Speech is the main mechanism of communication between people. But if you want to see through your interlocutor, you need to study the features of nonverbal communication. Body language will help you find out what your interlocutor is not saying, what he is thinking and how he really feels about you.

Nonverbal communications probably arose with the advent of humanity, but a substantive study of this issue began only in the 20th century, simultaneously with the emergence of a full-fledged science of body language. The concept of nonverbal communication is usually interpreted as communication through non-speech sign systems. Sometimes a person doesn’t think about how much information he conveys to his opponent, without even starting to speak.

Comparative characteristics of verbal and nonverbal communications

Verbal and nonverbal means of communication have a number of significant differences. The key ones are presented in the table.

Verbal communication	Nonverbal communication
The transmitted message is stored in the form of a retelling and can be transmitted without the presence of the primary speaker	The exchange of information occurs strictly at the moment of direct interaction between people
Components (words, sentences) are strictly defined and obey specific rules	Nonverbal messages are difficult to divide into components and subordinate to a certain pattern
Verbal messages are usually , conscious, and therefore easy to analyze and control	Nonverbal manifestations are usually spontaneous and unconscious, difficult to control, and require certain knowledge to interpret
Verbal communication is taught consciously from early childhood	Nonverbal communication skills develop spontaneously or through imitation

Main types of nonverbal communication

Not only speech helps a person transmit and receive information. There are more a whole series mediated communication mechanisms. Here are the main types of nonverbal communication:

Kinesthetics are non-verbal communications carried out through bodily movements.
Vocalics (paralinguistics) - voice effects, namely: tone, speed of speech, voice strength, presence or absence of pauses, sound intensity.
Haptics (takesika) - communication through touch.
Proxemics - the perception and use of personal or We are talking about the distance between interlocutors, as well as organization environment.
Artifacts - clothing, jewelry, and so on.

Functions of body language

To assess the role of the language of nonverbal communication in a person’s life, it is worth understanding its functions. Here is their list:

Duplicate. Through facial expressions, gestures, emotions and body position, the speaker’s words are confirmed.
Regulatory. Serves to establish interpersonal relationships.
Revealing. In most cases, gestures and facial expressions cannot be controlled and therefore they reveal the true feelings and intentions of the speaker.
Substitute. Sometimes sign language completely replaces spoken speech (head nod, inviting gesture, and so on).

Factors influencing sign language

Features of nonverbal communication are determined by a number of factors. Here are the main ones:

Nationality. People living in different corners lands, can express their emotions in different ways. Moreover, the representatives made the same gesture different countries may be interpreted differently.
State of health. The timbre of the voice, facial expressions and intensity of gestures can be affected by well-being, as well as the presence of certain diseases.
Professional affiliation. People engaged in different types of activities may develop specific nonverbal mechanisms. For example, people creative professions They are distinguished by lively facial expressions and active gestures.
Cultural level. Determines the structure of gestures and the ability to control emotions.
Social status. As a rule, people who occupy a high social position are more restrained in their gestures.
Belonging to a group (gender, age, traditional, social). This factor may determine some features of nonverbal communication.

Nonverbal communication: facial expressions

The facial muscles react to all thoughts and emotions affecting a person. Thus, facial expressions are one of the most important mechanisms of nonverbal communication. If a person is trying to hide his thoughts and emotions from you, his facial expressions will still give him away. The table shows the correspondence of sensory manifestations of facial expressions.

Feeling	Mimic manifestation
Astonishment	Raised eyebrows Wide open eyelids Open mouth Drooping lip tips
Fear	Raised eyebrows, slightly shifted towards the bridge of the nose Wide open eyelids Drooping and slightly retracted corners of the mouth Slightly stretched lips Slightly open mouth (but not necessary)
Anger	drooping eyebrows Curved folds on the forehead Squinted eyes Tightly closed lips and clenched teeth (can be recognized by tense cheekbones)
Disgust	drooping eyebrows Wrinkled nose tip Lower lip slightly protruded or pressed tightly to the top
Sadness	Eyebrows drawn to the bridge of the nose There is no sparkle in the eyes The corners of the mouth are slightly downturned
Happiness	Calm expression in the eyes Slightly raised and pulled back corners of the mouth

Language of views

Among nonverbal means of communication, it is worth highlighting glances. Just by the direction of the pupils and the narrowing of the eyelids. The most common interpretations are shown in the table.

Sight	Interpretation
Bulging eyes	Sudden, unexpected joy Sudden fright
Closed eyelids	Lack of interest in what is happening
Slightly squinted eyes	Close attention to what is happening or to the interlocutor
"Sparkling" eyes	Uncertainty Puzzled Nervous tension
Point-blank look	Respect for the interlocutor (or self-respect) Willingness to make contact Self Confidence
Looking “through the interlocutor”	Contempt Aggressive attitude
Side view	Skeptical attitude Mistrust Puzzled Trying to keep your distance
View from below	Subordination Desire to please
Top down view	Feeling of superiority over an opponent
Looking "inward"	Fascination Deep Thoughts
Calm look	Satisfaction with one’s own condition or the content of the interlocutor’s speech Serenity Discretion

What will the voice say?

One of the components of nonverbal communication is voice. Not only words are important, but also the tone, volume, and intonation with which they are pronounced. Here's how you can guess the presence of certain feelings and emotions in a speaker:

Excitement - low tone, fussy, intermittent speech.
Enthusiasm, inspiration - high tone, clear, verified speech.
Fatigue - low tone, slow speech with lowering intonation towards the end of the phrase.
Arrogance is monotonous slow speech.
Uncertainty - confused speech with errors and pauses.

What do gestures say?

Nonverbal communication includes numerous gestures that we sometimes do not pay attention to during communications. However, they can tell a lot about the true thoughts and intentions of the interlocutor. The table shows the most common combinations of gestures.

State	Gesture combination
Concentration	Closed or squinted eyes Touching or rubbing your chin Pinching or rubbing the bridge of the nose (may involve manipulation of glasses)
Critical attitude	Hand under the chin with the index finger extended along the cheek
Positive attitude	The head and body are tilted forward Hand touches cheek
Mistrust	Covering mouth with palm
Boredom	Propping your head with your hand Relaxation of the body Hunching or stooping
Feeling superior	One leg crossed over the other (in a sitting position) Hands thrown back behind head Slightly closed eyelids
Disapproval	Shoulder shrug Straightening clothes or “shaking off dust” Tugging at clothes
Uncertainty	Touching the ears (or scratching, rubbing, or manipulating earrings) Grabbing the elbow of the opposite hand
Goodwill	Arms spread to the sides Palms facing up Shoulders open Head forward Relaxed body

What do the poses say?

Some of key points nonverbal communication - postures and their meaning. Depending on the position of your interlocutor’s body, you can understand what he is thinking about, what his intentions are and his attitude towards you and your dialogue. The table shows a breakdown of some poses.

State	Pose
Self-confidence or feelings of superiority	Hands hidden behind back Head pointing straight The chin is slightly tilted up
Self-confidence, aggressive attitude, willingness to defend yourself and defend your position	The body is slightly tilted forward Hands are fixed on the belt or on the hips The second hand holds the elbow
Feeling of insufficiently complete and frank contact with the interlocutor	Standing position with support on a table, chair or other hard surface
Aggressive demonstration of self-confidence, a signal of sexual desire (when communicating with the opposite sex)	Thumbs tucked into trouser waistbands or pockets
Anxiety or distrust of the interlocutor	Arms crossed on chest Crossed legs Establishing a barrier in the form of some object (book, folder, etc.)
Impatience, haste	The entire body or just the feet are facing the door

Interpersonal space

Another important technique of nonverbal communication is maintaining interpersonal distance (space). In fact, the “boundaries of what is permitted” may differ depending on the place of residence, type of activity, and individual preferences of the person. However there are some standard parameters which should be followed when:

Intimate distance (up to 50 cm) is acceptable between close friends or relatives. Also, such an interpersonal distance is acceptable in sports that involve the contact of the bodies of opponents or partners.
Interpersonal distance (50-120 cm) is acceptable. In this case, tactile contact may or may not occur.
Social distance (120-370 cm) is typical for public and business relations. Tactile contacts in in this case unacceptable.
Public distance (more than 370 cm) implies a formal exchange of politeness or abstinence from communication.

How to win someone's favor

Nonverbal communication is a powerful weapon in the hands of those who are familiar with its basics. Some techniques help to gain the favor of people and convince them that you are right. Nonverbal tactics are especially important in sales and public speaking. Here are the main tricks that will help you succeed:

Hands should be at waist level or solar plexus, slightly apart. Their position must be open. You can make something like an inviting gesture with your palm.
Demonstrate “active listening” when the other person is speaking. Look at him carefully, nod your head and occasionally assent when appropriate.
When proving your point, make your face spiritual. Show with all your appearance that your point of view is correct, you sincerely believe in it. Look closely at your interlocutor, raising your eyebrows slightly.
If the interlocutor objects, answer him with a serious intonation, gradually turning into a positive one. This will give the impression that you have resolved the issue and addressed the comment.
End the conversation on a positive note and with a smile. This way you will be remembered by your interlocutor positive side and leave pleasant associations with you.

