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BODY LANGUAGE

Kinesics is the scientific
study of body movements
involved in communication,
especially as they
accompany speech.
This includes gestures, facial
expressions, eye behaviour
and posture. Commonly
called Body Language or
Non verbal behaviour.
Kinesics was developed by
American anthropologists
Ray L. Birdwhistell.

BODY LANGUAGE
Dr Birdwhistell who has initiated most of the basic work in
developing a rotational system for the new science of
Kinesics warns that, “No body, position or movement in and
of itself, has a precise meaning.”
• Body language and spoken language are
dependent on each other.
• Body movement may mean nothing at all in
one context and yet be extremely significant in
another context.
Dr Birdwhistell says that, “Movements if they are significant
they are learned. We pick them as a part of our society.”
The most important thing to realize about body language,
according to Dr Birdwhistell is that, “No single motion ever
stands alone. It is always part of a pattern.”
 How you sit, how you walk, how your eyes move across
the room-all your movements broadcast messages to
the world, instructing others to treat you a certain way.
 Take control of your own signals and start reading the
signals of others correctly.
 Body language can help you recognize a dangerous
situation and help you get out of one.
 Albert Mehrabian found that the total impact of the
message is
 7% verbal(words only)
 38% vocal(tone of voice, inflections, and other sounds)
 55% non-verbal
 Other scholars have given similar estimates.
BODY LANGUAGE
 Verbal channel is used primarily for conveying information.
 Non-verbal channel is used for negotiating interpersonal
attitude and in some cases is used as a substitute for verbal
message.
 Regardless of culture, words,movements occur together with
such predictability that Birdwhistell says a well trained
person should be able o tell what movement a man is
making by listening to his voice.
 Humans are still biologically animals. We are dominated by
biological rules that control our actions, reactions, body
language and gestures- clever and advanced brain.
 Perceptive or Intuitive- from technical point of view, it is the
ability to read another person’s non-verbal cues and to
compare these with verbal signals.
 Genetic or acquired- some gestures can be traced back to
our primitive animal past- baring the teeth.

 The wink alone is called a kine, the smallest
measurement in body language.
 Kinesically mature-the difference between
maturity and immaturity is often telegraphed
by body language. Too much body
movement without real meaning is
immature. A mature person moves when he
has to, and moves purposefully.
 Dr. B divided the body into 8 sections-
 Head ,Face, Trunk and Shoulders, Arm and
Wrist area, Hands and Fingers ,Hip, Leg
and Ankle area, Foot and Neck.

FACIAL ACTION CODING SYSTEM
 Psychologists-PAUL EKMAN and TOMKIN- agreed that there
was a common set of rules that governed the facial expressions
human beings made.We can pick up fleeting micro expressions
on our faces that signal what our authentic feelings really are
Ekman and Wallace Friesen , created a taxonomy of facial
expressions.
 Human face can make 43 distinct muscular movement.
 There are 300 combinations of two muscles, if you add in a third
you get over 3000. We took it up to five muscles, which is over
10,000 visible facial configurations.
 Ekman said “ Most of the 10,000 facial expressions do not mean
anything. They are the kinds of nonsense faces children make”.
 However Ekman & Friesen identified about 3000 expressions
that comprise the essential repertoire of human facial displays of
emotions.
 FROM THE INSIDE OUT Expression alone is
sufficicient to create marked changes in the
autonomic nervous system.-fear, anger,anguish
heartbeat would go up,hands get hot etc.
 The process also works in the opposite direction as
well.Emotions can also start on the face.
 The face is not a secondary billboard for our
feelings.it is a partner in the emotional process.
 FLASHES OF TRUTH Many facial expressions can
be made voluntarily but often some part of another
emotion that we are trying to suppress leaks out.
 Facial expressions can be reformed and corrected.
APPEARANCE

 The final area of kinesics is appearance.
 Appearance includes clothes, hair, jewelry, cosmetics
and such. It accents our body movements and how we
are perceived.
 Appearance tells others how we want to be seen. How
we practice the “rules” of the game in an organization.
 If you changed your appearance drastically- from formal
to informal, for example- how would others respond?
 When do you give your appearance special attention?
These occasions tell you about the importance of
appearance.
 Most people indicate they are not influenced by another’s
physical appearance,but apparently they are.
 Expect your appearance to a part of the messages you
communicate,and should plan your appearance so that it
will effectively communicate to others.

