body where a human touch has been
exercised also matters a lot.

For example, in the Arab world it is comfortable for men to hold the hands of each other
or to kiss them in public a cross gender touch is absolutely prohibited. In Thailand and
Laos it is a taboo to touch somebody on head particularly the young children because it
is considered to be inauspicious. In South Korea, elders can touch younger people
particularly when they are trying to get through a crowd etcetera, however it is
considered to be very crowd if a younger person touches an elderly person in the same
manner.

(Refer Slide Time: 12:40)

These cultural differences are also exhibited in international situations. We have referred
to the global headline when the USA first lady Michelle Obama hug the Queen, the
similar situation is exhibited in this photograph where the Pakistani president mister Asif
Ali Zardari is holding hands with the Iranian president mister Mahmoud Ahmadinejad. It
is understood as a sign of mutual respect because this is a commonly shared cultural
belief; however, one cannot expect the same reaction in an American or a British society.
So, these cultural differences do exist and they mainly exist in relation to territorial

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space, eye contact the frequency of touch as well as the insulting gestures which are
different in different societies.

(Refer Slide Time: 13:32)

In most of the western world we find that some type of a touch has become permissible
now particularly the handshake. However, we find that there are still certain traditional
pockets in certain societies and cultures where this is a still avoided. It is interesting to
refer to the Japanese and the Chinese societies, various authors who have worked in the
area of nonverbal aspects of communication have referred to these societal norms.

The Japanese in general are considered to be opposed to the touch of a stranger and
bodily contact with a stranger is considered to be impolite in the Japanese culture and
therefore they avoid kisses, the beer hugs as well as even intimate handshakes with
others. Their culture allows them to bow to each other, and the person with the higher
status bows the least and the one with the least status bows the most. The same cultural
norms are witnessed in the Chinese societies also. Chinese also do not like to be touched
by the strangers at least in the conventional Chinese social pockets.

And introductions in the Chinese convention involved a nod or a slight power. Touch is
not welcome in the Chinese society. Though we find that those business houses and
those work areas where the Chinese and Japanese people have to interact with the
western culture, there is a closeness and proximity as far as the display of body linguistic

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norms are concerned. So, these rules basically reflect the conventional makeup of
Chinese and Japanese societies.

This video interestingly reflects the use of touch in the offices space.

(Refer Slide Time: 15:24)

In business touch is the quickest way to establish personal approval, a study on

handshakes found that people are twice as likely to remember you if you shake hands.

(Refer Slide Time: 15:50)

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At this point I would like to refer to a very interesting article by Simon J. Bronner,
Simon Bronner has written her article with the title of The Haptic Experience of Culture
and I quote from this article “The essential haptic experience in our daily encounters
constitutes a cultural principle a basic quality or element influencing the customary
processes of cognition and behavior”. In the course of her argument she has quoted from
a particularly sports event, when Indiana university had won the 1981 Middle East
regional championship and it was shown on the TV to a live audience.

The audience witnessed that each player had ritualistically cut a piece of the basketball
net and proudly clutched this symbol of victory. In her idea the haptic experience is not
only related with the way we touch each other. But by extension it is also associated with
the objects whom we touch and the sense of touch which is communicated in our
association with inanimate objects.

And she is commented that “the significance of this traditional right is based on the
subjective power of the haptic experience and the symbolic potency of the visible tactual
artifact in behavior”. She has summed up the significance of the tactual artifacts in our
day to day behaviors.

(Refer Slide Time: 17:21)

She has also commented on the reliance on haptic reality which has seeped into our
vocabulary and in different aspects of our linguistic usages. It is interesting to note how
so many idioms are based on the wider area of haptics. For example we hold on to an

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idea, we handle a problem, we put a finger on something, we tend to touch all bases, we
try our hand maybe at new recipes. In the opinion of Simon Bronner, these tactual
metaphors suggest is certain level of truth and a clarity of perception.

We may not believe everything we may hear but we realize that hand and use is father of
learning. If we have actually touched something or we have experienced something with
our hands, then this becomes a significant interpretation of the scenario in comparison to
various versions which we might have heard from others.

In almost every language of the world we find that the idioms are based on our haptic
association with the day to day life and a very interesting example can be found in the
way we react to different stressful situations. When faced with stressful situations, we
wring our hands we nervously ply objects. When we will look at the language of the
fingertips then these aspects of our haptic behavior would be discussed once again.

So, haptic symbols have significant meanings in the world of experience. Human touch
is important in every circumstances. It is equally important in our professional settings
but it should come with certain moderators and we should be aware of certain filters
before either extending our touch to other human beings or before looking at a particular
interpretation of the touch of another human being.

(Refer Slide Time: 19:41)

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We have referred to the position of touch and how it can have different cultural
variations. In the USA and in Northern Europe touch also has a lot to do with his status
and this status related hierarchies, people who are older or of higher status can
comfortably touch a person who is younger or lower in status, but a younger person or a
person who is lower in status would never initiate this touch. So, the president of the
company may touch the office employees, but the employees would never touch the
president. Equals may touch each other within the justifiable socially acceptable touch
behavior.

We have also looked at the cultural differences the differences which exist in different
organizations. A particular area which I want to touch upon is related with gender
differences as far as our understanding of haptics is concerned.

(Refer Slide Time: 20:41)

I refer to an interesting article by Brenda Major. this article was published in 2012 and
the title is Gender Patterns in Touching Behavior. However, the findings of Brenda
Major are valid even in today’s situation. She has suggested that several consistent
patterns of gender differences emerged from research on tactile communication. She has
also suggested that since their early childhood it is the young female child who is
touched more in comparison to a male child, and at the same time because of the social
norms men normally initiate touch more frequently than women.

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Gender differences in touching behavior are also closely linked to the socialist
stereotypes which exist in most of the societies about prefix gender roles. These gender
roles and these stereotypes expect that women should be passive they should be
dependent emotional, whereas men are expected to be active and independent
unemotional and even aggressive in their day to day behavior. These stereotypes are
widely held not only by men, but also interestingly by women and both react towards
others on the basis of these stereotypes.

If our behavior is governed by these stereotypes then it not only inhibits our
performance, but it also makes us less receptive as far as the other peoples positive
intentions are concerned. So, it constricts not only my performance, but it also puts
certain under constraints on the performance of other team members also who may
belong to different genders.

(Refer Slide Time: 22:37)

As far as social stereotypes are concerned, male-roles are associated with proactive
behavior, whereas women are normally associated with reactive behaviors. This
dichotomy is similar to other distinctions which have been made between the behavior
patterns of men and women. For example, agency versus communion, instrumental
versus explicit, status asserting versus a status neutralizing, where is in all these dyads
we find that men have been given the role of being an active agency whereas, women are
supposed to be associated with passivity and less agency.

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So, gender is stereotypes about touch leave women of higher status in a dilemma. It is
only recent that women have started to wield positions of authority at a much higher
level; they do not have any role models from whom they can learn skills in body
language. So, they are often unsure whether they are touch to their junior male
employees may be interpreted as an indication of power and support or it may be
misconstrued as an indication of either weakness or even of flirtatious attitudes.

(Refer Slide Time: 24:05)

The idea whether it touches appropriate or not is very interestingly displayed in this
video.

Try increasing your communication impact by adding a touch now and again. If I
remember to use your common sense about proper behavior in a professional setting,
here are a few things to keep in mind. Make the touch light and short only long enough
to establish a positive nonverbal signal, limit contact to the hands, arms, shoulder and
back.

And be aware that touching bear shoulders are back switch female summer attire may
expose can be perceived as a personal rather than a business gesture. Try touching
someone when requesting assistance. Can you get me that report; research shows that
touch as short as 140 of a second will increase that other person’s willingness to help it is
called the compliance effect.

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Lastly use touching as a communication technique, for example touch the listener on the
forearm to add emphasis to key parts of what you are saying. Because touch is used most
often when we believe strongly in what we are saying touching can subconsciously
enhance your credibility. Start paying attention to the amount of touching that is
acceptable in your organizations culture, notice who the touches are and the positive or
negative responses they.

On the basis of this discussion we can easily make out the haptics is pretty significant in
the workplace.

(Refer Slide Time: 25:42)

Examining touch in a workplace is challenging as touch is a complex as well as fuzzy

aspect related with our communication. In any interpretation of touch context is critically
important and the workplace is a somewhat unique setting for tactile interaction, because
of harassment concerns which have caused many managers to fear any type of touch
with their subordinates. This climate of fear has forced many organizations to prohibit
the use of touch in the workplace.

We know that there are certain types of touches which can be used appropriately in the
workplace, for example, an encouraging pat on the back a handshake but at the same
time there may be an unwanted touch or a touch which is deliberately intimidating which
is not only unprofessional, but can also be criminal. At the same time researchers in this
area tell us that both these interpretations are equally applicable and available.

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(Refer Slide Time: 26:48)

Researchers suggest that touch may be used to positive outcomes in the workplace, this
is particularly supported by a very interesting study which was done by Fuller and others
and this study had supported the notion that managers may use touch to influence the
perceptions of employees.

In the findings they had suggested that managers who used touch is a strategy, more
frequently were more socially effective. In terms of subordinate’s perceptions of their
likeability apparent sincerity, interpersonal influence and perceptions of supervisor
support. At the same time there have been many other instances supported by research
and documented by various agencies in which touch has led to a negative impact on the
employees.

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(Refer Slide Time: 27:43)

Nowadays we find that touch is not only related to human beings only, it has got a
technological extension also. And utility of the term haptics now lies more in scientific
psychological and engineering concerns about embodied tactile or somatic perceptions.
A very interesting article by Mandayam A. Srinivasan has referred to white varieties of
applications which have emerged to spend many areas of human needs which include
product design medical trainers and rehabilitation.

(Refer Slide Time: 28:22)

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He has also referred to three different types of haptics. The term haptics is deployed in
various contexts for example in art history in aesthetics and architecture, and more
frequently in the psychology of perception and engineering in man management in
human resources. But now we find that the increasingly multidisciplinary research has
made it possible to look at this particular art of touching in its technological dimensions.

So, he has subdivided haptics into three subcategories- Human Haptics, Machine
Haptics and Computer Haptics. Human haptics is what we have been discussing in the
last two modules, the study of human sensing and if I can use this word manipulation of
their ideas and emotions through touch. Machine Haptics is the design construction and
use of machines either to replace or to augment human touch, artificial intelligence is
working in this direction. Then we have computer haptics which is based on algorithms
and software’s associated with generating and rendering the touch and feel of virtual
objects.

So, this discussion of haptics tells us of it is significance in the workplace, in our

personal life also. The cultural variations which exist in it is interpretation as well as
certain other dimensions which have become possible because of technological
development. In our next module we would look at kinesics as an independent part of
nonverbal aspects of communication.

Thank you.

172
 Body Language: Key to Professional Success
Prof. Rashmi Gaur
Department of Humanities and Social Sciences
Indian Institute of Technology, Roorkee

Lecture - 08
Kinexics: Types & Contexts

Welcome dear participants to the third module of the second week. In this module, we
would discuss Kinesics is a part of nonverbal aspects of communication. We would look
at what are the different types of kinesics and what are the context in which their
interpretation has to be done.

(Refer Slide Time: 00:49)

Etymologically, the word kinesics has been derived from a Greek word kines which
denotes movement. Professor Ray Birdwhistell, had used it for the first time in 1952 in
his book Introduction to Kinesics: An Annotation System for Analysis of Body Motion
and Gesture. This book had marked the formal research and body motion
communication and established it as a field of formal research. He had suggested that
this term should include body movements and postures, and also suggested that non
verbal codes had a structure which is similar to those of linguistic codes.

Birdwhistell had defined kinesics as “the systematic study of how human beings
communicate through body movements and gesture” and also as the “systematic study of

173
the visually sensible aspects of nonverbal interpersonal communication”. This definition
covers most of the fields of nonverbal communication.

(Refer Slide Time: 01:55)

In popular discourse kinesics is known as body language, the term which is more popular
than the official one. As we have commented earlier, Body Language was initially the
title of a book which was published in 1970 by Julius Fast, and it gripped the popular
imagination immediately. Though the first dictionary entry of the term is found in the
1885 edition of Merriam-Webster dictionary. However, the usage of the term became
popular only after the research of Professor Ray Birdwhistell was published.

Several critics prefer to define kinesics not as a field of a study, but as the specific
approach to nonverbal communication as it was established by Professor Birdwhistell.
Various researchers have tried to define the fields associated with kinesics, fields which
come under its purview in different ways.

We can refer to Duncan as well as Harper and others and Knapp, who had enumerated
gestures and other body movements, facial expressions, eye movements and postures as
modalities of kinesic behavior. They have excluded paralanguage, proxemics and tactile
communication from this purview. Raffle and Engle had included proxemics.

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(Refer Slide Time: 03:33)

However, most of the researchers agree that the study of kinesics include facial
expressions, movement of eyes, head, hand, arms, feet and legs. In other words, it studies
gestures, postures, facial expressions and also looks at the human gate to understand its
implications and suggestions. While we articulate the sounds of a word with the help of
our voice and mouth, the body also simultaneously starts to convey with postures
gestures and motion and equally important interpretation of the word and it does so, in a
structured way which is analogous to the verbally structure.

However, Birdwhistell has questioned us that “no position or expression or no physical

movement ever caries meaning in itself and of itself”. It alerts us to our understanding of
an isolated kinesic expression as an isolated word which can have multiple
interpretations and words. In the same way we find that the interpretations of kinesics
dependent on the context; in the same way in which the interpretation of a word is
dependent on the sentence as well as the context for a complete understanding.

The movement of the body, the kinesic movements should be interpreted only within the
context which ideally comes in a pattern and is congruent with the verbal message.
Isolated meanings should not be assigned towards in movements and we must interpret
kinesic motion as dependent on the context and also as an accompaniment of verbal
messages, even though as we shall see later on many kinesic expressions can be used
independent of verbal stimulus.

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(Refer Slide Time: 05:33)

Kinesics is perhaps the most commanding and influential of the nonverbal codes it is
influential because of the wealth of features which are available for bearing messages.
We can look at certain estimates and observations to understand the richness of
interpretations which are associated with the field of kinesics. It is said that more than 70
million different physical science can be produced by humans.

When Professor Ray Birdwhistell and Albert Mehrabian, had started the codified studies
of nonverbal aspects of communication they had tried to prepare video footage of
different physical expressions, of facial expressions, of eye contexts, of kinesic behavior
etcetera, but they have to stop it because human face and human body is capable of
literally in numerous number of expressions.

Beyond the basic identification of certain basic emotions and certain universal gestures,
nonverbal aspects of communication cannot assert more. Physiologists have estimated
that there are 30 or so muscles in the face which are capable of displaying almost as
many as 20,000 different expressions. Hewes has reported in this research that 1,000
study human postures are possible and I am sure that the number would rise. Birdwhistell
has claimed that up to 2,50,000 expressions are possible. Krout is observed almost 8,000
distinct gestures in classroom behavior and 5,000 hand gestures in critical situations.

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(Refer Slide Time: 07:23)

These estimates highlight the nearly limitless kinesic means for sending nonverbal
signals. If the capacity of human beings to send in numerous kinesic signals exists then
our capacity to recognize kinesic signals is also potentially immense. Vision accounts for
around 80 percent of our sensory perception, the remaining 20 percent comes from our
combined census of hearing, touching, tasting and smelling etcetera. It is said that a train
pilot can purportedly identify a plane flashes as briefly as 1/200th of a second.

Fleeting facial expressions and body movements which we put into micro expressions
which cannot even be very properly recorded by a castle onlooker can be still understood
by several human beings. Our body presents useful information even when it is isolated
and even in solitude it can reveal internal mental states or emotions to any person.
Consequently, we find that people rely more on kinesic cues than any other code to
understand meanings of nonverbal messages.

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(Refer Slide Time: 08:53)

We understand that kinesics can send unlimited number of verbal signals, particularly
when we consider that all of us can display more than a single behavior in any given
instance. For example, if we have to appreciate a friend for something he or she has just
done what exactly do we do with the help of our bodily gestures? Either we can give a
nod, we can give half a smile, we can combined that nod in this smile, we might choose
to be more enthusiastic and pass on any type of hand signals also. Now, what exactly do
we pass on, is immediately understood by our friends.

Even though what is common in all these isolated and different signals is a sense of
appreciation. The level of appreciation and at the same time different variations are also
immediately understood by the receiver. So, human beings have an immense capacity to
send as well as to receive kinesic signals immediately. The signals which are sent in 125
microseconds, the fleeting facial expressions and body movements can also be registered
by our brain. But, how do we acquire this capability to transmit and understand kinesic
messages?

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(Refer Slide Time: 10:23)

Many aspects of our kinesic behavior and understanding are learned through
environmental and social experiences. It is pertinent here to quote a research by Judee
Burgoon and others, entitle the visual and auditory codes kinesics and vocalics which
was published in 2016. They have suggested that the kinesic expressions are acquired in
three ways simultaneously. Firstly, they are acquired from innate neurological processes
which are passed on genetically and which have developed through evolution. They are
also derived secondly, from experiences which are common to all human beings in our
interaction with an environment. And thirdly, through culture is specific tasks and social
interactions that do vary across cultures, co-cultures and individuals. And therefore, we
find that there are certain aspects of kinesic behavior which are universally understood,
but at the same time there are many in which certain variations are introduced because of
cultural and social differences.

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(Refer Slide Time: 11:45)

Let’s look at the types of kinesics. Professor Ray Birdwhistell had suggested that there
are three types of kinesics, and he has listed emblems, illustrators and affect displays in
his research work. However, Professor Paul Ekman and his colleague Wallace Friesen
have built on Professor Birdwhistell’s work and they have classified kinesics into five
types or five categories. And they are emblems, illustrators, affective displays, regulators
and adaptors.

In my initial introduction to body language I had referred to three aspects or three types
of kinesics because these are the original three types. Now, for further elaboration I have
included the findings of Professor Paul Ekman and Wallace Friesen for a more
comprehensive explanation. Kinesics conveys specific meanings that are open to cultural
interpretation. Our movements etcetera can be misinterpreted when we have to
communicate across cultures and most of them are carried out with little awareness and
therefore, we find that our kinesic expressions present the truth about our emotions and
feelings.

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(Refer Slide Time: 13:05)

Let us look at the first category or the type of kinesic behavioral that is emblems.
Emblems are a speech independent gestures. They have also been termed as autonomous
gestures by Rowe and Levine. They are the movements of hands, feet, arms another parts
of the body which have a specific and codified meaning, and they are not as dependent
on a speech as other kinesic behaviors are. So, emblems are nonverbal signals with a
verbal equivalent.

They are easily identified because they are frequently used in specific context and
therefore, the person who receives these emblems immediately understand the meaning.
Human civilization has invented emblems. It is not a knowledge with which we are born
rather we have observed them through our culture by interacting with others, and unlike
other aspects of kinesic behavior we use emblems with a conscious and complete
awareness of the meaning of these signals.

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(Refer Slide Time: 14:19)

Emblems have codified meaning and they have very specific meaning which is also
translatable into literal words. The meaning may be constructed in two ways, firstly, it
may be a codified meaning which has got a well written and well documented meaning.
For example, the codes of underwater swimmers or the signals which are made by a
traffic signal police man, then, languages of the deaf and the dumb we find that there
exist codified languages. They may be different, but they do have a codified
interpretation. Even though we find that the expressions of the deaf and dumb can also
be understood by other people who do not understand these specific languages for the
differently abled people.

The second way in which meaning of an emblem is constructed is through culturally

learnt meanings and behavioral associations. This may not exactly be codified in any
legal term of the word, but within a culture or across certain cultures it has almost a fixed
the meaning which is understood by all. Many emblems are produced by hands. They
may also be produced by face. For example, dropping the jaw and holding the mouth
which is used to indicate surprise or shrugging the shoulders to indicate helplessness or
your unwillingness to talk. They can also be static or they can be made while in motion.

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(Refer Slide Time: 16:01)

There are certain examples of emblems, these emblems which I have given in this slide
are culturally coated. The V shaped sign which is popularized by Winston Churchill in
the European culture is known for a victory sign. In this sign we find that palm of the
hand faces forward with the middle and four fingers held erect. In comparison to this
victory sign which is been popularized by Winston Churchill, there is an inverted v sign
also which may either convey two in number or it can also be constituted as a gesture of
insult.

Similarly, the fist sign which has been often used across cultures is an expression of
solidarity or defiance. It was popularized in different revolutions in the beginning of the
20th century, be at the Chinese revolution or the Russian revolution. In 1990 Nelson
Mandela walked free of prison holding this position. It also came to be known as a black
power salute during the days of racial rights in the USA; as the meaning of emblem can
also be culturally constructed. We find that there are certain variations in the way they
can be interpreted. Let’s look at some of these symbols.

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(Refer Slide Time: 17:31)

Let us look at the symbol which may have different interpretations. It can be symbol
which denotes that everything is all right, it may also suggest that it is zero. It may also
suggest money in certain cultures and it can even be considered to be an of scene
gestures in certain societies.

We have looked at the V symbol already; the two different aspects of this symbol. The
thumbs up is also related with the sense of approval, it can be a simple in aqueous way of
telling a taxi, and it can still be considered as an of scene gesture in the Middle East. The
last sign which is displayed over here also may have different interpretations. But even
though these interpretations are different we find that a broad understanding of their
meaning does exist in every culture.

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(Refer Slide Time: 18:33)

Next aspect of kinesics is illustrators. Illustrators are known as meta-communicative

because, they are messages about messages. So, there are the hand and arm movements
that accompanies speech or function to accent or compliment what is being said. For
example, I may found my fist on the podium during my speech to highlight a point or to
negative point or I may nod my head, and say “yes, yes, yes” in order to forcibly pass on
this idea of my consent, or I can say “no, no, no, no, no” to highlight this idea that I
actually want a negative interpretation here. So, this head and hand signal associated
together suggest a complimentary aspect of my words.

So, nonverbal messages tell us how to interpret verbal messages and they may vary
considerably across cultures. So, emblems as well as illustrators are learnt in formally
through socialization; accept the codified, aspects of emblem for example, the
underwater swimmers code or the hitchhikers, interpretation of various symbols etcetera.
We find that the rest of the emblems in illustrators are learnt through socialization only.

Emblems primarily imply hand gestures that away direct verbal translation and can be
used to either repeat or substitute the verbal communication. In comparison to that
illustrators imply those hand, arm, or head, signals that function to accent or compliment
speech. They cannot be used without speech. And this is the major difference between
emblem and illustrator.

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(Refer Slide Time: 20:37)

So, illustrators create visual images and support spoken messages. They are
subconscious movements which occur more regularly then emblematic kinesic
movements for example, holding our hands apart to indicate the big size of something. In
comparison to emblems which are always used in a conscious manner we find that
illustrators are unconscious, and that is why we find that the use of illustrators also tells
us whether a person is an extrovert or an introvert. And extrovert person uses more
illustrators and then an introvert person uses less illustrators. The cultural differences are
also there, but these differences in the personalities are also understood on the basis of
the use of illustrators.

Illustrators include behaviors to point out outline a form or depict a motion. So, they like
a visual aid. There are certain cultural variations also in the use of illustrators. There are
certain cultures for example, in most of the Latin American countries we find that people
use more illustrators in comparison to their Anglo-Saxon counterparts. The absence of
illustrators indicates a certain lack of interest in Latin American countries. In contrast we
find that in some Asian cultures and extensive use of illustrators is often interpreted as a
lack of intelligence.

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(Refer Slide Time: 22:19)

The third category of kinesics is effective displays. So, they are the movements, usually
facial gestures which display specific emotion. They can display sometimes real
emotions also, but they are often faked emotional states which are like using a polite
social lies. Sometimes all of us have to use polite socialize in our professional settings.
For example, we may come across a very old colleague in an official meeting. We did
not have very cordial terms with this particular colleague, but we have to tell him “oh I
am so happy to see you now”. But how do we pass it on? Do we say, oh how happy I am
to see you here today or do we say it how happy I am to see you here today? So, here in
order to come across as more convincing and as a more enthusiastic person to convey
your sense of happiness to the other person we have to use effective displays. So, these
are like polite socialize. So, we fake a particular emotional state with the help of our
facial features.

Now, a word of caution can be given over here. Unless and until we are very
accomplished actors, we cannot continue this expression for more than two minutes
perhaps and the other person can easily find out the truth behind us. And therefore,
effective displays help us to avoid friction in a particular situation and this is there
significant role.

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(Refer Slide Time: 24:01)

So, they are the movements of the body that tell us about the emotional state a person is
experiencing, but more often faking. And they are primarily facial configurations which
display effective states. So, facial emblem is a kinesic behavior that usually has a very
specific meaning. For example, a genuine smile may suggest happiness. So, a facial
emblem like non facial emblem is a speech independent gestures, but effective displays
are used like illustrators always in association with words.

(Refer Slide Time: 24:43)

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A lack of effective display does not indicate a lack of emotions however, cultural
considerations also help us to understand what is considered to be an acceptable social
behavior. For example, a person from Japan who is expressing anger show significantly
fewer effective display movements then is Italian counterpart. The word “affect” means
emotion and therefore, artists particularly cartoonists and illustrators, can draw certain
lines and with a help of a few strokes of brush or pencil can draw human emotions very
appropriately or a piece of paper.

(Refer Slide Time: 25:27)

The fourth category of kinesics is known as a Regulators. Now, regulators are nonverbal
acts which maintain and regulate the back and forth nature of a speaking and listening
between two or more interactants. Rowe and Levine have suggested that regulators are
kinesic behaviors that shape or influence turn taking in his speech and listening. So,
these are the body movements which control, adjust, and sustain the flow of a
conversation and are frequently relied on to assess the feedback. For example, how much
of our message has been understood by the listener. So, we may nod our head in order to
pass on our feedback. We can move our eyes in different directions to suggest whether
we have understood it or not. And these regulators control the back and forth flow of a
speaking and listening in a effective manner whereas, the study of illustrators and
effective displays focuses on the speakers behavior. The studies of regulators focus on
the facial expressions, etcetera in the listener. By looking at the kinesic aspects of the
listeners personality we can make out the level of feedback the level of understanding the

189
level of response etcetera in a speaker, whereas, by looking at illustrators and effective
displays we can just the same things in a speaker.

(Refer Slide Time: 27:03)

We have been looking at the cultural differences which govern our interpretation of
different aspects of kinesics. In the use of regulators also we find that the impact of
cultural conditioning is there. A misinterpreted regulatory signal in cross cultural
situations, in international politics or in international business can lead to serious
problems.

(Refer Slide Time: 27:29)

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Researchers tell us that in professional settings it helps us to understand the associations
as well as leadership roles. O’Conner has found that frequent gesturing is highly
correlated with people who were perceived by others to be leaders in small groups. And
those who were leaders tended to use more shoulder and arm gestures. He has also found
that in a group setting, people may adapt poses which are similar to those in the group
that they agree with and counselors often help clients self-disclose by adopting similar
postures to those of their clients to establish and open communication.

(Refer Slide Time: 28:11)

The next category of kinesics is Adaptors. Adaptors include changes in posture and other
movements which are made with little awareness. These body adjustments perform
either a specific function or they tend to make a person more comfortable in a particular
position. They occur with very little awareness.

Most of the time they are made without any consciousness and therefore, they are
considered to be the case to understanding true emotions of others. Adopters principally
comprise body focused movements. Shifting body or feet position when seated, rubbing,
touching, scratching, picking oneself, scratching, tapping of a pencil on the table, can be
considered as examples of adaptors.

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(Refer Slide Time: 29:09)

Adaptors are nonverbal acts that are not intended to communicate. At when we view
such acts, we may make certain judgments about the person who is displaying them and
therefore, the interpretation of an adaptor either may be overstated or it may also be
conversely oversimplified.

(Refer Slide Time: 29:29)

Many movements or adaptors that function to satisfy personal needs maybe

misinterpreted. Movement such as shifting position when seated, may be simply way of
resolving a specific physical situation. For example, I may be uncomfortable and I am

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shifting my position, but the other person may understand it as a reflection of an attitude
or a certain emotion.

Adaptors are thought to develop in childhood as physio psychological means of coping.

Some of these movements increase with increase anxiety for example, tapping the disk
with a pencil. Others are thought to be partial survival of other behaviors, which are
believed to have been a part of our evolutionary past. For example, Paul Ekman has
suggested that restless movements of hands and feet are perhaps a throwback to our
flight reactions.

This list of adaptors, help us to understand the frequency with which human beings can
use them to unconsciously display their ideas and emotions to other people.

(Refer Slide Time: 30:35)

So, today we have discussed different types of kinesic behaviors. In our further
discussions we would continue with these discussions.

Thank you.

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 Body Language: Key to Professional Success
Prof. Rashmi Gaur
Department of Humanities and Social Sciences
Indian Institute of Technology, Roorkee

Lecture - 09
Facial Expressions

Welcome dear participants to the fourth module of the second week. In this module, we
would look at the facial expressions, what is their importance, what are the basic types of
facial expressions, and also, what is the latest research which is going on in this
direction. Our face is the most expressive part of our body. It is popularly known as an
index of mind and normal perception is that our face displays our emotions, our feelings
in a very expressive manner and therefore, our facial expressions serve a very significant
social function of passing on exchanging and communicating social information. This is
a fundamental function of human society without which we cannot exists.

(Refer Slide Time: 01:21)

I would like to quote Rachael Jack here, who has commented that “facial expressions
have been the source of fascination as well as empirical investigation amongst
philosophers, anthropologist, psychologist and biologist for over a century”. Our social
interactions are dependent on the mutual understanding of emotions, without
understanding the emotions we cannot interact with each other and coexist as a society.
And this primary and fundamental function is performed with the help of our facial

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expressions which are considered to be potent signals of our true ideas and information
which we often want to pass on and sometimes, we want to hide from others.

As for as a scientific investigation in this area of facial expressions was concerned, we

have to acknowledge that Darwin was the first person to suggest the idea of the
universality of human emotions. In a treatise, The Expression of the Emotions in Man
and Animals which was published in 1872, he had propounded this idea that the
expression of emotions and feelings on human face is universal in different societies.
However, this idea was soon rejected by various other scientists.

(Refer Slide Time: 02:58)

This idea was presented by Darwin in his third major work of evolutionary theory. The
first book was On the Origin of a Species which was published in 1859, the second book
was The Descent of Man which was published in 1871. In this book the expression of the
emotions in man and animals which was published in 1872, Darwin explored the animal
origins of certain human characteristics and behaviors. For example, the lifting of the eye
brows in moments of surprise and the mental confusion which typically accompanies
blushing. It is interesting to note that for the preparation of this book Darwin had
experimented technique in terms of publication and verifying the psychological facts. He
had circulated a questionnaire, during his preparatory research which had preceded the
publication of this book.

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Another interesting aspect which is related with the publication of this book is the fact
that he had insisted on putting certain photographs in the book. It is interesting to note
that the art of photography was in its nascent face at the time when Darwin was working.
It was only in some preceding decades that people were experimenting with the basics of
what we today consider as photography art.

The publication house as well as the publishers had insisted that people may not receive
the inclusion of photographs in the text and had requested Darwin to avoid it. However,
Darwin had insisted on including these photographs. The photographs which you can see
on this slide are the illustration of grief from this book by Darwin. They are the original
photographs which he had used in this book.

(Refer Slide Time: 04:49)

The crucial argument which Darwin had proposed in this book was that the mental states
are connected to the neurological organization of physical movement. And I quote, “the
young in the old of widely different races, both with man and animals, express the same
state of mind by the same movements”. However, we find that not only the
contemporary scientist, but also the anthropologist who were working in the 20th century
had rejected this idea. Among the prominent people who had rejected this idea we also
have to mention the name of Margaret Mead who is also known for otherwise path
breaking research in the field of human behavior.

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However, this idea was taken up in the late 20th century by Paul Ekman and his team.
Paul Ekman found support for the universality of a variety of facial expressions and
found that these facial expressions which can be considered as universal are tied to
particular emotions which include the emotions of joy, anger, fear, surprise, sadness,
disgust and contempt. He also looked into the reasons of cultural variations and
mentioned that several apparent differences in facial expressions among different
cultures have to be considered as contextual.

(Refer Slide Time: 06:21)

Paul Ekman had initially referred to six basic emotions. However, later on he revised his
previous research and suggested that there are seven common universal facial
expressions. And he had incorporated the idea of contempt in this list later on.

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(Refer Slide Time: 06:41)

The confusion whether the universal basic emotions are six or seven continued for some
time, but we find that this initial research was revised by Paul Ekman himself. And these
basic expressions are associated with distinguishable patterns of muscular activity.
Researchers have also suggested that our facial expressions often match with the tonality
of our voice. In his studies Ekman and his team, had showed a series of photographs to
various people who belong to different cultures and these photos depicted six basic
emotions. And the researchers later on found that people who lived in different societies
in Western, Asian and Tribal cultures were very accurate in recognizing these basic
emotions. It led him to believe that there is a universality in our facial expressions.
However, there also has been a continued debate about the justification and validation of
this universality argument which we would touch upon in our later discussions.

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(Refer Slide Time: 08:00)

University studies by Paul Ekman and his team and also by Crroll Izard have
demonstrated high cross cultural agreement in judgments of emotions in faces by people
in both literate and preliterate cultures. David Matsumoto and Hyi Sung Hwang have
summarize history of critical developments which it is started in 1970s and supported the
universalities studies by Ekman and his group.

They have quoted Friesen, who has documented that the same facial expression of
emotions were produced spontaneously by members of very different cultures in reaction
to emotion-eliciting films. And I quote from this study by David Matsumoto and Hyi
Sung Hwang. Since, “then more than 30 studies examining judgments for facial
expressions have replicated the universal recognition of emotion in the face.”

A meta analysis of 168 data sets examining judgments of emotions in the face and other
nonverbal stimuli indicated universal emotion recognition well above chance levels.
Over 75 studies have demonstrated that these very same facial expressions are produced
when emotions are elicited spontaneously. So, these studies validate the initial
suggestions and findings by Paul Ekman and his group.

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(Refer Slide Time: 09:35)

Let’s look at what are these basic emotions and what type of muscular activity takes
place when our face expresses them. The first universal emotion which has been
mentioned by Ekman is happiness. It is an individual’s, self-reported evaluation of
feelings of love or joy or pleasure and contentment and it comes from several positive
interactions within environmental stimuli.

The research which is often cited in this context is by Wolf and Mass which is identified
various facial expressions which convey a happy face. And these are a smile, wide eyes,
lifted eyebrows; however, we would find that these physical features even though
indicate what is normally perceived is happiness.

