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- Publisher
- Emerald Publishing
- Copyright
- Copyright © 1998 MCB UP Ltd. All rights reserved.
- ISSN
- 0140-9174
- DOI
- 10.1108/01409179810781464
- Publisher site
- See Article on Publisher Site
Abstract
Attempts to link nonverbal communication and business success by advocating that salespeople in particular should be aware of nonverbal communication and what it means. Claims that verbal and nonverbal communication, taken together, provide more complete information and states that women are innately more knowledgeable than men when it comes to understanding nonverbal communication. Covers and explains metalanguage, paralanguage, body motion or kinesic behaviour, emblems, illustrators, affect displays, regulators, adaptors, physical characteristics, touching behaviour, proxemics, artifacts, and environmental factors. Outlines the opportunity for feedback, covering reinforcement behaviour, response‐matching, accommodation, and identifying indicators of deception. Asserts that understanding of nonverbal communication is vital in cross‐national negotiations and can lead to business success in selling or persuasive roles such as advertising.
Journal
Management Research News – Emerald Publishing
Published: May 1, 1998
Keywords: Negotiating; Non‐verbal communication; Success