BODY SHAPE AND POSTURE
 Body shape and posture are a part of Kinesics. Body
shape and posture affect how we think about
ourselves, how we relate to others, and how others
relate to us even though body shape is mostly
hereditary and largely uncontrollable.
 When we encounter an unfamiliar situation, we
become more aware of body shape and posture-
interview or a formal speech.


 Posture is part of any relationship, regardless of your
degree of awareness. Whether you lean
forward/backward ,stand or sit erectly,or slouch ,you
tell another person something.
 The others mental filter gives meaning to your
posture.

 Behaviorists have studied the shapes of our bodies
and have identified three types. The ectomorph is
thin, youthful, and tall; the mesomorph is strong,
athletic, muscular and bony; the endomorph is fat,
round, and soft.

 Indeed our physical structures communicate
something about us. Perhaps these body types lead
to false stereotypes, but the point remains that our
physical structures do communicate.
 You are seen before you are heard.
 Movements if they are significant are learned.
We pride them as a part of society.
 Strong and weak body language – examine the
slides:
BODY LANGUAGE
THE BODY
LANGUAGE
OF POWER
THE BODY
LANGUAGE OF
WEAKNESS
GESTURE CLUSTERS
 Body language consists of word, sentences and punctuation.

 Each gesture is like a single word e.g. Scratching, lying, fleas,
dandruff, sweating, uncertainty or forgetfulness.

 Critical – seen by the fact that the legs are tightly cross and arms
crosses the body (defensive) head and chin are down (hostility)
sentenced - i don’t like what you are saying and i disagree with
you.

 Status power or prestige is also directly related to the number of
gestures or body movements he uses.

 As a general rule the higher the person on the socio-economic
scale, the less gesticulation and body movement he uses.
 Gestures are the physical movements
of arms, legs, hands, torso and head.

 Common gestures-
U.K.,USA- OK
Brazil – insult
Japan – money
France – zero

 Speaking and gesturing are linked, we
coordinate the two-both are learned.

SHOULDER SHRUG
COMMON CRITICAL
EVALUATION CLUSTER
WAY A CHILD TELLS A LIE
ADULT TELLING A LIE
SMOKE DOWN :
Negative, secretive, suspicious
SMOKE UP :
Confident, superior, positive
TERRITORIES AND ZONES
 Dr. EDWARD T.HALL STUDIED MAN’S PERSONAL SPACE ,
HE COINED THE WORD PROXEMICS –

 SENSE OF TERRITORY IS INBORN IN ANIMALS. HUMANS
LIKE ANIMALS INDICATE THEIR OWNERSHIP OF THIS
ESTABLISHED TERRITORY AND WILL CONSEQUENTLY
DEFENDED AGAINST ALL INVASION. E.g.- 2
nd
SESSION
 SUBSTANCE OF CONVERSATION CAN OFTEN DEMAND
HANDLING OF SPACE. E.g.- TELLING A SECRET- NEGATES
THE CONFIDENTIALITY OF THE MESSAGE ITSELF.
 THE PROXEMICS OF HOME IS AN INTERESTING STUDY.
 POLICE INTERROGATORS USE TERRITORIAL INVASION
TECHNICS TO BREAK DOWN THE RESISTANCE OF THE
CRIMINALS.
 CULTURAL FACTORS AFFECTING THE ZONE DISTANCES
 COUNTRY Vs CITY SPATIAL ZONES

Label1
• As the density of the crowd increases,
each individual has less personal space
and takes a hostile stand, which is why,
as the size of the mob increases, it
becomes angrier and uglier. This
information is used by the police, and they
try to break up the crowd so that each
person can regain his own personal space
and so become calmer.