Realities of what truly constitutes and contributes to happiness are much more complex
and at the same time they are also highly subjective. For example, for some people it is
the materialistic positions which can create happiness whereas, for some other people it
may be a non-materialistic achievement which would generate true happiness. So, the
emotion of happiness is contextual; however, the expression of this emotion on our face
can be easily recognized with the help of these physical features.

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(Refer Slide Time: 11:08)

The second emotion which they have identified as being universal is that of sadness of
sorrow. It is produced from an array of instinctual feelings. For example, when
somebody undergoes some type of a loss, personal grief, suffering etcetera. However, it
is also important to realize that the emotional state which is identified with it should be
only temporary.

A prolonged feeling of sorrow and unhappiness can also be a result of an emotional

disorder like depression and may require a different approach. By this emotion of
sadness we normally interpret a particular emotion within a given context. It is also
interesting to find that in various researches which have been conducted certain type of
gender bias and a reflection of social conditioning about understanding appropriateness
of gender roles is also visible.

For example, I would refer to a particular study by Adolphs, which was conducted in
2002 and which suggest that the expressions of sadness are mainly expressed more in
women than men. In these type of researches we would find that the true situation of
gender roles, the stereotypes etcetera have not been objectively viewed.

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(Refer Slide Time: 12:43)

Ekman, Friesen and Tomkins have listed main facial features of sadness as being. For
example, dropping eyelids, lowered lips and cheeks, formation of tears and corners of the
mouth dropping downwards. These expressions which are portrayed for being sad are
assisted through the contraction of the muscles around eyes and mouth. And the
orbicularis oculi muscle forces the eyelids to drop and closed in response to the
formation of tears.

(Refer Slide Time: 13:17)

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The third universal emotion is that of fear. And as all of us understand it is one of the
most distressing emotions. It is a response to a sense of thread danger or pain which may
be either real or an imagined one. It results into various physical responses on our face.
For example, it can be same in wide open mouth which is formed by the raising of the
upper lip which may indicate a desire either to escape or to have some more oxygen.
Then forehead and eyebrows are wrinkled and pull towards the center of the face and lips
are also is stretched. However, the sense of fear which is reflected in our face is often
associated with certain other physical symptoms. For example, increased rate of heart.

(Refer Slide Time: 14:11)

Fourth universal emotion is anger, which is known as an ugly emotion and which can
range anywhere from annoyance to an intense feeling of rage. And this is also associated
with many negative feelings. For example, of being frustrated, feeling hurt, being
disappointed in certain situation, feeling worried or feeling some type of an
embarrassment. The main way a person communicates this emotion is through external
expressions of the face. And there are prominent facial changes when a person feels
anger. The eyebrows are lowered, the forehead is also creased, there is a wide
exaggerated mouth and the chain is also tight.

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(Refer Slide Time: 15:04)

The fifth universal emotion is that of surprise, which is a sudden feeling of astonishment.
The facial expressions which are associated with this emotion reflect the unexpectedness
of this emotion and therefore, we find that the facial features associated with the
expression of this particular emotion are perhaps the most dramatic and instantaneous.

As it is an exaggerated emotion, we find that there are many ways in which it is

expressed in an exaggerated manner by our facial features. Eyebrows are high and
curved, on our forehead wrinkles may be formed and a wide open mouth is also formed
by a dropped jaw.

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(Refer Slide Time: 15:45)

The sixth universally recognized emotion is disgust. It is more associated with the
feelings of disliking somebody or something getting repulsed by an idea by a physical
feature, by our surroundings etcetera or by being annoyed and it is a response to the
emotional stimulus which displeases a person in an intense manner. Main physical
features are listed as a wrinkled nose, pressed lips and frowning of the forehead. The
levator labii superioris muscle is the main facial contraction of disgust as it wrinkles the
nose and raises the upper lip to express feelings of dislike and revulsion.

(Refer Slide Time: 16:30)

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The seventh emotion which was added to the list of universally acknowledged emotions
by Paul Ekman was contempt. And we find that it is often reflected in what is popularly
known as a smirk or one sided raise in the mouth. We find that contempt is also an
important micro expression.

Recent studies which are being conducted now have extended the view to combinations
of facial expression and body posture and they have found evidence for cross culturally a
stable patterns of pride and shame as well. So, it is quite possible that we may also get
evidence of some more emotions which may be considered universal very shortly.

(Refer Slide Time: 17:20)

In this list we find that there are cues for facial expressions as suggested by Ekman and
Friesen. In the three columns, we find that after having listed the expression and the
motion cues, the number of muscles which have been used for producing a particular
motion on our face are also listed.

This is a very significant research by Ekman and Friesen, because we find that the latest
technological developments in the area of robotics etcetera are also using this basic
finding by Ekman and Friesen. Later on, we would refer to this slide again.

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(Refer Slide Time: 18:04)

This is a very interesting video which looks at the seven types of universal facial
expression and explains them in a succinct manner.

Field, there are over 10,000 micro expressions, but today we are only going to be talking
about the seven major ones.

(Refer Slide Time: 18:21)

So, number 1 is anger; the anger micro expression is found when someone pulls their
eyebrows down and also purses their lip into a hard line. If you take a look at two people
right before they enter a fight, like a bar fight or something, you will see this micro

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expression. Sometimes, you will even see them pull their chin up to display confidence,
but pulling your chin up is also a cue for aggression. The best way to read anger and
someone else is to look for vertical lines between their eyebrows. It is good to look for
this if you are giving someone orders or asking their opinions.

(Refer Slide Time: 18:48)

Number 2, fear; for fear more of the whites of the eyes will be shown. Someone will
raise their eyebrows, but their mouth will also be in a neutral position to either scream or
taking a big breath of oxygen. So, this all makes sense from an evolutionary perspective.
Your eyes go up to take in more light and see more and your mouth is ready to set up
your body for the fight or flight response, either to scream or to breath. So, if you scare
someone or tell someone something that scares them, they will usually make this face.

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(Refer Slide Time: 19:15)

Number 3 is happiness; happiness is a great micro expression nerine. So, basically

happiness is just a big old smile. You can tell if it is a real smile if there are wrinkles
around their eyes. Some people actually call these crows feet. Actually only 1 in about
10 people can cause these wrinkles on purpose. So, this is the best way to tell if someone
is actually faking a smile or if they are genuinely happy.

So, if you tell someone good news, it is important to read their reaction; are they actually
happy that you beat your personal record or are they just in it to make you feel good.
Also, this is a great sign if you are using a pick up line on a girl. By the way I give you 9
great unsaturated pick up lines as a bonus and the psychology of attraction video course I
just released. Link in the description.

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(Refer Slide Time: 19:53)

Number 4 is contempt; so, contempt which basically means hatred or guilt or

unhappiness with something, is also a pretty easy read. It is basically just a smirk, when
someone raises one side of their mouth up. Doctor John Gottman studied couples and he
has found that when he sees the contempt micro expression in his therapy office there is
a very high rate of divorce.

If you see that one sided mouth raise and someone else near you, it is very important that
you need to address something before its snowballs. Hate towards someone is something
that is very hard to overcome, especially if it is between an intimate relationship.

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(Refer Slide Time: 20:25)

Number 5 is surprise. So, very similar to fear, but surprises when you drop your mouth
down and your eyebrows raise. The biggest difference between this and fear is that
surprise causes your mouth to be loose, while fear the mouth is tensed. But you know
that is going to be hard to tell by looking. So, in surprise another thing to notice is that
the eyebrows are rounded, unlike in fear when they are usually straight. Now, this is
caused by using different muscles in the forehead.

It is very important to know the difference between these two. If you are asking someone
about a secret and they show either one of these faces, you can find out if they already
knew. Maybe they already knew that someone was cheating on them or maybe you do
not want them to know you already knew a co-worker was pregnant.

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(Refer Slide Time: 21:05)

Number 6 is sadness; now, sadness is the hardest to micro expression to fake. It really
does take more muscles to frown than it does to smile. This means when you see sadness
as a micro expression it is almost always true.

If someone is sad the corner of their lips will curl down, which is where we get the frown
from. Usually sadness is a longer facial expression. Sometimes lasting more than even a
couple seconds. Also, the inner parts of the eyebrow will push together, forming those
vertical lines again. Again, it is very difficult to fake this expression.

(Refer Slide Time: 21:34)

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Number 7 is disgust; disgust is when you smell poop or hear a really bad joke. The upper
part of the lip will be pulled up, which basically causes your nose to flare out a little bit.
Usually, someone’s eyebrows are tensed up a bit. Disgust is important, and it shows up
in places that you would least expect it. You could ask your opinion about someone and
they might show disgust. You can actually find out if someone does not like an idea that
you are proposing or even go as far as to say, if someone is thoughtfully racist, but they
are not behaviorally racist. So, those are the seven major micro.

In the beginning of this discussion we had looked at how there had been some debate
whether the expression on our face is universal or is it determined by our cultural
backgrounds. So, this debate has continued.

(Refer Slide Time: 22:26)

Notions of universality were initially suggested by Ekman and Friesen and later on there
had been a large critical support for them. In the same manner we find that the idea that
our facial expressions are socially learnt has been suggested by Margret Mead, Kleinberg
and Labarre prominently. This idea has also received a lot of critical support.

We find that increasing documentation of human behavior as well as anthropological

researches are creating awareness about those aspects of cultural behaviors which were
previously considered to be instinctive, biological and common in humanity.
Particularly, there are certain gestures which people have found. For example, the
gestures indicating yes and no. Earlier it was thought that nodding a head is a universal

213
gesture of agreement. However, there are certain societal sections, as well as certain
cultural groups in which this gesture means something opposite.

At the same time there are different greeting customs, some of them even violent and at
the same time we find that the expression of negative emotions is also not universal. In
Japan as well as in many African communities we find that the negative emotion is
normally not expressed, rather people think that the negative expressions or negative
feelings and emotions have to be masked with his smiles and laughters, so that the other
person you are talking to does not get in inkling of the personal grief.

Basically, we find that our facial expressions and quote a certain message and this
message of a particular emotion has to be decoded by the other interact and so in a way
they fulfill a basic need of human beings to communicate. So, facial expressions, our
gestures, our postures these aspects of nonverbal communication. Signal and decode
information to accurately communicate a message. In this particular video, we find that
cultural variations in certain aspects of our behavior which was earlier considered to be
universal are displayed in an interesting fashion.

(Refer Slide Time: 24:56)

Every person on the planet feels emotions.

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(Refer Slide Time: 25:00)

You see emotions our feelings or thoughts that arise spontaneously instead of conscious
thought.

(Refer Slide Time: 25:06)

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(Refer Slide Time: 25:09)

We look at this from a global perspective, the differences in how we interpret the
expression of emotions when they originate in other cultures.

(Refer Slide Time: 25:16)

While this might not seem like a large issue or one would think that if a person is happy
in China, they will show it the same way as if Americans do.

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(Refer Slide Time: 25:23)

The fact is different cultures interpret express experience emotions, expression of

emotion similar to the research discussed earlier is different from country to country.

(Refer Slide Time: 25:28)

For example, in some countries when a person passes away it is common for individuals
to attend a funeral and show grief.

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(Refer Slide Time: 25:36)

However, in other countries it is expected that a person will be dispassionate and not
show grief. In this cultural setting, the emotion or the lack of it is how that culture
expresses emotion when a person passes away.

(Refer Slide Time: 25:47)

In Tahiti, if you are trying to tell a Tahitian that you are sad and ask a translator to
translate that into Tahitian, they will not be able to do so, as there is no word for sadness
in the Tahitian language. This absence of a word reflects that Tahitians do not typically
express sadness. It is difficult for some united states to comprehend not expressing

218
sadness at one point or another, but the absence of the word and the Tahitian symbolizes
that emotion is not expressed in that culture.

(Refer Slide Time: 26:16)

The absence of words, and thus the absence of emotional expression of those words, is
found in many other cultures.

(Refer Slide Time: 26:22)

In Japan there is a word for someone who is worthy of praise overcoming a challenge. In
the US there is no such single word for that.

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(Refer Slide Time: 26:30)

Another example is that Eskimos and the Chinese do not have a word their culture for
anxiety. Thus, would be a challenge for Eskimos or the Chinese to express anxiety or
interpret it in other.

(Refer Slide Time: 26:46)

I would like to sum up the discussion of facial expressions by quoting again from Rachel
Jack. In the article entitled Culture and Facial Expressions of Emotion which was
published in 2013, a very valid point has been made. And I quote, “it is important at this

220
stage to a step back from this specific debate and examine facial expressions in a broader
context”.

So, we find that the idea of emotion communication has recently expended to those
disciplines which were traditionally considered to be distinct from each other. For
example, disciplines like engineering, robotics, as well as computer science are studying
facial expressions. As a result, the modern approaches to an examination of emotion
communication using human face are characterized by increasingly sophisticated
methods that combine not only the knowledge, but also the techniques which have been
imported from diverse feels.

Ekman and Friesen have suggested cues for recognition of facial expressions, which I
have listed in a previous slide. And these cues have become an important basis for
creating convincing visuals as well as creating animations in our contemporary world. In
this very interesting research, we find that the basic findings of Paul Ekman etcetera have
been used and bounding boxes for disgust and anger have been created.

(Refer Slide Time: 28:21)

And it is an understanding of these bounding boxes that different facial features are
created to visually express this idea in our animations as well as in our visuals.

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(Refer Slide Time: 28:40)

The questions which nowadays we have to grapple as far as the expression of human
emotions on our face is concerned are more rated with contemporary technological
developments. Should companion robots and digital avatars be designed in such a
fashion that they display a set of facial expressions that are universally recognized.

Or should they be tailored to express emotions in such a manner which are a specific to a
particular culture. Since such questions require a diverse knowledge from human
communication and social interaction, as well as information processing and learning, we
find that research in the field of nonverbal aspects of communication has become a rich
source.

In our next module we would continue this discussion by looking at micro and macro
expressions on our facial features.

Thank you.

222
 Body Language: Key to Professional Success
Prof. Rashmi Gaur
Department of Humanities and Social Sciences
Indian Institute of Technology, Roorkee

Lecture - 10
Macro and Micro Facial Expressions

Dear participants, welcome to the 5th module of the second week. In the previous
module, we had seen the significance of facial expressions and how they are being linked
with the latest technological developments. Human facial expressions as well as their
recognition by computers has become a widely studied topic since the concept of
effective computing was first introduced by Picard. Numerous methods and algorithms
for automatically recognizing emotions from human faces have been developed and they
are still being developed in diversified ways.

A particular interesting aspect of the recognition of facial expressions is based on our

understanding of what is known as micro expressions. Micro expressions are those facial
expressions that come on our face in a very fleeting manner.

(Refer Slide Time: 01:25)

They last not more than half a second up to 4 seconds and some researchers say that the
duration of micro expressions is even less. For example, some say that it is between half
a second to 2 seconds whereas, some critics think that it is even shorter than this. Macro
expressions as we have a studied in our previous module or what is known as the regular

223
expressions or the normal expressions which come on our face. These expressions match
the content of what we are saying and they also match the voice modulations. They can
normally be seen and evaluated by people and therefore, they form the basis of
communication. They can be in general understood by viewers and they also have what
is known as a repeatable capability.

Micro expression on the other hand display an emotion which is rather concealed or an
emotion which the speaker does not want to exhibit openly and therefore, they showcase
repression or oppression of feelings. At the same time we have to understand that it is
rather tough for us to conceal the micro expressions.

(Refer Slide Time: 02:50)

Micro expressions occur normally when there are two conflicting emotions going on in
our heart simultaneously. One may be voluntary and the other may be involuntary
emotional response. These responses are contradictory. For example, we may feel angry
inside, but on the face we want to show our pleasure and appreciation. So, you would
find that one emotion is oppressing; the other these two emotions are contradictory and
the conscious or the macro expression would try to imitate the expressions of our
appreciation and happiness.

On the other hand the micro expressions very briefly can suggest the truth of our
emotional state because they occur in a fleeting fashion and therefore, their
understanding as well as their concealment by the onlooker as well as by the speaker is

224
rather tough. Even though it is difficult to understand micro expressions as well as to
conceal them.

(Refer Slide Time: 04:05)

We find that if we are able to read them correctly, it becomes a key to understand the
interaction in a proper way. We can say that our capability to understand micro
expressions help us to understand the complex emotional world we live in and here is an
interesting discussion of this idea.

What to better understand how people around you feel? Micro expressions are key to
understanding the complex emotional world we live in. Recent research shows that
emotional intelligence has an impact on how successful people are in their careers, being
able to read emotional signals is one important part of that emotional intelligence. It
allows you to better communicate with others established meaningful relationships and
build rapport. So, what are the micro expressions?

They are signs of the concealed emotions that leak out when people are in high stakes
situations, but are trying to control their feelings. They typically last less than half a
second. Scientists have documented seven universal facial expressions of emotion that
are expressed similarly by all people regardless of race, culture, age or gender. Research
has also shown that people can be trained to identify these expressions relatively.

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The term micro expression as well as the idea behind them was popularized by an
American crime drama television series with the title of "Lie to Me".

(Refer Slide Time: 05:24)

It originally ran on the Fox network in January 2009. In this show we find that the
protagonist Doctor Cal Lightman who has been modeled on Paul Ekman, the famous
psychologist and his colleagues in what is known as the Lightman group take up
assignments from different parties and most of these parties are the local in the federal
law enforcement agencies and they assist in investigations and normally they are able to
reach at successful conclusions and find out the reasons behind different crimes.

Their methodology is to interpret micro expressions through facial action, coding system
as well as other aspects of body language.

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(Refer Slide Time: 06:13)

Lie to Me interestingly had featured a handpicked team of an imaginary effective

character Cal Lightman and in this show we find that this team has perfected the science
of solving crime by deciphering micro expressions. Various episodes of this TV show
had popularized the idea of micro expressions in the public.

The twitch blink a tic.

Hence lower lids raised uppers.

Most people do not even notice them. With the Doctor Cal Lightman they tell him
everything he needs to know. Are you trying to cover up a crime?

No.

Really?

He is the world's foremost authority in deception detection.

The President specifically asked for you do know I can tell when you lie on the job.

And with his handpicked team of experts they perfected the science of solving crimes.

You are holding your breath. You are hiding something.

Two blocks.

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I will know if you are lying, but why mister you see.

(Refer Slide Time: 07:17)

Even though the studies of expressions of emotions on human face had been a part of the
study programs of various ethnologist and behavioral scientists who had taken of their
studies of non-verbal aspects of communication, we find that the idea of micro
expressions came into existence with the research work of two scholars EA Haggart and
KS Isaacs who published a paper in 1966 with the title Micro Momentary Facial
Expressions as Indicators of Ego Mechanisms in psychotherapy. They were looking at
the behavior of couples who were undergoing psychological therapy and they were
watching different films and they noted that there are certain behaviors which would
flash so quickly that it was difficult to grasp them by naked eye. They stumbled upon
these aspects of human behavior only when they were watching the films by slowing
them down. They noted that certain expressions occur and go even before we become
conscious of them and they gave them the name micro momentary facial expressions.

Later on we find that Paul Ekman in his independent research also came to similar
findings and observed similar behaviors while he was studying deception. He also
became conscious of these micro expressions and he coined the term. This term was
incorporated in his book Telling Lies: Clues to Deceit in the Marketplace, Politics and
Marriage which was initially published in 1985. But the revised version came up in 2009

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and it was in the 2009 edition that he has incorporated his findings about what he has
termed as micro expressions.

(Refer Slide Time: 09:13)

Paul Ekman's work is a path breaking work and it gives us insights into line emotional
leakages of our emotions and also to the clues to deceitful behavior. In this book Ekman
has traced the deception is strategies of various international public figures for example
Adolf Hitler and Richard Nixon and he has also looked at the deceitful behavior of
various private individuals including certain petty criminals as well as adulterers to
understand the difference in macro and micro expressions.

His study describes how lies vary in form and can differ from other types of
misinformation. He has also looked closely as how an individual's body language, voice,
facial expressions in particular can give away a lie and people who are sensitive to the
micro expressions can understand these lies.

However, a person can still escape the detection by professionals, a person can escape
detection for example by police officers, by judges, by various other law enforcement
agents and can also escape the mechanical lie detectors, micro expressions occur in
everyone. However, as we have discussed earlier it is perhaps impossible to conceal
them and they occur in an unconscious manner.

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(Refer Slide Time: 10:54)

We cannot prevent them from taking place and learning to detect this leakage is critical
to emotional intelligence as well as for understanding deception in the behavior of other
people this list gives us the difference between macro and micro expressions. Macro
expressions are what we understand to be obvious or normal facial expressions. In
comparison to that micro expressions are either often misinterpreted or missed
altogether. Not everybody can make out the difference between a macro and micro
expression and can lose the significance or the meaning of micro expressions.

Macro expressions last for certain seconds, so that most of us can easily make out the
expression on the human face. In comparison to that micro expressions occur in a
fraction of a second and therefore, the detection is difficult. Macro expressions match the
content they express the same idea through our facial expressions which we are trying to
express with the help of our words and they also match the tone of the voice. However,
micro expressions unconsciously display a concealed emotion.

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(Refer Slide Time: 12:13)

Understanding micro expressions is beneficial in our day to day life. If understanding

body language helps us to understand the true intent of the other person; micro
expressions and their understanding further hones these skills.

Micro expressions are like leakages of emotions. They reflect the vaccinations of the
mind in a persons emotional state and therefore, they offer as a window to their internal
emotional turbulence of another person. These leakages may be reflected in one region
of the face in a highly subtle manner or in the form of a very quick expression which has
been flashed across the whole face, but they increase our emotional awareness and they
help us in becoming aware of lies and deceptions as unlike verbal quotes we find that
micro expressions have certain universalities.

It is interesting to note that Paul Ekman had also started his training programmes. He had
developed an one hour self instructional program that trains people to observe and
understand micro expressions; whereas it is helpful and beneficial to be able to
understand micro expressions.

We also have to remember that a single expression on our face whether it is micro or
macro is like a word in a particular context. A word can have different meanings and in
order to place the meaning of a word properly we also have to understand the context
completely and therefore, we should not over read as far as micro expressions or other
macro facial expressions are concerned.

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(Refer Slide Time: 14:08)

Micro expressions are further classified in various ways. Largely we can say that they
exist in three groups; simulated, neutralized and masked expressions. Simulated
expressions are most commonly studied forms of micro expressions. It is not
accompanied by a genuine emotion, it is like an effect display.

It occurs only as a brief flash of an expression and immediately afterwards the face
returns to its normal state. A neutralized expression occurs when a genuine expression is
suppressed and the face remains, otherwise neutral. This type of micro expression is not
easily observable. Some people can miss it altogether. A masked expression is when a
genuine expression is completely masked by a falsified expression.

Masked expressions are also micro expressions that are intended to be hidden either
subconsciously or consciously. Very few people have the capability to successfully
comprehend micro expressions on a face. Researchers tell us that only about 3% of the
population can have this capability.

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(Refer Slide Time: 15:24)

Micro expressions can also be controlled voluntary and involuntary. Facial expressions
can also be sometimes controlled. Some people are born with the capability to control
their expressions. For example, there are some pathological liars who are able to get
away with is small lies when they are children and then they develop this skill whereas,
some other people are trained to control their micro expressions. However, on an average
in professions like us we find that the control of micro expressions is very difficult.

Sometimes we find that people can simulate emotion, expressions and they may attempt
to create the impression that they feel an emotion whereas, they are not experiencing it at
all. A person may show an expression that looks like fear when in fact they may feel
nothing or maybe they feel a different emotion altogether. Another term which Ekman
has used is squelched expressions. It means that when expressions are immediately
curtailed by instantly changing ones expressions.

It is important to note that micro expressions are complete with respect to temporal
parameters, but research shows that is squelched expressions are not although last longer.

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(Refer Slide Time: 16:56)

There are different reasons because of which we learn to control our facial expression of
emotion. There may be for example socio-cultural conventions or individual rules
running within families or a smaller segments of society. Many societies for example
encourage certain behavior in young boys and in young girls. Some societies encourage
the idea that young boys or little manners they are called do not cry or look afraid.
Similarly girls are encouraged not to talk loudly or to show aggression.

At the same time there may be other display rules which are considered to be more
personal. There may be the product of preferences or even idiosyncrasies of particular
individual families or a small socials gatherings. For example, in a family a child may be
taught never to look angrily at his father or never to show sadness when disappointed.
These display rules whether they are cultural or personal are usually learnt at a very
young age.

For example, researchers tell us that gender conditioning is imbibed by a child before he
or she has completed 3 years of age. So, the control of the facial expression, these
conventions and family atmospheres dictate is done automatically is imbibed in a
subconscious manner without being aware of them and therefore, these learnt behaviors
allow us to control the expression of our emotions on our face. Here we are displaying a
very interesting video from impact movie.

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(Refer Slide Time: 18:54)

It is an analysis of micro expressions and body language. It is an inspiring depiction of

three people and how they are able to transform themselves and overcome their
situations. There are lot of scenes where three clients have to negotiate and sell their
products or they try to get an upper hand in a conversation and they are able to do it
using their micro expressions and using different strategies of body language. In this
particular clip we find that one of the clients Megan has to pitch three investors.

What you see here on the investors face is just the two lips going upwards. It is a simple
smile and because the two lip corners go upwards symmetrically, it means that it is a
genuine happiness. If you have look in slow motion with a close up, this is how it looks,
all right. See the two lip corners going upwards first slightly and then even more you
know that is a genuine smile.

That was an easy one to warm up just an expression of happiness, all right. Once see it
once more. What you can see here happening here that is pressed lips and he is staring
and the source of his anger that is why this press lips is a meaning of anger and then what
happens is shaking his head, but that is not the micro expression. There is something
more.

Do you see this little twitch on the right side of his face here before he shakes. No, that is
an expression of content superiority. He does not like what he hears, he does not like
what he sees. So, here the right solution is a combination of anger and content. Let us

235
have a look in even slower slow motion from closer. This is the pressed lips and the
content on the site. So, this little twitched here, this little movement on the right side, I
am moving back and forth that is content. That is how you can see it. You see it right
here at this moment very very tiny and that is how you can see that there is anger and
content.

In his research Paul Ekman has claimed that micro expressions are perhaps the most
promising cues for detecting a lie.

(Refer Slide Time: 22:06)

The particular picture which has been displayed here in which one display of emotion is
real whereas, in the second picture the same display is of effect; emotion finds out the
difference between a true expression and the detection of a lie. Through a micro
expression, Ekmans idea has potential applications in various fields. For example, there
are significant in clinical diagnosis.

They are also significant for understanding contemporary threats to national security as
well as in similar other situation. The potential of this research has encouraged people
from various fields to enter this area and to study it in diverse fields.

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(Refer Slide Time: 22:54)

In this module, I have repeatedly referred to the work of Paul Ekman who is a renowned
expert in emotions research, a non-verbal communication. I conclude this module by
displaying this particular snippet in which Paul Ekman is analyzing an American actor
Kato Kaelins micro expressions and he is analyzing how the expressions of disgust and
his con are displayed by this actor.

So, you are going to see Kato Kaelin is houseguest of Urge a sentence who is being
questioned by Margaret Clark, a district attorney in an unfriendly fashion.

At the end of the year of 1993 he was dating Paula Barbieri. Wasn’t he?

And he is trying very hard. You can see how I was really feeling which was he is very
angry and when he shows is a very fast micro expression of disgust, anger, scorn. He
does something like that, but he does it much more quickly than I am doing because it is
a micro expression.

Mister Kaelin, you have got a lot of money for your appearance on current affair. Didn't
you?

Yes.

What you are saying is gone is a combination of anger in disgust we including ours
raising antonius.

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So, today we have discussed the difference between micro and macro facial expressions
and what exactly is the significance of understanding micro expressions in our
interpersonal behavior. In the next module, we would look at the expressions of his
smiles as well as the connotative interpretations of our head notes etcetera.

Thank you.

238
 Body Language: Key to Professional Success
Prof. Rashmi Gaur
Department of Humanities and Social Sciences
Indian Institute of Technology, Roorkee

Lecture - 11
Mouth and Smiles

Dear participants, welcome to week 3, module 1, in our course. In this module, we would
look at the expressions which are communicated during our interactions with the help of
our Mouth as well as with the Smiles. We would check how different type of emotions
are communicated with the help of our mouth, different shapes of it, as well as smiles.
From happiness to sorrow, from fear to disgust, different type of emotions are
communicated with the shapes of mouth and our smiles.

It seems that we are never given any formal training in our interpretation of facial
expressions. However, whether it is owing to our cultural and social conditioning or it is
because of our indeed evolutionary processes. Most of the times we are able to
communicate with help of our face in any face to face situation. Our face is one of the
most powerful communication tools and particularly in the situations where we have to
talk a lot during our business of years, during our professional commitments, we find
that often we try to interpret the facial expressions of other people.

At the same time another aspect of our social interaction is the fact that most people
believe the facial expression more than the content which has been communicated with
the help of words. Our face has eyes and mouth, which are the most communicative
organs in our human body. We have looked at communication through eyes, the way our
eyes communicate different levels of feelings and emotions, and how the cultural
variations in their interpretation exist.

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(Refer Slide Time: 02:27)

Today, we shall look at the positioning of the mouth and a smiles. Mouth plays a major
role in communication of our emotions. The shapes which our mouth takes are also
supported by our teeth and our tongue. You would find that it is interesting to note that
even the routine activities which are conducted with the help of our mouth, for example,
is speaking to others the very fact of a speech, at other same time talking even eating
communicate a lot about the personality, the background, etcetera and our like clues to
understanding the personality of other people. At the same time, we interpret the smiles,
and at the same time we also become conscious if the smiles are absent.

So, our smiles as well as laughter the presence and absence of these also matter in order
to communicate our emotions and personality types. The shape of the mouth normally
communicates evaluation gestures. Later on, when we would look at the finger
movements as well as hand gestures, we would look at how hands and fingers and their
placing on different parts of our face modify the originally communicated meaning.
However, we would find that even without hands and fingers our mouth communicates
certain ideas.

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(Refer Slide Time: 04:01)

The shapes our mouth takes are important markers during any dialogue, whether it is
offline or it is online. In our face to face communication we make out the meanings on
the basis of different clues. Before the decision is made and it is formalized and
verbalized our understanding of expressions which have been communicated with the
help of mouth shapes.

Give us a window of time during which we can negotiate and since the other person has
not exactly said that there is still some space to persuade others. The first expression
which is often communicated with the help of our lips is that of Pursed Lips.

It is an evaluative gesture, often it shows disagreement or an anger which is being

suppressed. Even if it is not an anger, you would find that some type of disapproval is
normally communicated. Sometimes, particularly in consonance with other gestures of
hand and fingers, it also communicates indecision withholding of information away of
hedging words, so that you do not commit yourself suddenly.

So, you would find that pursed lips communicate a feeling which is definitely not an
open one. Pouting of mouth shows displeasure. Often you would find that when a young
child feels insulted or feels isolated or is not able to get what she had desired, then often
the pout is visible. Even in adults you would find that doubts about self-image, as well as
a flirtation is indicated with the help of this pout.

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Different cultures associated in different degrees as far as our understanding of gender
behaviour is concerned. In many cultures, we would find that pouting behaviour is
considered to be appropriate for young girls and in appropriate for young boys.

(Refer Slide Time: 06:27)

Puckered lips and pout, particularly when the top lip has protruding over the bottom lip,
then even though we are not biting it then it indicates a feeling of guilt whether an
individual has been caught or not during the action. On the other hand, if the bottom lip
has protruded over the top lip it indicates a feeling of uncertainty or ambivalence that one
is unwilling to express with the help of words.

If the bottom lip has jotting out in a pout it indicates a petulance which is often
considered to be immature. So, puckered lips and pout often communicate feelings of
uncertainty as well as an indirect admission or at least consciousness of one’s guilt.

Flattened lips, which are also known as lip press and as this photograph very clearly
indicates suggests a repressed desire to speak which is very obviously, understood.
Flattened lips or lip press occur when there is an excessive almost force full closing of
the lips. So, whereas, this particular shape of the mouth indicates that a person does not
want to a speak something which is going on in his or her mind, then it also
simultaneously communicates a fear of disapproval, distress or frustration.

242
The person is afraid that if she and sub saying that she may have to face repercussions of
it or at the same time the person is feeling so distressed that she does not have words to
vocalise this feeling. Often, we find that this feeling of disapproval and distress is
directed towards oneself rather towards the other person during the dialogue. This
particular position of mouth also tells us a lot about the psychological turbulence which
goes on inside a person during our conversations.

(Refer Slide Time: 08:35)

Biting lips or chewing on the lips, also indicates fear, a sense of anxiety which is
underlying in our personality and at the same time is certain lack of decisiveness in the
given situation. It can also be interpreted as a lack of comfort in a given situation. Biting
on the lips with their centrally or at the side indicates anxiety.

Often, we find that in this action it is the lower lip which is often bitten. Sometimes it
becomes a habitual action also with people, and over those people with whom it is a
habitual action, we can almost predict situations in which this particular gesture would
be indicated by them. They shall often repeat it in a predictable manner.

At moments we find that it can be a comforting gesture also, because by biting on the
lips the person is able to give vent to the underlying anxiety to a certain extent and the
next phase of conversation or thought process can therefore, be slightly more confident.
Similarly, we find that biting on one’s lips or chewing on the lip, it is also an indication
that the person may be lying either in a blatent panel or even in partially. In any case you

243
would find that this particular action does not indicate an openness there are certain
reservations in the person and these reservations are further to be decorated with the help
of other expressions, micro expressions and the words which might follow later on.

The next type of position of mouth which we shall take up is known as sucked lips or
swallowed lips, because this particular action suggests as one is trying to swallow the
lips themselves. So, it normally indicates the person is in deep thought and is deep
thought is not a creative thinking rather it is a critical thinking. So, it is an evaluatory
manner of looking at things.

When we are evaluating the content and at the same time, we think that this might be an
important message either to us or more to the other person often we are talking to in
addition to be associated with the evaluation of content. We also find that this particular
position is taken up by a person in advert and clean unconsciously with a person has to
pass on any important message to others, and often this important message suggests
something negative to the receiver.

In some people, we would find that this becomes a habit and there is a psychological
dependence on this particular type of an action. A psychological dependence and
overdoing of this action suggest a deep problematic state of mind which should be
further investigated into.