Nonverbal "mistakes"

Even if a person is not familiar with the intricacies of nonverbal communication, he subconsciously rejects and rejects some unpleasant moments. As a rule, communication with your interlocutor does not work out if you make the following mistakes:

Hidden palms. Keeping your hands in your pockets, behind your back, or simply crossed means closing yourself off from your interlocutor. This suggests to him that you are insincere or afraid. If you find it difficult to maintain an open posture, pick up an object (a pen or a folder), but do not hide it.
Look away. Looking at the floor, around or at foreign objects is extremely wrong. It is important to make eye contact. You can only look away if you are showing something to your interlocutor (for example, a product or a document). But at the end of the presentation, be sure to make eye contact.
Slouching and searching for support. All this is evidence of your lack of self-confidence. If you feel that you cannot control your emotions, it is better to invite your interlocutor to sit down.
Violation of personal space. If the interlocutor is not your relative or close friend, do not come closer than a meter to him and do not try to establish tactile contact (touching or hugging). The interlocutor may take this as tactlessness or become embarrassed.
Do not touch your face, ears or hair. In general, do as little manipulation of body parts as possible. This speaks of your secrecy, insincerity or lack of self-confidence.

How to spot a liar

The key role of nonverbal communication is that you can recognize what the other person is trying to hide from you. In particular, there are a number of signs by which a lie can be identified. Here are the main ones:

pauses or hesitation before starting speech or a new line;
frequent interruptions in speech;
a gaze directed upward, which means thinking about what was said;
freezing of facial expression for more than five seconds;
delayed emotions (facial reaction occurs a few seconds after speaking);
a tense smile expressed by a straight, narrow line of lips;
attempts to break eye contact or glance past the interlocutor;
manipulations with any part of the body: tapping fingers, stamping feet, biting lips, touching the nose;
poor gestures due to attempts at self-control;
raised tone of voice, uncontrollable by the speaker;
difficulty breathing and shortness of breath that interferes with speech;
increased sweating in the armpits, forehead and palms;
hunched over;
crossed position of the limbs;
moving pupils that do not stop at any one point;
exaggerated gestures and emotions that may not correspond to the content and nature of speech;
excessively fast and irregular blinking.

Liliya Maltseva, partner, head of the legal department of the Yurkonsul group of companies, Moscow

What questions will you find answers to in this article?

What rules of nonverbal etiquette should those who strive for success follow?
What do gestures say in the etiquette of nonverbal communication?
What habits are best to break to become better?

The modern CEO must be able to produce pleasant experience to business partners. Know the rules nonverbal etiquette, especially in a business environment, is no less important than developing professional qualities.

Everything matters: clothes, manners, gestures, habits. In addition, this kind of knowledge, in particular “body language,” will allow you not only to control yourself, but also, by observing your partner’s behavior, to recognize his thoughts and intentions.

Personal effectiveness. 20 daily habits to become a better person

Nonverbal etiquette in business communication

Greetings

Any meeting begins with a greeting, and it must be impeccable as it shows respect. Always stand up when greeting someone, even if you are a woman. When a man gets up, he must fasten his jacket with one button. It is customary to greet women first, then men; the older ones, then the young ones; people occupying a higher position, and after that the rest. The one who enters the room always greets the people in it first, regardless of his position.

Handshake in nonverbal etiquette

A handshake usually demonstrates a special disposition towards the interlocutor, although more and more often business sphere It is recommended to use a handshake in any case. The rules of nonverbal etiquette say that the one who occupies a higher position extends his hand first; When communicating with a woman, she is always the initiator. The handshake should not last more than three seconds, be too strong or limp. When shaking hands, you need to look the person in the eyes.

This ritual can tell about a person's character. For example, if a person responds to your handshake with both hands or pats you on the shoulder with his other hand, he is demonstrating power. If, while shaking your hand, a person is talking to a third party, he is showing indifference to you. A limp handshake indicates an insecure person, wet hands indicate that the interlocutor is nervous ( see also: Unspoken rules of nonverbal etiquette).

Pose

The etiquette of nonverbal communication with business partners or subordinates implies that you must back up your words with actions. The interlocutor should not guess that you are not confident in yourself or doubt your the decision taken(even if it is). It is necessary to choose the desired position in advance - open, without crossing your arms or legs. The look should be given confidence, and contact with the eyes of the interlocutor will make communication more trusting.

I am always embarrassed by situations when, at a business meeting, a man sits too imposingly in a chair, puts his hands behind his head, and leans back. We can assume that the person simply relaxed and took a comfortable position, but from the outside it looks indecent. As a rule, at such meetings I instinctively take a closed posture, and a constructive conversation may not work out. So watch yourself. Know that you are being watched and your internal state. For example, if you raise your shoulders and lower your head, this signals that you are tense, withdrawn, afraid of defeat or afraid. But tilting your body towards the interlocutor means that you are interested.

Learn to be flawless business etiquette and you can conduct profitable negotiations on the course of the School of General Director.

Posture

rubbing the earlobe or neck indicates that the interlocutor is bored with the conversation, he does not agree with you and wants to speak out;
if the interlocutor suddenly begins to collect papers on the table during a conversation, this indicates that the conversation is over;
if the interlocutor’s legs or entire body are facing the exit, he wants to leave;
arms crossed on the chest indicate that the person has closed himself off or taken up defensiveness;
if a person starts walking around the room or scratching his chin, it means he makes a decision;
if a person clasps his hands in front of his face, he is disappointed with you.

And if you want to understand whether your partner is deceiving you or speaking sincerely, do not lose sight of the following gestures: the interlocutor rubs his nose (usually with his index finger), fidgets in his chair or often changes his body position, looks away, his pupils narrow during a conversation, he often touches to the mouth or covers it. All this shows: the person has something to hide or is outright lying.

Habits

You should understand your habits and get rid of those that interfere with communication. At business meetings, you often come across the fact that during the conversation the interlocutor, slurping, drinks tea and eats it with sweets. If a person holds the position of General Director, this behavior looks strange. It is forgivable only for a small employee who snatched up free coffee or tea. It is acceptable to ask for a glass of water during negotiations. If you are waiting for an interlocutor, you should be offered a cup of coffee or tea, but you can drink it only if the interlocutor has not yet joined you.

Some people have a habit of getting close to the interlocutor during communication. Nonverbal etiquette warns: this is unacceptable. You need to keep your distance - stay at arm's length. Many people like to twirl something in their hands or draw shapes on paper during a conversation. This indicates lack of self-confidence, decreased attention to the topic of conversation, and also simply annoys the interlocutor.

Smoking

If you smoke during a conversation, then by blowing smoke upward, you demonstrate to your partner that you are in a positive mood, and by blowing smoke downwards, you show that you suspect your interlocutor of something.

It is important that smoking people do not disturb others, so pay attention to the relevant notices and strictly follow the prohibitions. In public places, including office premises, you can't smoke in any case. In Russia, ashtrays are served during negotiations and the interlocutors often smoke heavily, but this is considered a sign of bad taste. Even if the place and time allow smoking, permission should be asked. If you smoke in public, it is customary to first let those nearby light a cigarette; This can only be done by a man and only while standing (passing matches or a lighter is not allowed by etiquette rules).

Speech

Business speech presupposes conciseness of narration, accuracy of concepts, and literacy. Confidence in your voice will give your words meaning. You should not raise your voice unless absolutely necessary. It is generally accepted that if you want to be more persuasive, you need to speak slowly and in a low tone. But at the same time keep it natural.

How to improve your voice and turn it into an effective business tool

Unspoken rules of nonverbal etiquette

The business community has its own conventions. These include the need to be committed to certain expensive brands of clothing, watches and other accessories, cars and vacation spots. Modern General Director you need to engage in different sports, such as tennis, horse riding or yachting. It is considered good form to be a member of some closed club. All these conventions allow managers to strengthen their status and create a special communication environment that is needed to strengthen the business (it helps to establish new connections and acquaintances and maintain existing ones).

In the business world, a strict business style is still more welcome. This is especially true for European countries. The colors of a men's business suit are usually black, grey, blue and brown. TO last color, however, not everyone has the same opinion. For example, in Germany it is quite common, but in England it is rare, there is even a saying “No brown in town” ( People don't wear brown in the city.). The black color of the suit is considered more formal, intended for special occasions. If the occasion is formal, wear a white shirt, light blue is acceptable; in less formal situations - white or any light colors. The tie should be silk, without a flashy pattern. The color of a tie for a white shirt can be almost anything, except too bright, but if the shirt is colored, its color should be present in the color of the tie. For women, the rules for choosing clothes are not so strict, but they are required to be more careful about color and decoration. You should be careful with the depth of the blouse neckline and the length of the skirt. It is worth remembering a simple rule: wear no more than five accessories at the same time. The most common accessories include jewelry, belt, glasses, scarves, pens, wallet, mobile phone, bag, cufflinks. It is impossible to underestimate the importance of these details for both men and women, since they will be the first to give away your status. Always make sure that the accessories are expensive.

Nuances are also important: for example, the smell of perfume should be perceived by others at arm's length; Shoe heels must be neat (untrodden).