ACCEPTABLE
CONVERSATIONAL
DISTANCE - 46 CMS
NEGATIVE REACTION OF A WOMAN
WHEN TERRITORY IS ENCROACHED
WOMEN FROM A COUNTRY
TOWN GREETING
EACH OTHER
WOMEN FROM A
TOWN GREETING
EACH OTHER

MEN FROM CITY GREET EACH OTHER
FOLKS FROM A SPARSELY POPULATED AREA
GESTURE SHOWING PRIDE OF OWNERSHIP
HAND AND ARM GESTURE
 RESEARCH BY NIERENBERG AND CALERO ON THE
HANDS-CLENCHED POSITION BROUGHT TO THE
CONCLUSION THAT THIS WAS A FRUSTRATION GESTURE,
SIGNALLING THAT THE PERSON WAS HOLDING BACK A
NEGATIVE ATTITUDE.
 STEEPLING - CAN BE AN EXCEPTION TO THESE RULES. IT
IS OFTEN USED IN ISOLATION OF OTHER GESTURES.

HANDS CLENCHED IN
RAISED POSITION
HANDS CLENCHED IN
LOWER POSITION
THE UPPER ARM GRIP
THE HAND GRIPPING
WRIST GESTURE
THE SUPERIORITY –
CONFIDENCE GESTURE
RUBBING THE PALMS TOGETHER
HANDS CLENCHED IN
MIDDLE POSITION
THE LOWERED STEEPLE
THE RAISED STEEPLE
THUMB DISPLAYS
 In palmistry, the thumbs denote strength of character and
ego and the non verbal use of thumb agrees with this.

 Thumb displays are positive signals, they are secondary
gestures, a supportive part of gesture cluster.

 Thumbs protruding from pockets shows dominant
attitude.

 Arms folded with thumbs pointing upwards is a double
signal, -defensive, negative attitude plus a superior
attitude.

 Closed fist thumb gesture can be used as a signal of
ridicule and disrespect when it is used to point at a
another person.
THUMBS PROTUDING
FROM BACK POCKETS
IN MY HUMBLE OPINION…
THE THUMBS GESTURE IN COAT
THUMBS-UP POSITION
OK GESTURE
THUMB-UP GESTURE
THE V SIGN
HAND TO FACE GESTURES
 THE MOUTH GUARD
THE BRAIN SUB-CONSICOUSLY INSTRUCTS TO TRY AND
SUPPRESS THE DECEITFUL WORDS THAT ARE BEING SAID.
 NOSE TOUCHING
IS SOPHISTICATED, DISGUISED VERSION OF THE MOUTH
GUARD. LYING CAUSES THE DELICATE NERVE ENDING IN
THE NOSE TO TINGLE
 THE EYE RUB
THIS GESTURE IS THE BRAIN’S ATTEMPT TO BLOCK OUT THE
DECEIT, DOUBT OR LIE THAT IT SEES OR TO AVOID HAVING
TO LOOK AT THE FACE OF THE PERSON TO WHOM HE IS
TELLING THE LIE.
 THE EAR RUB
AN ATTEMPT BY THE LISTENER TO BLOCK THE WORDS
“HEAR NO EVIL” OR THAT A PERSON HAS HEARD ENOUGH
OR MAY WANT TO SPEAK.
HAVING NEGATIVE THOUGHTS
MAKING A DECISION
EVALUATION, DECISION,
BOREDOM CLUSTER
THE MOUTH GUARD
THE NOSE TOUCH
INTERESTED EVALUATION
THE EYE RUB
THE COLLAR PULL
HAND TO FACE GESTURE

 THE NECK SCRATCH
THE PERSON SCRACTHES ABOUT FIVE TIMES - IS A SIGNAL
OF DOUBT OR UNCERTAINITY AND IS CHARACTERISTIC OF A
PERSON WHO SAYS “ I M NOT SURE I AGREE”


 THE COLLAR PULL
DESMOND MORRIS RESEARCHED THAT TELLING OF A LIE
CAUSED A TINGLING SENSATION IN THE DELICATE FACIAL
AND NECK TISSUES. IT IS ALMOST AS IF THE LIE CAUSES A
SLIGHT TRICKLE OF SWEAT TO FORM ON THE NECK WHEN
THE DECEIVER FEELS THAT YOU SUSPECT HE IS LYING.