(Refer Slide Time: 11:45)

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Similarly, we find that there are some other interesting positions which our mouth is
capable of taking. A particularly interesting one is known as which I presume all of us
can understand easily. This is also considered to be an important micro expression
because we find that often the twitch occurs in the corners of the mouth in almost an
imperceptible manner. It shows a passive form of synthesis or a sense of disbelieving
others. But at the same time the other person does not want to exhibit this cinicism is not
believed in a very open manner. And therefore, we often find that twitching does not
occur for a prolonged period in most of the instances.

Sometimes, we find that it can be associated with the behaviour of those people who are
trying to pass on a lie, but are not habitual liars and they may give themselves a way with
these small grimaces because their conscience may disapprove of this action. During this
particular movement of the mouth we find that corners of the mouth at turned upwards
and this upward movement of the mouth is associated with emotions of happiness.

It may be the beginning of a smile of pleasure or amusement on mouth, but at the same
time we find that corners of the mouth are turned downwards almost immediately and
this downward incrimination indicates a negative emotion. So, twitching normally occurs
whenever there is a contradiction going on in the mind of the person.

Another important communication of messages is done when a person covers the mouth
with the help of hands or certain fingers and this is also associated with different types of
emotional reactions. This particular aspect of covering the mouth we will cover when we
will look at hand movements and finger movements in our next modules. The next facial
expression which we shall take up is this smile. All of us know the significance of
smiles, it is associated with positive indications of our emotions normally. If all emotions
which can be communicated by our body, we find that our smile is the most contagious
one, it almost always is a positive smile.

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(Refer Slide Time: 14:27)

Therefore, we also have different social perceptions in almost all the cultures where a
smiling face is considered to be more likeable open and friendly, better approachable and
at the same time more competent. Almost all of us are able to understand the difference
between a genuine smile and a synthetic or a plastic smile. It was Darwin who had
initiated is studied in what can be understood is the signs of a smiling. He noticed that
the cause consequences and manifestations of a smile are universal.

‘A face that smiles’ is normally considered to be friendly, but what about your face
which never smiles. So, the absence of a smile on a face can often be disconcerting. At
the same time when a person smiles too much, it also is considered to be negative.
Definitely it is not associated with any positive feelings. And here I have quoted from to
literary understandings of those personalities where too much of a smiling is manifested.

The first one is a quote from the British Novelist Eric Ambler known more for spy
thrillers, and he has described one constant smiling as a standing apology for the in
equity of his existence. In the same way G K Chesterton, has also expressed similar
reservations when the presence of too much smile on a human face makes it rather kindly
at first glance, but at the second glance this same presence of continuity smile makes a
person look rather cowardly.

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So, you would find that the smile, its presence, its absence, and too much presence are all
noted by all our interactants. This particular video gives a very interesting assessment of
the significance of a smiles and also covers normally understood types of a smiles.

(Refer Slide Time: 16:45)

Most of a basic communication signals are the same all over the world. When people are
happy with smile, when they are sad or angry (Refer Time: 16:50).

(Refer Slide Time: 16:53)

Smiling search the purpose of telling another person you are none threatening and ask
them to accept you on a personal level. Lack of smiling explains why many dominant

247
individuals such as weather reporting, Clint east wood always seem to the grumpy or
aggressive and are really seen smiling.

(Refer Slide Time: 17:09)

We simply do not want to appear in many ways of (Refer Time: 17:10).

(Refer Slide Time: 17:11)

Scientific research in courtrooms shows whether an apology of a with smile encores a

lesser penalty with an apology without one.

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(Refer Slide Time: 17:17)

(Refer Slide Time: 17:19)

Most people can consciously differentiate between a fake smile and a real one, and most
of us are content to someone is simply smiling at us, regardless of whether its real or
false.

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(Refer Slide Time: 17:29)

From a psychological point of view, in some situations smile and laughter are defensive
mechanisms, it is why distinguishing a fake smile from a genuine one is important if you
want to understand people and their emotions.

(Refer Slide Time: 17:37)

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(Refer Slide Time: 17:41)

Smiles are controlled by two sets of muscles, zygomaticus major muscles which round
down with side of face and connect to the corners of a mouth and the orbicularis oculi
which pulls the eyes back.

(Refer Slide Time: 17:53)

The zygomaticus majors driven out back to expose the teeth and enlarge your cheeks,
where the orbicularis oculi make the eyes narrow and cause cross feet. This muscles are
important to understand because zygomaticus measures are consciously controlled.

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(Refer Slide Time: 18:09)

In other words, we are used to produce false mouths of fake enjoyment try to appear
friendly or subordinate. Though orbicularis oculi at the eyes act independently and
review with true feelings of a genuine smile. An enjoyment smile, not only lip corners
pulled up, but the muscles around the eyes are contracted, while non-enjoyment smiles
no just smiling lips.

(Refer Slide Time: 18:31)

Genuine smiles are generated by when conscious brain which means we are zygomatic.
When you feel pleasure signals pass through part of your brain with processes emotion

252
making your mouth muscles move, your cheeks rise, your eyes rise up and your
eyebrows deep slightly. Photographers asks you to stay cheeks because this word was
zygomatic major muscles. Blaster on the eyes can also appear in intense fake smiles and
the cheeks may bunch up making it look as well as a contracting and that the smile is
genuine, you make to see it.

However, when the smile is genuine the fresher part of eye between the eyebrow and the
eye lid where I cover full, moves downwards and beyond that the eyebrows deep slightly
(Refer Time: 19:09). So, a first place picture (Refer Time: 19:12) of a smile is still look
for wrinkle lines beside the eyes.

(Refer Slide Time: 19:17)

Six most common types of smile. Number 1, the tight lipped smile. The lips are stretched
that across the face to form a straight line and the teeth are concealed. It sends the
message with the smiler has a secret or lip held opinions or attitude between (Refer
Time: 19:30) will not be shared with you. But the tight lip smile results in magazine
pictures of successful businessman or a communicating, up gather the secret of success
and you have to try and guess what they are. In this interviews women have a tendency
to talk about principles of success, but really do variable the exact details of how they
succeeded.

Number 2, the twisted smile. This smile shows opposite emotions on each side of a face.
The right brain rises the left side eyebrow, where left zygomaticus muscles and the left

253
cheek to produce one type of smile on the left side of a face. Well, the left brain pulls the
same muscles downwards, on the right side to produce an angry frown.

When the person mirror down the middle at an angle of 90 degrees to reflect each side of
a face you produce two completely different faces with opposite emotions. During the
right side of a face reveals a cheesy grief, while during the left side reveals a angry
frown. The twisted smile is peculiar to the western world. It can only be done
deliberately which means it can send only one message, sarcasm.

Number 3 the drop jaw smile. This is a practice smile where a lower jaw is simply
dropdown to give a impression when the person is laughing or play full. This is a
favourite of people such a Hillary Clinton and Marilyn Monroe. And all home use it to
engender happy reactions and their audiences or to win more votes.

(Refer Slide Time: 20:49)

Number 4; sideways looking up smile. We were had turned down and away while
looking up with the smile or tight lipped smile, the person smiling looks play full and
secretary. This smile has been shown to be men’s favourite everywhere because when a
woman does it within genders paranormal feelings, making men want to protect and care
for females.

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Number 5, fake smile, grin. The zygomaticus majors over mouth back to expose the thief
and enlarge the cheeks, while the orbicularis oculi are not involved. Number 6, genuine
smile. Mass muscles move, cheeks rise, eyes squeeze up and eyebrows deep slight.

A smile is never expressive of a single emotion. It expresses multiple emotions, as is

evident in this video and as we would discuss later on. And at the same time this
interestingly is also a mask which people often wear to hide more negative emotions.

(Refer Slide Time: 21:49)

A smile may involve several muscles, muscles which are around the mouth, muscles on
our cheeks, and muscles around our eyes also. People normally smile when they are
happy, but very soon all of us learned to pass on polite social smiles without exactly
feeling happy, because as I smiling face is considered to be polite and often considered
to be a necessity during all our social and professional interaction. And therefore, I
smiling face does not necessarily communicate a particular or a specific emotional state
of mind.

At best we say that is smile is a multipurpose expression. Normal interpretation of a

smile is associated with positivity and happiness, and all of us are aware of that emoji,
the smiling face the universal symbol of happiness. But at the same time in the
professional world we have to be aware that our smile can also be used as a mask.

255
A smiles communicate different connotations and at the same time there are certain
cultural associations which are also associated with the way we smile and the way in
which we interpret the smile of other people. Also, the occasions on which we would like
to smile and we would not like to smile. For example, in Japan as well as in certain other
countries I smile can also indicate a concealed embarrassment, displeasure or even anger.
Allan Pease, in his writings has listed 5 common types of a smiles, but later on
researchers added some more types.

(Refer Slide Time: 23:41)

The 5 common types of a smiles which have been listed by Allan Pease are the tight
lipped smiles, the twisted smile, the drop jaw smile, sideways looking up smile and
interestingly the name of the fifth smile identified by Allan Pease is the George W Bush
Grin.

Now, Allan Pease instead of illustrating this grin completely as an independent

communication of emotion has linked it with a cultural pattern. Pease has commented
that people in Texas particularly either middle class sections of the society pass on too
much a smiles and therefore, his understanding is that in Texas people smile more than
people of other American states. And therefore, the almost continuous, but imperceptible
print which was normally found on the face of George W Bush has been given this name.

In my discussions, I would leave this particular type of a smile. I would take up the first
4 common types of a smiles listed by Allan Pease and supplement them with some other

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commonly found types of a smiles which I have been listed by other researchers. Here I
would also like to mention Carney Landis, who had worked in 1924 and had identified 9
different types of a smiles. But his researchers had come up with this finding that only
six types of a smiles are associated with positive connotations, the rest are either negative
or a mask.

(Refer Slide Time: 25:31)

Initial researchers into what can be understood is a science of a smiles were taken up as
we have committed earlier by Darwin and at the same time, they were taken up by the
French neurologist Duchenne de Boulogne, who had studied the mechanics of facial
expressions and particularly had tried to identify that association of different muscles
which are present on our face and what type of muscles are used in which type of
emotion communication through our smiles.

He had as an experiment at test electrodes two faces and he is most talked about
experiments resulted in a permanent fixture of white crane on a particular patient’s face
who had to spend rest of his life with puffed up cheeks and crow’s feet around his eyes.
This experiment had gone wrong, but at the same time this does not undermine the
significance of the rest of his research.

Another research which is often talked about in our studies of a smile is by Carney
Landis. It was in 1924, when he was a research scholar in the University of Minnesota
and he was experimenting on the facial expressions of emotions. He gather together a

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group of people, a motley group which consisted of some friends, some classmates, some
young teachers, as well as a young teenager boy. And he wanted to find out whether
different experiences brought similar facial expressions for them. His methods today
cannot be considered ethical; however, it was his findings which created more on ease
and is still researchers go back to these findings. He had gathered together this group,
blindfolded them, put markers on their faces to identify what type of muscles are active
in a particular type of facial response. And then he had asked them to undergo different
types of experimentations.

He had expose them, these blindfolded people to some interesting and rather bizarre
experimentations. Some of them included bursting crackers beneath their seats. An
experiment included putting once hands in a bucket full of live frogs and ultimately he
asked a person to deliberately cut the throat of a mouse or a rodent. Although, it must
also be integrated here that in his later life he never repeated this experiment, but the
findings which he stumbled upon as a young research scholar in 1924 are still talked
about.

He had said and I quote that even during the most violent task and some of them were,
the most common reaction was not either to cry or to express anger, it was to smile and I
quote “So far as this experiment goes I have found no expression other than a smile,
which was present in a photographs to be considered as typical of any situation”.

Psychologists later on talked about the different types of a smiles which has been in a
validated by these experiments by Carney Landis and they also talked about how
willingly people had been obedient during this experiment going to certain extent in
order to follow the instructions. But this is not exactly concerned with our discussions.

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(Refer Slide Time: 29:23)

Carney Landis identified 19 different types of a smiles, but suggested that only six are
associated with the expression of positivity. The rest occurs when either we are in pain,
we may feel embarrassed or distressed or measurable etcetera. Sometimes, it may also
mean contempt a suspicions towards the motives of the other people as well as a feeling
of willingly submitting to others.

Genuine smiles are a reward for positive actions and feelings. And there are some other
smiles which do not represent true feelings, rather they represent the emotion which we
want to signal to others. With the help of an artificial smile, a plastic smile or a synthetic
smile, we want to present a particular emotion to our interactant and we want to hide the
negativity of our emotions using this mask of a smile.

So, some smiles have evolved to signal that we are not being threatening in a particular
situation rather we are being co-operative, that we do not want any aggregation in a
situation, but at the same time the smile can also be used to suggest “well I am better
than you in any given interaction”. So, many of used as polite gestures which
demonstrate that we are following the rules or we do not want to deliberately offend the
person. At the same time, a smiles can also be used in an effective way as manipulating
agents, distracting the other people from understanding our true feelings.

Before going further into understanding different types of a smiles, we must understand
how to differentiate between a genuine and a fake smile. Genuine smiles always

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necessarily represent a positive emotion and fake smiles do not. It is particularly
important to identify the difference because our response to the smile often influences
our first interactions with other people. It makes us comfortable in a presence, it makes
us to feel cautious in a particular presence. Normally, it is said that a full blown smile is
genuine, a full blown smile in which the eyes are also lived up is perhaps the most
infectious aspect of our interaction with other people.

In a full blown smile, if it is accompanied by a person’s head going slightly in we find

that the person is feeling rather humble. On the other hand, if a person is smiling openly
and broadly and the head was backward tilt then the person is not only pleased, but the
person is also proud of oneself in the given situation. For example, we can ask a student
‘oh how is your examination’. This student have fared well, and would say, ‘oh, it was
good’. Look at the head tilt.

On the other hand, the same person can say, oh, it was good. So, you would find that the
amount of pleasure is the same, but the other associations are also communicated with
the association of a particular type of head tilt. A fake smile similarly is used to create a
mask, a barrier between us and other people to hide the true emotion. And there are
certain distinct differences to identify the two independently.

(Refer Slide Time: 33:17)

In case of genuine smiles, people smile both with their eyes and mouth. This is the smile
in which we say that the person’s eyes were also smiling and in fake smiles we find that

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this smile is given only with the help of the mouth. Similarly, if you are able to notice the
difference then genuine smiles are often more symmetrical on both side of the face and
have a much more gradual onset and particularly the much more gradual offset than fake
smiles. A simple way to tell the difference is to watch how does the smile fate on an
individual’s face, does it end quickly or does it linger.

A lingering smile is associated with a positive and a genuine smile, on the other hand a
fake smile is normally taken up by a person, used by a person to cover the real emotional
state. French anatomist, Duchenne de Boulogne had noted these differences and he has
remarked that genuine smiles involve facial musculature around the eyes, whereas false
smiles just involves the activation of the muscles around the mouth and this basic
difference has always been identified in our language practices, in our idioms and
proverbs, as well as in different literary representations of human face. This basic
understanding of Duchenne was later on supported by Paul Ekman and Wallace Friesen
and was further strengthened.

(Refer Slide Time: 34:59)

They further described the difference between the genuine and fake smiles. And I quote
from there is search they say that, in genuine smiles, which have been termed as
Duchenne smiles in honour of the work of the great French anatomist, muscles lift the
cheek up wards and push the skin towards the eyes, narrowing the eyes and causing
crow’s feet wrinkles at the outer corners of the eyes. For several decades we find that the

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presence of the crow’s feet, the mild wrinkles around our eyes what considered to be an
indication of genuine smiles. Later on, however, it was found that it is not necessary that
everybody has the similar type of wrinkles. In some faces the crow’s feet may not be
present at all.

On the other hand, in false or plastic smiles we find that the muscles pull the lips
obliquely upwards and back, deepening the furrows which run from the nostril to the
corners of the lips. In this particular video, we find that a detailed analysis of smiles of
certain us presidential candidates has been done. Without commenting on the political
belief systems, I have tried to use this video as an illustration of genuine and fake smiles.

(Refer Slide Time: 36:25)

Body language expert Tanya Raymond’s studied all the leading presidential candidates
like Bernard Sanders who sure has lot of smile about after that double digit victory over
Hillary Clinton in New Hamster.

Bernard Sanders is authentic. He is always genuine. This is a genuine smile, you could
tell he has got the (Refer Time: 36:41), the cheeks are raised, but it is not as big as it
typically is when he is thoroughly happy.

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(Refer Slide Time: 36:47)

But in her opinion, when Hillary smiles she sometimes covering up where she is really
thinking.

Hillary Clinton has a problem with smiling. She smiles just a mask, whatever emotion
she does not want you to see it.

(Refer Slide Time: 36:55)

This is known as a social smile. There is not much movement around the eyes and the
lips are really elevated, there are cross, but not high up.

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(Refer Slide Time: 37:07)

And Ted Cruz, also has some work to do on his smile.

(Refer Slide Time: 37:11)

When he smiles, the initial impression is that a sneer or a (Refer Time: 37:16) grin. And
then what happens? We think of him as sarcasm.

So, I would end my discussion at this point. In our next module we would look at certain
other types of a smiles, the cultural differences which also exist in the way our smiles are
recognised.

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Thank you.

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 Body Language: Key to Professional Success
Prof. Rashmi Gaur
Department of Humanities and Social Sciences
Indian Institute of Technology, Roorkee

Lecture - 12
Cultural Differences in Smiles; Head Nods

Welcome dear participants. In this module we would look at the types of a smiles, the
cultural differences in which we pass on and interpret a smiles as well as the head nods.
The first type of a smile which has been hinted at by Allen Pease is the tight lipped
smile. This smile is normally exhibited, when people do not want to opened up with
thoughts, they want to restrain their attitudes, they want to conceal their ideas and at the
same time they want to come across as affable people.

(Refer Slide Time: 01:03)

As you can make out from these photographs the lips are is stretched tight across face
and the lips are in a straight line. So, often you would find this type of a smile in the
photographs and videos of highly successful people, who may often talk about success
and the parameters behind it, yet never revealed the true life stories.

At the same time we find that the tight lipped smile also becomes a message to a new
entrant in the group to suggest that the person is not included.

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(Refer Slide Time: 01:37)

The next type of a smile is the twisted or the lop sided smile. Here, we find that the two
sides of the brain sent conflicting messages to the person. It shows opposite emotions on
each side of the face. The left brain pulls the muscles downwards and the right side of
the brain raises the left hand side eyebrows as well as the lips and cheeks and therefore,
this smile expresses mixed emotions.

The downward slant of lips etcetera suggests negative emotions and the upward tilt
suggests that the person is not angry. This is often considered to be a micro expression,
but our experience tells us that it can also be done deliberately and sends messages of
sarcasm as well as embarrassment in certain situations.

(Refer Slide Time: 02:39)

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The third type of a smile, which has been taken up by Allen Pease is the drop jaw smile.
It is the exaggeration of a smile and often it is taken up by those people who have to
interact with a large group of people, particularly the public figures while interacting
with a crowd. So, they want to pass on the impression that they are happy and amused to
meet these people and there is a certain playfulness.

At the same time you would find that on various social occasions, it is displayed to lower
the hostility or rancor in other people. So, it is an exaggeration of a positive smile. The
sideways looking up or the turned away smile as you can easily make out by looking at
this photograph.

(Refer Slide Time: 03:21)

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So, it has encapsulated openness as well as shyness, it suggests a sense of welcome and
at the same time a sense of being reserved and a tendency to avoid people. When we
look at this smile, on other people it generates somehow a parental feeling in us and
making us want to protect or to care for such a person. This smile has been immortalized
by Princess Diana, who has captivated the hearts of people wherever she has gone.

(Refer Slide Time: 03:57)

The miserable a smile is a mask which helps us to suggest that we are not exactly in pain.
So, this is a social way of passing across this idea that we do not want to share, our
sorrow and our pain with others or we are able to put up with it. So, this smile is also
slightly asymmetric one, because the smile does not reach the eyes, the eyes remain sad.
A dampened smile is an attempt to control a very happy Duchene smile.

So, here you would find that the person knows that there is a genuine warmth in the
heart. There is a reason to actually smile in open manner, but somehow either, because of
the social curtsey or, because of certain other emotions or, because of certain other
constraints the person feels that well I should not exactly smile here. So, this is known as
a dampening smile, putting a damp cloth on a warm cake for example.

This smile is passed on when we know that we are not in a situation to help the other
people. The next is the qualifier smile. This is used when we feel that we are not in a
position to help others, but at the same time, we want that the other person should not
feel very bad.

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(Refer Slide Time: 05:21)

It eases off communication of bad news and it tries to take the edge off of a negative
aspect. For example, you have been standing in a long queue waiting for your turn to get
a particular model of a product. By the time the queue ends and you reach the window,
you find that the model has been exhausted. At that time the salesman would pass on this
message to you with a practice the smile. So, this is a qualifier smile. So, it can be often
irritating to us, because either we are trapped into smiling back or the situation does not
allow us to a smile at all.

Similarly, we have a smile which shows our contempt, it is a mixture of disgust and
resentment and it is very similar to a smile of true delight with some major differences,
with a major difference that the corner of lips appear relatively tightened. This contempt
smile is often displayed when we are in social situations and similarly, you would find
that in those cultures where the individual needs are not always the focus of attention.
This is used to hide negative emotions, for example, anger etcetera to maintain social
harmony.

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(Refer Slide Time: 06:38)

Another type of a smile which has become a staple of films and similar media etcetera is
the angry enjoyment smile. This is also known as a schadenfreude smile, which is a
German word and this translates roughly as a malicious joy or delighting in the
misfortune of other people. So, it is an expression of the thrill or the self-satisfaction
when we discovered that the other person is facing certain hardships etcetera.

Often we find that the reasons of this emotion are different in different people.
Sometimes it may be related with a personals feeling of vendetta towards an individual,
sometimes we find that there may be social or cultural issues and sometimes we may find
that there may be a sense of justice prevailing ultimately.

For example; we may feel that a person has become suddenly rich and influential by
unethical means; however, when after a couple of years the law is able to reach that
individual and nabs him then we feel some type of an enjoyment and this smile is also
reflected in these situations. This smile hides complex emotions, it hides emotions of
aggression. It may stem forth from a sense of rivalry, whenever rival has been defeated
and sometimes as I have commented just now, it may be the result of justice being served
ultimately.

It is not always easy to conceal this smile from others. When we are alone we would
smile in all these situations in a very happy manner. We would be using what is known
as the Duchenne smile, the Duchenne loves, but when we are in the presence of others

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then we have been conditioned, not to show too much of happiness in the unhappiness of
other people, because basically we are all social people. When we know that somebody
is watching, we try to wrap up this emotion of too much of an enjoyment on certain
portions of our face. Our eyes would express the true emotions, but the grin would be
there on our face and it is this creepiness of this grin, which has become a staple of
horror movie villains.

(Refer Slide Time: 09:08)

We also have what is known as a polite smile. Politeness as you know is voluntary and
also deliberate, but at the same time it is a crucial aspect of our social interactions. So,
this polite smile conveys this idea that the feelings of other people are important to us in
different situations.

And embrace the smile is also another interesting example of how I smile enables us to
overcome our social faux pas as well as to smoothen over certain uncomfortable
incidents for example, we have spilt a drink on the dress of a fellow person. We have
forgotten the name of another person during our interaction etcetera. So, this embarrass
the smile helps us to overcome the awkwardness of these situations in a little manner at
least.

Several studies have also found that people like to forgive people more, that several
studies have also suggested that in our interaction we tend to like as well as to forgive
those people more, who show their embarrassment with the help of such a smile.

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(Refer Slide Time: 10:24)

A very important aspect related with our smiles and its understanding is related with
cultural understandings. We find that in different cultures a smile is practiced differently,
because ultimately smile is also governed by that socially accepted display rules. Though
all of us all human beings in all cultures exhibit both Duchenne and social smiles as well
as plastic smiles, we find how a smile is generated depends on our cultural background.

It is noted that the common American behavior is to pass a happy smile, a Duchenne
smile very often when we interact with any person. In comparison to the Americans the
British perhaps are more likely to use a social smile. It has been pointed out in this study
by Dacher Keltner that the British more often pass a social smile in comparison to their
American partners. It is pointed out in certain researches that the British are more likely
to use the social smile instead of the Duchenne smile.

A social smile which is adopted going to politeness concerns of the society. Keltners
research has traced the roots of this behavior in the greater emphasis, which is found in
the British culture on the display of social politeness and difference as well as this
concept of the British is stiff upper lip which is a still very much practiced in certain
circles of the British society.

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(Refer Slide Time: 12:06)

It is interesting to quote a research by Jeanne Tsai, a professor at Stanford who has

suggested that how our culture views smiling, influences, how people in our culture is
smile and I quote from her.

Often people think that when they are viewing our candidates official photo, they are
learning about the candidates a unique traits, but our findings suggest that they are also
learning about the candidates culture and the emotions it values. This is a significant
research, because instead of focusing on the expression of individual emotions, the
research has focused on how the individual expression itself is culturally conditioned and
culturally quoted.

She had compared the emotional expressions of leaders across different nations and has
concluded that the more a particular nation will use excitement, the more their leaders
show excited smiles and she has quoted the examples of the American leaders.

On the other hand, the more a particular nation values come, the more those leaders show
calm smiles in their social interactions and she is given the example of East Asian
countries and their political leaders. She has used a phrase in this research and I quote
this phrase, ideal effect of a nation. This phrase is defined as culturally valued emotions
and how people want or learn to feel it and express it in their body language.

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(Refer Slide Time: 13:50)

Another research which also supports this idea is by Carmen Judith Nine-Curt, in
nonverbal communication. She writes that the Anglo culture uses a smile in friendly
circles, but rarely in serious situations. For example; people would smile much less when
they are at places of work in learning for example, in classrooms as well as at their
office.

Similarly, it has been pointed out in this research that in Latin American countries a
smiles take place of many verbal expressions. For example, instead of actually saying hi,
how are you, a person in Latin America perhaps would prefer to smile at a person and
then their smile would suggest the thank you attitude, also by another person. Expressing
gratitude verbally may seem formal and impersonal in certain cultures and in certain
cultures if a friend expresses these feelings in a verbal manner, it would be perceived as
if the friend is either distancing himself or is rejecting the other people.

Cross cultural influences can also color the way we interpret the behavior of other
people, if one is not aware of the cultural differences and their smiles then it is easy to
miss perceived a person from a different background. For example, a British may miss
perceived that the Latin American friend is smiling too much or that the smile is
inappropriate in certain situations.

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These cultural differences of understanding have seeped into some official guide books
and British authors of a popular guidebook about Poland have warn tourists that is
smiling at strangers in Poland is perceived is a sign of stupidity.

(Refer Slide Time: 15:34)

The Norwegian government has humorously explained, nuances of Norwegian culture by

indicating that when is stranger on the street smiles at Norwegians, they may assume that
this stranger is insane. These guidelines may not mean too much, but they help us to
understand, the significance of cultural differences in the way the smile is perceived.

Another aspect of a smile is related with too much smiling. Darwin has also written
about the large class of idiots, who are constantly smiling. A Russian proverb says that
smiling with no reason is a sign of stupidity; even though their smile itself is considered
to be a universal expression of happiness.

Evidence suggest that when we do a smile, how we do a smile, how much we do a smile,
etcetera is governed by the culture, which has conditioned our psyche. For example,
researchers have found out that in German culture a smiling is reserved for friends and
family and may not occur during formal introductions.

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(Refer Slide Time: 16:56)

In sittings of work and in those situations, which are considered to be serious for
example, when somebody is dealing with illness etcetera or is in hospital the most
appropriate response is one that is reserved with no smile.

In traditional Chinese families also, smiling is used extensively among family and
friends, but in formal situations it may still be limited. The similar tendencies are seen in
Vietnamese community by certain researchers, where they have found that silence or the
use of a reluctant smile is used as an expression of negative connotations. Similarly, in
several Asian cultures, we find that a smile may be an expression of an apology for
minor offenses; it may also indicate our difference to authority.

It may also cover the difficult feelings and emotions of pain, distress, etcetera and also it
helps us to avoid conflicts, when we have been insulted or threatened or otherwise
provoked. This video helps us to understand cultural variations in smiles in a very
interesting, yet succinct manner.

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(Refer Slide Time: 18:12)

Traveler advice to tourists visiting in the US, points out one custom most Americans
would not think twice about, their smile. Guide both explained to tourists that Americans
smiled the strangers a lot.

(Refer Slide Time: 18:19)

So, why do American smile so much and why is that so strange to everyone else?
Americans seemed to smile even when there is not a very good reason to. When you see
an American smiling, they might be feeling happy, confident or neutral. Sometimes, it is
just a polite way to make someone else feel comfortable, thank service for the smile.

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Here your receipt. Thank you very much.

In other countries though, smiling for no reason can make you seem kind of dumb. One
researcher found in countries like Japan, India, South Korea and Russia smiling faces
were considered less intelligent than serious ones. His theory is that there is a connection
between a countries level of instability and finding smiling stupid, after all how can you
be so confident and happy when the future is uncertain, that might help explain
stereotypically frowny places like Russia, where smiling in photos is not really a thing.
When McDonald’s went to Russia in the nineties, they had to coach their employees on
how to smile.

Another aspect of body language which I want to cover in today’s module, is the way
head nods and shaking of the head is understood.

(Refer Slide Time: 19:31)

A number of head related gestures fall into clear categories of accepted meaning and
nodding of head and shaking of the head is also a prominent nonverbal way of
communicating our feelings, emotions, messages, etcetera along with a smiles and head
positions nod is considered. Normally, a positive gesture to signify an affirmation or yes
and a shake of a hand is normally considered to be a no in most cultures right. So, you
would find that both are presumed to be inborn gestures, but; however, nod is to be
understood, depends on the social and cultural interpretations, but in most cultures are
not is considered to be a yes and a shake is considered to be a no.

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However, there are certain segments of societies and certain cultures in which the nod is
considered to be a no and a shake is considered to be a yes, but we would continue our
discussion aligning with the commonly found understanding of the nod as yes and shake
as a no. A head nod is used to show our agreement, our approval, while be a talking to
other people, it also shows that we are able to comprehend their ideas and that we are
continually attentive to them.

At the same time our nods help us to pass on what we are emotionally going through at
that time. So, this rhythmical queue for affirmation and for passing on other related
emotions is also often accompanied by smiling or its absence and at the same time other
related signs of approval or agreement.

(Refer Slide Time: 21:25)

A double nod tells the speaker to increase the speed in tempo of this speech. Multiple
head nods or a single slow nod may cause a disruption in the speakers rhythm, because a
speaker may suddenly be attracted to this type of a nod. In excessive and rapid head nod
can rush a response on the part of the speaker and the speaker may feel that it is a
nonverbal queue to hurry up his or her responses. An inappropriate head nodding or too
rapid a head nodding is perceived normally as a rude behavior. It is also understood as an
attempt to dominate the conversation. It takes the focus of this speaker and transfers it on
to the listener.

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A polite and attentive nod is also related with good listening skills. This is one of the
ways in which we signal to the speaker or the person we are talking to, that we are
engaged in whatever they are saying, we are engaged with them and they should
continue further and if used correctly, we find that it allows the speaker to fully express
his or her thoughts in a satisfying manner, providing immediate feedback.

(Refer Slide Time: 22:45)

Head nod suggest a particular sense of likability or its absence. At the same time, we
would find that they are also associated with judgments of interpersonal competence and
several researchers have found out different aspects related with these interpretations of
head nods and shaking of the head and I quote some of these researchers. Matarazzo and
Wiens have examined the interactive processes, which are inherent in interviews and
found that head nods by the interviewer, increased average duration of utterances by the
interviewee.

In a study by Clore et al., which they have conducted on college students to rate more
than one hundred nonverbal behaviors in terms of how much liking or how much
disliking, they communicated to them. The nods and shakes were highly rated by the
participants in a study of career officers, who were undergoing a micro counseling
training course. Dickson found that interviewer’s use of head nods was a significant
predictor of their interviewing competence, as rated by experienced judges.

281
In a more recent research this co field has noted that head nods by the listener increase
the total verbal output of this speaker, that suggest that this speaker is encouraged by the
attentive head nods of the listener.

(Refer Slide Time: 24:13)

Head nodding also plays a very important role, when we want to take leave after the
dialogue is over. Particularly, when we want to pass on this idea that we are accessible to
the other person as well as we are supportive in our relationship, the head nod becomes
important at the termination of the dialogue. It is also a signal to others that you want
them to continue and it is also widely used by professionals, the world over to
encourager and motivate their clients to self-disclose at length.

In various professions you would find that nodding is deliberately thought as an art,
while listening to others. So, the reinforcing effects of the head nod gestures have been
well documented and its frequent use can be seen during almost all social and
professional encounters as an indicator of attentive listening and agreement with the
content. In this video we can look at interesting summarization of the significance of nod
and shake of the head.

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(Refer Slide Time: 25:24)

The nod and shake, the probably most common two signs we use in our daily lives are
the nod and the head shake; yes and no, agreeing and disagreeing and besides the
direction of the motion up and down or left and right rhythm and speed are also very
important. A slow nod is used when we agree with something we see or listen to.

(Refer Slide Time: 25:43)

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(Refer Slide Time: 25:52)

For example, someone is holding a lecture about body language and we share his opinion
hmm, that seems about right.

(Refer Slide Time: 26:00)

If we disagree, we tend to slowly shake our heads, “No, I do not think so.”

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(Refer Slide Time: 26:07)

Head shake with the higher rhythm can be seen when the higher stage of disagreement is
reached, “No that is just bullshit.”

(Refer Slide Time: 26:15)

And the same goes for nodding the fast rhythm means “Yes, please.” Something I can
often see in meetings, when I propose an urgent solution for certain problem. Nodding
can also be used during a conversation both by the speaker and the listener.

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(Refer Slide Time: 26:26)

(Refer Slide Time: 26:32)

If we listen to a person and nod as a sign of “Yes, I understand or I am listening, please

continue.”

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(Refer Slide Time: 26:40)

It shows that we are paying attention and are interested in what the speaker has to say.
And as the speaker we can use well placed nods to help influence the listeners to agree
with us.

(Refer Slide Time: 26:47)

(Refer Slide Time: 26:53)

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(Refer Slide Time: 26:56)

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(Refer Slide Time: 27:00)

For example after making a statement or asking a rhetorical question is not that what we
really want, we not to suggest the listener yes, it is.

(Refer Slide Time: 27:06)

My opinion, the let us call it listeners nod to show interest is very effective. I may
constant use of it especially, in conversations, I am digging for information

289
(Refer Slide Time: 27:18)

If we show a conversation partner that we are interested and approve what they say, they
tend to get more talkative. They talk about the background of things or existing links and
furthermore. It opens the door for some digging questions like; that point I do not
completely understand, because we already build up interest, the question seems legit,
we need more information.