Communication between a manager and subordinates: ethics of business relations

Nonverbal etiquette and modernity

Whatever we think about non-verbal etiquette, a respectful attitude towards yourself and others is always emphasized by observing these difficult rules that govern your behavior and appearance. And let time change, and with it the conventions and rules of business etiquette, elegance, good manners and beautiful Russian speech will always be in fashion.

Reference

Liliya Maltseva Graduated from the Moscow Academy of Economics and Law. She has been working at the Yurkonsul company for more than five years, specializing in corporate law issues (the position she holds involves constant communication with clients - top managers and company executives). She regularly takes courses, attends seminars and trainings on negotiations, business communication and etiquette.

"Yurconsul"
Field of activity: consultations in the field of law and audit.
Form of organization: group of companies.
Location: Moscow.
Number of personnel: more than 100.
Main clients: Bogatyr sausage plant, Dmitrov dairy plant, Aves, Euroclimate, Lensmaster, Milavitsa, Persona, Rusukvagon, Teorema Style, Unitop, Boutique LLC "Whiskey".

;color:#000000" xml:lang="en-EN" lang="en-EN">Ministry of Education and Science of the Russian Federation

;color:#000000" xml:lang="en-EN" lang="en-EN">Federal Agency of Education

;color:#000000" xml:lang="en-EN" lang="en-EN">State educational institution

;color:#000000" xml:lang="en-EN" lang="en-EN">Higher vocational education

;color:#000000" xml:lang="en-EN" lang="en-EN">All-Russian Correspondence Institute of Finance and Economics

;color:#000000" xml:lang="en-EN" lang="en-EN">Branch in Tula

;color:#000000" xml:lang="en-EN" lang="en-EN">CONTROL WORK

;color:#000000" xml:lang="en-EN" lang="en-EN">By discipline " Business communication»

;color:#000000" xml:lang="en-EN" lang="en-EN">On the topic: “Rules of non-verbal communication”

;color:#000000" xml:lang="en-EN" lang="en-EN"> Completed by: 4th year student

;color:#000000" xml:lang="en-EN" lang="en-EN">Faculty of Accounting and Statistics

;color:#000000" xml:lang="en-EN" lang="en-EN"> specialties BU, A and A

;color:#000000" xml:lang="en-EN" lang="en-EN"> group: daytime

;color:#000000" xml:lang="en-EN" lang="en-EN">

;color:#000000" xml:lang="en-EN" lang="en-EN"> No. l/d 05 ubd 43226

;color:#000000" xml:lang="en-EN" lang="en-EN"> Checked by: Bormotov

;color:#000000" xml:lang="en-EN" lang="en-EN">Tula 2007

;color:#000000" xml:lang="en-EN" lang="en-EN">CONTENTS

;color:#000000" xml:lang="en-EN" lang="en-EN">Introduction…………………………………………………………….p. 3

;color:#000000" xml:lang="en-EN" lang="en-EN">Nonverbal communication……………………………………………………..p.6

;color:#000000" xml:lang="en-EN" lang="en-EN">Kinesics means of non-verbal communication…………………page 6

;color:#000000" xml:lang="en-EN" lang="en-EN">Conclusion…………………………………………………………….p.18

;color:#000000" xml:lang="en-EN" lang="en-EN">Test…………………………………………………………………. .page 19

;color:#000000" xml:lang="en-EN" lang="en-EN">List of references……………………………………p.20

;color:#000000" xml:lang="en-EN" lang="en-EN">INTRODUCTION

;color:#000000" xml:lang="en-EN" lang="en-EN"> People can exchange different types information on different levels understanding. It is known that communication is not limited to oral or written messages. In this process, emotions, manners of partners, and gestures play an important role. Psychologists have found that in the process of interaction between people, from 60 to 80% of communications are carried out through non-verbal means of expression and only 20 40% of information is transmitted using verbal ones. These data make us think about the importance of nonverbal communication for mutual understanding between people, to draw special attention on the meaning of human gestures and facial expressions, and also generate a desire to master the art of interpreting this special language, which we all speak without even realizing it.

;color:#000000" xml:lang="en-EN" lang="en-EN"> A feature of non-verbal language is that its manifestation

;color:#000000" xml:lang="en-EN" lang="en-EN">determined by the impulses of our subconscious, and the lack of opportunity

;color:#000000" xml:lang="en-EN" lang="en-EN">faking these impulses allows us to trust this language more than the usual verbal channel of communication.

;color:#000000" xml:lang="en-EN" lang="en-EN"> The success of any business contact largely depends on the ability to establish trusting contact with the interlocutor, and such contact depends not so much on the fact that you say how much depends on how you carry yourself. That is why you should pay special attention to the manner, posture and facial expressions of your interlocutor, as well as how he gestures.

;color:#000000" xml:lang="en-EN" lang="en-EN"> Understanding the language of facial expressions and gestures allows you to more accurately determine the position of your interlocutor. By reading gestures, you carry out feedback, which plays a decisive role in the holistic process of business interaction, and the set of gestures is important integral part such a connection. You will be able to understand how what you say is received - with approval or hostility, whether the interlocutor is open or closed, busy with self-control or bored,

;color:#000000" xml:lang="en-EN" lang="en-EN"> Knowledge of body language and body movements allows you not only to better understand your interlocutor, but also (more importantly) to foresee what impression what you heard made on him even before he speaks on the matter.

;color:#000000" xml:lang="en-EN" lang="en-EN">In other words, such wordless language can warn you whether you should change your behavior or do something different to achieve what you want result.

;color:#000000" xml:lang="en-EN" lang="en-EN">NON-VERBAL COMMUNICATION.

;color:#000000" xml:lang="en-EN" lang="en-EN"> Taking into account the peculiarities of interpersonal communication is important for success in business.

;color:#000000" xml:lang="en-EN" lang="en-EN">Along with verbal communication, researchers suggest taking into account nonverbal language business people.

;color:#000000" xml:lang="en-EN" lang="en-EN"> The concept of non-verbal language is not only a skill

;color:#000000" xml:lang="en-EN" lang="en-EN">interpret your partner’s gestures and facial expressions and control your behavior,

;color:#000000" xml:lang="en-EN" lang="en-EN">but also the mental essence of the concept of a person’s personal territory, its zone; national characteristics behavior of partners, their relative position during a conversation; the ability to decipher the meaning of using auxiliary objects (glasses, cigarettes, etc.)

;color:#000000" xml:lang="en-EN" lang="en-EN">KINESICS

;color:#000000" xml:lang="en-EN" lang="en-EN">NON-VERBAL COMMUNICATION.

;color:#000000" xml:lang="en-EN" lang="en-EN">The whole world is a theater, and the people in it are actors,

;color:#000000" xml:lang="en-EN" lang="en-EN">And everyone plays more than one role.

;color:#000000" xml:lang="en-EN" lang="en-EN"> W. Shakespeare.

;color:#000000" xml:lang="en-EN" lang="en-EN"> As is known, the study of an interlocutor (communication partner) by his gestures, facial expressions and postures belongs to the field of kinesics. Let's consider only some of these kinesic components.

;color:#000000" xml:lang="en-EN" lang="en-EN"> All over the world, basic communication gestures are the same. When people are happy, they smile; when they are sad, they frown when are angry they have an angry look. Nodding your head means “yes” or an affirmation almost everywhere in the world. good example a universal gesture that means that a person does not know or does not understand what is being said. Just as verbal languages differ from each other depending on the type of culture, so the nonverbal language of one nation differs from the nonverbal language of another nation. It should be noted that the most common gesture is touch, or tactile contact. Touch, or tactile contact, is the first and most important thing in a person’s life. With touch, the mother shows not only physical well-being, but also expresses her love and tenderness to the child. A child deprived of this in childhood lags behind his peers in intellectual development and acquires emotional defects that are almost impossible to compensate for in adulthood. Cultural norms significantly regulate tactile contacts. Touch remains a sign that primarily expresses feelings for a communication partner. Rough, painful contacts accompany aggression and coercion. Soft, non-painful contacts signal trust and sympathy for your partner. Most cultures place many restrictions on touching. Every society has ideas about how, when, who, and who can be touched. If we collect a list of touches, we will see that they are carried out differently in different cultural layers. For example, a hit is an act of aggression, but a playful pat on the back, even a very sensitive one, from old friends is perceived as a sign of friendship. The amount of touching allowed varies greatly across cultures. So, in England, interlocutors very rarely touch each other. In Cambridge, it is customary for students to shake hands twice a year - at the beginning and at the end academic year. In Latin American countries, on the contrary, the frequency of touching is very high.