THE NOSE TOUCH
THE EAR RUB
THE NECK SCRATCH
PAIN IN THE NECK GESTURE
REASSURANCE IS NEEDED HERE
BOREDOM
ARM BARRIERS
HIDING BEHIND A BARRIER IS A NORMAL HUMAN
RESPONSE THAT WE LEARN AT AN EARLY AGE TO
PROTECT OURSELVES.

TESTS REVEALTHAT, WHEN A LISTENER FOLDS HIS
ARMS,NOT ONLY HE HAS MORE NEGATIVE
THOUGHTS ABOUT THE SPEAKER, BUT ALSO PAYS
LESS ATTENTION TO WHAT IS BEING SAID-38%

IT IS FOR THIS REASON TRAINING CENTERS HAVE
CHAIRS WITH ARMS.
STANDARD ARM-CROSS GESTURE - IS AN ATTEMPT TO HIDE
FROM AN UNFAVOURABLE SITUATION COMMONLY SEEN WHEN
THE PERSON IS AMONGST THE STRANGERS, PUBLIC MEETING,
QUEUES, CAFETERIAS, ELEVATORS, OR ANYWHERE PEOPLE FEEL
UNCERTAIN OR INSECURE.

PARTIAL ARM/ BARRIER - IS OFTEN SEEN AT MEETINGS
WHERE A PERSON MAY BE A STRANGER TO THE GROUP OR IS
LACKING IN SELF-CONFIDENCE. IT ALLOWS A PERON TO RELIVE
THE EMOTIONAL SECURITY THAT HE EXPERIENCED AS A CHILD
WHEN HIS PARENTS HELD HIS HANDS UNDER FEARFUL
CIRCUMSTANCES.
ARM BARRIERS
DISGUISED NERVOUSNESS
FIST SHOWS A HOSTILE
ATTITUDE
ARM BARRIERS
SUPERIOR ATTITUDE
HOLDING HANDS WITH ONESELF
COLD, NOT DEFENSIVE
PARTIAL ARM BARRIER
BOOKS AS A BARRIER
DEFENSIVE STANDING
POSITION
STANDARD ARM CROSS
LEG BARRIERS
 THE STANDARD LEG-CROSS POSITION
MAY BE USED TO SHOW A NERVOUS, RESERVED OR DEFENSIVE
ATTITUDE. HOWEVER THIS SHOULD NOT BE INTERPRETED IN
ISOLATION OR OUT OF CONTEXT.

 THE AMERICAN FIGURE 4 LEG LOCK POSITION
INDICATES THAT AN ARGUEMENTATIVE OR COMPETITIVE ATTITUDE
EXITS.

 FIGURE 4 LEG CLAMP
SIGN OF THE TOUGH MINDED, STUBBORN INDIVIDUAL WHO MAY NEED
A SPECIAL APPROACH TO BREAK THROUH HIS RESISTANCE.

 STANDING LEG CROSS GESTURE
GENERALLY MOST PEOPLE STAND LIKE THIS WHEN THEY ARE AMONG
PEOPLE WHOM THEY DO NOT KNOW WELL.

 THE ANKLE LOCK GESTURE
OBSERVATION HAVE REVEALED THAT HE IS TRYING TO HOLD BACK A
NEGATIVE ATTITUDE, EMOTION, NERVOUSNESS OR FEAR.