(Refer Slide Time: 27:36)

If we sat there quietly for ten minutes and asked the same question, we make the
impression that we did not even pay attention.

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(Refer Slide Time: 27:51)

(Refer Slide Time: 27:53)

Nodding in order to influence people that is called, this one inception not worth. Let us
also briefly look at the head tilts and inclines and what exactly do they suggest.

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(Refer Slide Time: 28:01)

We find that our head is a very significant body feature, because we have a flexible neck
structure. It can turn, it can just forward; we can withdraw our head, we can tilt it
sideways, forward and backward and all these movements of the head, our various tilts
suggest a particular set of emotions to the other people. It is common for people to tilt
their heads either towards the left or the right hand side, while they are watching
something of interest or they are listening to something interesting. Normally, it is
considered to be a sign of mild and polite interest.

A prolonged or deeper tilt creates empathy. At the same time whether our head is tilted
towards the right or towards the left during a dialogue, as a speaker or as a listener also
passes on certain clues about our thought processes this aspect I would take up slightly
later during this module. I would refer to Allen Pease again.

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(Refer Slide Time: 29:09)

He has suggested that there are three basic head positions, which leave a lasting
impression during any interaction and that is the head up, the head tilts and the head
down movement.

Head up is a position, which is taken up by a person who normally, has a neutral attitude
about what is being said. Normally, if it is not supported or modified by let us say hand
in finger movements, the head remains is still during the conversation and may be
punctuated by occasional small nods. So, when we introduce our hands and fingers in
this particular gesture then it becomes an evaluator gesture and different shades are
added to the basic meaning. Some of these we will look up when we will take up hand
and finger positions and gestures.

(Refer Slide Time: 30:10)

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When the head is lifted high with the chin jetted out then it suggest a very strong self-
confidence, a feeling of superiority, a sense of arrogance even and at the same time a
fearless attitude. Pease has commented that people who adopt this posture in a
subconscious manner expose their throat suggesting that they are not afraid of other
people and in a way they suggest that they are looking down their nose to you.

Normally, it is considered to be a gesture of superiority and arrogance, but very often we

find that people who are highly self-confident and have a fearless attitude also often
inadvertently display this particular gesture.

(Refer Slide Time: 30:57)

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Tilting the head is often considered to be a sufficient signal, because it exposes our neck
to other people. Charles Darwin was the first to note this association and he had
suggested that human beings as well as animals tilt their heads to one side, when they
become interested in something and are not aggressive. We find that a gender based
aspect is also associated with a head tilt.

A studies of paintings, over the last several centuries show that women are often depicted
more using the head tilt in comparing to men. Women are often also shown in
advertisements tilting their heads. Researchers tell us that it is three times as often as
men in different societies, we find that in women. It is commonly perceived as a gesture
of sexual interest.

(Refer Slide Time: 31:54)

Our neck tilt also shows how most people understand things on an intuitive level and in a
business negotiations with men, if a head tilt is shown very often, it is often considered
to be an act of submission or an indication that things would be sooner or later accepted
by you and therefore, women are often advised to particularly keep their head up and
straight in all times during any negotiations. It also helps us to understand, what type of
thought patterns are going on in the minds of other people, during a presentation or while
we are delivering a speech and we are able to look at our audience.

When you see an audience tilting their heads and leaning forward using hand to chin
evaluation gestures, you can understand that people are paying attention to the content.

295
When you listen to the others then we use the head tilts and head nods and the listener
will begin to feel trusting towards you, because you would appear as interested as well as
non-threatening. And now, we come to the point of discussing our right and left handed
tilts of the head.

(Refer Slide Time: 33:16)

If the head is tilted to the right, you will feel more open, as you are existing the creative
part of the brain. If your head tilts to the left, you are likely to be intellectually analyzing
what is being said. A 2006 study found that tilting your head to the right makes you
appear honest and dependable, and tilting your head to the left makes you more
attractive.

So, the option is either to come across as an attractive person or is a more honest and
dependable person. Tilting the head is often seen as a sign of trust, it is also perceived as
a sign of empathy, as it is basically a non-threatening gesture.

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(Refer Slide Time: 34:00)

It can also be taken as a signature of submissiveness, as we have discussed in the

previous slide. Princess Diana has also made this particular head gesture very famous. It
is a flattering and photographic pose; however, some experts have also read it as a
projection of his sense of melancholy.

(Refer Slide Time: 34:22)

The head and chin down position signals a negative and judgmental attitude. It may also
suggest that certain aggression is also present in the person, who is displaying this
particular position.

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Critical evaluation clusters are normally made with the head down and we find that the
association of hand and fingers with this position either further aggravates or dilutes
these stands. If in dialogue a person continues to adopt this particular gesture or posture
then it has to be taken as a deliberate absence of response. The person does not want to
get involved in the dialogue.

So, professional presenters and trainers are often confronted by audiences who are seated
with their heads down and arms folded in a cross. So, people who are experienced and
people who have been trained to lower the defenses and other people will be actively
taking certain actions to involve the audience and to get their participation before they
actually begin either their dialogue or professional talks or presentations.

We may use different types of icebreakers to initiate certain involvement in the person
by somehow breaking this particular head down movement. So, if our tactics are
successful, the audience would be able to raise up the head and the next head position
would be a tilt, either the right hand or a left hand tilt. That would be the beginning point
of interest from the perspective of this individual. In this particular video the head tilts
and their paintings have been displayed.

(Refer Slide Time: 36:11)

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(Refer Slide Time: 36:17)

Head positioning, head tilt. Besides the listeners, not there is another way, we can use the
head to indicate interest and in conversation the head tilt

(Refer Slide Time: 36:27)

299
(Refer Slide Time: 36:36)

It is described as a sign of interest or says in a powerful way I am comfortable, I am

receptive, but a good reason why actually I could not find. I showed a picture of the dog,
because there is in my opinion where this sign originates from.

(Refer Slide Time: 36:44)

And the funny thing is we do not even know for sure why dogs do it. For me this one is
one of the most controversial signs.

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(Refer Slide Time: 36:57)

The explanations range from being interested. So, the tilted head exposes the carotid
artery on the side of the neck, it may be a sign of submission and feelings of
vulnerability.

(Refer Slide Time: 37:08)

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(Refer Slide Time: 37:15)

I do not know. Let me tell you what my experiences with the head tilt are; I was looking
for an alternative for the listeners nod, using it perpetually makes one look like a bobble
head and after approximately one year of head tilting and noticed mainly two reactions.
First, none at all. Second, confusion. The moment I tilted my head, I could instantly see
the, what the heck is he doing expression on the faces.

(Refer Slide Time: 37:39)

And moreover, I barely noticed anyone else doing the head tilt especially, not for the
sake of raising interest, but where we can see the head tilt in action is the television.

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(Refer Slide Time: 37:50)

For example, in the show how I met your mother; season two, episode seven. It even gets
described by the protagonist; Ted had slightly tilted to give a sense of vulnerability.

In this video, the interpretation of a head tilt is presented by a retired FBI agent Joe
Navarro. His professional experience makes it a very valuable insight.

(Refer Slide Time: 38:15)

Head tilt is probably one of the best indicators of comfort um, probably more powerful
than a smile, because most people can fake a smile, but head tilt we reserved for when
we are truly comfortable. When somebody really believes in us they are comfortable

303
around with us, they will tilt their head. We as a species do not expose our necks, unless
we were really comfortable. In fact, you can be talking to someone and you mentioned
something negative and immediately their head will pop up, because it is a survival
response that I will not expose my neck.

During my discussion, I have tried to incorporate the major positions, which our head
takes, the major types of smiles, etcetera. There are several other aspects which have
been left out of discussion. Many of them would be taken up when we will talk about the
clusters of our movements, gestures and postures. Some maybe is still left out, but they
can be taken up during our live sessions.

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 Body Language: Key to Professional Success
Prof. Rashmi Gaur
Department of Humanities and Social Sciences
Indian Institute of Technology, Roorkee

Lecture - 13
Hand Movements

Welcome dear participants to the 3rd module of the 3rd week. Today we would look at
the interpretations associated with the movement of hands as well as fingers.

(Refer Slide Time: 00:36)

All of us have a broad understanding of the meanings and interpretations of our

movement of hands as well as the way our fingers act in different situations. There are
situations when the movement of hand can reinforce our meaning or negated at
moments. Sometimes we can use our hand gestures independent of words and sometimes
they may modify the meaning of words.

They are in ubiquitous feature of our everyday life. Most of the time we find that hand
movements like the rest of the body language aspect are involuntary, but at the same
time there may be certain voluntary gestures which we can deliberately use to
communicate a particular emotion or a feeling to the onlooker.

The most common hand gestures are when we try to call somebody indicating the person
to come close to us or when we ask somebody to wait or we ask somebody to go away.

305
These hand movements as well as similar other perform a social function. At the same
time like other aspects of our body language which we have already discussed, for
example, our facial expressions through the eyes as well as through our mouth, our hands
also reflect the emotional state. At the same time we also have to be aware that cultural
variations in the interpretation as well as in the allied usages of a particularly common
hand movement are also there.

There are certain countries and certain cultures in which there is relatively more
emphasis on the movement of hands. In a way we can say that hand movements have
taken the place of punctuation in language, in certain situations they regulate turn taking
during any conversation event. It is said that Italians and the French are the leading users
of what has come to be known as hand talking, because in these cultures normally we
find people gesticulating more.

(Refer Slide Time: 02:43)

Gesticulating with hands and other different types of hand and finger movements are
relatively less seen in a country like England, where using ones hands too much during
the speech is still considered to be inappropriate and rude. In a country like Italy as well
as in certain other countries if a person raises the hand, it is customary to give the floor to
that person so that he can speak.

At the same time we find that in almost all the cultures the listeners listen with hands by
the side or hands folded politely. Therefore, raising our hand has come to be known as

306
seeking permission or getting once turned to his speak and normally we find that in
almost all professional situations, a raised hand is often considered to be a desire to begin
our speech or begin our participation.

(Refer Slide Time: 04:02)

Another common gesture which is often involuntary, but can also be done in a voluntary
fashion is rubbing our palms together. Normally we can understand it as a positive
gesture, a gesture of expecting something positively. We can trace the social and cultural
origins of this gesture in the gestures of a dice thrower. A dice thrower who rubs the dice
between his palms in order to expect a positive winning streak; over the passage of time
the speed with which a person rubs the palm together has come to indicate a positivity or
a negativity.

A slow palm rub appears rather crafty or devious and it is related with scheming mind
and one becomes uneasy in the presence of a person who has a tendency to slowly rub
the hands. On the other hand a quick rub normally indicates an enthusiasm, a pleasure a
happy tilting, for example, a friend might have received some good tilting and therefore,
would like to pass it on with rubbing palms together. Similarly we find that in sales
people this type of a quick hand rub is perceived when they feel that a deal is almost
completely finalized.

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(Refer Slide Time: 05:40)

Open palms are traditionally a gesture of trustworthiness. Over the course of history in
different cultures, open palms were equated with the absence of any weapon which a
person might be carrying in his hands. And this cultural aspect has come to be associated
with our archetypal understanding of honesty being associated with open palms.

When a person initiates a dialogue with open palm or uses the open palm gesture during
the conversations frequently, he or she is able to establish a positive rapport with the
listener. The open palm gesture in this sense is unconscious; however, we have also
come across people who train themselves in the use of this open palm gestures.

The normal understanding is that if during the dialogue, you are able to perceive one
palm as being open as well as both palms as being open and tending towards upward, it
is normally considered to be a sign of truthfulness and honesty. On the other hand those
people who are able to practice this gesture and are able to use it in an intentional manner
often use this gesture to receive others so that they can pass on a lie within open palm
and this lie would be trusted by most of the people.

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(Refer Slide Time: 07:06)

Palm down and chopping movements are also relatively common gestures in our
professional circumstances. A downwards indication of palm is associated with the
tendency to dominate others. In our discussions of handshake we have seen that a thrust
downward movement of the palm, suggest the desire to dominate the other. During our
dialogue, this down palm gesture also suggest a confidence and at the same time if it is
slightly tilted in this fashion it also conveys a simultaneous rigidity.

A palm which is downward, however, with fingers which are straightened, indicates a
sense of authority a dominance and defiance. Even in those interactants who are on an
equal footing, this type of gesture indicates that the person is not willing to concede and
has already made up his or her mind.

If we associate this palm down gesture with a chopping action, then it indicates as we
can, obviously, understand an emphatic disagreement and this disagreement is passed on
in an authoritative manner. However, the chopping movement if one is not careful
enough to use it along with certain other positive and assertive gestures can often be
understood as being an aggressive one.

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(Refer Slide Time: 08:40)

Here we have an interesting analysis of the palm and hand movements of certain
celebrities which would further help us to understand this analysis.

First thing I want you to do with Chris Evans here is pay attention to how he reveals his
palms.

Did you move into your home your family did you live?

I mean kind of I did you know I.

Growing up.

I do spend a lot of time back.

So, first thing to notice is that his palm is open and available for the audience to see from
the get go on he continues to do this. Just a little bit of nuance here this is not a hard and
fast rule, but if you place palm out and down, people tend to understand this as more
authoritarian like you are giving a command. If you extend your palm out and up people
see this more as a request like you are inviting them to do things.

In either case you are better off revealing your palms than not from an evolutionary
perspective what this shows people is that you have nothing to hide you are not trying to
do them harm this is a true across many many cultures. So, Jeff crossed hands on the lap.
So, the first thing pay attention one for no use of like make in the palms available,

310
second for flimsy fingers and wrists and then third tip today is to avoid ticks you are
going see that Jonah has a tick where he constantly touches his tie.

He is moving.

Yeah he (Refer Time: 09:58).

So, this is not to say that Jonah is not telling a good story or making people laugh, we are
actually talking just about hand gesticulations today. So, focus on that, but not he has not
yet revealed his palms and he will do very little of that. So, pay attention to this contrast
this with Chris Evans very open available palms and strong fingers to see what Jonah has
going on with his wrists which it is kind of flimsy it kind of just shakes there.

But coloring the first treatment for the first one, the first thing we wrote on paper was we
want the guy who the police, to play the police captain (Refer Time: 10:38) and when he
say yes.

You see what is going on with his fingers he had this weird shape going on because there
is not any really muscular tension going on in his finger.

And when he say yes I (Refer Time: 10:47) magic Johnson nice (Refer Time: 10:49) my
childhood.

And his wrist is bent backwards here, again its great show you palms, but if your wrist is
bent you actually come across as more flimsy.

Here is.

Yeah.

This was so, cool I probably ignored him with every NWA ice cube three kings Friday.

Here he actually does a little bit better he is got some tension going on in his wrist.

Often we come across a particular gesture among people, when they are sitting or
sometimes standing over their hands clenched together in different positions.

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(Refer Slide Time: 11:22)

Either they can clench the hand and hold them in their palm in front of the table all they
can use the clenched hands to support their chin. Sometimes it can be treated as an
indication of confidence, because most often we find that people use it along with their
smile.

However, we find that it shows a restraint attitude. An attitude which does not want to
become very open and at the same time it may also have certain anxiety or it may also
indicate certain negativity. It is a favourite gesture of Queen Elizabeth when she is on
royal visits and public appearances, and usually we find that her hands are positioned in
her lap.

Research by Negotiation Experts Nierenberg and Calero has showed that it is also a
frustration gesture when used during a negotiation, it signals that a person who is using it
is holding back either a negative information or possesses and anxious attitude. It is also
a position which is assumed by those who feel that they are either not convincing to the
other person or think that they might be losing the negotiation altogether.

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(Refer Slide Time: 12:45)

The clenched hands may have three different positions these three positions have been
listed by Allen Pease. Hence as we have seen earlier clenched in front of the face, hands
clenched resting on the desk or on the lap and while standing hands clenched in front of
the body. In these hand clenched movement there are a couple of things which we have
to be careful about. For example, the height at which the clenched hands have been held
together. If they are clenched together in a higher position then we can understand at the
negativity as well as the barriers which exist between the two are higher.

Another aspect we have to be aware of is the tension which is reflected through the grip
in our fingers. If the fingers are very tightly held then it suggests some type of negativity
a suppressed anger or anxiety which the other person does not want to show. On the
other hand if the hands are only loosely clenched and fingers do not display any
unnecessary pressure, we can understand that it is either a restraint or a common courtesy
to keep the other person at a certain distance.

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(Refer Slide Time: 14:08)

I can highlight this aspect by using these two public figures; the photograph of the
former Russian president Dmitry Medvedev as well as that of Sir Winston Churchill, the
former British prime minister. Medvedev has indicated three negative aspects of body
language in this single photograph and all these rates of body language are the ones we
should be avoided in our formal situations.

He has clenched his hands in an elevated position, we suggest a level of frustration

which he is unable to hide. His hand is also tilted downwards and his eyes are also
downcast and this interpretation is consistent with the interpretation of frustration which
we can understand on the basis of the clenched hands.

Another aspect is that his mouth has been covered which is indicative of a possible
deception or a desire to create a certain barrier between himself and the other people.
You would find that people who look at this particular photograph would not be able to
have a very positive interpretation of Medvedevs body language. It can be contrasted
with a body language of Winston Churchill. Winston Churchill is speaking with open
hands and open palms and this openness suggests his confidence and his capability as
well as his desire to establish interaction and dialogue with the other people.

In public figures the role of the body language becomes very important. For us normal
professionals, we find that the role of body language is important in all face to face

314
exercises participation during meetings participation, for students during the group
discussions, making presentations etcetera.

(Refer Slide Time: 16:13)

Sometimes we find that the hands can be clenched in the center position. It is usually
done by a person when he or she fails to convince the other person or is too anxious
about what is likely to be the reaction of the other people. In this photograph of former
Argentinean president Christina Kirchner, we find that is similar mid position of
clenched hands has been displayed. While talking to a person particularly when you are
trying to negotiate for certain thing, it is important that we incorporate certain strategies
somehow to ensure that the clenched hands position is undone.

Only if the hands are loose we can mitigate the barriers which exists in that situation as
well as can be hopeful of a positive conclusion of the dialogue we can call for a tea
break. We can pass on certain visuals we can pass on certain papers so, that the person is
forced to open the hand grip and the hand movements can be freer. Other photograph of
Winston Churchill also suggests a mood which is very different from the one displayed
in the previous slide. We find that he has thrust his hands into his pockets and he is
talking into microphones and this gesture alone indicates the absence of the desire to
share things with other people.

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(Refer Slide Time: 17:47)

The third position of clenched hands can be when we are holding hands in this manner in
front of our body. We find that a lot of people normally adopt this position while they are
is standing, particularly those people who are not in a position of a leader.

Sometimes we can also say that some people find it a comfortable posture, but in
professional situations we find that this type of a posture indicates a subservience. It is
not a naturally confident position people may feel subconsciously threatened or they
might be aware that they do not have any say in a given moment. Particularly in a group
if a couple of people have held their hands clenched in front of the body, we find that all
of them are on the same footing whereas, if there is a leader in the group we would find
that his hand position would be different from this.

In comparison to hands clenched in front of the body, we find that a person who displays
leadership traits follows a different hand position automatically.

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(Refer Slide Time: 19:00)

We can look at this particular position where hands have been held behind the back. This
position of hands indicates superiority, confidence and power. This gesture is very
common among leaders, social figures, royalty. It is also used by those people who are
wielding certain authority in a given position.

For example, the principal of a school taking grounds in the corridors, senior military
personnel, looking at the parade policemen patrolling the beat etcetera. Allen Pease has
commented that this particular position is very popular with the duke of Edinburgh as
well as certain other male members of the British royal family who are noted for their
habit of walking with their head up chin out and one hand holding the other hand behind
the back.

In this particular photograph, we find that though the hands are held behind the back still
it is not a palm to palm grip rather the hand is holding the arm. This aspect also indicates
a lack of certain openness and a certain reservations about the situation. Despite this
indication that a barrier may be present in the attitude of this individual we find that it
suggest is certain authority is sense of superiority confidence and power. Because the
person has exposed the vulnerable body parts and in evolutionary terms we can
understand it as having no fear of attack in that situation and therefore, it displays a
fearless and superior attitude in front of the other people.

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(Refer Slide Time: 20:52)

In the previous slide we have referred to a hand gripping the arm. The hand may grip the
wrist when we are holding our hands behind our back or it can also hold our arm.
Despite the different associations one thing which is common in all these gestures is that
they are an indication of a person who feels in control. A routine palm in palm gesture
where hands are very loosely held behind our back, which is always an indication of not
only control, but also of a relaxed attitude, the hand gripping wrist or the hand gripping
arm is an indication of certain deliberate attempt at self control. It can also indicate
frustration.

In the first photograph we see that one hand has gripped the other wrist tightly behind the
back as if in an attempt by one arm to prevent the other from striking out. The higher the
one hand moves to grip the opposite arm the more the person is frustrated or angry or
disappointed in the given situation. It can often be observed in those people who have to
tensely await the outcome of a particular situation.

If as a speaker in any event or as a participant you suddenly become aware that you are
displaying this particular body posture, it would be advisable to change it to a relaxed
palm in pump behind your back gesture and immediately you would feel that you have a
better control of the situation.

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(Refer Slide Time: 22:43)

Another commonly held position of hands is that of folded hands. It looks contained and
controlled, but at the same time, studies show that instead of demonstrating confidence.
This gesture actually indicates our frustration or hostility and signals that the person is
holding a negative attitude. In fact, the person is figuratively holding the negative
attitude in his hands and his unwilling to leave it aside. In those situations when we find
that the speaker has opted for this hand gesture. It would be advisable to use certain
strategies and tactics so that the grip can be loosened, and only then we find that a
positive dialogue can ensue.

(Refer Slide Time: 23:31)

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Another commonly held hand position is that of steepling. Steepling is different from the
clench of hands. Very often it is used in a superior subordinate interaction; it indicates
confidence in a person a certain self assurance. At the same time we find that steepling is
independent of clustering with which most of our hand movements are associated. In
many situations we find that people who are at a superior position and people who are
confident ensure of themselves off for this type of a hand position or some type of a
variation to signal their self assurance.

We can look at certain variations, the steeple can be high or the steeple can also be low.
But one thing which is common in all these steepling positions is that that the fingers do
not display any tension in the grip. It should be avoided by those people who have to be
persuasive or win the attention of the other person. Because sometimes we find that the
steepling can also be understood as a mark of arrogance or smugness; particularly if it is
not associated with positive facial expressions.

(Refer Slide Time: 24:59)

Steepling can be raised or lowered as we can see in this diagram. The first person who
brought our attention to it was Professor Ray Birsdwhistell. He noticed that people who
normally do not engage in animated body language that is people who do not use lot of
gestures in their conversations normally use this steeple and then he alerted us to these
two different variations or versions of raised and lowered steepling. The raised steepling,
as we have already seen, is an indication of the self assurance of a person.

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(Refer Slide Time: 25:32)

Even though it is not associated with clusterings, it should be used in a judicious manner.
Used too often, we find that it can be understood as ‘a know it all attitude’ and the person
using it can be understood as a smart person. The lowered steeple is used by people when
normally they are listening to something instead of speaking.

The use of steeple during conversation indicates interest as well as a readiness and a
willingness to interact. It is also important that fingers do not show any tension in this
gesture, if the fingers are tense then it can be understood easily as a negative gesture.

(Refer Slide Time: 26:29)

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Here we can look at an analysis of the steepling behavior. How it is important and
relevant to understand this behavior in our routine professional life.

One of the displays of confidence that we have the most powerful one is this, is the
steepling behavior. And we find that people who really feel confident and positive about
something tend to steeple. We do not often see this for instance with people who are
being deceptive, it tends to go away right when one at that point when there they are
being deceptive.

Similarly, we find that an interesting analysis of some common hand movements and
their meanings and interpretations are succinctly given in this video.

(Refer Slide Time: 27:11)

This is probably the only gesture that can be interpreted without looking at the situation
or other gestures, it means that the person knows what he is talking about and it shows
high intellect. When the hands are steepling up it shows that the person is giving his
opinions and when the hands are steepling down, it means that the person is listening.
This is a very negative gesture that should be avoided if possible. It shows that the
person thinks that he knows more than people he is talking to and it also shows arrogant
attitude.

This is a good gesture and it means that the person is very confident and it can also
indicate that, she feels that she is superior to the people, she is talking to you. Here is

322
another gesture that is very similar to the one I have just shown you that has a completely
different meaning. I could not find a more suitable picture for that, but here you can see
the boy who is gripping his wrist and that means that he is frustrated and the higher the
person grips his arm the more frustrated or angst. If the hand is closed and is resting on
the cheek, often with the index finger pointing upwards; that means, that this person is
making a decision.

Now, this is a similar gesture to the one I have just shown, but here the hand is nearer to
the mouth and the thumb is supporting the chin, which means that the person has
negative thoughts about what you are saying.

I would close this discussion at this point, in our next module we will take up the
movement of the fingers as well as thumb.

Thank you.

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 Body Language: Key to Professional Success
Prof. Rashmi Gaur
Department of Humanities and Social Sciences
Indian Institute of Technology, Roorkee

Lecture - 14
Understanding Finger Movements

Welcome dear participants, in the 4th module of the 3rd week. In this module, we would
look at the significance of different Finger Movements.

(Refer Slide Time: 00:53)

We have looked at different hand positions and gestures, but we find that it is not only
the hands, but also the fingers independently as well as our thumb, even palm are
indicative of certain emotions and moods and have a significance in our interactions.

In fact, Joe Navarro who has authored a very popular book entitled, What Everybody is
Saying has commented that despite having learnt language, over millions of years,
human brain is still hardwired to actually, communicating our emotions and thoughts and
sentiments with the help of our hands. And he feels that the significance, which is given
to hand and fingers movements in any communication is rather disproportionate.

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(Refer Slide Time: 01:34)

Our thumbs normally indicates superiority and there are certain gestures which are
universally popular, particularly the thumbs up gesture. Even though, this gesture has
different interpretations in different cultures.

Thumbs in general display our sense of dominance and assertiveness and sometimes
aggressive and insulting attitudes. It is also interesting to note that thumb gestures are
secondary gestures and they are always a part of a cluster, they are never independently
read. Thumbs of gesture in most of the cultures means; that the job has been completed
nicely; however, the pattern in which this particular gesture is taken up and the
interpretations and emphases are also different in different cultures.

In Japan we find that the interpretation is the same; however, one has to stick the thumb
up in the air with a clenched fist. Whereas in most of the countries we would find that the
fist is never totally clenched. The same gesture which the Japanese used to indicate that
everything is good can be treated as an insulting gesture in Arabian countries.

In Australia and Greece, particularly if it is thrust up as a typical hitchhiking gesture; it

means an insult. Thumbs are also used to master counting, but whether this is number
one or number five depends on the cultural variations, where a child is learning to count.

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(Refer Slide Time: 03:20)

Thumbs are normally associated with the fist movements and thumbs in fist indicates an
anxiety. When a thumb has been tucked inside the fingers, it is often considered a way to
find certain comfort in an otherwise anxious situation.

During negotiations and sales, during our dialogues, we have to watch for this particular
sign and try to somehow, while away the time until the thumb moves back out of the fist
so that the dialogue can move in a positive direction. Closed hands, but fist with a
protruding finger, on the other hand shows, determination and emphasis and this iconic
photograph of Winston Churchill represents similar ideas.

On September 19, 1946, Winston Churchill had delivered his famous speech in Zurich
and where he had called for the creation of a United State of Europe. And here, we find
that his closed hands and fist with a protruding finger, suggest his determination as well
as a positive emphasis on the idea.

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(Refer Slide Time: 04:37)

Thumbs protruding from coat pocket is another very common gesture, which we
routinely come across in professional as well as in semi-professional gatherings. This is
commonly displayed by those people, who think that they are in a position to command
as well as they are somehow superior to others.

Sometimes we would find that people use their back pockets to show their protruding
thumbs. It is as if somebody is trying to hide the dominant attitude from others. In a work
environment we would always find that it is the boss, who moves around using these
type of thumbs, protruding from his coat pocket. If the boss is only if the second person
in command may sometimes adopt the same gesture; however never in the presence of
the boss.

Pease has commented that it is also one of the regular gestures of Prince Charles, which
indicates his superior position as well as the attitude that he is in control of things. Often
we come across this gesture deliberately in tramps as well as in petty villains. In these
people, we find that it is a deliberate statement to underscore their significance in front of
other people.

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(Refer Slide Time: 06:04)

Another common thumb cluster is when arms are folded, but thumbs are pointing
upwards, this is interpreted as a double signal. It shows a defensive as well as a negative
attitude with the help of the folded arms; however, the superior attitude is revealed by the
thumbs. The person normally uses this cluster to suggest that he has got a superiority
attitude, but at the same time he is feeling defensive or he is trying to create a barrier
between himself and others.

If a person is sitting while he or she is adopted this posture, the person normally twiddles
with the thumb during talks and if a person is a standing adopting this posture, the person
rocks on the balls of his feet. Rubbing the thumb against the index finger or fingertips is
used as a money expectancy gesture normally, as if somebody is rubbing a coin between
the thumb and the fingertips. But this is a highly negative gesture, because it indicates
money with all its negative associations and therefore, people do not like to be associated
with this gesture in a public manner.

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(Refer Slide Time: 07:18)

Another common gesture is what can be termed as the precision grip and its variations,
as if you are holding something delicate and important between your thumb and your
fingertips. You might be holding a pen or a needle or a piece of soft silk. During the
dialogues, you would find that this precision gesture particularly, when the palm is
facing towards ourselves suggests accuracy, precision as well as delicacy of the situation
about which the person is talking.

Normally, we find that audience and listeners understand this gesture immediately and
therefore, we find that a slight variation of this precision grip has become a favorite
gesture of today’s political leaders. So, this is an inverted ‘okay’ gesture with ones palm,
facing outward and fingers are softly rounded. It avoids the intimidation, because of the
softness associated with the fingers and therefore, it is perceived as a gesture, which is
thoughtful, goal oriented, precise and accurate.

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(Refer Slide Time: 08:35)

Minor variations of the pinch or the precision grip, help us to underscore the delicacy of
the situation as well as the significance of the argument, which we want to pass on. At
the same time, if we are doing it with soft fingers, we find that it is never considered as
an arrogant gesture.

(Refer Slide Time: 08:57)

Another variation is the ‘okay’ signed, which is made with our thumb and fingers. It is
also a gesture, which has got different connotations and cultural associations. In the
USA, it signals that everything is ‘okay’, in Japanese culture it means ‘money’, in France

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it may mean ‘zero’, in Scandinavia and certain parts of Central Europe it is considered as
a vulgar gesture, in some countries it is considered to be a root gesture, in Russia, Brazil,
Turkey and the Mediterranean cultures, it is considered to be an obscene gesture. So, one
can say that even though the hand movements and finger gestures are almost universal
the interpretations of these common gestures are cultural.

In this interesting video, we find that an explanation of the meanings of hand and thumbs
is given.

(Refer Slide Time: 09:55)

As hands will tell so much, if you ever see someone with their hand, with their thumb
tucked in behind their fingers like this, this is a indicator of something going on inside,
the some represents a willpower. When the willpower is being covered up like this, it can
be an indicator with the persons feeling insecure, there may be afraid of what is
happening next. So, what I like to do is; I like to just be gentle and soft and hopefully
they will feel better about themselves.

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(Refer Slide Time: 10:39)

A particular gesture which has become relatively common, nowadays, is known as a fist
bump. It is very close to a handshake or the high five gesture. It was popularized in the
2008 presidential campaign by Barack Obama, when he nonchalantly fist bumped his
wife Michelle and then it was taken up by the media and the Huffington post had
exclaimed that Obama’s fist bump rocks the nation as a headline.

So, you would find that the fist bump indicates a sense of equality, because in this unlike
the handshake neither bumper has the upper hand and therefore, it has gained popularity
among friends to greet each other. After Barack Obama had popularized this fist bump
media had started to trace it’s origins and he felt that it had originated from the high five
of the sports world. They had also noted that the Baltimore bullets guard Fred carter in
the 1970’s was perhaps an early bumper.

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(Refer Slide Time: 11:45)

This media clip shows certain examples of fist bumps and it is a brief view of the hand
movements of former President Barack Obama.

(Refer Slide Time: 12:45)

Another common finger movement, which we come across in our professional settings,
is the pointer, the finger pointing at certain directions. Initially, we find that the origin of
this particular finger movement is innocuous, as if somebody is pointing at certain things
in a distance. However, in the sittings of professional communication, it is considered
impolite to point at a person. It means that we are accusing the other person by pointing

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the finger at him or her. Sometimes we feel that people who have been deeply upset or
feel excessive anger often point towards others to indicate how badly they have been hurt
or insulted; however, normally it should be avoided.

In some cases we find that it is also associated with a sense of authority, when a person
holding a superior position can indicate other people with a finger, without associating
the finger pointer with any sense of insult.

(Refer Slide Time: 13:48)

However, particularly among colleagues, it is seen as a way of talking down, a deliberate

insult. It is considered to be confrontational and highly offensive. So, finger pointing
should be avoided; however, if because of certain constraints we have to point at certain
other person, it would be still appropriate to point at a person using your complete hand,
instead of pointing a person using a particular finger.

On the other hand, using your finger as a pointer in the air, as if you are writing
something in the air, indicates a sense of confidence and authority. We often find social
leaders, political leaders and religious preachers using this particular movement in a very
effective manner.

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(Refer Slide Time: 14:40)

In public speech situation, we also come across the palm-closed-finger-pointed gesture.

We would find that when the palm has been closed and the fingers are pointing, but the
fist is also there. It is normally like a symbolic club, which the speaker is using to
figuratively beat the listeners. People towards whom it is aimed at, feel rather fidgety and
annoyed, because they feel that they have been deliberately put in a subordinate position
and people are taking advantage of it.

Another variation is known as the finger jab, which is displayed by a stabbing forward
motion, which is often pretty fierce. The feeling which the person receives is the feeling
of the personal attack and one feels threatened by it. However, if somebody has to use it
deliberately as a part of one’s speech, as a part of ones presentation to highlight a
particular idea for example, then it would be more appropriate to use several fingers
together and bending them instead of putting it in a direct jab position.

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(Refer Slide Time: 15:59)

Another aspect of finger is related with the impatient or nervous drumming with the help
of our fingers. Our nerve endings are densely concentrated in our fingertips, and our
fingertips have evolved as tactile antennae with which we explore the material world.
And therefore, whenever we feel anxious or upset, these fingertips always are simulated
and we use them either to touch a surface, to get certain assurance, to caress ourselves, to
console ourselves, to while away the time in a very unconscious manner.