;color:#000000" xml:lang="en-EN" lang="en-EN">Handshake. An indispensable attribute Every meeting and farewell is a handshake. It can be very informative, especially its intensity and duration. A too short, limp handshake with very dry hands can indicate indifference. On the contrary, a prolonged handshake and too wet hands indicate strong excitement. A slightly longer handshake, along with a smile and warm gaze, demonstrates friendliness. However, you should not hold your partner’s hand in your hand: he may feel irritated (as if he had fallen into a trap). You should take into account the difference in views on a handshake among foreigners. For example, when meeting with Asian partners, you should not squeeze their palm too hard or for long. On the contrary, Western European and American entrepreneurs cannot stand limp handshakes, since they highly value athleticism and energy. They should shake hands vigorously and firmly. Using a different turn of the palm, you can give this gesture different meanings. When your hand grabs the other person's hand so that it is facing down with your palm, it is a power handshake. This handshake indicates that you want to dominate the communication process with your partner. When you extend your hand with your palm facing up, it is a submissive handshake. It is necessary in situations where you need to give the initiative to another person or allow him to feel like he is in charge of the situation. A handshake, in which the partners' hands remain in the same position, means that both partners have a sense of respect and mutual understanding for each other. Shaking with a straight, unbent hand, like an authoritative handshake, is a sign of disrespect. Its main purpose is to maintain distance and remind people of inequality. The gesture, called a “glove,” means that its initiator is honest and can be trusted. This gesture is only used towards people you know well. A handshake using both hands expresses sincerity or depth of feeling towards a partner. Used to convey excessive feelings left hand, which is placed on the partner’s right hand. Gestures and postures. In the practice of business interaction, there are several basic gestures that reflect the internal state of a person. Hand and body movements convey a lot of information about a person. Firstly, they reveal the state of the body and immediate emotional reactions. This allows us to judge a person’s temperament (whether his reactions are strong or weak, fast or slow, inert or mobile).

;color:#000000" xml:lang="en-EN" lang="en-EN">Secondly. Postures and body movements express many character traits of a person, the degree of his self-confidence, tightness or looseness, caution or impetuosity . The social status of a person is also revealed in the posture and movements. Expressions such as “walk with your head held high”, “straighten your shoulders” or, on the contrary, “stand half-bent” are not only a description of the posture, but also express a certain thing. psychological state person.

;color:#000000" xml:lang="en-EN" lang="en-EN">Thirdly, cultural norms learned by a person are manifested in posture and gestures. For example, well-mannered man will never talk while sitting next to standing woman, regardless of how he evaluates her personal merits.

;color:#000000" xml:lang="en-EN" lang="en-EN">Fourth, purely conventional symbolic meanings are assigned to gestures and posture. Thus, they are able to convey accurate information. Gestures of openness indicate sincerity and the desire to speak frankly. This group of signs includes the “open hands” and “unbuttoning the jacket” gestures. The “open hands” gesture consists of the interlocutor extending his hands forward towards you, palms up. This gesture is especially often observed in children. When children are proud of their achievements, they openly show their hands. When children feel guilty, they hide their hands either behind their backs or in their pockets. This gesture demonstrates the desire to meet and establish contact. The gesture of “unbuttoning the jacket” is also a sign of openness. People who are open and friendly towards us often unbutton and even take off their jacket in your presence. Experience shows that agreement is reached between interlocutors in unbuttoned jackets more often than between those who do not.

;color:#000000" xml:lang="en-EN" lang="en-EN">remained in buttoned jackets. Those who change their decision in a favorable direction usually unclench their hands and automatically unbutton their jacket. When it becomes clear, that an agreement or a positive decision regarding the issue under discussion is possible, and also in the case when a positive impression is created from working together, those sitting unbutton their jackets, straighten their legs and move to the edge of the chair, closer to the table, which separates them from the interlocutors sitting opposite them ( most often negotiation partners).Gestures of suspicion and secrecy indicate distrust of you, doubt that you are right. In these cases, the interlocutor mechanically rubs his forehead, temples, chin, and tries to cover his face with his hands. But most often he tries not to look at you, looking away. Another indicator of secrecy is inconsistency of gestures. If a person who is hostile towards you or defending himself smiles, this means that he is deliberately trying to hide his insincerity behind an artificial smile.

;color:#000000" xml:lang="en-EN" lang="en-EN"> Gestures and postures of defense are a sign that the interlocutor feels danger or threat. The most common gesture of this group of signs is arms crossed on the chest The hands here can take three characteristic positions: Simple crossing of the hands is a universal gesture indicating a defensive or negative state of the interlocutor. In this case, you should reconsider what you are doing or saying, because the interlocutor will begin to move away from the discussion. this gesture influences the behavior of other people. If in a group of four or more people you cross your arms in a defensive position, then you can soon expect that other members of the group will follow your example. True, this gesture may simply mean calm and confidence, but it is. happens when the atmosphere of the conversation is not of a conflictual nature. If, in addition to crossing his arms on his chest, the interlocutor also clenches his fingers into a fist, then this indicates his hostility or offensive position. In this case, you should slow down your speech and movements, as if inviting your interlocutor to follow your example. If this does not help, then you should try to change the topic of conversation. The gesture when the hands of crossed arms clasp the shoulders (sometimes the hands dig into the shoulders or biceps so tightly that the fingers turn white) means restraining the negative reaction of the interlocutor to your position on the issue under discussion. This technique is used when interlocutors argue, trying at all costs to convince each other of the correctness of their position, and is often accompanied by a cold, slightly narrowed gaze and an artificial smile. This facial expression means that your interlocutor is at the limit, and if prompt measures are not taken to reduce tension, a breakdown may occur. The gesture of crossing your arms across your chest, but with your thumbs pointed vertically, is quite popular among business people. It conveys a double signal: the first about a negative attitude (crossed arms), the second about a feeling of superiority expressed by the thumbs. The interlocutor who uses this gesture usually plays with one or both fingers, and when standing, swaying on his heels is typical. The gesture using the thumb also expresses ridicule or disrespect towards the person at whom the thumb is pointed as if over the shoulder.

;color:#000000" xml:lang="en-EN" lang="en-EN"> Gestures of reflection and evaluation reflect a state of thoughtfulness and the desire to find a solution to the problem. A thoughtful (reflective) facial expression is accompanied by the “hand on the cheek” gesture. This gesture indicates that your interlocutor is interested in something. It remains to find out what prompted him to focus on the problem. The “pinching the bridge of the nose” gesture, which is usually combined with closed eyes, indicates deep concentration and intense thinking.

;color:#000000" xml:lang="en-EN" lang="en-EN">When the interlocutor is at the decision-making stage, he scratches his chin. This gesture is usually accompanied by squinting of the eyes the interlocutor seems to be looking at something in the distance , as if trying to find the answer to my question there.

;color:#000000" xml:lang="en-EN" lang="en-EN"> When the interlocutor brings his hand to his face, resting his chin on his palm, and extends his index finger along his cheek (the remaining fingers are below the mouth) this is eloquent evidence that he is critical of your arguments.

;color:#000000" xml:lang="en-EN" lang="en-EN"> Gestures of doubt and uncertainty are most often associated with scratching with the index finger right hand under the earlobe or the side of the neck (usually five scratching movements are made).

;color:#000000" xml:lang="en-EN" lang="en-EN"> Touching your nose or lightly rubbing it is also a sign of doubt. When your interlocutor finds it difficult to answer your question, he often starts with his index finger Touch or rub your nose However, there is a caveat here: sometimes people rub their nose because it itches. However, those who scratch their nose usually do it vigorously, and those for whom it is a gesture only rub it lightly.

;color:#000000" xml:lang="en-EN" lang="en-EN"> Gestures and postures that indicate a reluctance to listen and a desire to end the conversation are quite eloquent. If during a conversation your interlocutor lowers his eyelids, then this is a signal that you have become uninteresting to him or are simply tired of him, or that he feels superior to you. If you notice a similar look from your interlocutor, then consider the following: something needs to change if you are interested in successfully completing the conversation.

;color:#000000" xml:lang="en-EN" lang="en-EN"> The gesture of “scratching the ear” indicates the desire of the interlocutor

;color:#000000" xml:lang="en-EN" lang="en-EN">to isolate himself from the words that he hears. Another gesture associated with touching the ear is pulling the earlobe suggests that the interlocutor has heard enough and wants to speak out himself. In the case when the interlocutor clearly wants to end the conversation quickly, he imperceptibly (and sometimes unconsciously) moves or turns towards the door, while his legs turn towards the exit. The turn of the body and the position of the legs indicate this. that he really wants to leave. An indicator of such a desire is also a gesture when the interlocutor takes off his glasses and demonstratively puts them aside. In this situation, you should interest the interlocutor in something or give him the opportunity to leave. If you continue the conversation in the same vein. then you're unlikely to achieve it desired result. Gestures indicating a desire to deliberately delay time are usually associated with glasses. In order to delay time in order to think about the final decision, the interlocutor makes the following gestures: constantly takes off and puts on glasses, and also wipes the lenses. If you observe one of these gestures immediately after asking a person about his decision, then the best thing to do is to remain silent and wait. If a partner puts on glasses again, this means that he wants to “look at the facts” again.

;color:#000000" xml:lang="en-EN" lang="en-EN"> The “pacing” gesture serves as a sign that one should not rush. Many interlocutors resort to this gesture, trying to “pass for time” in order to to solve a difficult problem or make a difficult decision. This is a very positive gesture. But you should not talk to someone who is walking around. This can disrupt his train of thought and prevent him from making a decision. Gestures of self-confident people with a sense of superiority over others. the gesture “putting your hands behind your back with your wrists locked.” It means that the person is upset and trying to pull himself together. The more angry the person gets, the higher he gets. his hand moves along his back. It is from this gesture that the expression “pull yourself together” comes from. This is a bad gesture that is used to hide your nervousness, and an observant negotiating partner will certainly sense it.