 THE FOOT LOCK
IT IS ALMOST EXCLUSIVELY USED BY WOMEN. SHOWS THAT SHE HAS
BECOME A MENTAL RECLUSE OR HAS RETREATED INTO HER SHELL.
AMERICAN 4 LEG LOCK
POSITION
ARMS LOCK THE LEG IN
PLACE
CLOSED BODY &
CLOSED ATTITUDE
OPEN BODY & OPEN ATTITUDE
FEMALE – ANKLE LOCK
SEATED FOOT
LOCK POSITION
STANDING FOOT
LOCK POSITION
THE STANDARD LEG CROSS
WOMAN SHOWING DISPLEASURE
 EYES ARE STEELY, KNOWING, MOCKING, PIERCING, GLOWING
AND SO ON.
 IS THERE SUCH A THING AS A BURNING GLANCE OR A HURT
GLANCE.
 FAR FROM BEING WINDOWS OF THE SOUL EYES ARE
PHYSIOLOGICALLY DEAD ENDS, SIMPLY ORGANS OF SIGHT
BUT NEVER REALLY CAPABLE OF EXPRESSING EMOTION IN
THEMSELVES.
 EYES CAN TRANSMIT THE MOST SUBTLE NUANCES, THE
EMOTIONAL IMPACT OF THE EYES OCCUR BECAUSE OF THEIR
USE AND THE USE OF THE FACE AROUND THEM.
 THE LENGTH OF GLANCE, BY OPENING OF EYELIDS, BY
SQUINTING AND BY A DOZEN LITTLE MANIPULATONS OF THE
SKIN AND EYES, ALMOST ANY MEANING CAN BE SENT OUT.
EYE SIGNALS
GAZE BEHAVIOUR
 IT IS ONLY WHEN YOU SEE EYE TO EYE WITH ANOTHER
PERSON THAT A REAL BASIS FOR COMMUNICATION CAN BE
ESTABLISH.

 LIKE MOST BODY LANGUAGE AND GESTURE, THE LENGTH
OF TIME THAT ONE PERSON GAZES AT ANOTHER IS
CULTURALLY DETERMINED .

 NOT ONLY IS THE LENGTH OF THE GAZE SIGNIFICANT; JUST
AS IMPORTANT IS THE GEOGRAPHICAL AREA OF THE
PERSON’S FACE AND BODY AT WHICH YOU DIRECT YOUR
GAZES.THESE SIGNALS ARE TRANSMITTED AND RECEIVED
NON-VERBALLY AND ARE ACCURATELLY INTERPRETED BY
THE RECIEVER.

THE BUISNESS GAZE
THE SOCIAL GAZE
THE INTIMATE GAZE
OTHER POPULAR GESTURES AND ACTION
 STRANDDLING A CHAIR - SYMBOLISES THE SAME PROTECTIVE
BEHAVIOR TO SHIELD HIMSELF WHEN UNDER PHYSICAL OR
VERBAL ATTACK.

 PICKING IMAGINERY LINT - WHEN A PERSON DISAPPROVES OF
THE OPINIONS OR ATTITUDES OF OTHERS BUT FEELS
CONSTRAINED IN GIVING HIS POINT OF VIEW. THIS IS ONE OF THE
MOST COMMON SIGANLS OF DISAPPROVAL AND INDICATES HE
DOES NOT LIKE WHAT IS BEING SAID EVEN THOUGH HE MAY BE
VERBALLY AGREEING WITH EVERYTHING.

 HEAD GESTURE - HEAD UP IS THE POSITION TAKEN BY A PERSON
WHO HAS A NEUTRAL ATTITUDE ABOUT WHAT HE IS HEARING.
 WHEN THE HEAD TILTS TO ONE SIDE IT SHOWS THAT
INTEREST HAS DEVELOPED.
 WHEN THE HEAD IS DOWN IT SIGNALS THAT THE ATTITUDE IS
NEGATIVE AND EVEN JUDGEMENTAL.
 BOTH HANDS BEHIND THE HEAD “I HAVE ALL THE ANSWERS,
“EVERYTHING’S UNDERCONTROL – FEELING CONFIDENT,
DOMINANT OR SUPERIOR ABOUT SOMETHING.

