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In communication science it is a well-known fact that non verbal signals play an important role. We register non verbal behaviour of others largely on a semi-conscious or unconscious level and we react in our turn mostly unconsciously. The more we are trained in observing behaviour, the more we become conscious of the meaning and impact of non verbal communication; and maybe we are able to use this insight in our professional practice.
How will these women conduct a tense discussion? How will they interact? Who will gain the initiative and who will tend to back down?
The American psychologist Ekman demonstrated on the basis of extensive research all over the world, that there is a universally human relationship between muscle movements in the face and emotions. Another American psychologist, Goodfield, discovered that every individual shows a specific, repetitive pattern of movements in the face in moments of tension or stress. From years of research and video-analysis this pattern appeared to be a reflection of how an individual during his life has learned to deal with tension and stress and of the specific emotions involved. These patterns usually are completely unconscious for the individual himself. They are called Non Verbal Leaks and reflect his or her unconscious personal strategy.
How will these men operate in a negotiation? How can you build an effective working relationship with them? What do you have to be alert about?
They correspond to the behaviour the individual will show under circumstances of tension or stress. As people get older the effects of their pattern becomes more structurally visible in facial characteristics (lines, muscle positions), even when there is no actual tension or stress.
The professional trained in observing these patterns will quickly be able to accurately predict the behaviour of others in the interaction situation (negotiation, conflict, interview, meeting, teamwork). There is no need to wait until the behaviour of the other becomes visible itself; before the behaviour is there, the pattern in the other’s face will provide the information.
Furthermore the professional will be able to see in the other’s face, which item or subject causes tension or stress and which item or subject doesn’t.
This of course is valuable information that one can act on, making interventions and decisions more accurate.
What leadership style can we expect of these men? How will they interact if things get tense?
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