So, drumming or tapping the fingers can indicate our frustration, our boredom and
anxiety. None of these associations happens to be a positive one. At the same time you
would find that, if our fingers are kept busy, we are able to better concentrate on what we
have to decide. On the other hand, we find that salespeople have started to use it as a
strategy.

The moment you come across a salesperson, you would find that they want to occupy
your fingers. The fingers are never empty for a very long time, if you are talking to a
good salesperson, they would pass on petty objects in your hands so that you can occupy
your hands and focus on what they are saying. Dropping of fingers is always a negative
gesture and therefore, it should be avoided in all of our professional settings.

(Refer Slide Time: 17:50)

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Similarly, we find that when we bring our hand or our finger across our face, etcetera, it
is always an indication of a negativity, of our desire to create a barrier between us and
other people an attempt to seek some more time, an attempt to avoid a particular
situation. Here, I would like to refer to a research by Desmond Morris, who was the first
to discover that lies caused a tingling sensation in the delicate neck and faced issues and
often we have an urge to rub or to scratch them so that we can satisfy this itching and
therefore, we find that whenever people are uncertain about what they have to say, they
scratch their neck. If they are wearing a shirt, you would find that some type, some
variation of a collar pull would be there, some scratching of the neck, etcetera would also
be there.

Sometimes, it can be associated with other body linguistic gestures, particularly the
absence of eye contact or averted eyes, etcetera. If you feel that somebody is talking to
you and at the same time using any variation of what is known as the collar pull, it would
be a good strategy to ask the person to repeat, whatever he or she has said or to clarify
the point. This would cause the speaker to repeat the same idea and perhaps it would
bring certain clarity in the dialogue. While delivering a lecture or during any other
formal situation, this type of a gesture diminishes the positivity of the speakers image.

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(Refer Slide Time: 19:31)

Similarly, we find that the neck is scratch is another variation of this defensive gestures.
It also signals certain uncertainty and we can almost hear a person saying oh, I am not
sure whether I agree with it. Sometimes we find that verbally a person may contradict it,
a person may say oh, I understand very well your situation, using the neck scratch, but
then we can easily understand that the person is not truthful in this statement.

Sometimes our finger movements can be very revealing. For example, fingers in mouth
is an unconscious attempt by the person, who is finding himself under tremendous
pressure to revert to the security of a childhood. Even though, most hand to mouth
gestures indicate some type of a deception, some type of a lying, some type of a desire,
to buy time or to avoid the situation, but this finger in mouth gesture is an open cry for
reassurance. In this dialogue the best strategy to remain cool and assuring towards the
other person.

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(Refer Slide Time: 20:47)

Similarly, we find that there are certain gestures, which are considered to be offensive
either universally or in some particular countries only. For example the first sign is
considered to be the sign of the devil in certain segments of the societies. The second
gesture if used in Italy is considered to be offensive and as some researchers suggest, it
can be a jailable offense also. The third gesture which is beginning at someone, which is
considered to be an innocent and innocuous gesture, in most of the cultures is considered
to be highly offensive, in Philippines, this is a gesture which is reserved for dogs in the
society.

(Refer Slide Time: 21:35)

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At the same time we find that there are certain other common variations of finger
movements. Crossed fingers indicate hope, because somehow they form a rough image
of the crucifix. If someone inspects the fingernails, it suggests negativity and then we can
understand, it as a boredom or disinterest or lack of confidence, etcetera. Fluttering and
drumming fingers indicate uncertainty. Fidgeting fingers also indicate boredom and
tension and these gestures should be avoided particularly in a workplace in a formal
setting. In the ensuing video we look further at certain illustrations and associations of
commonly found finger gestures.

This hand gesture is commonly known as the hand sign, for when something is good, but
in reality it has been popularized, because of it is more sinister understanding in esoteric
circles.

(Refer Slide Time: 22:42)

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(Refer Slide Time: 22:50)

What is esoteric? Well, esoteric is most basic and common knowledge. The basic
information that is accessible to anyone. Is a esoteric knowledge on the other hand; is no
widely known and it is mostly a hidden understanding. Is exoteric symbolisms and signs
is what the elite use.

It helps them to give messages to each other and letting people know their affiliations. If
we can understand the symbolisms and what they really mean we can better understand
their satanic agenda. For instance this hand sign is a satanic sign meaning 666 to show
others and allegiance with sign.

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(Refer Slide Time: 23:38)

This symbol here is mostly white known as the peace sign, but sometimes people say it
means V for victory; also it does connect to signism.

(Refer Slide Time: 23:50)

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(Refer Slide Time: 23:53)

The meaning for the Hebrew letter for V is nail. Now, nail is one of the secret titles of
sign within the brotherhood of signism. Sign is letting us know, this is one of his favorite
signs.

(Refer Slide Time: 24:04)

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(Refer Slide Time: 24:11)

Much like this symbol here is widely known as the peace sign, but does not really mean
peace, because if you look at this part here, it is really an upside down broken cross
which kind of looks like a crow’s foot. It is the symbolism of the, have you ever
wondered, why it is rude to point at somebody? Maybe it is, because in ancient days, this
forefinger was regarded as venomous and even in present times it is rude to point
especially, with this finger. Pointing the finger away from the body is known in occult
circles as the sign of faith, while pointing upwards is the sign of persuasion. The middle
finger salute, everybody knows that pointing this finger at somebody is really rude.

(Refer Slide Time: 24:47)

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In brief, we can say that different types of gestures, which we use to cover over mouth or
face normally, indicate either negativity or defense. The mouth cover is one of them
which can be done using a single finger or several fingers; similarly, nose touch, which
we can use either with the help of several quick rubs or maybe one quick almost
imperceptible rub. These indicate a desire to avoid it may be associated with a lie, it may
be associated with anger, it may be associated with feeling shame faced in a situation,
but definitely, they do not communicate a positivity.

In fact, nose touch is often associated with what is commonly known as the Pinocchio
effect. Scientists have found out that when a person lies, certain chemicals are released
and they cause the tissues inside the nose to swell and therefore, when a person is lying
or when a person is feeling tremendous stress, there is an inner urge to rub the nose.

(Refer Slide Time: 26:00)

Similarly, we find that hand to face gestures are associated with evaluation. Evaluation is
showed by a closed hand, resting on the chin or cheek often with the index finger
pointing upwards.

Similarly, when the person begins to lose interest, but still wants to come across as
feeling interested, then the position would alter and the person would start feeling some
support on the heel of the palm. Middle managers often use this gesture or it’s variations
to come across as people who are actually interested in listening to a day-to-day talk of
several employees. Similarly, we find if the hands have moved across the mouth, head is

345
tilted backwards, then it becomes a nonverbal sign of verbal deceit untruth or lying or
deception.

(Refer Slide Time: 26:57)

The hand to face gestures also suggests, whether a person is feeling bored in a given
situation or is genuinely interested in the situation. When the person feels bored, then the
person uses the hand to support the head and it signals that the boredom has set in and
the head is being supported so that the person does not fall down asleep. On the other
hand, we find that the genuine interest is shown by a closed hand resting on the cheek
normally, with the index finger pointing upwards, but the head is not exactly resting on
the support of the hand.

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(Refer Slide Time: 27:38)

We have talked about several variations of the defensive touches, in which our hand and
finger moves across our face. The ear rub is also a variation of it. The ear rub is an
attempt to avoid the words of the speaker. This is a sophisticated adult version of the
hands over both ears gesture, used by those children who are being represented by some
adult rubbing the back of the ear, pulling at the earlobe or bending the entire ear forward,
suggest the person does not want to listen to what is being said and at the same time is
looking for certain excuses, which can be passed on.

The eye rub is also an attempt to block out the deceit or doubt. Vigorously rubbing the
eyes or looking away or looking at the ceiling to avoid the listeners gaze is also adopted
by those people who are trying to put across a lie. So, we see that in all these clusters of
hand and finger movements across our face, the suggestion of negativity barriers and
defense is related. In order to find out the exact meaning we have to rely on certain other
messages by verbal as well as non-verbal communication. This is an interesting video,
which tells us about the possible interpretations of the eye rub.

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(Refer Slide Time: 29:13)

younger did you ever cover your eyes, when you saw something that you did not like or
that what is disgusting or gross or scary, who knows, but you covered your eyes. Well, as
it turns out that responds that ingrained response to cover and shield your eyes from
something that you do not like sticks with you all the way through to adulthood and it
comes out and something known as the eye rub.

(Refer Slide Time: 29:34)

So, it is a little bit more diluted than the full out covering of your eyes. Now, when
somebody is lying to you, their natural response is to cover their eyes to something that

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they do not like. So, say they are lying to a person, they do not want to look at that
person as they are lying to them, because it feels bad and it feels gross and it feels wrong.
So, they do something known as the eye rub.

This comes across and guys a little bit more prominently than in girls. So, guys we will,
we will do a full on eye rub whereas, girls might do something to where they lightly
touched underneath their eye or something like that. Now, this could be for different
reasons, either one it is been oddly ingrained in the culture that ladies are supposed to
react a lot more subdued to stuff or it could be something just.

(Refer Slide Time: 30:23)

So, logical as they do not want to smudge their makeup, there is something along the
lines of that, but the eye rub is yet another sign of deceit that you can look out for. Now,
once again make sure you keep in mind that you are supposed to observing.

I would conclude my discussion of hands and fingers here. In the next module, I would
take up the movement of the feet and sitting postures.

Thank you.

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 Body Language: Key to Professional Success
Prof. Rashmi Gaur
Department of Humanities and Social Sciences
Indian Institute of Technology, Roorkee

Lecture - 15
Movements of Feet & Legs

Welcome dear participants, in the prior modules we have looked at the interpretations of
our hands and fingers. In the current module we would look at the interpretations which
are communicated by our feet and by the positioning of legs in our formal
communication with others. The interpretations of various aspects of our kinesics signals
are rather generalized even though many of these perceptions have got a scientific
backing down.

Researchers have told us that our legs and feet are more honest in communication in
comparison to other body parts of us. This finding was first of all put forward by Paul
Ekman and William Friesen, who suggested that when a person dies, then it is normally
revealed by the lower part of his body and the lower part of the liers body communicates
more signals in comparison to the upper body portions.

(Refer Slide Time: 01:29)

This idea first of all was put forward by Paul Ekman and William Friesen who suggested
that if a person is lying, then the maximum kinetic signals are received from the legs and
feet; in comparison to other body parts which are in the upper portion of the body. This

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finding was later on supported by various other researchers and particularly I would like
to quote the findings by Stalter.

Stalter has commented that in comparison to our legs and feet, our facial expressions as
well as our hands and even our fingers have a better and more conscious control.
Partially it is there because during most of our interactions people tend to focus on our
face and sometimes on our hands; our brain transmits a signals of freezing or running
these instincts are visible in our legs.

For example, if you are following a person only rather treacherous path; then if the other
person who is walking in front of us stumbles or he stops we would immediately stop
without consciously thinking about the reason behind it. So, these instinctive signals are
communicated with a help of our legs and the positioning of the feet. In professional
situations also in dyadic and in interpersonal situations we find that these perceptions are
dominantly present and shared by cross cultural situations.

(Refer Slide Time: 03:16)

As our facial expressions reveal our feelings; our legs and position of the feet also
communicates our feelings. And Stalter has pointed out that certain feelings and
emotional attitudes are better communicated with the help of our positioning of legs and
feet. And the list includes anxiety, anticipation, welcome, exclusion, interest as well as
retreat. I would like to refer to a very interesting article by Karen Stollznow. In this 2017

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article she has analyzed six different leg positions which were sent to her by a reader. We
find that the analysis is pretty interesting and also very close to our common perceptions.

The person who has opted for the position named as A, suggest an attitude or visual
thinking, the person would prefer that these problems can be washed away. The second
person with the position B is rather a dreamer who happens to have a vivid imagination.
The person who has opted for the third position C is rather picky and choosy in terms of
personal choices; for example, the type of shoes, the type of clothes, the perfumes one
wears etcetera the person would be rather choosy about it.

The person who is opted for the forth position named as D would find it difficult to
accept criticism in an open and constructive manner. Normally, we find that people who
opt for this sitting posture jump to their defense immediately instead of listening to the
criticism and are always in a hurry either to defend their actions or to try to wriggle out
of that position by changing the conversation patterns.

The person who has opted for the E position comes across as a person who is very
stubborn and persistent and at the same time is not hurried. He or she would be a person
who has invested a lot of time in self improvement; in looking as better as possible in
performing as better as possible, performing in as better a way as possible. And
therefore, the person is not a hurried person the person would wait and put in a lot of
effort.

However, at the same time if it is supported by the rest of the clustering of our kinesics
postures it can also indicate a certain sense of insecurity and lack of self confidence.

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(Refer Slide Time: 06:05)

Even though we understand that while we sit; then we normally are looking for a
position which is comfortable to us and at the same time we are conscious not to violate
the social and cultural norms.

However, the sitting positions also communicates certain messages which are likely to be
motivated by our unconscious desires and perceptions. We can for instance look at the
open and close sitting situations. A person who is sitting with open legs normally comes
across as a person who is opted for a relaxed position and is comfortable in a given
situation. On the other hand a person who has opted for a cross leg position comes across
as a closed and reticent person.

At the same time, the tension which is exhibited through the positioning of the knees
etcetera also discloses a lot about the anxiety level a person might be feeling. Often it
may happen that when we opt for a particular posture, we ourselves may not be aware of
transmitting these messages, but the other person who is looking at us is not impervious
to these subtle suggestions.

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(Refer Slide Time: 07:31)

Let us look at some commonly found postures and what do they signify in professional
circumstances. A very common posture which we come across is that of a crossed leg
situation. Interpretations of this commonly come across position depend on whether the
legs are out stretched and relaxed or they are crossed at the ankles or they are crossed at
the knees or how much tension is perceptible in their knees or in the ankle process. If the
legs are outstretched and the ankles are loosely crossed, it usually signals that the person
is at ease and his opted for a comfortable position. In the work place, we often find
people opting for this posture because it happens to be a comfortable one.

However, if the cross is rigid it communicates the tension and anxiety which a person is
facing at that time. The tension and anxiety which is visible in these crosses can be either
protective or negative, but nonetheless it exhibits a desire to shield oneself from a
particular person or to shield oneself in a given situation. In the second photograph, we
find that the leg cross is duplicated by the arms crossed; it shows that the individual is
not only defensive, but is also emotionally withdrawn and therefore, is almost
unreceptive to surroundings.

During professional interactions, we find that people who have opted for this position do
not openly participate in the dialogue. The sentences they use a rather short encrypt and
they are always in a hurry to reject the proposals because often they tend to overlook the

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details. And therefore, it is advisable to relax the atmosphere so that the people can
uncross the body postures and be more receptive in their attitudes.

(Refer Slide Time: 09:41)

In addition to suggesting a relax position, as well as a position with suggest a tension the
normal interpretation of the foot clock or the ankle lock is that the person displays a
defensive attitude.

It has been supported by Allan Pease also who has commented that, in his more than
three decades of interviewing and selling two people, it has been noted that when it
interviewing locks his ankle he is mentally biting his lips. Researchers tell us almost in a
conclusive fashion that it is the tension in the lock which suggest whether a person is
relatively relaxed or is holding back a negative emotion.

The negative emotion may not necessarily be anger or a strong dislike towards other; it
may also be a mild feeling of uncertainty or nervousness or a normal situation of
apprehension and fear which people normally face at the time of interviews etcetera.

However, if the feet are also withdrawn under the chair; it suggest that the person has a
withdrawn attitude. Most of us tend to unconscious the lock our ankles and feet
whenever we are interacting with a person who is either senior to us or we find ourselves
in a situation when we feel that we have to be rather on the defensive attitude.

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(Refer Slide Time: 11:17)

In the ankle lock, we also find certain gender differences. Amongst men we find that the
ankle lock is often combined with clenched fists; which are resting on the knees. And
often the hands are tightly gripping either the knees or arms of the chair; depending on
the tension which a person is feeling in a given situation.

On the other hand, we find that the women normally opt for slightly different posture
even though their ankles are locked, they come across as more restful, more formal;
however, the communication of the ankle lock are similar despite these gender
differences of opting for certain postures.

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(Refer Slide Time: 12:04)

In this slide we would look at two postures which are also same in the workplace. The
first is known as the European leg cross, in which we find that the person is sitting
comfortably, dripping one leg over the other; it is always the dominant leg which crosses
over the other.

Normally people opt for a relax position, a leaned back posture which indicates that the
person is in control, has a positive association with the place. And at the same time is
rather culture and wants to come across as an intellectual person, in general wants to
indicate that the person is in offensive. In comparison to that the next posture which is
known as a numerical 4 posture suggests that the person is argumentative and
opinionated.

This person has a certain lack of respect for the opinions of other people, also has certain
stubbornness and would not be open to the suggestions of other people. And would
persistently hold his or her own opinion despite having same and certain shortcomings in
it. Numerical 4 is normally the posture which people are advised to avoid during formal
situations.

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(Refer Slide Time: 13:34)

In this slide, we can look at two photographs which are the variations of numerical 4
posture and they are also relatively common particularly in semi formal dialogues; even
at the workplace. In this figure four leg clamp situations, we find that both hands are
clamped on the leg and one leg is resting horizontally over the other.

This person comes across is a stubborn and tough minded person; a person who is not in
a mood to negotiate yet in the given situation feels strangely relaxed and wants to stay in
this situation for a little while. Since the clamping of the leg with our hands suggest that
we want to stay in this position for certain time. Most of the dialogue is not going to
serve much purpose during any sales related presentations or in any interaction, if the
person has opted for this type of an attitude most of what we are going to say would
further encourage the person to clamp his or her attitude in a force full manner and the no
would soon be verbalized.

And therefore, it becomes important to think of his certain other strategy to think for
certain type of a diversion so that this clamped position can be undone and the person
can be relaxed in body language. And very soon we may feel that the relaxed body
posture would also be sending certain signals to the brain and a different approach can be
taken up in this situation.

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(Refer Slide Time: 15:19)

Certain other positions which we can take up is the leg twine and the parallel legs; as
well as the connotations if a person is stroking his or her leg. The leg twine is normally
opted by those women who are relatively shy; amongst men it is normally not same in
the workplace. Parallel legs is something which is normally seen in women, but it is also
same in men also.

The parallel leg position is normally related with a feminine posture, but nonetheless it
can be found in men also. Amongst women it is considered to be a feminine and positive
posture; this is a posture which women in the grooming classes are taught to opt for. It
also suggest a certain level of confidence and attractiveness; however, in men it is
normally associated with something effeminate.

During the dialogue if a person is a stroking his leg while sitting, it normally is
considered to be a pacifying action. If it is repeatedly done; it showcases the tension of a
person; however, in women it is often associated with a flirtatious gesture and it should
be avoided.

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(Refer Slide Time: 16:46)

The first is the maharaja posture or the Lincolnesque posture which suggest a confidence
as well as a dominant nature. It is a confident way of sitting on a particular chair where
arms are resting peacefully without any tension and feet are also planted firmly on the
floor. If we find two people opting for the same position and facing each other the
dialogue is confident and yet it moves in a positive direction.

The second posture is known as instant by posture; it is taken up by a person who has a
positive attitude, has agreed to whatever is being discussed and wants to move on with it.
This is the posture of a person who is willing to accept the proposal for example, where
do I signed now to move on further. If this is also associated with a gesture of
absentmindedly stroking the chin; then it is an indication that the person has agreed to
the proposal and the sales can be pitched in.

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(Refer Slide Time: 17:55)

Certain other postures which are seen in the semi formal situations; for example in the
workplace where the colleagues or team members have been working for a very long
time together; they spread and stretched out legs while sitting suggest the non acceptance
as a response to something which is happened earlier.

It is also a posture which suggest a total relaxation; however, during discussions if this
posture has been taken up, it suggests that the person is not accepting something which is
happened earlier. It depends on how far the upper part of the body is leaned back and this
leaning back suggests the distance the person is trying to keep to some event or to some
person.

If we look at the second posture; in which a person is sitting with a leg over the arm of
the chair. We normally may feel that the person is looking as a relaxed open an informal
one, on the other hand we feel that the actual emotions are just the opposite. The person
shows not only a noted in difference, but also a definite hostility to other people. It also
communicates a dominant position or a superior position and therefore, it may be
difficult to relate to this person who is sitting in this posture.

The third posture can be taken up as an extension of the second one; it is neither informal
nor cooperative. In fact, the back of the chair has been taken up as a shield in a group
situation. The shield maybe targeting the other people or the topic which is under
discussion and it also retains the connotations of the second posture. An understanding of

361
the positive and negative connotations of posture helps us to avoid a negative
communication with the help of our postures and at the same time decode the true
intentions of the other person in a group interaction.

(Refer Slide Time: 20:15)

The way we position our feet also reflects our feelings towards other people to whom we
happen to be talking to at the moment. If we hold and open and positive attitude towards
other people, our feet our head and torso points to the same person in a single clue and
this position gives us an understanding of the attitude of other people towards us and vice
versa. On the other hand, if the instance is negative or there is certain diffidence in the
attitude it is also perceptible because the feet and torso would be positioned in different
directions; this idea is interestingly shown in the given video.

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(Refer Slide Time: 21:04)

(Refer Slide Time: 21:10)

Feet language; feet are those honest part of the person because we are not always aware
of what our feet are doing. Ankles hooked around the chair legs shows the person is
nervous or trying to control him or herself; I find myself doing this at dinner a lot. If a
person has the heel of one foot on the ground with the toes pointed to the sky; he or she
is happy or admiring themselves; this usually happens in a mirror. If a foot is tapping and
there is no music; that means, the person is nervous or wants to go; go to restaurants
much.

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A person sitting with legs stretched out stooped in ankles crossed is feeling relaxed or
confident. When a person has their legs crossed and foot shaking they are bored; bored
there is no other way to describe it. If the feet get jiggly and do a little dance the person
is happy or excited or both. If someone’s body is turned towards you, but one or both
feet are not the person does not want to be with you; one or both feet point at something
the person is interested in. So, when their foot is pointed away from you; you might want
to look where their foot is pointed because they are most likely it is in the general
vicinity of what they are interested in or where they want to go.

If one foot starts twitching or kicking; it shows the person is unhappy, if the feet are set
wide apart the person is feeling strong and sometimes also angry; roar! I am good never
mind. People usually cross a leg towards someone they like or are comfortable with and
it also works the opposite way; if you are sitting beside somebody that you are not
comfortable with; it is pretty likely you are going to cross your leg away from them.

And then there is the issue where you are sitting between two people that you are
comfortable with and you have to cross your leg away from one of them; that is
awkward. But only awkward for you because they probably do not know what your body
language is saying or maybe that is just me yeah it is probably just me. And finally, when
two people are walking together and their steps are matched going right left, right left at
the same time; they want to talk to each other and they are probably friends although that
is not technically a rule, but they want to talk to each other.

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(Refer Slide Time: 23:31)

If our sitting posture reveals a lot about our attitudes, the way we stand also indicates
several aspects of our attitudes and behaviour. Legs apart is rightly interpreted as a signal
of dominance, it is resolutely stable and immovable indicates a person who is standing
the ground etcetera. It is common in sports people, it is also commonly visible in security
forces and it is an impersonation of the toughness; the person wants to convey a mental
toughness to the other person. A person who opts for his straddling stance is an extension
of the legs apart dominant stamped.

The straddling stance communicates an added coldness and belligerence in the person’s
attitude and normally this is a position which is never opted for in any professional
situation.

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(Refer Slide Time: 24:37)

The parallel stance or at attention is a formal position which shows a neutral attitude
without any commitment; either to stay or to go. Normally, we come across this standing
position in those people who are subordinate, who hold a security related position,
amongst junior officers, young school children who are waiting to receive a direction
from a senior person. It indicates a certain hesitation on the part of the person, the person
has diffidence and cannot openly wise an opinion, but nonetheless it also communicates
a willing and immediate obedience on the part of this person.

The buttress stance is slightly different; in this stand we place most of our weight on a
straight supporting leg, allowing the other leg to serve as a buttress. People adopting this
stand sometimes come across as comfortably standing people; however, it suggest that
the person is not exactly interested in what is happening around him or her rather has a
desire to move away on the first available opportunity.

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(Refer Slide Time: 26:02)

Standing with both feet on the ground is a neutral yet powerful standing position. In this
photograph we find that a person is standing over the standard gap between the legs
which are firmly planted on the floor. This is a stable and focus position it does not show
any belligerence it also does not showcase any nonverbal noise. And therefore, it is
normally treated as a formal and focused position; the best one to initiate our interactions
in any given professional situation.

In comparison to this, the foot forward position suggest that we are about to walk away
and it is normally adopted by people towards the end of a rather long and tough tea. If it
is opted in a group position, we tend to point our lead foot towards the most interesting
person or the most attractive person in the group. It shows our leanings towards that
individual in a group position; this is a stance which is also known as the bent blade
stance is; obviously, a defensive a negative posture.

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(Refer Slide Time: 27:12)

It does have a certain rigidity; however, the extent of rigidity is displayed on the basis of
the rigidity of arms, as well as the facial expressions; if they are closed and rigid then the
extent of rigidity is great. At the same time the immobility of this posture suggest a
certain commitment because the person who is opted for this stance would sit through
the conversation, would not leave the negotiations in the middle and walk away.
Sometimes it is taken a as an act of submission, it does not convey any impatience the
person would stay there wants to stay there also. However, it suggests a certain level of a
security either towards a person or towards the situation at hand.

So, though this is a negative position indicating a defensive and in security of a person; it
is not necessarily a hurried posture. And if the other person is patient, we feel that the
negativity can be taken away in this position through dialogue.

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(Refer Slide Time: 28:37)

Sometimes we also come across what is known as fidgeting feet; fidgeting feet are
opposite of the relaxed feet position and they suggest the hurried attitude of a person to
move away from this position, to leave the situation and flee.

While standing a person may repeatedly tap a foot to indicate this impatience. Similarly,
while standing or sitting tapping with ones foot symbolizes impatience and at the same
time it may also suggest a certain dissatisfaction with what is being said. Sometimes, it
may also mean that the person who is tapping with his or her foot is interested in passing
on a repartee or to add something to the dialogue and in this situation the person has to
be given an opportunity to participate and speak.

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(Refer Slide Time: 29:28)

A variation of the fidgeting foot in professional situation is known as teetering feet. Feet
which are rather unsteadily balanced and the person is continually swing back and forth.
This action demonstrates that the person is ill at ease and can communicate a cluster of
negative things. For example, the person may be thinking of something else would like
to drop the issue or move on or the person thinks that the speaker is not convincing
enough. The teetering feet should not be taken up as necessarily a negative body posture
because the person basically has a positive attitude towards a speaker, as well as towards
a position.

The interactant must try to find out the reasons of the hurry, reasons why the feet are
teetering, why the unsteadiness is there to find out more about the situation and resolve it
in a satisfactory manner.

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(Refer Slide Time: 30:35)

A stomping feet suggests our hostility normally it is considered to be a childish

behaviour and in adults; it is a reflection of an extreme anger or an extreme
disappointment which should always be avoided.

(Refer Slide Time: 30:52)

Let us look at what is known as 45 degree open position; in this open position we find
that the behaviour of three people is to be viewed. If two people are already engross in
the dialogue and the third person wants to participate in it, the two people who are
already in the dialogue have to move in such a position that the third person feels invited.

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If the two people who had originally been in the dialogue continue with a closed attitude
and do not open their position of the feet or legs even a small bit; the other person feels
totally as an outsider and the participation becomes impossible in this position.

(Refer Slide Time: 31:45)

The closed and open body positions indicate our desire to interact openly with other
people. As we begin to feel more comfortable in a group or in a dyad and we get to know
others, we move through a series of movements and then instead of opting for a
defensive position with crossed arms and legs as a displayed in the first photograph, we
can gradually move to a more relaxed and open position as is shown in the second one.

If you look at the body signal gestures and postures in the first photograph, we find that
they exhibit a sense of uncertainty towards each other. On the other hand, in the second
photograph it is relatively an open acceptance of the other which is displayed through the
gestures and postures.

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(Refer Slide Time: 32:38)

In analysis of legs and feet movements has been done in this video during a net working
event. We can guess from the position of legs and feet of their mental situations while
they are talking to someone or before participation in a conversation midway.

Topic legs and feet, if you want to leg up on your competition pay attention to what is
going on below the knees. It is a little known fact that the feet are two of the most
expressive parts of our bodies; let us see what we can discover about what our feet and
legs communicate.

This person may look engaged from the waist up, but in reality he is wishing he were
heading in the direction of his feet; out the door, his feet are a dead giveaway. Let us take
a look at these folks at a networking event which one do you think would rather be
someplace else?

You got it, the one with his foot pointing to the door. Here it is pretty clear these two
people really like each other because their legs and feet are pointing towards each other.
The same holds true in a standing position; in fact, when you see two people engaged in
a conversation like these two here; it would be wise not to try to interrupt, you may end
up embarrassing yourself. But do not despair; if you want to join a conversation already

373
in progress there are two things you can do; first find a twosome or threesome that looks
open to including another person, how can you tell they are open?

Anything (Refer Time: 34:16).

You got it, by the position of their legs and feet. The second way to increase your chance
of being included in the conversation is to be a copycat. When people converse with
people they like, they will mirror or copy the other person’s body language. We mirror
people to show them that we are like minded and therefore, safe to hang out with. So, a
great way to fit into an ongoing conversation is to mirror the people already conversing;
there is a good chance they will sense your kinship and open up to include you.

We are just talking about (Refer Time: 34:48).

Now, I hope you have enough information to go out and put your best foot forward.

(Refer Slide Time: 34:54)

Let us look at the knee points and what exactly do they signify about our attitudes. In the
knee point A and B which also remind us of the numerical 4 posture; we find that an
attitude of rejecting the other person is shown. If the knee points in the direction of the
other person, as it has been displayed in the first photograph A, it is a direct rejection of
the other person or his statement. In B we find that it is the sole of the foot which is
moved in the direction of the other person. In some cultures it is seen as an extremely

374
insulting one; in all cultures nonetheless it is a posture of rejection and it is considered to
be a highly negative one.

It immediately stops, the open flow of conversation and is detrimental in any dialogue; it
is the position of our toes which suggest a positivity or negativity of our attitude.

(Refer Slide Time: 36:00)

Toes pointing upwards suggest that the person is in a good mood or is likely to hear
something which is positive. For example, if a picnic is to be announced in a class the
most enthusiastic students would immediately move their toes upward. If we happen to
look at a person who is talking on a phone and then the toes are pointing upward, we can
almost be sure that it is a good news or an enjoyable conversation at least.

In contrast the pigeon toes when the toes are pointing inward shows a certain meekness
and it signals our willingness to be led by the other dominant partner during our
dialogues. Pigeon toes make the body appear smaller forcing it into a less threatening
profile. It also shows our submissiveness and our meekness and our willingness to be
dominated by other people. It also happens to be one of those gestures which are used as
stock expressions of emotions in movies.

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(Refer Slide Time: 37:12)

In this video, we can see that the body language expert carol Kinsey Goman is analyzed
what one’s feet tell in different situation.

Control their body language; they focus mostly on their facial expressions and hand and
arm gestures. And since the legs and feet go off and unrehearsed, it is also where the
truth is almost always found. Let me give you a couple of examples; if for instance you
are talking to a co worker; whose upper body is faced toward you, but whose feet and
legs have turned an angle toward the door; realize that conversation is over her feet are
telling you she wants to leave.

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(Refer Slide Time: 37:50)

Foot positions are revealing even if someone is seated in their legs are crossed. For
instance if I am sitting next to you and you are over here my leg is crossed with my toe
pointed toward you that is a signal that I am interested in engaged in what you are
saying. But if you notice that I cross my legs so that my top toe is pointed away from
you; then you have probably lost my interest.

(Refer Slide Time: 38:13)

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Feet and legs outstretched means that someone feels comfortable or secure, but when
ankles lock and withdraw or even wrap around the legs of the chair that person feels
insecure or left out.

(Refer Slide Time: 38:29)

Tapping bouncing or jiggling feet; our professional poker players refer to as happy feet.
In poker, it is a high confidence tale a signal that the player feels he has a strong hand. In
business negotiations there is a similar signal; if you notice someone’s feet bouncing or
you see the jiggling and the shoulders that is a reaction from that bounce; you can be
pretty much assured that that person feels that he is got a good bargaining position.

Another video, which I would recommend can be accessed on the given link. It is not
been included in my discussion, nonetheless it is recommended to the participants. I
would close my discussion of whatever feet and the position of our legs suggest in any
professional interaction. In my next module, I would take up paralanguage for
discussions.

Thank you.

378
 Body Language: Key to Professional Success
Prof. Rashmi Gaur
Department of Humanities and Social Sciences
Indian Institute of Technology, Roorkee

Lecture - 16
Paralanguage

Dear participants welcome to the last week of our discussions on Body Language. In this
module we would take up Paralanguage and it is connotations in the context of nonverbal
aspects of communication. Paralanguage is everything except the meaning of a word in a
voice statement. We can say that it is what is left and perceived after detecting the verbal
content or the meaning from a speech. Paralanguage as the name suggest, it exist on the
periphery of language.

(Refer Slide Time: 01:01)

Paralanguage is considered to be a component of meta-communication. It is elements for

example voice, speed, pitch, pause, rhythm, volume, stress and tone modify the
meanings of what we have to say and at the same time at nuances to the spoken word.
We can understand that all oral messages have paralinguistic component because every
message communicates not only the meaning associated with the literal understanding of
the words.

But at the same time how the words have been spoken by a person to add the
connotations and feelings in emotional aspects to it. It is, we can say, the how often

379
utterance where is the language is what of the content it is how we have spoken any word
and often we find that how we say is more important then what we say.

(Refer Slide Time: 02:04)

Paralanguage of paralinguistics, as an independent field of study was developed by

George L Trager and American linguist during the 1950 .George L Trager was a close
associate of Edward Sapir, Benjamin Lee Whorf and Charles Hockett other famous
linguist of this era. During the 1950 George Trager was working at the foreign service
institute of the department of state, in order to train diplomats before they were posted to
different planes and here he was working with Edward T. Hall and ray Birdwhistle. As
we have already seen ray Birdwhistle had developed the studies of kinesics and Edward
T. Hall had worked on Proxemics.

It was in association with these two other people that George Trager developed his
understanding of paralinguistics, Trager worked on using descriptive linguistics as a
model for paralanguage and his findings were published during 1958 and early 1960s his
work has laid foundation for later research in this area particularly in the area of
investigating, interconnections between paralanguage in culture. Paralanguage is the
study of how a speaker verbalizes a particular content.