;color:#000000" xml:lang="en-EN" lang="en-EN"> A gesture of confident people with a sense of superiority over others is the “putting their hands behind their head” gesture. Many interlocutors get irritated when someone somehow demonstrates it in front of them.

;color:#000000" xml:lang="en-EN" lang="en-EN"> Gestures of disagreement can be called gestures of repression, since they appear as a result of restraining one's opinion. Picking up non-existent lint from a suit is one such gesture. Interlocutor The lint picker usually sits with his back turned away from others and looks at the floor. This is the most common gesture of disapproval. When your interlocutor constantly picks up lint from his clothes, this is a sign that he does not like everything that is being said, even if in words. I agree with everything. Gestures of readiness signal the desire to end a conversation or meeting and are expressed in moving the body forward, with both hands lying on the knees or holding the side edges of the chair. If any of these gestures appear during a conversation, then you should take the initiative. hands and be the first to suggest ending the conversation. This will allow you to maintain a psychological advantage and control the situation.

;color:#000000" xml:lang="en-EN" lang="en-EN"> In addition to the previously discussed poses and gestures, there are others that no less eloquently convey one or another internal state of the interlocutors.

;color:#000000" xml:lang="en-EN" lang="en-EN">So, by rubbing palms together, positive expectations are conveyed. Clasped fingers indicate disappointment and the desire of the interlocutor to hide his negative attitude towards what he heard.

;color:#000000" xml:lang="en-EN" lang="en-EN"> Facial expressions are very great value in the practice of business interaction.

;color:#000000" xml:lang="en-EN" lang="en-EN">It is the face of the interlocutor that always attracts our gaze. Facial expression provides constant feedback: by it we can judge whether the person has understood us or not, whether he wants to say something in response. Facial expressions indicate a person’s emotional reactions.

;color:#000000" xml:lang="en-EN" lang="en-EN"> Since the face is a kind of crossroads at which nonverbal features, facial aspects are the most expressive. Let's consider facial reactions that allow us to determine whether our interlocutor is deceiving us or not.

;color:#000000" xml:lang="en-EN" lang="en-EN"> According to A. Piz, the problem with lies lies precisely in the fact that our subconscious works automatically and independently of us. That is why our unconscious gestures and body movements can give us away when we are trying to lie. When we deceive, our subconscious releases a bundle of nervous energy that manifests itself in gestures that contradict what we say.

;color:#000000" xml:lang="en-EN" lang="en-EN"> Actors and lawyers whose professions are directly related to deception in different forms his manifestations have perfected their gestures to such an extent that it is difficult to notice when they are telling a lie. To do this, they, firstly, practice those gestures that give credibility to what was said, secondly, almost completely abandon gesticulation, so that neither positive nor negative gestures are present.

;color:#000000" xml:lang="en-EN" lang="en-EN"> As for other people, it is often more difficult for them to fake facial expressions and gestures. Psychologists believe that a liar, no matter how he tried to hide his lie, it can still be recognized, because it is revealed by the discrepancy between the microsignals of the subconscious, which are expressed by gestures, and the spoken words.

;color:#000000" xml:lang="en-EN" lang="en-EN"> What gestures can give away the interlocutor if he is lying?

;color:#000000" xml:lang="en-EN" lang="en-EN"> For example, when we hear that others are telling lies or lying ourselves, we try to cover our mouth, eyes or ears with our hands. Mouth protection hand one of the few gestures that clearly indicate a lie. While the brain at the subconscious level sends signals to restrain the spoken words, some people try to fake cough to disguise this gesture. If such a gesture is used by the interlocutor at the time of his speech, then this indicates. that he is telling a lie. However, if he covers his mouth with his hand at the moment when you speak, and he listens, then this means the following: he feels that you are lying. The gesture when the interlocutor touches his nose is subtle, a disguised version of the previous gesture. It can be expressed in several light touches to the dimple under the nose or a quick, almost imperceptible touch to the nose. The explanation for this gesture may be that during a lie, a ticklish urge appears on the nerve endings of the nose and you really want to scratch it. get rid of unpleasant feelings. The gesture associated with rubbing the eyelid is caused by the desire to hide from deception or suspicion and to avoid looking into the eyes of the interlocutor who is being told a lie. If you see that the interlocutor is lying, then you can ask him to repeat or clarify what he said, and this will force the deceiver to refuse to continue his cunning game.

;color:#000000" xml:lang="en-EN" lang="en-EN"> The most best way to find out whether the interlocutor is frank and honest with you at the moment is to observe the position of his palms. When people are honest with you, they hold out one or both hands to you and say something like, “I'm going to be completely honest with you.” When a person begins to open up, he usually opens his palms completely or partially to the interlocutor. Like other gestures, this gesture is completely unconscious and suggests that the interlocutor is telling the truth at the moment.

;color:#000000" xml:lang="en-EN" lang="en-EN">;color:#000000" xml:lang="en-EN" lang="en-EN">CONCLUSION.

;color:#000000" xml:lang="en-EN" lang="en-EN"> The concept of non-verbal language includes not only the ability to interpret a partner’s gestures and facial expressions and control one’s behavior, but also the mental essence of the concept of a person’s personal territory, its zones;

;color:#000000" xml:lang="en-EN" lang="en-EN">national characteristics of the behavior of partners, their relative position during a conversation; the ability to decipher the meaning of the use of auxiliary objects (glasses, cigarettes, etc.).

;color:#000000" xml:lang="en-EN" lang="en-EN"> Psychological influence partners at each other in any situation can occur in various ways. According to research by psychologists, most of the information (up to 80% according to various sources) is transmitted through non-verbal means of expression. Thus, by reading the non-verbal information of the interlocutor and skillfully emphasizing (or hiding) our own, we get a unique opportunity to achieve success in the business sphere and in the sphere of personal relationships.

;color:#000000" xml:lang="en-EN" lang="en-EN">TEST

;color:#000000" xml:lang="en-EN" lang="en-EN">

;color:#000000" xml:lang="en-EN" lang="en-EN">A) Compromise

;color:#000000" xml:lang="en-EN" lang="en-EN">B) Cooperation

;color:#000000" xml:lang="en-EN" lang="en-EN">B) Avoidance

;color:#000000" xml:lang="en-EN" lang="en-EN">D) Rivalry

;color:#000000" xml:lang="en-EN" lang="en-EN">D) Device

;color:#000000" xml:lang="en-EN" lang="en-EN">ANSWER TO TEST

;color:#000000" xml:lang="en-EN" lang="en-EN">Finding a solution that satisfies the interests of both parties is...

;color:#000000" xml:lang="en-EN" lang="en-EN"> A) Compromise

;color:#000000" xml:lang="en-EN" lang="en-EN">REFERENCES USED.

;color:#000000" xml:lang="en-EN" lang="en-EN">Economic and mathematical methods and models. Performing calculations in the environment;color:#000000" xml:lang="en-US" lang="en-US">EXCEL;color:#000000" xml:lang="en-EN" lang="en-EN">/ Workshop: Tutorial for universities. M.: ZAO “Finstatinform”, 2000.-136 p.
;color:#000000" xml:lang="en-EN" lang="en-EN">Economic and mathematical methods and applied models. Computer workshop and implementation guide laboratory work on the topic “Optimization economic and mathematical models. Receipt methods optimal solutions" For students;color:#000000" xml:lang="en-US" lang="en-US">III;color:#000000" xml:lang="en-EN" lang="en-EN"> courses in all specialties of VZFEI. M.: VZFEI, 2002. -72 p.
;color:#000000" xml:lang="en-EN" lang="en-EN">Economic and mathematical methods and applied models: Textbook for universities/ V.V. Fedoseev, A.N. Garmash, D. .M. Dayitbegov and others; Edited by V.V. Fedoseev. M.: UNITI, 1999.

;color:#000000" xml:lang="en-EN" lang="en-EN">

INTRODUCTION

People can exchange different types of information at different levels of understanding. It is known that communication is not limited to oral or written messages. In this process, emotions, manners of partners, and gestures play an important role. Psychologists have found that in the process of interaction between people, from 60 to 80% of communications are carried out through non-verbal means of expression and only 20 – 40% of information is transmitted using verbal ones. These data make us think about the importance of non-verbal communication for mutual understanding between people, pay special attention to the meaning of human gestures and facial expressions, and also generate a desire to master the art of interpreting this special language that we all speak without even realizing it.

The peculiarity of non-verbal language is that its manifestation is determined by the impulses of our subconscious, and the absence of the ability to fake these impulses allows us to trust this language more than the usual verbal channel of communication.

The success of any business contact largely depends on the ability to establish trusting contact with the interlocutor, and such contact depends not so much on what you say, but on how you carry yourself. That is why special attention should be paid to the manner, posture and facial expressions of the interlocutor, as well as to the way he gestures.