THE STRADDLER
THE LINT PICKER
‘MAY BE SOMEDAY YOU’LL
BE AS SMART AS I AM.’
DEFENSIVE
DEPRESSED
EXCITED
REJECTING
CONFIDENT
THOUGHTFUL
I AM JUST AS SMART AS YOU ARE
THIRD PERSON NOT ACCEPTED BY FIRST TWO
BODY POINTING IS USED TO EXCLUDE THE MAN ON THE RIGHT
AGGRESSIVE
DESCRIPTION

Angry,
Sarcastic ,
Being a bad listener,
Putting people down ,
Blaming others,
Shouting ,
Raising one’s voice ,
Overly critical.
BODY LANGUAGE

Clenched fists,
Confrontational pose,
Tense body posture,
Hands on hips,
Head tilted,
Finger pointing,
Prolonged eye contact,
Narrowing eyes,
Looking down on others.

SUBMISSIVE
DESCRIPTION BODY LANGUAGE
Apologetic,
Self depreciating,
Resentful,
Low self-esteem,
Retreating,
Too ready to please.


Fidgety,
Covering mouth and eyes,
Stumped posture,
Nervous deposition,
Fiddling,
Poor eye contact,
Quite,
Faltering voice,
Pleading smile,
Tendency towards obsequiousness.

ASSERTIVE
DESCRIPTION BODY LANGUAGE
Sincere,
Open,
Honest,
Respectful,
Sympathetic,
Firm but fair,
Offering constructive
Criticism,
Good listener,
Offering praise where due,
Treating people as equals.

Upright,
Relaxed posture,
Face-to-face eye contact,
Calm and open gestures,
Relaxed facial expression,
Maintaining reasonable
distance from subject (not too
close for comfort),
Resonant speech,
Unambiguous hand signals.


MANIPULATIVE
DESCRIPTION BODY LANGUAGE
Patronizing, Exaggerate gestures (such as open
Crafty, palms to indicate deliberate sincerity),
Calculating, Overly laid back posture,
Insincere, Patronizing touching,
Two – faced, Exaggerated eye contact,
A “user”, Sugary voice tone,
Lacking trust, Patting
Overly friendly,
Making ends justify means,
Contrived
TEN GESTURES THAT USUALLY FAIL
• Standing rigid with your arms at your sides
• Clutching your chest with both arms
• Gripping the podium or projector with white knuckles
showing
• Playing with hair, clothing or face
• Clasping hands behind you
• Mismatching gestures and words
• Shrugging when making assertions
• Shrugging immediately after the talk
• Tugging at clothing
• Moving extraneously in any way
SEVEN GESTURES THAT USUALLY WORK
• Resting arms comfortably
• Opening arms and palms (if the words match)
• Enumerating with the hand (don’t make this your
only gesture and never do it more than once in a
presentation)
• Tenting the fingers
• Sweeping arm from one side to the other to show
movement or progress
• Chopping from top to bottom side to side to match a
parallel series
• Avoiding extraneous movement

WEEK BODY LANGUAGE
• Looks nervous
• Plays with pencil or notes
• Reads or mumbles talk
• Rustles transparencies
• Whispers to someone nearby
• Slouches with legs apart or scrunches body
• Crosses legs and keeps one moving
• Grips notes with both hands
• Closes fists
• Crosses arms tightly over chest
STRONG BODY LANGUAGE
• Sits straight , leaning slightly forward
• Attends closely to the previous speakers
• Takes notes (perhaps to refer to when her turn comes)
• Places feet comfortably flat on the floor or crossed
• Rests comfortably (if not taking notes)
• Surveys audience to spot potential problems with line
of sight or hearing
• Looks relaxed
• Smiles when appropriate
• Seems to enjoy

SLOUCH, SHAMBLE, TRIP, LEAP, MARCH
OR STRIDE
It’s pathetic to see a terrified speaker
shamble to the podium, shoulders stooped,
feet dragging, eyes staring, hands
clenched, looking as if she’d rather do
anything else than give this talk. The walk
to the podium is your gateway to success
or failure.