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(Refer Slide Time: 03:34)

The prefix para means beside or side by side and denotes those activities which are
auxiliary to a derivative of that which is denoted by the base word. Paralanguage
similarly is everything which is in auxiliary to language. In the ancillary roles we find
that the association of the word para required something which needs better training
etcetera, for example, as in paramedics. Researchers have found that the tone pitch and
quality of voice as well as the rate of speech conveys emotions that can be accurately
judged regardless of the content of the message.

In their findings, in association with ray Birdwhistle, various researchers asked

participants to recite the English alphabet in such a way that they are able to project a
certain mood or emotion to the listener. Alphabet of a language does not convey any
content at all it is a most neutral component of any language, but even in this recitation
audience were able to almost correctly pinpoint the association of a reading with a
particular emotion.

So, these type of researchers led the background to this understanding that when we
speak we do not only voice the content projected by the meaning, the lexical meaning of
a word but we also project and understanding or we pass on signals related with the
emotions and feelings associated with that word or with that situation. On the basis of
listening to the other people’s voice, we can easily make out not only the emotions and

381
feelings of the other person, we can also understand certain other aspects of that
individual’s personality.

We can understand the regional associations and social backgrounds of the person, we
can understand the economic affairs of that individual. We can also make a very shrewd
guess in assessment of the broad categories of work or the nature of work with which
that individual is associated, as well as we can find out a lot about the intellectual level
of that person.

And that is why we find the telephonic interviews are still considered to be a successful
tool in the process of hiring people. In literature and awareness of different aspects of
nonverbal communication has always been there.

(Refer Slide Time: 06:19)

And understanding of the paralanguage and it is significance in our social life has also
been a clear literary understanding. In this slide we look at a same downloaded from the
famous movie My Fair Lady which was released in 1964. As many of you would know
My Fair Lady is an adaptation of a play by George Bernard Shaw his play Pygmalion
which he had spent in 1912 and which was a state in 1913. This play is a satire on the
British class system and how our understanding of the British class is based on our
capability to use a proper accent during our conversation. Shaw’s character Professor
Higgins is an expert of phonetics and he tries to coach a cockney flower girl and is able

382
to pass on this young flower cockney girl as a duchess within a couple of months in his
friend circle.

All right Eliza say it again.

The rain in Spain stays mainly in the plane.

The rain in Spain stays mainly in the plane.

Did not say that?

No Eliza you did not say that you did not even say that the ever night before you get in
the bed where you use to say your prayers, I want you to say the rain in Spain stays
mainly in the plane 50 times ok. Much further with the lord if you learn not to offend the
ears (Refer Slide Time: 07:57) now if you are etches Higgin this is going to be (Refer
Slide Time: 08:04).

George Shaw (Refer Slide Time: 08:07) give the another chance.

Huh (Refer Slide Time: 08:10) right first time come here Eliza and watch closely. Now
you see that flame every time you pronounce that the h correctly the flame will (Refer
Slide Time: 08:23) and there maybe you drop your h the flame will remain stationary
that is how you know you done it correctly and time your here for here the difference,
see better in the mirror. Now listen carefully in heart food helipad and Hampshire
hurricanes hardly ever happen. Now you repeat there after me in heart food helipad and
Hampshire hurricanes hardly ever happen.

In heart food helipad and Hampshire hurricanes hardly ever happen.

No no no no Eliza no here at all.

Do not you tell that.

No please you start from the very beginning just do this go ha ha ha ha.

Ha ha ha ha.

Go on; go on.

383
This is a clear indication of how paralanguage suggest different aspects related with our
personality in background. In order to understand paralanguage we have to understand
different signs associated with it and these are volume of voice speed of voice etcetera.

(Refer Slide Time: 09:34)

The volume of voice shows our feelings if it is a whisper or a loud voice or are we
shouting. So, it showcases our feelings and our attitudes as well as our response in a
given situation.

A slow voice can show our timidity our diffidence. In the same way the speed of voice
suggests our attitudes and our feelings. If it is slow then it suggest our hesitation, our
lack of preparedness, our sorrow for instance, if it is fast it can easily indicate our
hesitation. Similarly we find that intonation our tone, our pronunciation, and the clarity
of articulation are also important. These aspects we would take up in detail in the next
few slides. Similarly our understanding of pause as a substitute of the punctuation marks
is also important.

Some pauses maybe temporary which may indicate our uncertainty and hesitation,
whereas some other, maybe like caesura or the dramatic pauses, which are planned and
show our control of the content and our desire to control the audience reaction.

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(Refer Slide Time: 11:01)

Our voice quality is important it conveys the message and at the same time it also
compliments the understanding of this message. Our voice enables us to say a particular
word, our voice enables us to see the content in a particular manner. Voice controls how
we say a certain thing. And by accenting different aspects of an utterance it modifies the
meaning of what is said and can be a major indication of feelings etcetera. For example
all of us know that if we are speaking in a monotonous stone, it suggests a board attitude.
If our voice has low speed and low pitch it shows our depression high pitch is normally
associated with enthusiasm and eagerness, high pitch but a long drawn out way of
speaking suggest our disbelief, accenting tone suggest astonishment and abrupt speech
also shows our defensive attitude. So, these aspects of voice are important in order to
understand different paralinguistic features and would be taken up in detail individually.

Paralanguage can be used intentionally also. In most of the situations it is an unintention

use where our feelings and our emotions are automatically transmitted and signal to other
people. But it can also be used in an intentional manner in order to complement the
communication it can also be learnt to pass on in a particular social situation.
Paralanguage can be further divided into three categories as of primary qualities,
secondly, modifiers which can be further subdivided into qualifiers and differentiators
and thirdly, the alternates.

385
(Refer Slide Time: 12:55)

In the primary quality of paralanguage we refer to the characteristics of voice that

differentiate individuals, the pitch, the volume, the resonance, the intensity or volume the
range of the intonation the voice register etcetera these are differentiated because of the
size of the vocal cords, they are also differentiated by the gender and also by age and
also they are differentiated on the basis of the geography.

These qualities are shaped by biological, physiological, psychological, cultural, and

social features. Basically primary qualities and elements that while being first considered
as indispensable constitutes of verbal language may also modified or alternate with it as
paralinguistic phenomena.

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(Refer Slide Time: 13:42)

Voice continuous to remain the primary tool of communication despite various

technological developments, we find that the absence of voice hampers our performance
and our capability to interconnect with other people. Human voice conveys the meaning
or message and heightens the importance of the most difficult element of a speech
delivery that is effective articulation and voice modulation.

The clearer the voice the more effectively it will convey the meaning and it also informs
us of the speaker’s gender, background, education, training, attitude, temperament
etcetera. The aspects which we would discuss in detail under it includes pitch, variation,
speed of speech, pause and voice modulation or waviness in all those professions where
our performance is directly linked with our voice.

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(Refer Slide Time: 14:45)

Voice has to be first worked on at a physical level to unleash it is full natural potential.
For example in professions like singing acting as well as for professional speakers we
find that the voice has to be trained. But in paralanguage we look at those aspects of
language which we come across in those professionals where this type of training is not
included.

(Refer Slide Time: 15:16)

Pitch refers to the varying intensity of the voice It refers to what the listener is capable to
here is high or as low tonal properties to rising and falling voice patterns. The pitch of

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human voice is continuously variable and it is necessary to make our speech effective.
People who speaks in monotones come across as highly monotones speakers and the
audience immediately lose interest.

It is not necessary that people who speak in a monotone speak in a low pitched voice,
sometimes we may feel that the person may have a booming voice and still may end up
speaking in a monotone. Tone is the phonological correlate of pitch and pitch variation
and can serve different purposes across languages affecting the meaning of a word and
communicating it clearly to the audience.

(Refer Slide Time: 16:13)

A single sequence of words can have different meanings depending on the tone pattern
with which it is spoken. Whether it is produced or a spoken at a continuous high level, a
rising level or at a falling level, pitch variation expresses the intention of the speaker, for
example, a person may come across otherwise as a confident person, the facial
expressions maybe control the handshake may be strong, but if the voice has streamers
then the lack of confidence or tension in the given situation becomes apparent.

Intonation and a stress blend together; they help us to conclude whether it is a statement
or a question or an exclamation. Stress on a particular word may alter the meaning. The
stress can be either a linguistic one or a deliberate one. The linguistic stress, which is a
part of our language training, tells the other people about our educational background,
the social class. On the other hand the deliberate stress on a particular syllable or on a

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particular word communicates our meanings and indicates our feelings towards other
person.

Tone of the voice tells us about the attitudes and feelings of the speaker, these signals
however should always be taken as a part of the total context of the message and never in
isolation. And we must consider these signals as well as the words in totality, the
sentences in totality, and combine the interpretation with other kinesics features to fully
interpret the significance of an utterance.

(Refer Slide Time: 18:00)

The speed at which we speak is also important we speak at different speeds on different
occasions and also while we convey different parts of a message. The speed of a speed is
measured by the number of words which car is spoken with in a minute. If the speaker’s
average speed is very slow, the listener becomes bored and impatient. On the other hand,
if the average speed is too fast the listener does not have enough time to interpret fully
the message and therefore, would also end up losing interest. So, the speed of the words
has to be measured, it should neither be too fast nor too slow.

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(Refer Slide Time: 18:45)

The speed of this pitch is also related in many ways with the content we have to deliver.
Even in official presentation we find that as a general rule we present the easy portions
of our message and presentation in a faster speed and the complicated parts of the
information are passed on in a slow manner. Because it is thought that understanding of
difficult or more technical part of the presentation require better understanding and more
focus.

It, at the same time, indicates our emotional state to we tend to speak in a fast manner if
we feel anxiety or there is a certain urgency in the communicated message. On the other
hand, when we are relaxed our speed also becomes comfortable. The cultural aspects in
the rate of speech are also apparent. Researchers have commented on the speed of
Italians and people of the Arab country and they comment that they speak in a faster
manner in comparison to people of the US.

In the same way we find that the regional differences also exist in the way people speak
within the same country. We find that in certain provinces or in certain parts of the
country people may adopt a faster pace, whereas in some others people may adopt a
slower pace. Difference in speech rate causes problems in understanding the intended
message, therefore the speed should always focus on the audience and then the speaker
should be able to introduce variations in the speed.

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(Refer Slide Time: 20:33)

Our paralanguage communicates different messages to the other people on the basis of
how we pass on our messages. Examples of these paralinguistic features particularly
pitch and tone in the famous American sitcom friends can be viewed where they have
been used in a hilarious manner.

You two are happy then I am happy for you I am fine.

Really.

Absolutely I am fine totally fine I do not know why it is coming out all loud and squeaky
because really I am fine.

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(Refer Slide Time: 21:17)

Joe well I guess Joe you went home and look there is still one box that I have to unpack.

Oh my god.

Oh my god you almost gave me a heart attack.

(Refer Slide Time: 21:48)

My best friend and my sister I cannot believe this.

Sorry, but if it is true I love him too.

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My best friend I cannot believe this.

(Refer Slide Time: 22:17)

If the previous video had taken up the hilarious aspects related with paralanguage, the
current video in a serious manner suggest how tone, pitch, rhythm, pitch and voice have
profound impact on those people who have to communicate with a large audience. The
given link can also be further exist in order to listen to the complete video I am showing
only certain excerpts from the complete one.

There it is tone and pitch.

We have to choose between change and more of the same.

Its speed.

We have to choose between looking backwards and looking forwards.

And rhythm.

We have to choose between our future and our past past; past; past.

Barack Obama’s voice seems very natural, but most politicians work very hard to
achieve a sound that impresses the voters.

The word going against.

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 Body language in particularly voice tone have a profound effects on how well you
communicate, normally as people rise up the words the more noticeable they are the
more or likely they have coaching. So, by variant most politicians at the very top will
have talk about there body language and especially their voice tone how deep their
voices and how emarginated and slow it is.

Now, I personally think they had ideas, but they were bad ideas they were bad ideas for
America all of the.

Female politicians have an additional hurdle to overcome with male words.

(Refer Time: 23:50) their women’s voice actually a facts the emotional part of a men’s
brain. So, we automatically thinks women is so emotion when a speak.

(Refer Slide Time: 24:05)

A very important aspect which is related with our paralinguistic features is pause. The
speed of speaking is also accompanied by several pauses these may be uninternational
also. Those ‘aaa’ ‘ummm’ etcetera. When we are trying to focus on what next to speak
are the arbitrary pauses which is spoil the impact of our speech. The pauses which are
intentional and are a part of a planned pause at the right moment at to the overall impact
and significance of our speech they are very much like the dramatic pauses like caesura.

Caesura is a Latin word for cutting it suggests the break a grammatical boundary a pause
which refers to a point of articulation. The word caesura is also used in music to suggest

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a silent pause. Caesura is often used in poetry, a very interesting example is from a
nursery rhyme “Sing a song of six pence/ A pocket full of rye/ Four and twenty
blackbirds/ Baked in a pie.”

In formal speech also we find that it suggest our capability to introduce a right pause in
such a way that it prepares the audience to receive a significant portion of message.

We can never continually speak without inserting a pause, we can emphasize the
upcoming subject with the help of a plant pause then it would enable us to hold the
attention of the audience. During a conversation those unintentional pauses those
arbitrary pauses which are also called non fluencies are often inserted with sounds and
utterances like ‘oh’, ‘uumm’ etcetera. A careful use of these non fluencies can also add
to the fluency of the speaker and give a time to relax. But these should always be plant
sometimes a good speaker can also train oneself to use them effectively.

For example all those teachers who are unable to answer to a particular question by a
student, would deliberately introduced it so that they would keep on listening with these
non fluencies and it would give them time to plan. In general we can say that the pause
should never be accidental it should always be a part of careful planning in a professional
dialogue.

(Refer Slide Time: 27:03)

The functions of plant pauses are displayed in this particular visual, the different ways in
which we can use a plant paused are succinctly presented. The build-up suspense and

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emphasize the word or sentence that follows, they also give time to the listener to
assimilate the word particularly for the dramatic announcement which is likely to follow.
They also increase the impact of the projected feeling and bring the continuity of thought
making the listeners bored.

(Refer Slide Time: 27:33)

Voice modulation or waviness is important for a clear communication of the message. In

general, we can say that we should be loud enough so that the audience can hear us. In
large gatherings when we have to use the mike we should have the technical competence
to use it properly.

The loudness of our voice with or without a mike should be adjusted to the size of our
audience. Further in order to maintain the interest of the audience the voice should be
enthusiastic because only an enthusiastic voice would convey our interest and excitement
to the audience and it would be in fixtures in this context. In the small groups and
particularly in dyadic conversations we do not have to exaggerate voice modulations
because it could be easily hurt and understood.

However, in group situations we have to learn to exaggerate the voice modulation and
inflections, particularly when we have to demonstrate some kind of emotion or highlight
a point. In a large group it is easily lost. At the same time we should avoid monotone a
low droning voice always has a soporific impact on the audience and makes them lose
whatever little enthusiasm they may have for the interaction.

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(Refer Slide Time: 29:02)

An increased volume normally indicates an angry person, on the other hand a level and
measured volume of the voice suggest a better empathy the willingness to talk to listen
and to negotiate. An increased rate of speech can also indicate a hurry or an impatience
on the part of the speaker, whereas a decreased rate could also suggest a reflective
attitude.

So, loudness of volume between softness and loudness can differentiate in correlation
often with a lax or tense facial musculature and gesture perfectly congruent with the
internal muscular effort. Between, for instance, is soft compassionate apico alveolar
click.

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(Refer Slide Time: 29:49)

Cultural differences in volume of speech are also apparent and here I quote from a
research by Martin and Chaney. They have found that middle easterners speak loudly
because they associate volume with strength and sincerity, speaking softly for them
would convey an impression of weakness or in sincerity. Germans also feel according to
this research that using a commanding tone is better while a person is speaking, because
it would be equated with self confidence.

On the other hand people from Philippines speak softly, associate a soft speech with
education and good manners. They have also suggested that the Japanese also associate
using a soft voice with good manners and think that speaking in a loud voice suggest that
a person is lacking self control, city researchers also find that the volume of a speech is
also conditioned by the city density where the people are from a person who has spent
lifetime in a density would tend to use my relatively low volume. In comparison to a
person who has spent lifetime in a density or tend to use a relatively low volume.

In comparison to a person who has spent a life time in sparsely populated place and those
people who are from less populated places tend to use a higher volume.

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(Refer Slide Time: 31:19)

Another aspect we have to consider is modifiers. This is the second paralinguistic

category and encompassing qualifiers and differentiators are a series of vocal effects
produced by factors. For example, like the direction and characteristics of respiratory air.
It is controlled in the vocal bands and how do they vibrate by certain changes in the
pharynges by the position of the soft palate, by the articulation as it is produced in terms
of muscular tension and position of the organs, also by the anatomical configuration
shaping of the lips and the lower jaw. It can also be arranged as they appear before the
observer in contrastive sets, but the terms of these polar pairs can differ by as many
degrees is we want for our own analysis. From a middle point Poyatos has prefer to call
medium rather than normal and distinguishes two groups of modifiers they are qualifiers
and. Secondly differentiators .

400
(Refer Slide Time: 32:28)

Qualifiers are those modifications of the voice which are caused not only by the changes
in the area between the thoracic cavity in the mouth and nose but also bifacial anatomy.
They include breathing effects, for example whispery voice, laryngeal effects for
example, the creaky voice, the harsh voice, the tense voice and others created by
pharyngeal control and nasality. Speakers differ from each other in terms of voice quality
and we are able to recognize individual voice even on phone because of this capability
only.

They also introduce quite a lot of variation into their voices for particular purposes. A
considerable amount of research in this field has equipped us with a better understanding
of the meaning of such terms as creaky voice, breathy voice and harshness. Even though
these words were used earlier in a blanket manner, but now the scientific interpretations
have enabled us for a better understanding and connotations of these terms.

401
(Refer Slide Time: 33:36)

A Laryngealized or creaky voice is also referred to as a glottal fry because of it is

bubbling quality, a frying like quality. It is phonological in certain languages but
paralinguistically also besides being caused involuntarily by physical exertion or pain or
old age for that matter, it is also used in an attitudinal manner. For example, it can
express boredom reluctance “oh not now” or suppressed rage “how can you”. It can also
suggest affectionate admiration or sympathy “just look at that sweet kitten” coaxing
adults also the affectionate or babyish purring voice are known as creaky voices.

The American actor Vincent Price is famous for his excellent creaky voice in menacing
moments and it has always been referred to by researchers working in this area.

402
(Refer Slide Time: 34:43)

A breathy voice is associated with passionate speech true or false? It is a sigh like
mixture of breath and voice it is not quite a full voice so to say. We find it often used in
TV advertisements which are based on the sales of perfumes or comments on the
smoothness of fabric for example or any advertisement which has emotional reactions
associated with it.

It has often produced by the inhaling phase of a sigh “I love you”, it appears also in
situations of weariness facing a difficult decision or question. It is often combined with a
certain whisperiness in this situations. We can quote the example of Marilyn Monroe
who is known for her breathy voice.

403
(Refer Slide Time: 35:33)

Harshness is related with a disagreeable rough voice it is caused by laryngeal strain and
tension, extreme vocal fold contact, irregular vibration and low pitch. In languages we
find similar synonyms for example, grating voice metallic voice raucous rasp rough shrill
etcetera.

It adds to the meaning of negative attitudes and feelings like anger ridicule etcetera as
well as violent emotions to verbal languages or paralinguistic alternates. A husky voice
is understood as dry and rough, in some cases it can also be perceived positively as being
seductively sensual in the context of certain women. However, it can also be understood
as a negative quality in those context where women are being judged as mannish in
patriarchal context. For practical purposes it could be associated with more normal deep
soft or whispery voice.

Hoarse voice is normally applied to pathological forms of rough voice. It seems to imply
a quality acquired through negative activities conveying a poor image or a poor health
image of the speaker.

404
(Refer Slide Time: 36:54)

Differentiations are the modifications of verbal utterances which occur independently,

but are never devoid of the interpretations associated with language they include sound
constructs such as laughter, crying etcetera. Most typical differentiations are grouped
according to their basic characteristic and by degrees. The basic characteristics for
example, point to those which like laughing form a whole class with different nuances
and also possess cultural and subcultural varieties. The more common differentiators
include whispering the loud voice crying, laughing, complaining etcetera with various
synonyms.

Some modifying factors that might be taken for differentiators are may be caused by the
conditioning background and they should not be overlooked. For example, an individual
might be speaking with a pipe in mouth or there may be certain health reasons for a
particular type of voice quality.

405
(Refer Slide Time: 38:03)

Alternates refer to those vocal sounds which occur independently of verbal utterances,
we can describe them as language free size, voluntary throat clearings, clicks, inhalations
and exhalations hisses, blows slurps etcetera.

Ingressive sounds occur more commonly as paralinguistic alternates, for example a grasp
of terror an ingressive “fff” of physical pain voluntary as well as involuntary aspects of
alternates are visible. For example, a voluntary tongue clicking in impatiens and
involuntary reaction ooh if suddenly one is hurt, they may be conscious as well as totally
unconscious. While most are single, we find that some are articulated into phenome like
sounds such as pooh, booh, tz-tz etcetera.

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(Refer Slide Time: 38:59)

Many other show no clear articulation and consists mainly of audible air frictions such as
a sniffle a pre speech pharyngeal ingression or an egression of impatience.
Differentiations can also be alternants. Although alternates do not modify the proper
linguistic structure, while differentiators such as laughter may cover whole stretches of
speech combined with primary qualities and qualifiers distorting it.

They differentiate amongst psychological states in but are not always universal, for
example in Spanish we can say ay and in English we can say ouch for the same
phenomena. So, we say that paralanguage is an important aspect of nonverbal
communication, it passes on a clear understanding of our emotions, moods, background
etcetera to the listener. Language is never in neutral commodity paralanguage sensitizes
us to the various dimensions language can have.

Thank you.

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 Body Language: Key to Professionals Success
Prof. Rashmi Gaur
Department of Humanities and Social Sciences
Indian Institute of Technology, Roorkee

Lecture - 17
Chronemics

Welcome dear participants, in today’s module we shall discuss Chronemics which is a

study of time in the context of nonverbal communication. Chronemics is a subcategory
of nonverbal aspects of communication which has emerged as the studies in this field
broadened.

(Refer Slide Time: 00:45)

Conventionally time has been treated as an abstract concept and it is in this context that
linguistically we have responded to this idea, representing it in different idioms and
phrases for example, quality time or time and tide wait for none.

However, we find that as studies in the field of nonverbal aspects of communication is

started to broaden their perspective, in the areas of organizational behavior, business
communication as well as an anthropology people started to study the dimensions of time
in particular contexts. A communication based a study of time is dependent on how
people in different cultures in different work cultures perceive and structure time in their
interactions with other in their dialogues as well as in their relationships with others. In

408
the area of communication we also study how in different ways people respond to it and
thereby what type of nonverbal messages they try to communicate with it.

Our values in the context of time are reflected in our attitudes as well as in other aspects
of nonverbal communication. And these can be understood in terms of how do we spend
our time, do we waste it, do we keep on postponing things, are we able to utilize the time
to its maximum. There are of course, individual variations in the way we respond to our
understanding of time and evaluate.

But at the same time we find that the cultural impact on this aspect of NVC is also
valuable.

(Refer Slide Time: 02:36)

As human beings we have a complex temporal identity, which is constructed at different

levels at personal as well as social, cultural and professional levels. All types of verbal
messages as well as nonverbal messages have their own temporalities. They have a point
of beginning and a point at which they end. There has been something happening before
that point and there would of course, something else would take place after that.

So, our communication, in the context of time or in the context of the larger phenomena
of nonverbal aspects of communication, is not outside the context. Chronemics ask for a
more dynamic way of studying our professional interactions with emotional
understandings and connotations which we have individually, socially and culturally

409
with time. Studies of chronemics have developed from interdisciplinary literature on
time and they have been also supported by researchers in diversified fields of biology or
sociology, psychology as well as anthropology. People have always been associated with
studies of time in different ways, but before we started using the term chronemics or
even before we apply these understandings in the area of business and professional
communication, a number of scholars have to be listed to acknowledge their contribution
for the development of this idea.

(Refer Slide Time: 04:21)

From the modern perspectives, we find that the idea was first of all developed by E
Robert Kely who is better known as E R Clay and the same idea was carried forward by
William James whom we students of English literature recognized primarily for his use
of the phrase is ‘stream of consciousness technique’ in his works.

The idea was also carried forward by George Herbert Mead and these leading developers
of the study of human acts and presentness alerted us to this idea that the time is not
governed only by the external clock time. William James suggested that there is also an
internal dimension of time which he called as ‘duree’.

Another philosopher whom we have to acknowledge at this stage is Harold Innis, the
famous Canadian communicologist who published his famous book Changing Concepts
of Time in 1952. He studied the impact of time as well as space for the development of
civilization. The ideas of Harold Innis were further enriched by Marshall McLuhan who

410
discussed time and human communication in several works. We primarily know
McLuhan for introducing us to the term global village in his works, but he has also
talked about the concept of time.

In 1952 only, the same year in which Harold Innis has published his book, Edward T
Hall also published his book The Process of Change. Hall was to write periodically about
time and the socio cultural relations over the next four decades and his ideas have
encouraged other researchers to take up similar studies.

(Refer Slide Time: 06:25)

The actual term chronemics was coined in 1972 by Fernando Poyatos, a Canadian
linguist and semiotician. In dealing with a communication system of the speaker-actor,
Poyatos briefly discussed the chronemics that concerned conceptions and the handling of
time as a bio psychological and cultural element of social interactions. He had introduced
this idea in cross cultural study of paralinguistic ‘alternates’ in Face to Face Interaction
which was published in 1975.

As examples for chronemically significant aspects in communication, he included the

cross cultural differences in the duration of ordinary social visits, response latency
among different cultural groups when a question is asked or for example, a decision is to
be made. He also looked at conversational silences and pauses as part of cultural
chronemics. Continuing with these observations, Andy lucking and Thies Pfeiffer
suggests that since temporal experience depends on the changing of something,

411
Chronemics is probably best conceived of as a kind of paralinguistic or supra segmental
feature.

(Refer Slide Time: 07:42)

Tom Bruneau developed the first article on time and nonverbal communication in 1974
and he also attempted to define chronemics and outlined its characteristics in 1977. So, it
is in this decade of 1970s that the maximum understanding of the impact of chronemics
was being talked about by various research scholars. Since these early works, we find
that a number of works and commentaries have come out on the significance of
chronemics in the field of professional communication.

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(Refer Slide Time: 08:27)

I would base my initial discussions over this concept on the findings of Edward T Hall.
He has recognized three time systems and named them as technical, formal and informal.

Technical time according to him is the scientific measurement of time which is

associated with the precision of keeping the time the way different mechanical devices
for example, clock and watches primarily are used to keep time. So, formal time is the
time which we learn on the basis of our social conditioning. A West and Turner have
quoted the example of the USA and have talked about how the American society is being
governed by the clock and calendar.

People have been socially conditioned to think that when it is1 PM it is normally the
time to work and when it is 1 AM it is normally the time to sleep. At the same time we
find that in our contemporary cultures our arrangement of time is broadly fixed and
rather methodical. So, to say that the majority of the people follow similar patterns at
workplace and in their personal lives also.

413
(Refer Slide Time: 09:45)

Informal time is normally our understanding of time at a personal level. Hall has
included three different concepts within it and these are duration, punctuality and
activity. Duration is related with the time which is formally allocated to a particular
event. For example, in a meeting for a particular agenda item we might have allocated 40
minutes. And at the same time sometimes in certain cultures our estimates can be
normally imprecise whereas, in some cultures as we will later see these estimates have to
be as close to precision as possible. And at the same time there are personal definitions
also for example, if I say I would be there within 2 minutes then what exactly I mean by
these 2 minutes would it be 1 hour or exactly 2 minutes or maybe somewhere around 15
to 20 minutes.

Another aspect which is associated by Hall with informal time is punctuality; which is
basically our promptness associated with the way we keep time. We are normally
considered to be punctual when we arrive at the designated place at the given time. Some
people are tardy and habitually late comers and at the same time there are cultural
associations also. In certain cultures for example, punctuality is not exactly a value
because late coming is often associated with our status and perceptions of power.
Activity is also another chronemics value our use and manage of time is defined in a
cultural manner too.

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(Refer Slide Time: 11:35)

Other aspects which may be associated with our concept of time is our willingness to
wait, the way we maintained time, during our interactions and to what extent the use of
time punctuality etcetera are a reflection of our status and a part of the power game. The
way we look at time, we maintain our association with it and the way we value it, affects
the lifestyle. It is also a reflection of our own work culture as well as at a larger scale it
becomes a reflection of the work culture of an organization. It also affects our
communication and professional relationships too in the long run.

Hall has also pointed out that time can be an arithmetic characteristic as far as our social
pressures are concerned. We are encouraged to use time wisely and at the same time we
may also be cautioned not to be too obsessive about it. The way different cultures
understand the function of time can be understood from several different angles. Hall has
treated time as a language, as a thread which runs through cultures.

In his opinion it acts as an organizer and at the same time it also acts as a message
system it reveals how people treat each other and at the same time it also tells us about
the things which people value. Hall has taken a historical perspective as far as the human
concept of time is concerned.

415
(Refer Slide Time: 13:18)

He suggests that our consciousness of time has emerged from the way we learn to
respond to natural rhythms, which were associated with changes in the season, with
changes during the days, annual cycles of different crops etcetera.

Though the hidden dimensions of time remain to be exceedingly complex, basic time
systems can be termed as possessing either monochronic or polychronic orientations.
Hall suggest that most of our cultures are either monochronic or polychromic. Although
these patterns which are almost polar opposites cannot be applied rigidly to all the
cultures; a given culture is likely to have a preference for either one of these and would
be more inclined towards it. However, there may be cultural and ethnic variations. A
particular culture may be inclined towards a particular preference or orientation in terms
of time.

But within that culture we may find some smaller groups for example, ethnic groups or
sub cultural groups who are disposed in a different manner and have retained a different
association with time. In general Hall suggest that northern European and American
cultures are monochronic and mediterranean cultures are polychronic.

416
(Refer Slide Time: 14:51)

So, how do we look at the differences between the monochronic and polychronic
orientations of time? A monochronic understanding of time is linear and it is governed
by our clock in comparison to it, a polychronic culture is a non-linear one and it is more
oriented towards time.

It prefers relationships in terms of the idea of keeping time. Monochronic culture also
has a short term orientation in relation with a polychronic which is a long term
orientation whereas, monochronic prefers precision we find that the polychronic cultures
understand the time has a particular flow. The basic difference between these two
orientations has been beautifully summed up by McCool when he says that the
monochronic cultures are based primarily on clock time whereas, polychronic cultures
are typically based on people time.

And this is by far the more significant difference between the two. These cultural
orientations towards the way we value time as people are reflected in our day to day
activities also.

417
(Refer Slide Time: 16:19)

A culture which has a monochronic orientation assumes our linear order of things and it
suggests that things have to be completed in a sequential pattern. One thing has to follow
the other and A should always precede B and A should end before the task B begins.

And therefore, monochronic cultures value those tools and systems which increase focus
and help us in saving time. They look at time as money as value which has to be
structured and therefore, their culture and therefore, the work cultures in these
monochronic cultures are governed by a well structured and well defined schedules. The
focus in these cultures is somehow to reduce distractions during plant interactions and
they always try to save time as much as possible.

The non-verbal clues which can be associated with this orientation are linked with
certain tendencies which are exhibited in individual and it over cultures. For example,
the capability and tendency to plan ahead, to schedule things, to schedule meetings
etcetera. So, that there is no fuzziness during the day. Punctuality as a value has to be
there and at the same time there is a tendency to push things through the agenda so, that
things can end on time. And at the same time they do not want to dabble with so many
things simultaneously and they prefer to do one thing at a time. The countries which are
typically associated with a monochronic orientation are most of the countries in northern
Europe the scandinavian countries Germany USA and Japan.

418
(Refer Slide Time: 18:13)

Hall has also pointed out that the monochronic perceptions and preferences in the
cultures of Northern Europe and the USA are not natural they are learnt social and
cultural values and at the same time they happen to be arbitrary. He has traced the
development of this attitude to the early days of industrial revolution which had occurred
during 1760 to 1820 and some people a stretch it to 1840 also in Europe and the USA.

The factory life required that the labor has to report at a given time and the appointed
hour was always announced using different types of bells or whistles etcetera. This
punctuality was necessary to maintain and sustain industrial revolution and gradually
these attitudes have seeped into these cultures and therefore, monochronic cultures place
a paramount value on schedules on tasks on completing the things by the deadline and
therefore, Hall has gone to the extent to say that in the American business world, the
schedule, is sacred and time is tangible.

Because our preference for the monochronic attitude encourages us to take up only one
thing at a time, people who are governed by it do not like to be interrupted and also do
not prefer to suddenly change the pre decided scheduling.

419
(Refer Slide Time: 19:47)

Hall has also been able to point out certain constraints which are associated in his
opinion with the monochronic reference for time. He says that this perception of time
seals people from one another and as a result intensifies some relationships at the cost of
others.

He has suggested that this time preference is like a room in which some people are
allowed to enter while others are kept out of it. The rigidity and the focus to keep the
schedules intact conditions, people to think that those people who do not subscribe to
similar value system in the context of time are basically inefficient and unreliable and at
the same time they are rather disrespectful.

Hall feels that even though most of the western cultures are dominated by the
monochronic perception of time. It is not a natural focus of the way human beings have
evolved and in his opinion this preference seems to violate many of humanity’s innate
rhythms. It does not mean, however, that he prefers a different perception of time. It is a
part of his analysis only and has to be perceived in the same manner. In contrast we find
that polychronic orientation encourages a certain flux and non-linearity.

420
(Refer Slide Time: 21:24)

These cultures value relationship and predictions more than they value rigidity towards
time. There is always more emphasis on finishing the natural agenda first rather than
keeping the schedule in a mechanical manner. For example if two people who belong to
this cultured meet on the street corner after a long time, they would prefer to catch on
what is going on in others life first rather than rushing to a 10 o clock meeting, a slight
delay is understandable.

The nonverbal cues which seep into our work environment in such cultures are reflected
in being non punctual during the meetings. Non punctuality is not necessarily related
with a negative work culture rather it has to be understood as a certain empathy if people
tend to get late. Meetings are used for building relationships the focus on finishing the
agenda is not typically over there.