Understanding the language of facial expressions and gestures allows you to more accurately determine the position of your interlocutor. By reading gestures, you provide feedback, which plays a decisive role in the overall process of business interaction, and the set of gestures is an important component of such communication. You will be able to understand how what you say is received - with approval or hostility, whether the interlocutor is open or closed, busy with self-control or bored,

Knowledge of body language and body movements allows you not only to better understand the interlocutor, but also (more importantly) to foresee what impression what he heard made on him even before he speaks out on this matter.
In other words, such wordless language can alert you to whether you should change your behavior or do something different to achieve the desired result.

1. FEEDBACK.

Probably the most reliable way learning more about yourself is feedback from others. The term “feedback” is of special origin and borrowed from technology, and is now used to characterize human behavior. The essence of feedback is that information about the impact of a person’s behavior on others makes it possible to see how effective the chosen behavior is. This feedback can help the person decide whether different behaviors are needed.

Using feedback, you will better understand how to build relationships with other people and overcome the difficulties of human communication. Feedback is a powerful tool for individual development, but it should not be overused. It is important for those providing feedback to actively monitor progress, deciding when and what adjustments need to be made so that the feedback is useful and non-destructive.

So, feedback is a reference reaction to what is heard, read or seen; information (verbal or non-verbal) is sent back to the sender, indicating the degree of understanding, trust in the message, assimilation and agreement with the message. Effective communication must be two-way: feedback is necessary to understand the extent to which the message has been received and understood.
Undoubtedly, this is important during business conversations and contacts.

2. VERBAL COMMUNICATION.

2.1. SEMANTICS.

By entering into information contact and using symbols, we try to exchange information and achieve its understanding. The symbols we use include words, gestures and intonation. It is these symbols that people exchange in the process of communication. The sender encodes his message using verbal and non-verbal symbols.

Semantics is the study of the way words are used and the meanings conveyed by words. Since words (symbols) can have different meanings For different people, what one intends to communicate will not necessarily be interpreted and understood in the same way by the recipient of the information. Often the same words express different meanings.

Semantic variations often cause misunderstandings, because in many cases it is not at all obvious exact value, assigned to the symbol by the sender.

A symbol does not have a unique, inherent meaning. The meaning of a symbol is revealed through experience and varies depending on the context and situation in which the symbol is used. Since each person has a different experience and each act of exchange of information is to some extent a new situation, no one can be absolutely sure that another person will attribute the same meaning to a symbol that we have assigned to it.

To communicate effectively, you must come to understand the true meaning of the words you use and gain an understanding of the meaning you attach to the words you use.

Semantic barriers can create communication problems for companies operating in multinational environments.

2.2. LISTENING ABILITY.

Effective communication is possible when a person is equally accurate in sending and receiving messages. You need to be able to listen. Unfortunately, few have learned to listen with the degree of effectiveness that is, in principle, within our power.

Listening to facts and feelings is about listening to the entire message.
By doing this, we expand our ability to understand the situation and communicate respect for what is really talking man trying to convey to us.

Professor Keith Davis gives 10 rules for effective listening.

1. Stop talking. It is impossible to listen while talking.

2. Help the speaker to relax. Create a feeling of freedom in the person. This is often referred to as creating a permissive atmosphere.

3. Show the speaker that you are ready to listen. You need to look and act interested. When listening, try to understand, and not look for reasons for objections.

4. Eliminate irritations. Don't draw, don't tap on the table, don't move papers. Will the office be quieter if the door is closed?

5. Empathize with the speaker. Try to put yourself in the position of the speaker.

6. Be patient. Don't waste your time. Don't interrupt the speaker. Don’t rush to go out, don’t take steps towards the door.

7. Control your temper. An angry person gives words the wrong meaning.

8. Avoid arguments and criticism. This causes the speaker to become defensive and may become silent or angry. Don't argue. It is by winning the argument that you will lose.

9. Ask questions. This encourages the speaker and shows them that you are listening.

10. Stop talking! This instruction comes first and last, for all others depend on it.

Besides learning to listen effectively, there are other ways to improve the art of communication.

— It is necessary to clarify your own ideas before communicating them, i.e. you need to systematically think and analyze the issues, problems or ideas that you want to convey.

- You need to be sensitive to potential semantic problems. Every effort should be made to eliminate ambiguous words and statements from circulation. Using exact words, not general, you gain in performance.

3. NONVERBAL COMMUNICATION.

Along with verbal communication, researchers suggest taking into account the nonverbal language of business people.

The concept of nonverbal language contains not only the ability to interpret a partner’s gestures and facial expressions and control one’s behavior, but also the mental essence of the concept of a person’s personal territory, its zone; national characteristics of the partners’ behavior, their relative position during the conversation; the ability to decipher the meaning of using auxiliary objects (glasses, cigarettes, etc.)

3.1.KINESIC FEATURES OF NONVERBAL COMMUNICATION.

The whole world is a theater, and the people in it are actors,

And everyone plays more than one role.

W. Shakespeare.

As is known, the study of an interlocutor (communication partner) by his gestures, facial expressions and postures belongs to the field of kinesics. Let's look at just a few of these kinesic components.

All over the world, basic communication gestures are the same. When people are happy they smile, when they are sad they frown, when they are angry they have an angry look. Nodding your head almost everywhere in the world means “yes” or affirmation. The shrug is a good example of a universal gesture that indicates that a person does not know or understand what is being said.

Just as verbal languages differ from each other depending on the type of culture, so the nonverbal language of one nation differs from the nonverbal language of another nation. It should be noted that the most common gesture is touch, or tactile contact. Touch, or tactile contact, is the first and most important thing in a person’s life. With touch, the mother shows not only physical well-being, but also expresses her love and tenderness to the child. A child deprived of this in childhood lags behind his peers in intellectual development and acquires emotional defects that are almost impossible to compensate for in adulthood. Cultural norms significantly regulate tactile contacts.
Touch remains a sign that primarily expresses feelings for a communication partner. Rough, painful contacts accompany aggression and coercion.
Soft, non-painful contacts signal trust and sympathy for your partner.

Most cultures place many restrictions on touching.
Every society has ideas about how, when, who, and who can be touched. If we collect a list of touches, we will see that they are carried out differently in different cultural layers.

For example, a hit is an act of aggression, but a playful pat on the back, even a very sensitive one, from old friends is perceived as a sign of friendship. The amount of touching that is acceptable varies widely across cultures. So, in England, interlocutors very rarely touch each other. In Cambridge, it is customary for students to shake hands twice a year - at the beginning and at the end of the academic year. In Latin American countries, on the contrary, the frequency of touching is very high.

Handshake. An indispensable attribute of any meeting and farewell is a handshake. It can be very informative, especially its intensity and duration. A too short, limp handshake with very dry hands can indicate indifference. On the contrary, a prolonged handshake and too wet hands indicate strong excitement. A slightly longer handshake, along with a smile and warm gaze, demonstrates friendliness. However, you should not hold your partner’s hand in your hand: he may feel irritated (as if he had fallen into a trap).

You should take into account the difference in views on a handshake among foreigners. For example, when meeting with Asian partners, you should not squeeze their palm too hard or for long. On the contrary, Western European and American entrepreneurs hate limp handshakes because they value athleticism and energy. They should shake hands vigorously and firmly.

By turning the palm differently, you can give this gesture different meanings. When your hand grabs the other person's hand so that it is facing down with your palm, it is a power handshake. This handshake indicates that you want to dominate the communication process with your partner.

When you extend your hand, palm facing up, it is a submissive handshake. It is necessary in situations where you need to give the initiative to another person or allow him to feel like he is in charge of the situation.

A handshake, in which the partners' hands remain in the same position, means that both partners have a sense of respect and mutual understanding for each other.

Shaking with a straight, unbent hand, like an authoritative handshake, is a sign of disrespect. Its main purpose is to maintain distance and remind people of inequality.

The gesture, called a “glove,” means that its initiator is honest and can be trusted. This gesture is only used towards people you know well. A handshake using both hands expresses sincerity or depth of feeling towards a partner. To convey excess feelings, the left hand is used, which is placed on the partner’s right hand.

Gestures and postures. In the practice of business interaction, there are several basic gestures that reflect the internal state of a person. Hand and body movements convey a lot of information about a person.

Firstly, they reveal the state of the body and immediate emotional reactions. This allows you to judge a person's temperament
(his reactions are strong or weak, fast or slow, inert or mobile).

Secondly. Postures and body movements express many character traits of a person, the degree of his self-confidence, tightness or looseness, caution or impetuosity.

A person’s social status is also reflected in posture and movements.

Expressions such as “walk with your head held high,” “straighten your shoulders,” or, conversely, “stand half-bent,” are not only a description of the posture, but also express a certain psychological state of a person.

Thirdly, posture and gestures reveal the cultural norms a person has internalized.

For example, a well-mannered man will never talk while sitting next to a standing woman, no matter how he evaluates her personal merits.

Fourthly, purely conventional symbolic meanings are attributed to gestures and posture. Thus, they are able to convey accurate information.

Gestures of openness indicate sincerity and a desire to speak frankly. This group of signs includes the “open hands” gestures and
"unbuttoning a jacket."

