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Mind and Heart of the Negotiator, Second Edition, The by Leigh L. Thompson

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What Are We Looking for in Nonverbal Communication?

What exactly do we mean by nonverbal communication? Nonverbal communication is anything that is “not words.” Specifically, this includes:

  • Vocal cues or paralinguistic cues. Paralinguistic cues include pauses, intonation, and fluency. Vocal cues, such as tone and inflection, are nonverbal; they include volume, pace, and pitch.

  • Facial expressions. Smiling, frowning, or expressing surprise. “Facial expressions are books without covers” (DePaulo and Friedman 1998).

  • Eye contact. Often, a high level of held gazing can be interpreted as sign of liking or friendliness. However, in other cultures, the norms may differ: Prolonged eye contact in some cultures is a sign of dominance or aggression (Ellsworth ...

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