NON-VERBAL COMMUNICATION
 TOUCH: Often the swiftest and the obvious type of
body language. Touch spells a more vivid and direct
message than a dozen of words, but such a touch
must come at the right moment and in the right
context. Touch varies from culture to culture.
 TYPES OF TOUCH: Compulsive- completely
impervious to all messages. Assertive- Gentle,
empathy. Passive- minimal. Aggressive- firm,
jabbing, pointing without touching.

TWO BASIC GROUP OF BL POSTURES:
 OPEN \ CLOSED: Accepting or rejecting messages.
 FORWARD \ BACK: Actively or passively reactive to
communication.
 Posture group combine to create four basic modes.
 Responsive mode: open/forward-actively accepting,
time to close the sale/deal, ask for agreement,
demand a concession.
 Reflective mode: open/back- interested and receptive
but not actively accepting. Time to present further
facts and incentives, time to keep quiet and let him
think.
 Fugitive mode: closed/back- trying to escape
physically or mentally into boredom, time to spark
interest even if irrelevant.
 Combative mode: closed / Forward - there is active
resistance, try to soften, defuse anger, avoid
contradictions, outright arguments. Steer towards
reflective mode.
OPEN
FORWARD
CLOSED
BACK
RESPONSIVE REFLECTIVE
COMBATIVE FUGITIVE
4 BASIC MODES
FOUR BASIC MODES OF BODY
LANGUAGE IN BUISNESS
RESPONSIVE REFELECTIVE FUGITIVE COMBATIVE
Engaged Listening Bored Let me speak
Leaning
forward
Head tilted Staring into
space
Finger tapping
Open body Lots of eye
contact
Slumped
posture
Foot tapping
Open arms Nodding Doodling Staring
Open hands High blink rate Foot
tapping
EAGER EVALUATING LET ME GO AGGRESSIVE
Sprint
position
Sucks glasses/
pencil
Feet towards
door
Leaning
forward
Open legs Strokes chin Looking
around
Finger pointing
Feet
under
chair
Looks up and
right
Buttoning
jacket
Fist clenched
On toes Legs crossed in
4 position
Leaning
forward
(Ankle on knee)
GRIPPING THE CHAIR
ON YOUR MARK, GET SET…
READY TO
AGREE
ATTENTIVE REJECTION DEFIANT
Closes papers
(Standing)
Arms behind
on hips
Smiling,
moving back
(Standing)
Hands back
Pen down Smile Arms folded Frown
Hands flat on
table
Open Feet
Legs crossed
11 position
(Thigh on knee)
Head down
Frown
READY TO PROCEED
READINESS TO END AN
CONVERSATION – HANDS ON KNEES
THE INTIMIDATOR
DEFENSIVE
• (Standing) Feet pointing in
• Hands clenched



LYING
• Touches face
• Hands over mouth
• Pulls ear
• Eyes down
• Glances at you
• Shifts in seat
• Looks down and to left
PARA LANGUAGE
 Para language or Para linguistics is another type of NVC
involves the “how” of a speakers voice rather than the
“what” of the words. In Para language we examine the
sound of some ones speech- fast, slow, high, deep,
smooth, disjointed loud ,forceful or such. e.g.: a vendor
and a CEO- how will they talk.
 We expect things from certain voice sounds. We infer
about people’s backgrounds, appearances and
personalities from their voices. Concentrate on both how
the message is sent and the meaning of the words. e.g: I
practice good business communication.
 Paralanguage involves those hints and signals in a
person’s voice that give us meaning.
 What is said and the way it is said must be
consistent-tone and quality may change the
meaning of your message.

 Paralanguage includes pauses and insertions,
such as “oh”, “uh”,you know”, etc.