In these cultures we find that multitasking is considered as a value and therefore, a

certain flexibility is encouraged. In Latin American countries, in most of the African and
Arabic countries as well as in some countries and certain segments in South Asia we find
that a polychronic orientation towards time is followed. It is also followed in those
sections of the society the world over which are basically rural and agrarian because they
follow the larger cycles of the crop and production etcetera and at the same time those
societies which rigorously follow the religious calendars this orientation is normally
found.

421
(Refer Slide Time: 23:19)

In those cultures where a polychronic understanding of time is prevalent, multiple

timelines are routinely followed. It is understood if people are not able to follow the
deadlines because they have preferred to do some other thing within the allotted hour.
The tendency to view this attitude from a monochronic perspective is to view them as
basically chaotic or random.

The monochronic cultures are also primarily known as the clock cultures because for
them time is measured and it is of essence. The punctuality which is practiced over there
and the precision which is preferred in these cultures is reflected in various routines also.
For example, keeping the time as far as the public transport is concerned is reflected
because of this cultural preference also.

In the context of the business world sometimes we find that too much of an emphasis on
monochronic perspective can backfire in a multicultural setting because the idea that
sometimes it may take years to develop a loyal customer base is not understood by such
people.

422
(Refer Slide Time: 24:37)

The different ways in which cultures respond to punctuality and other time related values
is nicely displayed in this video.

I guess we all believe that time is pretty constant, but around the world attitudes to it
differ greatly, while you can set your watch by Swiss trains not all cultures break the day
down into minutes and seconds for other cultures punctuality is a very different matter.

A German sales exactly we are trying to open doors in a number of African countries
schedule two meetings a dye, for him quite easygoing. His first meeting did not even
take place till a dye later by the end of his trip he was. So, stressed out he could hardly
operate he mistakenly thought his hosts would look at time like he did.

In Africa like in the middle east or South America there they work in blocks of time, half
a day maybe certainly not in minutes as long as they can achieve what they need in that
block of time, then exactly when is less importance that is not to say that they are less
efficient or effective its just that they work at their own pace. If you work in seconds
then you need to adapt otherwise you are going to set yourself up for a lot of resistance
from your hosts and you are going to get constant disappointment.

423
(Refer Slide Time: 26:20)

And then there are cultural anomalies; in French society absolute punctuality is not the
highest priority, but if you arrive late at a French restaurant do not expect a warm
welcome the French take their food very seriously and consider lateness a sign of
disrespect for their culinary efforts you had a better pay some serious compliments to the
waiters if you want to get back in there good books.

(Refer Slide Time: 26:57)

The American expression time is money can be taken very literally in the US, a chatty
bank teller whose lines moving slowly will cause customers to become impatient and

424
you will also get an earful if the line has to wait because you have not filled out your
forms ahead of time.

Certain tendencies of monochronic and polychronic orientations which we have already

discussed are related with punctuality.

(Refer Slide Time: 27:26)

Monochronic orientations prefers punctuality which is considered to be almost sacred.

So, 10 O clock meeting means that the discussions have to begin at 10 o clock. On the
other hand polychronic cultures are more people centered and for them a 10 o clock
meeting means at 10 o clock people going to start assembling there and start greeting
each other.

425
(Refer Slide Time: 27:51)

In the polychronic orientation punctuality is largely ignored to the rhythm of the people
and the rigid adherence to completing the projects and delivery bills, according to a rigid
schedule is sometimes overlooked.

(Refer Slide Time: 28:06)

The cultural variations in the perception of time are also discussed in this particular
video.

426
(Refer Slide Time: 28:14)

Every culture has his own perception of time every culture of his friendship and a
perception of time in a separate light.

(Refer Slide Time: 28:23)

In some countries people dedicate their lives to build a strong relationship with their
families like the Arabic people.

427
(Refer Slide Time: 28:28)

Or others mainly dedicate their lives for their career like the Japanese.

(Refer Slide Time: 28:34)

I have the rush says the American, my time is up the Arab scornful of this submissive
attitude to schedules would only use this expression if (Refer Time: 28:43) were
imminent.

428
(Refer Slide Time: 28:45)

The western European and North American countries few time as a linear vision.

(Refer Slide Time: 28:47)

Time as a beginning and an end, this culture is fast paced compared to other cultures
when western cultures make a decision of our business they will see it as final when they
come through an agreement and so, they do not have to rethink or just of the agreement;
they wants to do as much as possible in the time they have.

429
(Refer Slide Time: 29:10)

The Arabic countries in the perception of time as a flexible vision.

(Refer Slide Time: 29:12)

Being led to an appointment or checking a long term to get down to business is the
accepted norm for most Arabic countries; for flexible time cultures schedules are less
important than human feelings.

430
(Refer Slide Time: 29:23)

When people are relationships to mount attention or required nurture time becomes a
subjective commodity there can be manipulated or stretched.

(Refer Slide Time: 29:31)

Meetings will not be rushed or cut short for the sake of an arbitrary schedule, time is an
open ended resource communication is not regulated by a clock.

431
(Refer Slide Time: 29:44)

In Asia the people view the perception of time as a cyclical vision, shin culture takes a
concept to a next step.

(Refer Slide Time: 39:50)

When the process of life ends the Asian countries will start at birth again, the Asian
countries are slower paced and the western European countries.

432
(Refer Slide Time: 29:58)

For instance when the Chinese people make an appointment for example a business deal
they were always arrive early. So, they will not be wasting your time there are more
focus on the career when the Asian people make a decision there always refute as a
decision later on see if it is still the right choice if this is not a case, they will adjust
accordingly.

(Refer Slide Time: 30:18)

For instance when European businessman want to make a deal or sign a contract with
Chinese businessmen, they expect to make to deal fast and only think about the future

433
while the Chinese businessman will always look for a long term solution and everything
to do several times. If he has met quickly the western cultures will see it as a waste of
time.

(Refer Slide Time: 30:36)

Our cultural preferences as far as our understanding of time is concerned are reflected
not only in our relationship with other people, but also in our relationship with
technology. A clear example of it is the way the global websites are designed. We find
that monochronic users are quick and decisive and usually task oriented and they design
the websites in the same manner.

On the other hand we find that polychronic users emphasize process over results and
prefer to gain a high level of understanding over a practical implementation. And this
difference is easily visible in the way technology is used by different cultures. In the fast
changing pace of our work cultures where we may have to work with people from
different cultural background, our awareness of how time is perceived differently in
different cultures has become almost a must.

434
(Refer Slide Time: 31:41)

People who work at an international level must know what are the different definitions of
time and how do people relate to it differently. A particularly interesting word which is
used in Latin American countries is Manana. In the Middle East a synonymous world is
Bukra which indicates a particular attitude, it means that what cannot be done today
would be done tomorrow. So, this laid back attitude in terms of time is a cultural aspect
of looking at our values and our relationships with other people. In the monochronic
cultures we find that time is divided and further subdivided into identifiable units;
however, in polychronic cultures we find that time is a happy mixture of past present and
future and these segments are not strictly segregated.

So, we have to understand whether the people with whom we work, look at time in a
formal and task oriented fashion or do they look at time as an opportunity to a spend time
and develop interpersonal relationships.

435
(Refer Slide Time: 32:58)

In some cultures we find that lack of punctuality is associated with our social prestige. It
is very common in certain societies as well as in certain organizations to make the
subordinates wait for the appointments so that they can internalize the significance and
importance or the higher rank of their superior. Power and dignity are often shown by
arriving late and it is also used as a tactic in certain countries particularly we can refer to
the work culture of the Middle Eastern countries.

However we find that in monochronic culture’s lack of punctuality is always frowned

upon. A very interesting example is that of Michael Jackson, who angered the judge
when he arrived late in one of the courts in 2005. Punctuality is considered by
monochronic cultures as a value and it is not relaxed even for those people who are
considered to be as social or cultural leaders in different fields.

436
(Refer Slide Time: 34:11)

It is interesting to note that in certain international situations the name of a country is

also inserted after the time of the meeting is given and the insertion of the name of a
country indicates that, one also has to understand how the particular country associates
itself with time the insertion of the name of a country allows the participants from
different cultural backgrounds to understand if the time is fixed or fluid as far as the
invitation is concerned.

I take this example from Martin and Chaney, who have cited this example of an
invitation where the meeting is announced at 9 AM “Malaysian time”. Now Malaysian
time is an indication that the punctuality would be practiced in a fluid fashion. Work
time and personal times are strictly separated in monochronic cultures; however, in
polychronic cultures we find that the work time and personal time are not strictly
separated they often include in to each other. These cultural aspects percolate further into
different organizations and it is reflected in their work culture.

437
(Refer Slide Time: 35:26)

For example how much time is given during a work day to the company tasks and how
much time is given to socializing? In monochronic cultures we find that the division is
typically 80 percent task and 20 percent social, on the other hand in polychronic
countries we find that it may be rather cute. Understanding appropriate connotations of
time is therefore important in international situations globalization of business is
influencing how the concept of time is viewed around the world particularly at the level
of the individual, at the level of the organization. So, more than the country we find that
it is the organization which is reflecting the cultural associations with time. It is
interesting to note that the work cultures in the offices of the same company, which are
located in different countries, may follow different patterns.

A head office situated in a country where the preferences for monochronic attitudes
would work in a different atmosphere in comparison to another office which is situated
in a country which is governed by the polychronic attitude. These differences alert us to
the manner in which time is perceived in different ways and the extent to which we are
conditioned by our social and cultural parameters. And at the same time the necessity to
adapt ourselves in an empathetic manner to different viewpoints as far as our
associations with time is concerned.

438
(Refer Slide Time: 37:16)

The differences of attitude between monochronic and polychronic individuals can be

further understood with the help of this video.

Here we have Jimmy, he likes to follow established schedules, we call them

monochromic; monochronic people like to hear the plans and deadlines their time is
valuable they like to focus on one task at a time and work hard to meet deadlines and
they do not appreciate interruptions one of the chronic cultures commonly followed in
western society.

(Refer Slide Time: 37:47)

439
In this scenario we have Bob. Bob is what we call polyphonic, polyphonic people are
frequently late and are easily distracted and do many things at once. For Bob it is normal
to quickly change appointment schedules and not meet deadlines this behavior is
common in Latin American and middle eastern countries.

(Refer Slide Time: 38:09)

When monochronic and polyphonic people interact in groups the results can be
frustrating, monochromic people can become distressed by how polyphonic people seem
to disrespect deadlines and schedules. In order to work together smoothly, monotonic
members need to take responsibility for the time sensitive tasks while accepting the
polyphonic members will vary the base on the nature and importance of a situation.

440
(Refer Slide Time: 38:38)

As this video very aptly suggest, time is not only a measuring instrument, it also
indicates human behavior; it also indicates our cultural preferences. It also indicates our
attitudes towards relationships. Business and other professional activities are planned
within time and diverse understandings about our preferences can also cause confusion.

For an American time is truly money and therefore, it is always considered to be

precious; because this society is basically a profit oriented society Germans and Swiss
link time with their sense of order tidiness and planning. In certain other cultures for
example, in Spanish culture as well as in Italian and Arabic cultures, we find that the
considerations of time are usually subjected to human feelings.

The understanding of the French, as far as the punctuality is concerned, is also closer to a
polychronic attitude. Our understanding of time helps us to organize our nonverbal
communication in a better way and to modulate our dialogue and conversations in such a
way that the other people can also empathetically understand it.

Thank you.

441
 Body Language: Key to Professionals Success
Prof. Rashmi Gaur
Department of Humanities and Social Sciences
Indian Institute of Technology, Roorkee

Lecture - 18
Chromatics, Olfactics & Physical Appearance

Welcome dear participants to the 3rd Module of the fourth week. In this module we
would be discussing Chromatics, Olfactics as well as the significance of Physical
Appearance to understand the kinetic signals of other people. Chromatics as well as
Ofactics have recently emerged as subcategory of non-verbal aspects of communication.
They were not included in the initial discussions of Ray Birdwhistell or Hall etcetera.

Chromatics is the way we respond to different colors. Our visual sense is used in an
active manner as well as in a passive manner. Chromatics is our communication of
messages through colors. It is a vital aspect of non-verbal communication though still not
much work has been done in this area.

Our visual sense can be used in an active as well as in a passive manner and therefore, it
responses in almost an immediate and subconscious manner like all the other aspects of
non-verbal communication. Colors also have cultural meanings and they represent
different traits and perceptions in different cultures. A color may have a particular
meaning in a particular culture, but in the other culture it may have a different
interpretation.

442
(Refer Slide Time: 01:57)

For example in certain countries black is the color of mourning whereas, in certain other
cultures it is considered to be the white which is appropriate during these unfortunate
occasions.

(Refer Slide Time: 02:09)

In the context of interpersonal and business communication, there may be two ways of
responding to these findings associated with how we interpret and respond to different
colors.

443
Primarily, we look at colors in our surroundings and in the design of a space, offices
space for example. The role of color is important and therefore, we can say that colors
hold a certain power in business and professional world.

It is particularly visible in marketing where the color, which has been used for presenting
a brands logo and visual identity, becomes dominant. Even though when we look at a
brands logo there are different types of visual cues, shapes, numbers, certain words
would also be there, but what stands out ultimately is the color which we normally
remember and the use of color increases brand recognition by up to 80 percent.

At the practical level we find that a clever and well thought out use of color in a brand
makes it a standout in a crowd. The relationship between brand and color hinges on the
perceived appropriateness of the color being an exact fit for this situation.

(Refer Slide Time: 03:32)

Colors are not only important for marketing, but we find that in our clothing, in our
choice of accessories, in the way we package our gifts etcetera. We pass on messages
which may be intended, but mostly they are unintended. The cross-cultural significance
also has to be understood. At the same time we find that colors impact the work culture
in an organization as well as the corporate identity which can be created with the help of
certain colors. Natalie Boyd has commented on the cultural associations of color in
business packaging in the United States.

444
Warm colors such as red, orange, yellow etcetera increase anxiety, appetite, arousal and
therefore, fast food chains often choose color combinations of red and yellow because
these colors increase appetite. On the other hand, cool colors produce an effect which is
soothing and they stimulate thinking and therefore, they are preferred in the interior
decoration of restaurants.

(Refer Slide Time: 04:47)

Our choice of color suggests our attitudes to other people and at the same time the choice
of color in our surroundings influences our moods also. The use of those colors which
are aesthetically pleasing in our surrounding create a positive stimulation in us at the
workplace and they help us in retaining our focus during our official interactions.
Choosing inadequate colors may impact employees by causing not only eye strain or
headache, but also it can encourage a sense of fatigue.

Also I would refer to a very interesting finding of Doctor David Lewis, a color
psychologist who has found in his research that about 80 percent employees believe that
the color of their surroundings has a significant impact on their emotions and
performance. A well planned use of colors which are able to stimulate positive feelings
amongst the employees would lead them to better creativity and innovative ideas. We
understand that colors have a psychological association and they have thus a certain
communicative value.

445
(Refer Slide Time: 06:07)

For example, performance feel more relaxed in a green room and weightlifters do their
best in blue colored gyms, but beyond this in the professional world it is our choice of
colors through different accessories which we carry on our body that we reflect our
personality and our attitudes to other. Different color psychologists have commented that
wearing the right shades at workplace is important because it helps us in creating a
particular impact on our colleagues as well as on our bosses and can enhance our career
choices. This finding brings us to the next logical question and that is what may be the
suitable colors for professional contexts.

(Refer Slide Time: 06:54)

446
A darker colors convey a sense of authority whereas, lighter shades project an
approachable image. Different findings are almost unanimous in this suggestion that the
appropriate color for the professional attires for all genders is either black or navy blue.
Some psychologists have suggested gray also, but the majority is in favor of black or
navy blue. These colors are associated with traits like authority and power. Black
particularly is also associated with a positive sense of aggression in the sense of being
assertive.

Researchers also lead us to think that there is a certain relationship between the color
which is chosen for a uniform and the behavior of the employees as well as the behavior
of a customer towards an employee who is dressed in a particular color. Industries have
always taken advantage of these researchers. Different industries have different goals
and messages which they want to convey and fulfill.

They also have different brand images and even within a particular organization we find
that different segments perform different type of duties. And therefore, they want to use
the subliminal effect of color psychology to trigger subconscious and deeply rooted
emotional responses in how people think behave and make their choices in the
workplace.

(Refer Slide Time: 08:28)

Colors also have the capability to substantially impart a sense of efficiency and positivity
in the workplace if used correctly. A study of Creighton University conducted in 1999

447
found that employees who were wearing uniforms in different shades of blue felt calm
and they also felt more hopeful about their professional roles and competence. The
choice of uniform colors conveys particular sets of subconscious messages. For example,
the medical staff, doctors, lab workers are always dressed in white because it imparts a
sense of purity and also evokes associations of sanitation and sterility.

McDonald has used yellow and red combination to capture the associated traits of
excitement as far as red is concerned, and they conveyed feelings of warmth and
happiness which are conventionally associated with yellow. These associations have also
been supported by research.

(Refer Slide Time: 09:42)

This chart displays the normal associations which we have with different colors. These
are based not only on common perceptions, but they have also been supported by
scientific researches. Even though this chart displays the dominant perceptions as well as
findings of scientific researches, there are cultural variations in the way we interpret
different colors.

448
(Refer Slide Time: 10:13)

Let us look at these cultural variations. Now the red color has different associations in
different cultures in China. It is associated with good luck, but for many Koreans it
symbolizes just the opposite. In countries like France and Britain, it is perceived to be a
masculine color. In Japan it is associated with happiness; in Ghana on the other hand it is
associated with a sense of sorrow. In certain other African countries, it is associated with
witchcraft and symbolizes death.

Researchers have also found that in affiliative situations, people who are attired in red
color are perceived to be more attractive, however in achievement situations red is
associated with negative or avoidant responses.

449
(Refer Slide Time: 11:03)

It is said also about the intellectual achievement context in which our competence is
evaluated, where red is associated with failure and green is associated with success.
Despite these findings we find that the normal associations in people’s mind of red are
with energy and passion which remain vivid and are often used as marketing strategy.

I would refer here to a very interesting article by Rebecca Gross who has analyzed
certain brand colors to prove this idea. She has referred to the brand of Kombi which
sells a warm winter clothing suitable for the Canadian climate. Its brand identity is based
on red which evokes feelings of warmth as well as its associations with the colors of the
Canadian flag.

She is also referred to the visual identity of the Swedish Democratic Youth League
which has used red as it is a strongly tied to the political affiliations and the traditional
symbol of the red rolls as far as the Swedish Democratic Party is concerned.

450
(Refer Slide Time: 12:20)

Different associations of blue have also been used to represent peace and tranquility and
it is always associated with the blue of the sky or the sea in this sense. In most countries,
it is viewed as a masculine color. Iran is an exception where blue is considered as an
undesirable color. Despite the positive associations which color has in our psychology,
we find that in language it communicates a negative meaning to be in. The blue
expresses a melancholy attitude and suggest depression.

However the positive aspects of blue have been used as marketing strategy and a
particular brand which has used different shades of blue very effectively is the one of Wo
Hing general store which draws on the rich visual language that combines vibrant blue
with light blue. It pays homage to the bright lights of Asia and at the same time portrays
eye space and atmosphere which is soothing to look at.

Another example is of the brunt images of a life coaching company Siegfried which is
about communication and leadership. The blue in the advertisements of this life coaching
company suggest professionalism as well as dependability.

451
(Refer Slide Time: 13:52)

Different shades of green are also used in marketing strategy. The bright yet light green
color indicates growth, vitality and renewal whereas, the richer shades of green which
are darker in tone represent wealth, abundance and prestige. Rebecca Gross has taken
examples of two brands. One is of the business card for Albahaca restaurant which uses
vibrant green and it is associated with the restaurants namesake hub suggesting fresh and
healthy food. Another example which has been cited by her is related with the branding
by Kokoro and Moi to promote their street food festival in Helsinki. The fluorescent
green communicates the neon lights of Asia’s night markets as well as the fresh and
experimental food which people expect in such situations. Black is another color which
has multiple associations.

452
(Refer Slide Time: 14:57)

It is associated with exclusivity, power, sophistication as well as high end technology.

On the other hand, it is also associated with a funeral atmosphere and they evoke sorrow.
In marketing strategies, it has often been used in metallic and glossy shades often
contrasted with other bold colors for suggesting power and exclusivity as well as
technical competence.

White is associated with purity and innocence and has been successfully used in
marketing of those brands where the personality is about simplicity, purity and
transparency. Colors also have certain customary associations. For example, in Brazil
people tend to avoid wearing shades of green and yellow because these are the colors of
the Brazilian flag and the people of brazil do not want to use it for their day to day
apparels.

This practice is very different from the American practice where the colors of the flag
can be worn on any type of a product at the same time colors also have religious
symbolism. For example, Saffron is considered sacred in Hinduism whereas, green is
considered to be sacred in Islam.

453
(Refer Slide Time: 16:27)

In the context of professional communication, we also have to look at the color in

context theory which is a broad model of color and psychological functioning. That
explains and predicts relations between color and its effect, cognition and behavior.

According to this theory, color is a non-lexical visual stimulus that can symbolically
convey various types of information about the person who is carrying a particular color.
It is also associated with different meanings which have psychological relevance and this
relevance goes beyond the intrinsic values of colors as well as beyond the simplistic and
superficial appraisals of pleasantness and unpleasantness. Our brain is capable of
processing them almost immediately and automatically.

I would also refer to a very interesting book which talks about this aspect of non-verbal
communication. It is by John Gage. The title of the book is Color and Culture Practice
and Meaning from Antiquity to Abstraction published in 1999, wherein he has suggested
that color is a contingent historical occurrence whose meaning like language lies in the
particular context in which it is experienced and interpreted. Other theorists like Elliot
and Maier have also suggested that the meaning of a particular color cannot be
dissociated from the context or the environment in which it is encountered.

And it is a context which affects our perception of a color and gives an additional
understanding and information. For example, the shape and the texture of the object on

454
which the color is seen, the placing of this object in a particular environment etcetera
also provide additional interpretations of a particular color.

(Refer Slide Time: 18:37)

Nonetheless we can say that colors affect our personal as well as professional lives by
imparting clues about our personality to others. Moment you open your eyes in the
morning, your brain is flooded with over seven million colors.

(Refer Slide Time: 18:52)

455
(Refer Slide Time: 18:55)

(Refer Slide Time: 19:00)

Believe it or not some colors can even give you a headache. Once you understand the
psychology behind colors, you will be better equipped to take on the world. With an
understanding of the basic colors, you can become a better marketer and make more
sales.

456
(Refer Slide Time: 19:07)

(Refer Slide Time: 19:11)

457
(Refer Slide Time: 19:19)

You can use the power of certain colors to influence people and make yourself more
persuasive. Knowledge of color psychology can even help you read another persons
personality just by looking at the color of their car. Although we see the world in 7
million different colors, most people do not have the slightest clue how colors affect their
mood and purchasing decisions. By wearing certain colors you can make people feel a
certain way which could help you succeed in a variety of different situations.

For example, imagine you have an interview tomorrow and you really want the job, but
there is a long list of applicants before and after your interview. Now, the color blue is
associated with loyalty and trust, so the simple act of wearing blue to the interview will
make the hiring manager unconsciously trust you more. Imagine you have a major
business deal coming up or some other important event. By wearing blue you have seen
more trustworthy and the business deal is more likely to turn out in your favor.

458
(Refer Slide Time: 20:04)

(Refer Slide Time: 20:18)

459
(Refer Slide Time: 20:21)

This is just one example of what one color can do for you. Another major color is black
and although it might not seem very exciting, it has powerful psychological effects on
the observer. The psychology behind the color black says that it reflects power and
authority.

But it could also make you appear to be sinister or evil. If you are trying to attract girls
who want to be with an authoritative man, then do not forget to customize your wardrobe
with black clothes.

(Refer Slide Time: 20:38)

460
Black also has slimming effects and it works wonders for people who are overweight and
need to look slimmer for a spoke. Neither you understand the major colors and the
psychology behind them, you should know how this knowledge can be used to read
another person’s personality

(Refer Slide Time: 20:46)

Once you have studied psychology long enough, you will start to realize that the colors
surrounding a person can directly or indirectly tell you a lot about his personality. The
secret is paying attention to the cars, clothes and gadgets that he owns. Imagine you walk
into a gym and see 15 different people all going about their business and trying to get
stronger and healthier. Without this knowledge you would never consider the colors of
their iPods, wristbands, shoes or water bottles and what they can tell you about each
person’s personality.

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(Refer Slide Time: 21:23)

And therefore, it is understood as an emerging dimension of non-verbal aspects of

communication.

Another aspect which I would take up for discussion is olfactics which means
communication through smell and scent. It is a much neglected and less studied aspect of
body language and its significance is being felt only recently. In our social functioning,
scent has a certain role and it also has a psychological significance. At the outset we can
say that pleasant smells serve to attract whereas, unpleasant ones repel others.

But it is not easy to diagnose a particular scent as being pleasant or unpleasant one. The
association of a particular smell with memory is always there. Our old memories often
are associated with certain smells and the repetition of a particular smell may carry us
backward in time. At the same time if the smell is associated with a currently occurring
experience, we retain it in our memory in totality.

A smell can also act as a system of warning. Some cultures are more smell conscious
than others and it sensitizes us to the fact that in our appreciation of smells also, cultural
variations do exist in most of the developed countries.

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(Refer Slide Time: 22:57)

It is normally found that people are uncomfortable with body odors and smells and
therefore, they spend a lot of money on wearing artificially created scents. A study tell us
that in America many people consider that the body odor is offensive and would avoid
talking or interacting with a person who has strong body smells and therefore, there is a
very strong market of scents, colognes, deo’s, aftershaves etcetera which helps us to
overpower the natural body odors.

In contrast we find in that in Arabic countries there is a better acceptance of body odors
and they are considered to be natural part. Our preferences in terms of smell are not
universal and therefore, similar to other interpretations of non-verbal codes. Olfactics can
also impact intercultural communication as well as can impair our willingness to be
engaged in a dialogue with other people.

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(Refer Slide Time: 24:03)

Our scent is influenced by our natural body odor. It is also influenced by our habits in
terms of our hygiene and the use of a particular smell in the shape of a perfume or deo. It
is also influenced by certain activities which may be sweat inducing. It is also influenced
by our health because certain illnesses because certain ailments have an odor, but a smell
is not just a biological and psychological experience, it is also a social and cultural
phenomena and it determines our preference as well as aversions and at the same time it
passes on definite clues about our social positions, economic class, status and power.

For example, wearing an expensive perfume, cologne or aftershave can signal a certain
status and wealth. On the other hand, there is strong odor of sweat can indicate a person
who is perhaps from a lower financial status and who has to indulge in a lot of manual
labor. A smell can thus be used effectively to create a good non-verbal impression. A
positive smell in a particular context in a critical situation can create a positive
impression on the other people.

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(Refer Slide Time: 25:33)

It is interesting to note that the Western notions of which fragrances are aesthetically
pleasant is not universal. Researchers have pointed out some very interesting habits and
preferences in this context. A particular section in Ethiopia, which raises cattles, finds
that there is no scent which is more attractive than the odor of cows, for the Dogon of
Mali the scent of onion is the most attractive fragrance and there are fried onions all over
their bodies is a highly desirable perfumes.

For the African Bushmen, the loveliest fragrance is that of the rain and they would find
that the western taste are distinctly lacking in subtlety.

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(Refer Slide Time: 26:25)

Arabic cultures have a very complex aesthetics as far as the use of scents and perfumes is
concerned. Women use a wide range of scents to perfume different parts of their bodies,
but these perfumes are used by women only in private situations in the company of other
women or close family members. To wear perfumes in public or in the company of men
is considered to be an indication of adulteress models. This aspect has been very
succinctly put by Jelena Djordjevic, a French clinical neuropsychologist, who has said
that even basic processes such as smelling a scent are influenced by where we come from
and what we know.

(Refer Slide Time: 27:13)

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The complexities of the personal odor are the subject of sophisticated classification
systems in many other cultures. I would like to point out particular finding which
suggests that the average member of the Amazonian Desana community will readily
explain that an individual's unique odor is a combination of different smells.

The word which is used by them is Oma Seriri and it is a combination of natural personal
odors which are acquired through the food one eats, odors which are caused by emotions
and periodic odors which are related to fertility. The assessment of the components of
personal body odor is scientifically accurate and unlike western scientists, the Desana
are also able to describe each of these smells which are involved in this process in
minute and vivid detail.

(Refer Slide Time: 28:17)

Industries are also based around our preoccupations of smells and odors we can look at
the market which is there for different types of perfumes, colognes, sprays which we use
to sanitize and create scents in our homes etcetera. In Japan particularly fragrance is used
in the workplace also. The architectural and construction firm Shimizu has developed
computerized techniques to deliver scents through air conditioning ducts, so that the
efficiency of the employees can be enhanced and the stress level can be reduced.

Advertisers also believe that smell is important and British stores use natural smells such
as that of freshly dried linen, chocolate or musk in the air conditioning systems to put

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customers in a happy and positive frame. So, we can conclude that a smell has a
commercial presence.

(Refer Slide Time: 29:18)

This brings us to the discussion of our physical appearance and artifacts which also
transmits messages. Our body language as well as our appearance reveal a lot. Most of us
notice another person’s physical appearance and body language before we notice
anything else and our primary considerations are often based on these two aspects.
Correct outfit and appropriate accessories help us to elicit specific and targeted results.
They help us to pass on certain messages in a profound manner and create a particular
impression on the viewer.

At the same time our choices in this context convey clues about our socio economic
status, however the idea extends beyond the business and the professional world. We
find that different segments of the society have their own preferences as far as physical
appearance and the use of artifacts is concerned we can look at the dress code, the hair
do and accessories of soccer players or bikers or political leaders for that matter and a
comparative understanding can tell us about the significance of our physical appearance
and the use of artifacts in creating a particular type of a personality.

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(Refer Slide Time: 30:53)

These issues were traditionally studied by ethnologist and behavioral scientist, but they
are now being taken up in intercultural and business communications also. The primary
reason for taking up these studies is based on this idea that our accessories symbolize our
sense of self-respect.

The clothes we wear, the cell phone cover we choose, the wallet which we carry, the
sunglasses which we have, the tattoos which we may or may not have communicate our
choices as well as decisions which in turn are based on our feelings and emotions. They
project our gender, position, our status, personality as well as our affiliation either with a
particular group or a particular sect.

In general it can be said that accessories need to be clean and in good shape. If belt
which is frayed, shoes which are scuffed and a banded up briefcase not only look
unkempt, but they also suggest a personality which is not bothered to look after them.
So, we send the message that we do not care about them enough to maintain them
properly and this can be easily interpreted as an indication of a person who is lazy and
cannot be bothered.

So, about physical appearance and the use of accessories enables other people to form
opinions about our personality, however the underlying factor in our choices should be
appropriateness within an environment and by environment we mean the situation and
the place where the communication takes place. It requires a certain awareness of

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different cultural values, our sensitivity towards it and an empathetic planning to foresee
these differences and plan for them.

(Refer Slide Time: 32:57)

Accessories have their own language; fabrics also have their own language. For example,
cashmere and cotton suggest that the wearer is sophisticated and also a well to do person.
Hard materials like leather etcetera suggest a belligerence and assertiveness which is not
welcome in certain professions. The type of shoes which we wear also indicate a
particular politics a particular status as well as age and fashion sense.

A study also indicate that a professional dress and appearance increases confidence and
imparts a broader perspective to people.

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(Refer Slide Time: 33:41)

Another aspect which has come under the purview of body language now is the study of
tattoos. Tattoos represent a specific form of body language. They are like a permanent
decoration to our body which cannot be easily removed. And therefore, they are often
termed as a self-branding, a scar that speak and yet cannot be replied to easily. They
assert what is there and this assertion, in a way, is frozen in our flesh. Some researchers
suggest that a distinction has to be drawn between fashion and anti-fashion.

According to them fashion has to be characterized by continual and systematic change.

On the other hand, an anti-fashion is relatively conservative and is very resistant to
change. Tattoos are normally put in this category of anti-fashion. They create an illusion
of social and cultural affiliation and stability. Having said all this, I would reiterate that
the recognition of context for effective communication is necessary. What exactly is the
message which we want to communicate, who are the recipients of it and what type of
effect would be generated in them.

I would like to refer to our great leader, the father of our nation Mahatma Gandhi who
was often ridiculed by the western media as the half-naked fakir. But the very fact that he
was dressed in this manner suggested that he had an emotional attachment with the
masses of our country and he truly represented them. No fashion sense can be greater
than this empathetic understanding which people have for a particular context. I would

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end my discussion of these aspects of body language at this point. In our next module, I
would take up certain other emerging aspects of non-verbal communication.

Thank you.

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 Body Language: Key to Professional Success
Prof. Rashmi Gaur
Department of Humanities and Social Sciences
Indian Institute of Technology, Roorkee

Lecture - 19
Gustorics and Silence

Welcome dear participants. In the fourth module of the fourth week we would take up
digital body language which is an emerging aspect of nonverbal communication. In the
previous modules, we have looked at those aspects of nonverbal communication which
have been traditionally associated with its studies.

As a society is developing with the interface of technology we find that newer

dimensions in our understanding of nonverbal communication are being added. One
major aspect is digital body language, which we would discuss today. When these
studies and researches were taken up in nonverbal communication, they excerpt different
responses to it.

(Refer Slide Time: 01:22)

On one hand it resulted into sustainable research programs and at the same time it also
attracted the media people resulting in regular columns looking at the body language of
different famous people. And, at the same time the professional settings were also
influenced by this enriched understanding. And, that is why we find that gradually it

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became a compulsory part of different evaluation processes in professional settings. The
conventional understanding of body language used to provide us a personalization.

We could look at a person and on the basis of different kinesics use etcetera, we could
form a particular opinion. However, once the technology started to develop and with the
presence of artificial intelligence, when we are looking at an unprecedented development
in related fields this conventional personalization has become not only obsolete, but also
in many ways redundant.

And, now we find that in all aspects of Computer Mediated Communication that is CMC
and understanding of Digital Body Language that is DBL has become an indispensable
part for developing an insight into the user sentiments, particularly at a massive scale and
also to help us in benchmarking these tastes and preferences. Our understanding of
digital body language improves the digital experience as a user and also as a person who
has to develop further strategies on the basis of DBL.

Our understanding of Digital Body Language has generated a renewed interest in

studying this aspect of nonverbal communication in the light of new technological
immediacy. This aspect of DBL has further been enriched by certain other researches,
particularly in the area of NLP or Neuro Linguistic Programming which suggest that we
can shift from a negative body behaviour to a positive one and we can learn it as a new
skill. We will look at the conventional aspects of body language be it the kinesics or our
expressions through our face, the voice quotes etcetera.