The “open hands” gesture consists of the interlocutor extending his hands forward towards you, palms up.

This gesture is especially often observed in children. When children are proud of their achievements, they openly show their hands.

When children feel guilty, they hide their hands either behind their backs or in their pockets.

This gesture demonstrates a desire to meet and establish contact.

The gesture of “unbuttoning your jacket” is also a sign of openness. People who are open and friendly towards us often unbutton and even take off their jacket in your presence. Experience shows that agreement is achieved more often between interlocutors in unbuttoned jackets than between those who remained in buttoned jackets. Anyone who changes his decision in a favorable direction usually unclenches his hands and automatically unbuttons his jacket.

When it becomes clear that an agreement or a positive decision regarding the issue under discussion is possible, as well as in the case when a positive impression of working together is created, those sitting unbutton their jackets, straighten their legs and move to the edge of the chair, closer to the table that separates them from those sitting Opposite them are interlocutors (most often negotiation partners).

Gestures of suspicion and secrecy indicate distrust of you and doubt that you are right. About the desire to hide something and hide it from you. In these cases, the interlocutor mechanically rubs his forehead, temples, chin, and tries to cover his face with his hands. But most often he tries not to look at you, looking away to the side. Another indicator of secrecy is inconsistency of gestures.
If a person who is hostile or defensive towards you smiles, this means that he is deliberately trying to hide his insincerity behind an artificial smile.

Gestures and defensive postures are a sign that the interlocutor feels danger or threat. The most common gesture of this group of signs is arms crossed over the chest. The hands here can occupy three characteristic positions.

Simply crossing your arms is a universal gesture that indicates a defensive or negative state of the interlocutor. In this case, you should reconsider what you are doing or saying, because the interlocutor will begin to move away from the discussion. It is also necessary to take into account the fact that this gesture affects the behavior of other people. If in a group of four or more people you cross your arms in a defensive posture, you can soon expect other group members to follow suit. True, this gesture may simply mean calm and confidence, but this happens when the atmosphere of the conversation is not of a conflictual nature.

If, in addition to crossing his arms on his chest, the interlocutor also clenches his fingers into a fist, then this indicates his hostility or offensive position. In this case, you should slow down your speech and movements, as if inviting your interlocutor to follow your example. If this does not help, then you should try to change the topic of conversation.

The gesture when the hands of crossed arms clasp the shoulders (sometimes the hands dig into the shoulders or biceps so tightly that the fingers turn white) means restraining the negative reaction of the interlocutor to your position on the issue under discussion. This technique is used when interlocutors argue, trying at all costs to convince each other of the correctness of their position, and is often accompanied by a cold, slightly narrowed gaze and an artificial smile. This facial expression means that your interlocutor is at the limit, and if prompt measures are not taken to reduce tension, a breakdown may occur.

The gesture of crossing your arms across your chest, but with your thumbs pointed vertically, is quite popular among business people.
It conveys a double signal: the first is about a negative attitude (crossed arms), the second is about a feeling of superiority expressed by the thumbs.
The interlocutor who uses this gesture usually plays with one or both fingers, and when standing, swaying on his heels is typical. The gesture using the thumb also expresses ridicule or disrespect towards the person at whom the thumb is pointed as if over the shoulder.

Gestures of reflection and evaluation reflect a state of thoughtfulness and the desire to find a solution to a problem. A thoughtful (reflective) facial expression is accompanied by a “hand on cheek” gesture. This gesture indicates that your interlocutor is interested in something. It remains to be seen what prompted him to focus on the problem.

The nose-pinching gesture, which is usually combined with closed eyes, indicates deep concentration and intense thinking.
When the interlocutor is at the decision-making stage, he scratches his chin. This gesture is usually accompanied by squinting of the eyes - the interlocutor seems to be looking at something in the distance, as if trying to find an answer to his question there.

When the interlocutor raises his hand to his face, resting his chin on his palm, and extending his index finger along his cheek (the other fingers are below his mouth), this is eloquent evidence that he critically perceives your arguments.

Gestures of doubt and uncertainty are most often associated with scratching with the index finger of the right hand under the earlobe or the side of the neck
(usually five scratching movements are made).

Touching your nose or lightly rubbing it is also a sign of doubt.
When your interlocutor finds it difficult to answer your question, he often begins to touch or rub his nose with his index finger. However, there is a word of caution here: sometimes people rub their nose because it itches. However, those who scratch their nose usually do so vigorously, while those for whom it is a gesture only rub it lightly.

Gestures and postures that indicate a reluctance to listen and a desire to end the conversation are quite eloquent. If during a conversation your interlocutor lowers his eyelids, then this is a signal that you have become uninteresting to him or are simply tired, or he feels superior to you. If you notice a similar look in your interlocutor, then consider the following: something needs to change if you are interested in successfully completing the conversation.

The “ear scratching” gesture indicates the interlocutor’s desire to isolate himself from the words he hears. Another gesture associated with touching the ear - pulling the earlobe - indicates that the interlocutor has heard enough and wants to speak out himself.

In the case when the interlocutor clearly wants to end the conversation quickly, he imperceptibly (and sometimes unconsciously) moves or turns towards the door, while his feet point towards the exit. The turn of the body and the position of the legs indicate that he really wants to leave. An indicator of such a desire is also a gesture when the interlocutor takes off his glasses and defiantly puts them aside. In this situation, you should interest your interlocutor in something or give him the opportunity to leave. If you continue the conversation in the same vein, you are unlikely to achieve the desired result.

Gestures indicating a desire to deliberately delay time are usually associated with glasses. In order to delay time in order to think about the final decision, the interlocutor makes the following gestures: constantly takes off and puts on glasses, and also wipes the lenses. If you observe one of these gestures immediately after asking a person about his decision, then the best thing to do is to remain silent and wait. If a partner puts on glasses again, this means that he wants to “look at the facts” again.

The “pacing” gesture is a sign that you should not rush. Many interlocutors resort to this gesture in an attempt to “play out time” to resolve a difficult problem or make a difficult decision. This is a very positive gesture. But you should not talk to someone who is pacing. This can disrupt his train of thought and prevent him from making a decision.

Gestures of confident people with a sense of superiority over others. These include the gesture of “placing your hands behind your back while grabbing your wrist.” The “hands behind your back” gesture should be distinguished from this gesture. He says that the person is upset and is trying to pull himself together. Interestingly, the more angry a person is, the higher his hand moves on his back. It was from this gesture that the expression “pull yourself together” came from. This is a bad gesture used to hide one's nervousness, and an observant negotiating partner will likely sense it.

A gesture of self-confident people with a sense of superiority over others is the “putting their hands behind their head” gesture. Many interlocutors get annoyed when someone demonstrates it in front of them.

Gestures of disagreement can be called gestures of repression, since they appear as a result of restraining one’s opinion. Picking up non-existent lint from a suit is one such gesture. The person collecting lint usually sits with his back turned away from others and looks at the floor. This is the most popular gesture of disapproval. When your interlocutor constantly picks lint from his clothes, this is a sign that he does not like everything that is said here, even if in words he agrees with everything.

Gestures of readiness signal the desire to end a conversation or meeting and are expressed in moving the body forward, with both hands lying on the knees or holding the side edges of the chair. If any of these gestures appear during a conversation, then you should take the initiative and be the first to offer to end the conversation. This will allow you to maintain a psychological advantage and control the situation.

In addition to the previously discussed poses and gestures, there are others that no less eloquently convey one or another internal state of the interlocutors.
Thus, by rubbing palms together, positive expectations are conveyed. Interlocked fingers indicate disappointment and the interlocutor’s desire to hide his negative attitude towards what he heard.

Facial expressions are very important in the practice of business interaction.
It is the face of the interlocutor that always attracts our gaze. Facial expression provides constant feedback: by it we can judge whether a person understands us or not, whether he wants to say something in response. Facial expressions indicate a person’s emotional reactions.

Since the face is a kind of crossroads at which non-verbal features appear, facial aspects are the most expressive. Let's consider facial reactions that allow us to determine whether our interlocutor is deceiving us or not.

According to A. Pease, the problem with lying lies precisely in the fact that our subconscious works automatically and independently of us. This is why our unconscious gestures and body movements can give us away when we are trying to lie. During deception, our subconscious releases a bundle of nervous energy, which manifests itself in gestures that contradict what we say.

Actors and lawyers, whose professions are directly related to deception in various forms of its manifestation, have practiced their gestures to such an extent that it is difficult to notice when they are telling a lie. To do this, they, firstly, practice those gestures that make what is said believable, and secondly, they almost completely abandon gesticulation so that neither positive nor negative gestures are present.

As for other people, it is often more difficult for them to fake facial expressions and gestures. Psychologists believe that a liar, no matter how hard he tries to hide his lie, can still be recognized, because he is betrayed by a discrepancy between the microsignals of the subconscious, which are expressed by gestures, and the spoken words.

What gestures can give away the interlocutor if he is lying?

For example, when we hear that others are telling lies or lying ourselves, we try to cover our mouth, eyes or ears with our hands. Protecting your mouth with your hand is one of the few gestures that clearly indicates a lie.