 Listen for “mixed signals”-people saying one thing
and probably intending another.determine the
intended meaning.Look for consistencies and
inconsistencies.
TIME LANGAUGE
 Time language involves the meaning we give to time.
 In order to give meaning to time, we must perceive it,
filter it, symbolize about it- not always done with
words.
 Time-and-motion study,time management, and such
techniques are part of today’s business heritage.
 Culture teaches us the meaning of time. Different
cultures will have different time orientations. Pension
planning, insurance, meeting agendas and over time
compensation are examples in North America.
 Time is communicated subtly as well as explicitly.
There appears to be a time language just as there is
a body language and a space language.

NLP AND MIND’S EYE
Neurolinguistic Programming suggested that we think in terms of
oursenses, i.e the information we draw from the world around us is
represented in our minds in the form of pictures,sounds,
feelings,smells, and tastes.
Visuals - thinking in pictures- 35%
“I see what you mean”, “Can we get that in focus”
Auditory - thinking in sounds- 20%
“I hear what you are saying”, “That sounds strange to me”.
Kinesthetic - thinking in feelings - 45%
“It doesn’t feel right to me”, “ My gut reaction is to say No”, “I can’t
grasp that idea”.
Olfactory - thinking in terms of smell
Gustatory - thinking in terms of taste

 Eyes are especially indicative of what we are thinking.

 Eye movements convey different kinds of thought
processes,thereby enhancing their interpersonal skills-thinking
in visual images, thinking in sounds etc.

 Research in NLP has shown that we condition ourselves to
succeed or fail by our thought processes–self conditioning-
confident words should be used with confident postures and
gestures.

 Stand upright,maintain an open stance,smile,walk with upright
posture,keep head up.

 Research shows the information relayed to a persons brain,
87% comes via the eyes, 9% via ears, 4% via other senses.

INTRODUCTION TO
NEURO LINGUISTIC
PROGRAMMING





CONTENTS
 INTRODUCTION

 NEED

 NLP IN ACTION

 NLP PRESUPPOSITIONS

NLP (Neuro Linguistic Programming)
 It`s the study of Human Excellence.

 Ability to be best more often

 Powerful and Practical Approach to Personal
change

 New Technology of Achievement
NLP( Neuro means)
 Our Nervous System i.e. mental pathway to
five senses;
 See.
 Hear.
 Feel.
 Taste.
 Smell.

Linguistic
 Our ability to use it as language & specific
words.

 Silent Language of postures, gestures & Habit.

 The Automata which is specific.
Programming.
 Computer Science Simulation.

 Suggesting our Thought ,Feeling and Actions.

 Up Grading our Mental Software.

 Thought Process ,Mental Maps ,Intuition.

Need……
 Creating Change – Making new possibilities of
Thinking,Feeling & Acting for yourself.
 Change / Pain-Pain-n-pleasure theory.
It happens in an Instant.
 Pain is a sign “Its Time to Change”.
 Pain is sign of usage of Poor Approach
Software for Brain:
 Brain being the Super Computer.
 Thought and Action are Like Software.
 Change be difficult is due to version conflict.
 “Human being are the only Supercomputer that
can be produced or rather reproduced.
 With Unskilled Labour,don`t come with instruction
manuals.

NLP in Actions
 NLP allows you to have the kinds of Experience
you want.
 Put you in change of your own Motivation.
 Help you create a compelling future and a
personal pathways to it.
 Clear up past negative experience that may have
held you back.

The NLP Presuppositions:
 The map is not the territory.
 Experience has a structure.
 If one person can do something,anyone can learn
to do it.
 The mind and the body are the parts of the same
system
 You cannot NOT Communicate.


NLP Emergence and Scope
 Newly developed modeling skills by talented
hypnotist R.Bandler & Dr, Erickson,populated by
Anthony Robbins
 Confirmed as a skill “Understanding &
reproducing Human Excellence”
 Psychology Today entitled as “People Who
Read People”