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(Refer Slide Time: 03:48)

It is generally believed that they reflect our emotions and are an indication of our mind-
sets. And these indications used to complete our understanding of any communication
process and they also helped us in generating a proper feedback. In terms of feedback
and in terms of understanding the message completely, these used to provide valuable
indications and cues.

Now, we find that in the digitalised age, these aids are not any more accessible to us.
Sometimes, people feel that the digital age has killed these aids to the immediate
transference of meaning. However, I would say that instead of killing these aids that
digitalised age has only digitalised these aids and it has provided us a different set of
cues for effective and intelligible communication. No study of any aspect of
communication can be absolutely isolated from the context in which it is taking place.
And today’s context is moulded by our technological understanding. We cannot imagine
any communication today, without any direct association with technology and it is only
natural that our understanding of body language is also given an additional dimension.

The digital body language initially is started to track a person’s behaviour, how does a
person behave while browsing the pages and it helped us to know whether the website
users are bored with the content or they are frustrated or they are engaged etcetera.

I would like to quote from an article by Joseph Walther, who has suggested that most of
the theories on computer mediated communication tend to reduce nonverbal

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communication to a ‘black box’. Assuming that our nonverbal cues lead to a variety of
functions, which are compulsorily isomorphic and I quote suggesting that “nonverbal
cues are tied directly and exclusively to communicative social functions, such that the
absence of such cues precludes functional effects from occurring”.

(Refer Slide Time: 06:20)

At an early stage of their development, the communication theories which tend to

address CMC by and large looked at the negative aspects of a communication event,
which is occurring without traditional nonverbal cues. And, they assumed a one to one
correspondence between NVC’s and its associated social functions, even though there
are many theoretical approaches to address this situation. I would prefer to refer to these
three theories, which is started different responses in their wake.

The first is a social presence theory, the second is lack of social contact hypothesis and
the third is the media richness theory. The first theory social presence theory was put
forward by Short, Williams and Christy in 1976. The theoretical approaches which come
under this theory is started when there was a remarkable shift from a face to face
communication to audio or video conferencing.

When we shifted to audio or video conferencing, we found that many cues of nonverbal
communication started to become absent. For example, in video conferencing haptics
was absent, proxemics was also absent. In audio conferences, we find that even kinesics
lost it is significance. The theoretical approach felt that these conventional cues helped

476
us in registering a social presence that is associated with certain levels of association. For
example, they can indicate whether there is any sense of friendliness in the attitude of the
interactant or not. The second theoretical approach is in a way not very different from the
first one. The lack of social contact hypothesis was suggested in early 1980s by Kiesler,
Siegel and McGuire etcetera.

They suggest that in face to face communication, nonverbal aspects of communication

establish is social context of interaction within which different people interact and the
social context helps the participants to infer what should be the normative behaviour and
perform accordingly.

In the absence of this social context, participants are de-individualized and they tend to
behave in ways which are rather self obsessed because they do not have the opportunity
to look at the behaviour of others and receiving the cues and at the same time it can be
aberrant. In comparison to these two theories, we find that the third theoretical approach
is slightly different. The media richness theory was proposed by Daft and Lengel in a
paper in 1984 and then they further extended it in 1986.

They suggest that the non verbal aspects of communication as we traditionally

understand them, provide us to form as well as to interpret our messages with the help of
multiple cues and these multiple cues provide a certain richness to the message which is
unequivocal. And therefore, the comprehension of the message becomes easier. Whereas
the first two theoretical approaches, the social presence theory and the lack of social
contact hypothesis, focus on the absence of social interaction, the media richness theory
is more related with a comprehension at an individual level.

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(Refer Slide Time: 10:25)

These theoretical approaches which have been termed as the ‘black box’ theory, very
soon changed into adaptive models of hyper personal CMC and social information
processing or SIP theories. As the technology changed our perception about it is use in
different professional settings, our attitudes towards it and our relationships with it also
changed. And these changing perspectives are reflected in the changing SIP theories.

According to these theoretical approaches, users exploit or rather they work through the
relative lack of nonverbal cues and then they can also develop a different set of cues.
According to these theories the cue that is still remains dominant in CMC is Chronemics.
We have looked at chronemics as a part of our newly emerging understanding of
nonverbal aspects of communication, but still it was based on cultural perception.

These theoretical approaches in the context of CMC have suggested that chronemics is
available even in computer mediated communication. At the same time, we find that with
a help of technology, we can re-introduce certain cues or generate a different set of cues,
which can be understood by people and can replace the conventional set of cues. For
example: the emoticons, the avatars, the videos as well as the anthropomorphic icons.

Body language conventionally believed that one sends external messages through body
behaviour and it was thought that sensory perception strength and communication. And
the understanding of body language was linked as how our modes and attitudes, feelings
etcetera, can be grasped by the other person and vice versa. However, scientific

478
researchers have now claimed that our body language also sends internal messages. And,
it can be used not only to influence other people, but it can also be used to influence and
reshape our own attitudes.

For example, if we maintain a positive body language, then gradually our emotions
would have a positive shift. This scientific research has strengthened, the conventional
understanding which always believed that there is a very close association between the
body and the brain. At this point, we can also refer to NLP or the Neuro Linguistic
Programming again, which focuses on how mind and body influence each other.

(Refer Slide Time: 13:23)

In the context of computer mediated communication, the temporal dynamics remain

important. This has been pointed out by various researchers, I would refer to a particular
research which was published in 1988 by Hesse, Werner and Altman. They have
suggested that chronemics of e-mail are significant nonverbal cues as all users check the
time stamps. They look at the time, when the response was received as well as if there is
any delay in receiving the reply. So, the time it takes the receiver to form a reply and to
post this reply to an e-mail enables the receiver to form opinions. And this research has
also suggested that these opinions often tend to be on the negative side. For example,
they would be biased attributions for delay in responses. We can assume personal
failures as reasons instead of situational difficulties. And these biases and the human
tendency to look at the negative side, first, can erode the initial trust in any professional

479
situation and therefore, these researchers tell us that chronemics in e-mail or in any social
media is important. Another aspect, which has been termed as the textual paralanguage is
the use of emoticons.

Emoticons originated in Japan in 1990s and have become very popular now. They now
have a pervasive presence, they convey emotions and tone of voice in online
communication and are easily understandable. For example, we understand, what is the
meaning of asterisk around words and phrases or for that matter writing in all caps is
equivalent to shouting.

(Refer Slide Time: 15:37)

Digital Body anguage is a catch phrase in the same manner in which body language is.
The phrase was first all introduced by Stevens Woods in 2009. In his book Digital Body
Language, Steven Woods is the co-founder and Chief Technology officer at Eloqua. And
he used this phrase to describe track able patterns in online behaviour of customers.
Steven Woods suggested that digital body language is an art as well as a science which
revolves around detecting and understanding prospective buyers signals and intentions to
better communicate with them.

And he also suggests that the transition that had started about a decade ago with the
arrival of the internet and the introduction of various new ways of accessing information
and passing it onto others, required a significant rethinking on the people of marketers,

480
sales professionals and the organisations they serve. Digital body language according to
him has become a need in today’s society.

(Refer Slide Time: 16:43)

So, what exactly the phrase digital body language refers to? It refers to every interaction
and gesture a user makes on a website or on an app. Ranging from how fast and at which
angles they move their mouse, where they click, where they hover around in a scroll,
how do they device rotations, the rate at which they tap, where they pinch and similar
other things. These concerns basically is started with the sales people, people who
wanted to tap the online availability of resources for marketing.

So, gradually we find that increasingly online sales and feedback systems for getting data
and related information about the customer behaviour were generated. The people, who
manage company policies, started to realise the significance of and I quote “capturing,
understanding and processing the subtle signals” that are part of the online processes and
they came to be known as digital body language. The creation of the digital profile was
primarily done by the sales people, but with the help of the connotations we find that
very soon it started to be used in almost every other dimension of our life.

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(Refer Slide Time: 18:14)

With the help of our digital profile, one can analyse information about our interest,
intentions and concerns not only about a product, but also about any other issue about
which we might have shown an online curiosity. So, digital body language and its
understanding results in meaningful campaigns and questions also.

A 2007 survey, which was conducted by Knowledge Storm and Marketing Sherpa,
acknowledged the changing sales world and it found that 93 percent of the customers felt
that online information was almost as valuable as information which they receive from
any other source. For example, the publications or handbooks or other printed publicity
material. 84 percent of the customers used one of the major search engines to begin their
exploration for information. Nearly 75 percent of the buyers gather the maturity of their
purchasing information online and four-fifths of the customers use the web at least once
a week to search for new information. These findings are from a 2007 survey and since
that we find that the presence of technology has only been enhanced. So, we can imagine
the contemporary impact of technology in our understanding of interpersonal behaviour.

And therefore, Digital Body Language has started to become a focus in contemporary
research. Whereas, all the researches are unanimous in suggesting that the digital world
is important and so is our understanding of digital body language.

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(Refer Slide Time: 20:19)

There are certain reservations about its applicability particularly in those organisations,
which are focused on learning and related with development of human beings.
Technology enabled communications and earning transactions bring about various
changes in our behaviours. And we find that not only the professions, but services also
are shifting to digital modalities. It is convenient of course, it is quick also it saves time
and it is cost effective also.

Normally it is within reach of common man. However, concerns have been raised
particularly about the classroom situations, where it was felt that the traditional ways of
receiving of feedback about the behaviour of the students through eye contact,
proxemics, voice differences etcetera; if absent may be detrimental to their development.
Digitization may result in lesser real time engagements, which may affect the
opportunity on the part of a teacher to adapt to the body language in a classroom and
suggest intervention if it is required.

At the same time we have to admit that our lack of comfort or our lack of competence in
the use of digital methods may also result in certain reservations. Digital body language
has been succinctly explained in this interesting video.

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(Refer Slide Time: 21:47)

So, we all know what human body language is; often times up to 80 percent of face to
face communication is really through body language. But in today’s world, when we are
often in global virtual teams most of the time up to 80 percent of the time we are not in
the room with one another anymore.

It is right.

We have to understand, what are the new cues and signals of being able to read people,
to understand what do they really mean, when they wrote that e-mail when they sent.

Yeah.

At a certain time and digital body language are the new hidden cues in signals in our
digital conversations. They help us to understand, why did someone said that timing of
the e-mail at that point.

Yes.

Or, if a CEO writes in ok with a period does that period mean something, everything
from the trace of the medium we use to the punctuation we used to the timing of our
response to who we CC and BCC in our conversations are signals at digital body
language today. Often times, we think we know exactly what another person is saying.

Right.

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But what we have actually seen in the data, is that there is an immense amount of
misunderstanding, anxiety and confusion on what did that person really mean?

Because we do not have the context of the stare, the eye, the nod, the shake that we use
to in human body language. So, I have a few best practices to help people actually make
sure that they are learning a little more about their own digital styles but also using
digital body language intelligently.

Can you give me one example?

Of course, the first one is that brevity can cause confusion. Often times, we go for the
shortest team.

Right.

I will be ok or send me this, but many stories one of my favourite examples was the
CML, who was sent a big document from her team about a big project and write some
one liner that has just a random thought she had on her head, that she would say in a
meeting, but people would not take serious you know they would take as just an idea.
Although, sudden after that one liner email, because they had not really seen her context,
they created a work stream within a week and spend hours working on something that
she did not even really need.

I see.

And so, sometimes we have to be really conscious of how are we communicating and are
we really being clear.

Right.

In today’s world and that there are new signals that, we have to be conscious of. The
second is that timing is everything. Often times what we see is, that we can respond 24 7
all the time, some people expect that some people would never expect that.

Right.

And we really have to think differently about expectations around timing. One of the
greatest things, I found in my research is that if you send a thank you e-mail within a few

485
minutes or an hour of the meeting versus a few days or week later there is a significant
difference in how people feel connected to that thank you. And it is simply, because it is
almost like a signal of the virtual handshake which is something that, we cannot do in a
same way in our virtual round. So, I had encouraged everyone to think about, what type
of digital body language am I projecting. And how can I make sure I am being clear and
avoiding being misunderstood in today’s digital.

Digital Body Language is about how with the help of computers, we can understand
body language. And now we feel that computers are coming, which can read our body
language.

(Refer Slide Time: 25:12)

Real time detectors can understand hand gestures and track multiple people and make
detections on the basis of the hand movements only. Researchers at Carnegie Mellon
University’s Robotics Institute have enabled a computer, which can understand the body
poses and movements of multiple people from video in real time. Including for the first
time the pose of each individuals hands and fingers also.

The technological capability to track and individuals movements had been there for a
very long time now, but this idea that computers can look at the individual people
gestures in a crowd and can make detections on it is basis is a revolutionary concept.

486
This new method was developed with the help of the panoptic studio, which is a two-
story dome embedded with 500 video cameras. And, the insights gained from
experiments in that facility have made it possible to detect the individual pose of a group
of people using a single camera and a laptop. It is interesting that the word panoptic has
been retained to level this recent technological development.

The Panopticon is initially an architectural design which was put forth by Jeremy
Bentham in the middle of the 19th century. As a revolutionary concept for the design of
prisons, insane asylum, schools, hospitals and factories and the idea behind it, that the
modern democratic state needed a system to regulate it citizens which was different from
medieval torture rooms and dungeons.

(Refer Slide Time: 27:09)

The Panopticon offered a powerful and sophisticated internalized coercion, which was
achieved through the constant observation of prisoners by a single sentry. The constant
observation according to Bentham acted as a control mechanism; a consciousness of
constant surveillance was internalized, which enabled the people, the prisoners or the
school children for that matter to understand the propriety of behaviour. This particular
design was also cited by Foucault as one of the techniques and regulatory modes of
power and knowledge dyad to explore the relationship between them.

So, Foucault used to understand the systems of social control and people in a disciplinary
situation. It is interesting that this smart mass scale reading of body language uses the

487
same metaphor design; uses the same metaphor the same design, which had been used in
the 19th century. These methods for tracking 2D human form or motion open up new
ways for people and machines to interact. And very soon it is hoped that it would allow a
robots to serve in social spaces. In a way, we can say that the understanding of body
language would allow the scientist to program the behaviour of robotics in a manner in
which they can interact with human society without any conflict. In today’s world, we
continuously leave what is known as on-line footprints.

(Refer Slide Time: 29:02)

Our digital body language as well as our on-line presence has become a favourite tool for
recruiters. Particularly, when there is a strong connectivity of different on-line sites,
which creates an inescapable digital personality. And therefore, it is important for us to
understand that our body language not only on social media, but in the use of any
technological resources should be positive.

For example, the way we use hash tags on our Twitter account, the response which we
send to different messages is delete or is it immediate, what is the time of the day during
which we are using the social media and what is the time of the day in which we are
using the media for our work related issues. What are the links and people whom we
follow? What are the types of messages we share? How often we link different media
platforms in our own suggestions, for example, are we habitual of re-tweeting the old
tweets, do we connect our Facebook post with our linkedin post also. Does our media

488
presence show a respect for other people for the diversities of opinions through likes and
shares also or is it a negative one.

So, we can conclude by saying that in today’s technological world, the understanding of
Digital Body Language is important. And equally important is our capability to maintain
our digital personality in a positive manner. It brings us to another aspect of body
language and that is the precautions which we should take while facing an interview on
Skype. This is one particular aspect of body language, which perhaps can be taken later
on in live sessions.

Thank you.

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 Body Language: Key to Professional Success
Prof. Rashmi Gaur
Department of Humanities and Social Sciences
Indian Institute of Technology, Roorkee

Lecture - 20
Gustorics and Silence

Welcome, dear participants to the last module of this course. In the previous module, we
had looked at an emerging area in the studies of Body Language and that was the Digital
Body Language. Today, we would look at two other emerging areas which are known as
Gustorics and secondly, the study of how Silence communicates in interpersonal
communication.

(Refer Side Time: 00:53)

Gustorics represents studies of food and taste. It looks at how taste can communicate
different messages regarding our background, our preferences, our cultural background
etcetera. Food cannot be viewed simply as a tool for survival in professional context. It is
important to understand the inter-cultural communication and that is why it is also given
an important place now in the Diaspora criticism.

When we look at the significance of food as a means of communication, we have to refer

to those people who had pioneered this thought in the area of cultural studies. I would
prefer to Roland Barthes who has commented that food is a situation and it is closely
related with our culture. I would refer to a very interesting article by Nevana Stajcic. The

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title of her article is “Understanding Culture: Food as a Means of Communication”. In
this article she has quoted Claude Levi-Strauss and Mary Douglas who suggest that we
can view food as adhering to the same practices as language as a cultural product.

The commonality between food and language can be understood easily because food is
also a code which expresses patterns about social relationships and cultural backgrounds.

(Refer Side Time: 02:28)

I would quote from this article “what we consume, how we acquire it, who prepares it,
who is at the table, who eats first is a form of communication that is rich in meaning.
Beyond merely nourishing the body, what we eat and with whom we eat can inspire and
strengthen the bonds between individuals, communities and even countries”.

So, from a domestic chore the preparation and serving of food has entered the realm of
professional communication and we look at several meetings being conducted over a
lunch, during coffee breaks etcetera. And therefore, food is a means of communication
which among other things can also convey the status we want to communicate our
attitude towards other people by the manner in which we order and we select our food
items. The levels of formality which we want to maintain in our dialogue can also be
communicated with the help of food and its associated practices.

At the same time food helps us to create a particular ambiance as a part of our
professional dialogues. It also communicates tradition, a sense of welcome and can

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easily represent close bonding the fact that we care for a person or we simply want to
maintain formal terms with the other person. Therefore, we have to understand that food
suggest an attitude of pleasure and appreciation, as well as displeasure, animosity or even
a hidden warning. Because of these reasons we find that food studies are fast becoming a
part of nonverbal messages.

So, what becomes important in this context is what exactly does food communicate to us
and secondly, how do we understand the communicated message. Food is
multidimensional, it shapes us, it shapes our identity, it shapes our social values. It is a
part of our cultural growing up, what we eat and how we eat is an essential part of who
we are as a people. At the same time how food is presented in words and images, in
literature, in our day to day dialogue, in the photographs which we share on social media
etcetera is also important. For example, coffee is now associated more with the idea of
taking a break than with taking a drink for nourishment.

Because of these clues we can easily say that this dimension of nonverbal
communication is at least as important as the messages which we receive through our
dress, the colour codes etcetera. It also helps us to achieve collective self esteem and
group solidarity.

(Refer Side Time: 05:43)

Our choices in the context of food and our preference suggest several clues in
interpersonal dialogue within the same culture as the legend cross cultural situations.

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They easily suggest class for example, a particular topping on a pizza signifies a taste in
Italy whereas, ordering a frozen pizza in a supermarket signifies a fast and cheap home
cooked meal.

At the same time it also suggests societal and cultural preferences. For example, seaweed
may be preferred as a source of protein by the Japanese people, but the American people
may not necessarily have the same choice. Some people may be surprised to note that in
western cultures, for example in America, corn-on-the-cob is eaten whereas in China it is
considered basically as a food for domestic animals.

At the same time national tastes are also reflected in those food items which are
popularly consumed. We find that it is common in different types of American foods to
have sugar. On the other hand in France sugar does not have the similar role in the
preparation of food items.

So, food is an increasing lens at the same time it helps us to analyse the communication
patterns of the other people by telling us significantly about the social and cultural setups
of the individual.

(Refer Side Time: 07:22)

The universal need for food ties individuals and groups together. Its preferences and
regime change over time through the passage of time we find that the preferences within
cultures keep on changing and these changes imparts important messages. For example,

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they can tell us about the historical development of a country, the geographical regions
where a particular food item is preferred and why. At the same time it gives us clues
about the migration within and across societies and gradually we find that food becomes
a reflection of our national identities also.

At the same time we find that food is linked essentially with rituals and with culture.
Ritual can be defined as a voluntary performance of appropriately patterned behaviour to
symbolically effect or participate in the serious life. Rituals which involve food are very
important aspects of our routine and significant steps in our life. For example, our
birthdays, our festivals, weddings, holidays, funerals are associated with a particular type
of the preparation of food and how it is served.

Within ritual contexts, food often stands in its expressions of life, love, happiness and
grief. We find that this aspect of food as a representation of culture as well as our
emotional preferences within relationships has been portrayed across different types of
media. I would particularly refer to its portrayal in a popular movie Namesake. In this
movie we find that Gogol’s changing preferences are reflected in his opting for a
particular type of a food after the sudden death of his father.

So, food as culture is related to tradition and nostalgia. It is also associated with the
rhetorical repertoire of aesthetics identity and uniqueness. Food as a commodity is
related to the consumption by people as well as it is associated with a particular industry.
And at the same time we find that it is an important message as far as the gendering of a
space in different cultural milieus is concerned.

For example, if the preparation of food is linked with a particular gender the space is also
occupied by that gender only. The domestic kitchen in various cultures can be taken as
an example which can be governed only by women and men would not prefer to enter
this space.

(Refer Side Time: 10:30)

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The connotations which we have from food are important in the studies of body language
because it imparts us various associations with the anthropological, sociological and
psychological makeup of individuals in any professional situations. These aspects also
clearly emerge in food communication and representation of food, both in written and
iconic text, on TV, in movies, in popular literature and mass media.

We find that food has started to be interpreted as an independent language as an

important clue in terms of our understanding of body language. Like our dress like the
smells we wear, like the accessories we carry along with our body, the way we prefer our
food to be eaten etcetera also has become a language which is important to understand in
today’s world.

From the perspective of communication studies, food continues to be an important

symbol in the creation of meaning. In the professional settings food function
symbolically as a communicative practice by which we create, manage and share our
meanings with others. Gastronomic tradition is dependent on culture and it is an
unavoidable tool for learning about cultural differences. In today’s multicultural settings
at the workplace this understanding has also become important.

(Refer Side Time: 12:06)

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At the same time we find that food and food related images are strongly related to our
concept of territory and national identity. And therefore, talking about food or writing
about food or representing various images related with food raise important cultural
issues in international contexts. It also tells us about a culture’s approach to life and what
is valuable in a particular culture.

Since our understanding of culture, habits, rituals and traditions which mould a working
professional can be explode through food and the way it is perceived by us. This aspect
of body language is now important for us. Another aspect which is interesting about this
emerging area is that the communication related with food has an everydayness.

And therefore, it is increasingly becoming a part of literary criticism and communication

studies in the context of NVCs. Further we can say that the idea of the global village and
the interracial workplaces has made this sensitivity almost a must skill which
professionals today must possess.

(Refer Side Time: 13:31)

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Now, in addition to paralanguage we find that silence is also being studied as a part of
NVC. Silence can be understood as a vocal absence of words or any associated voice yet
the way the silence represents our meanings is very subtle and yet it is resonant. Often
we find that in certain societies and cultures, it may be associated with wisdom.

The connotations of silence can be negative or positive. It can be an awkward in

embarrassing pause, a lengthy pause when the speaker deliberately holds back the words.
On the other hand positive silence indicates confidence, respect for others, focus on what
the person is thinking and at the same time maturity by suggesting that the person is not
in hurry to blurt out something.

There are cultural differences also. In the way silence is to be read as a part of our
communication. I would refer to the researches of Edward T Hall. We have referred to
these researchers in our studies of paralanguage also. Edward T Hall has commented that
in certain societies and he has given the example of the American and British societies
words are important.

So, in his opinion the American and British societies are word cultures whereas, there are
many other societies which rely more on open nonverbal cues and signs which include
silence also. In addition to understanding the cultural differences our understanding of
the context is also important so that the totality of the meaning can be directly
understood.

(Refer Side Time: 15:24)

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Whereas, some aspects of body language can be aggressive and suggest a violent temper.
There may be some hand movements, certain postures, certain facial expressions which
can be threatening and menacing. In comparison to that silence is necessarily considered
as a non-violent communication. Even though it may suggest negative connotations, but
violence is never one of them.

If we look at the positive interpretations of silence we normally interpret it as a sign of

respect towards the other person who is speaking or a desire to live in option to the other
person by remaining silent. At the same time if the speaker wants to focus on how to
frame the reply, the speaker may also prefer to remain silent for a couple of seconds. It
can help us in planning our answer properly. In interpersonal interaction we find that it
can be used as a very effective strategy for controlling the audience.

It signals emphasis on the points which the person has to speak after his silence and in
these contexts it can be linked with caesura a particular aspect of paralanguage which we
have discussed earlier. At the same time our silence can help the other person mark the
difference in discourse types and conversational styles, whether it is a question or a
surprised expression. Conventionally silence is respected in Eastern cultures and it is
valued.

At the same time, it is associated with certain negative interpretations also. Particularly
in those cultures where words are important silence is often related with the concealment
of truth passing on a fib. It is also interpreted as a sign of impoliteness, hostility or even

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dumbness, a failure to provide unexpected response to the other person during a
dialogue.

Longer silencers during communication are also in effective tool and in different
situations can be used to get the other person to share additional information. This is a
very effective strategy in a dialogue between a superior and subordinate. It conveys
thoughtfulness, even hesitation and somehow encourages the other person to give you
more information.

(Refer Side Time: 18:08)

In the preceding modules, I have discussed various aspects of nonverbal communication

with you. In our assessment of body language there are certain constraints which we
have to understand as well as certain boundaries within which our understanding of body
language should work.

Body language as always cultural specific and therefore, in all my discussions I have
tried to point out the cultural differences in the interpretations. Our understandings of
race and gender are also culture specific. And often in interracial or cross gender
situations sometimes we may tend to rely upon categories in classes instead of
responding to an individual.

In any professional dialogue for that matter even in our personal dialogues, it often
results in what is known as reference group beliefs or cognitive dissonance. It becomes a

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bias in our communication, becomes a barrier in effective understanding of the message
and therefore, it is important that in our communication we do not rely on any
understanding which is rather clichéd. For example, we cannot associate a particular race
as having a certain type of a behaviour. We cannot also associate a gender is having
certain characteristics and traits.

These generalizations should never be a part of any professional understanding of body

language there have been various researchers also in which differences in gender
preferences in terms of body language have been committed on. Meticulously I have
tried to avoid it because I feel that we are consistently and happily moving in the
direction of those work places where these differences are not important anymore.
Therefore, a stereotyping is a habit should always be avoided in the context of
interpreting the body language of other interactants.

The significance of body language has often been commented on in our appraisal of the
other person and therefore, it is important for us to exhibit our body language in a
positive manner.

(Refer Side Time: 20:41)

All of us are aware of the significance of body language in our professional world. A
positive body language indicates interest, openness, enthusiasm and enhances the
communication also. On the other hand negative body language impairs a professional
image and at the same time as researchers have pointed, it leaves a negative impact on

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our mood, on our stress levels, ultimately resulting in the diminishing self esteem. And
therefore, it is important to learn positive body language and control the negative aspects
associated with it.

Controlling our body language does not mean that we have to learn to be deceptive in
our behaviour towards other people. We have to remember that with our body language
we cannot lie. Beyond a space of 2 minutes the other person can easily find out if we are
trying to fake a positive body language. But, several aspects of our body language are
like old habits and therefore, we can unlearn these habits and learn more positive aspects
associated with the kinesics communication. Even though, our body language is mainly
unconscious we can identify certain negative habits and learn to replace them by a more
positive aspect of body language.

(Refer Side Time: 22:14)

Latest scientific researchers have pointed out a close connection between the body
language and our self image, suggesting that by changing our body language we can also
change our thinking. It is interesting to note that this awareness has existed in literary
content.

In literary criticism even prior to these scientific researchers we remember Foucault for
his analysis of power which is basically a non-economist analysis of power. We have
also refer to Foucault in one of the previous modules and have referred to his idea of
Panopticism. Here, I would refer to his second lecture which he had delivered in College

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de France in 1976. In this lecture he had questioned how power is exercised. Without
going into the details of a Foucauldian argument I would simply point out to a particular
treatment which he had paid wherein he had suggested that discipline and training can
reconstruct power to produce new gestures, actions, habits and skills and ultimately new
kinds of people.

The association in controlling the body language to control the human mind has been
commented on by Foucault in this lecture and we have already seen how this idea has
been reinforced by recent scientific researches.

(Refer Side Time: 23:49)

In order to control our body language, there are certain steps which we should
consciously take. The first step of course, is to be aware of the negative traits which we
may possess as for as our body language is concerned. We should review our own
mannerism, postures, gestures, gait, facial expressions, tonality etcetera and consciously
identify those areas which requires certain change. We can take the help of the
preparation of videos; we can take the help by preparing certain videos, by taking certain
photographs also.

At the same time, we can study the body language of those people who in our opinion
are better communicators. We can learn to emulate gestures of people who have more
positive body language. I would also refer to NLP or Neuro Linguistic Programming in
this context which is an effective tool as for as learning new or more positive aspects of

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body language is concerned. The idea of NLP was started in 1970s by Richard Bandler
and John Grinder. They were trying to model behavioural patterns to obtain excellence.
NLP delves into the relationship between the mind that is the neuro, the language which
is the representation of linguistics offering how these interactions impact our
programming or behaviour.

NLP encourages us to look at models instead of looking at role models. For example, if
we look at a carpenter who is excellent in his profession and we watch him working with
his tools, if you would find that there are certain things which he may do in a conscious
manner and can teach us about these tricks. At the same time, while he is concentrating
on his work he would also be taking certain steps in an unconscious manner which would
make him an excellent carpenter.

We should focus on these unconscious behavioural patterns and try to emulate them and
it is this aspect of NLP which helps us to learn more positive traits of behaviour as well
as body language by looking at those people who we want to emulate in our behaviour.

(Refer Side Time: 26:32)

Certain other steps include mirroring for example, is studying the poster of other people,
looking at the micro expressions of other people and then certainly mimicking them. But,
it has to be done in a very conscious manner; otherwise the other person may feel
insulted. At the same time we should not be overwhelmed by this process of perceived
changes we can start by changing a smaller aspects in our body language and can do it in

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a conscious and controlled manner. For example, we may look at a certain change in the
way we position our leg while we sit in the workplace.

We can start by changing a smaller aspects related with our body language for example,
we may want to change the position of legs well while we sit in our workplace or we
want not to use a particular hand gesture or we may like to remember to have more
smiles or maintain a better eye contact in our conversation. These aspects can be singled
out and can be practiced easily and gradually we find that practice enables us to have a
better body language.

At the same time we can also imagine situations in which we may be expected to
practice a particular kinesics aspect. Relaxation in public would also enable us to have a
better control on our body language during our interaction. We should also develop the
habit of avoiding verbal pauses; filling our answers with pauses and expressions like
‘um’, ‘uh’s using a meaningless word repeatedly basically, positively, surely. So, these
repetitive takes in our behaviour communicate that we are not prepared and we are not
confident to pass on a particular message.

Annoying distractions for example, clearing our throats repeatedly or sighing deeply
should also be avoided in our communication. These tips may help us in overcoming the
negative aspects related with our body language.

(Refer Side Time: 28:49)

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This aspect can be further understood with the help of this interesting video. It is about
how political leaders make gestures when they react to certain events. This video is
analysed the body language of the Russian leader Putin and it is a very interesting
analysis.

As far the analyst trying to figure out what Vladimir Putin’s next move is. The best cues
may lie in his body language.

(Refer Side Time: 29:13)

As far as reported by USA. Today, the group of Pentagon researchers his job is to study
the movements and gestures of foreign leaders including Putin. Expert says study in a
person’s nonverbal cues can offer insight into how they make decisions in react to
events. Some argues study in Putin’s body language could help to terminate his
intensions in Ukraine. On Friday, the Pentagon acknowledged such research which says
it has not made it difference need minister’s decision making on Ukraine So, that has not
kept other body language experts for looking for clues in Putin’s must recent press
conference.

He does a chop and that chop with the CNN is very aggressive. It is like a chop. It is it is
very aggressive. He is very. He is trying to intimidate us with his nonverbals.

(Refer Side Time: 29:52)

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A professor attacks his tech university who researches non verbal communication
explained and we see Putin’s spoke calmly even though what he was saying was pretty
combative.

(Refer Side Time: 30:01)

His demeanour is deceptive, precisely because it does not appear outwardly belligerent.

(Refer Side Time: 30:06)

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Perhaps because he is has some training. NLP is the body language expert who is worked
with Putin. He has told the mask out times one of the first things he taught the former
KGB officer was just quit using the type of the aggressive gestures you will see in
former Soviet politicians.

(Refer Side Time: 30:21)

He added there were a one specific type of body language used by Russians mostly men
and by no other nations that is a Soviet face miss.

(Refer Side Time: 30:37)

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 A very important aspect which is essentially related with the way we interpret body
language of others is that it is always interpreted in clusters. Whether it is an inclusive
body language or non-inclusive; whether it is a face to face interaction or parallel or
whether it is congruent or incongruent, we have to understand that an isolated gesture,
posture, eye smile etcetera is like a word which we have different meanings. If there is a
combination of two or more kinesics signals it becomes a sentence.

At the same time, if we find that the dimension of time is also associated with our
looking at the other person’s body language it becomes like a paragraph. This
understanding helps us to avoid hasty conclusions. We should never be in a hurry to
conclude about the intentions of feelings of the other person simply by looking at an
isolated kinesics movement. Awareness about context and cultural frameworks is equally
important.

Though NVCs can be studied individually in terms of separate encoding and decoding
processes; for example, we can look at eye contact or a particular gesture and can try to
decode it. The dynamic nature of nonverbal communication is best studied during
interactions only and therefore, this parallel with linguistic meaning in terms of words,
sentences and paragraphs has to be kept in mind whenever we look at the body language
and try to interpret it in others.

During this course, I have attempted to delineate the nuance details of body language and
body language is an omnipresent phenomenon of our daily professional life. So, during

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this certification course I have attempted to delineate the nuance details of body language
which indeed has become an omnipresent phenomenon in our daily professional life.
Over the weeks in different modules I have try to look at different messages which are
communicated through our body language how we do send it; how they are shared in a
nonverbal manner with others and under what circumstances their impact matters.

I have also try to explain and evaluate the significance of body language vis-a-vis our
sense of space, touch, time, smell, facial expressions in appearances and also focused on
the emerging areas of explorations namely gustorics, silence and digital body language.
These discussions have to be understood in the context which has been specified in the
very beginning of this course. Body language is a very significant aspect of our
communication. The communication never becomes complete unless and until we also
take body language into configuration.

At the same time, there are certain limitations to it and these discussions should be
understood within the context which has been specified in the very beginning. I hope that
it has been a meaningful course to you. I have enjoyed teaching it.

Thank you.

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