While the brain subconsciously sends signals to hold back words, some people try to fake cough to disguise this gesture.

If such a gesture is used by the interlocutor at the time of his speech, then this indicates that he is telling a lie. However, if he covers his mouth with his hand while you are speaking and he is listening, then this means the following: he feels that you are lying.

The gesture where the interlocutor touches his nose is a subtle, disguised version of the previous gesture. It can be expressed in a few light touches to the dimple under the nose or a quick, almost imperceptible touch to the nose. The explanation for this gesture may be that during a lie, a ticklish urge appears on the nerve endings of the nose and you really want to scratch it in order to get rid of the unpleasant sensations.

The gesture associated with rubbing the eyelid is caused by the desire to hide from deception or suspicion and to avoid looking into the eyes of the interlocutor who is being told a lie.

If you see that the interlocutor is lying, then you can ask him to repeat or clarify what he said, and this will force the deceiver to refuse to continue his cunning game.

The best way to find out whether the interlocutor is frank and honest with you at the moment is to observe the position of his palms. When people are honest with you, they hold out one or both hands to you and say something like, “I'm going to be completely honest with you.” When a person begins to open up, he usually opens his palms completely or partially to the interlocutor. Like other gestures, this gesture is completely unconscious and suggests that the interlocutor is telling the truth at the moment.

3.2. PROXEMIC FEATURES OF NONVERBAL COMMUNICATION.

Space and time also act as a special sign system and carry a semantic load.

For example, placing partners facing each other promotes contact and symbolizes attention to the speaker. The advantage of certain spatial forms of organizing communication (both for two partners and for a large audience) has been experimentally proven.

This is due to the following: there is a lot of information about animals, birds and fish establishing their habitat and protecting it. But only recently it was discovered that humans also have their own security zones and territories. If we study them and understand their meaning, we will not only enrich our understanding of our own behavior and the behavior of other people, but we will also be able to predict the reaction of another person in the process of direct communication.

The American scientist E. Hall was one of the first in the field of studying human spatial needs and in 1969 he published the book “The Silent Language”. He also coined the term “proxemics” (from English.

Proximity - closeness). This is the distance that people keep, and this is a biological pattern.

The dimensions of a person’s personal spatial territory can be divided into
4 zones:

1) intimate zone – from 15 to 45 cm;

2) personal zone – from 46 to 120 cm;

3) social zone – from 120 to 360 cm;

4) public or public area – more than 360 cm.

The intimate area is the most important. It is this zone that a person protects as if it were his property. The personal zone is the distance that usually separates us when we are at official receptions and friendly parties. The social zone is the distance we keep from people we don’t know very well. The public zone is the distance that is maintained when we address a large group of people.

The choice of distance depends on the relationship between people (as a rule, people stand closer to those with whom they sympathize) and on the individual characteristics of the person (for example, introverts do not tolerate too close a distance).

Proxemic behavior includes not only distance, but also the mutual orientation of people in space. Friends are nearby, participants in a business conversation are across the corner of the table, competitors are across the table.

The relationships between people unfold not only in space, but also in time. How a person manages other people's and his own time is an important social sign. Respect for another person is manifested in increased accuracy and punctuality of behavior. Making another wait means, wittingly or unwittingly, declaring your right to control the situation. The time factor is very important in a society in which “time is money”, so it is important not to waste time. In this, in particular, we need to look for the source of punctuality among businessmen.

There are rules of interaction, and they need to be known and followed, depending on what place the participants occupy at the negotiating table.

First, let's consider the placement of negotiators in a working office at a standard negotiation table with four positions of your interlocutor:

1) angular location;

2) position of business interaction;

3) competitive-defensive position;

4) independent position.

The corner location is typical for people engaged in friendly, casual conversation (Fig. 1). This position promotes constant eye contact and provides room for gesticulation and the opportunity to observe the gestures of the interlocutor. The corner of the table serves as a partial barrier in case of danger or threat from the interlocutor. With this arrangement, there is no territorial division of the table.

Fig.1. Corner position

Fig.2. Business Interaction Position

The position of partners opposite each other usually creates an atmosphere of competition (Fig. 3). This arrangement of interlocutors helps ensure that each side adheres to its own point of view. The table between them becomes a kind of barrier. People occupy this position at the table in that case. If they are in a competitive relationship or when one of them reprimands the other. In addition, if the meeting takes place in an office, then such an arrangement also indicates a relationship of subordination.
It should be remembered that a competitive-defensive position makes it difficult to understand the point of view of the interlocutors and does not create a relaxed atmosphere.
Greater mutual understanding can be achieved in the angular position and in the position of business interaction than in the competitive-defensive position. Conversation in this position should be short and specific.

Fig.3. Competitive-defensive position

There are times when it is very difficult or inappropriate to take an angular position when presenting your material. Let's say you need to offer a sample, diagram, or book for consideration to the person sitting opposite you. First, place what you want to present on the center line of the table. If he leans forward to get a better look at your material, but does not move it to his side, then this means that your material is of little interest to him. If he moves the material to his side of the table, this means that he has shown interest in it. This makes it possible to ask permission to go to his side and take either a corner position or a position of business cooperation. However, if he pushes away what you brought him, then the deal will not take place and you need to end the conversation as quickly as possible. People who do not want to interact with each other at the table take an independent position.

Most often, this position is occupied by library visitors, relaxing on a park bench, or visitors to restaurants and cafes. This position indicates a lack of interest. It should be avoided when frank conversation or interested negotiations are required.

The creation of a psychological climate is significantly influenced not only by the location of the interlocutors at the table, but also by the shape of the tables themselves. Thus, a square table contributes to the creation of relations of rivalry between people of equal status. Square tables are good for holding a short business conversation or for emphasizing chain of command.
Here the cooperative relationship is established more with the person who sits at the table next to you, and the person who sits to your right will be more attentive to you than the one who sits to your left.
The maximum resistance will be provided by the person sitting directly opposite you. At a rectangular table at a meeting of people of the same social status, the dominant place is considered to be the one on which the person sitting facing the door is sitting. Round table creates an atmosphere of informality and ease, and it is best to conduct conversations with people of the same social status.

Thus, a square (or rectangular) table, which is usually a work desk, is used for business conversations, negotiations, and briefings. A round table is most often used to create a relaxed, informal atmosphere and is good when you need to reach an agreement.

You should not only choose the right shape of the table, but also be able to seat your interlocutor at it in such a way as to create maximum psychological comfort.

3.3. VISUAL CONTACT.

Gaze, its direction, frequency of eye contact is another component of nonverbal communication. The direction of gaze shows the direction of the interlocutor's attention and at the same time gives feedback that shows how the interlocutor relates to certain messages. Gaze is also used to establish relationships. When a person strives to establish warmer relationships, he seeks the gaze of his interlocutor.
However, if someone looks into our eyes for too long, it is alarming.

The eyes transmit the most precise and open signals of all interpersonal communication signals because they occupy a central place on the human face, while the pupils behave completely independently.

In daylight, pupils can dilate and contract depending on how a person's attitude and mood changes from positive to negative and vice versa. When a person is joyfully excited, his pupils dilate 4 times more than in the normal state.
On the contrary, an angry, gloomy mood causes the pupils to constrict, resulting in the so-called “beady eyes” or “snake eyes”.

The basis for real communication can only be established when you communicate with the person face to face. If you feel comfortable when communicating with some people, then you feel uncomfortable with others. This mainly has to do with how they look at you, how long their gaze lasts, and how long they can hold your gaze. That is why it is very important to control the expression of your eyes during business conversations and negotiations.

Your gaze should meet your partner’s eyes about 60–70% of the total communication time. A constrained, tense interlocutor who meets your gaze less than 1/3 of the time of communication rarely enjoys trust. During negotiations and business conversations, you should never wear dark glasses, because your partner gets the feeling that he is being looked at point-blank.

The so-called sideways glance is often encountered. It is used to convey interest or hostility. If this look is accompanied by slightly raised eyebrows or a smile, it indicates interest and is often used to entice the interlocutor. If it is accompanied by downturned eyebrows, a furrowed brow, or downturned corners of the mouth, it denotes a suspicious, hostile, or critical attitude.

What irritates us the most are people who lower their eyelids while talking. This is a subconscious gesture that is a person’s attempt to “remove” you from his field of vision because he is tired of you or has become uninteresting, or he feels superior to you. At a normal blink rate of 6 to 8 times per minute, this person's eyelids close for a second or more, as if the person is instantly erasing you from their memory.

If a person emphasizes his superiority over you, then his closed eyelids are combined with his head thrown back and a long gaze, known as
"look down" If you notice a similar look from your interlocutor, this means that your behavior causes a negative reaction in him and something needs to be changed in order to successfully complete the conversation.

4. IMPROVING THE ART OF COMMUNICATION.

In addition to the ability to listen effectively, there are a number of other techniques that can be used to increase the impact of interpersonal communications.

Necessary:

1. Clarify your ideas before communicating them.

2. Be sensitive to potential semantic problems.

3. Monitor the language of your own poses, gestures and intonations.

4. Exude empathy and openness.

5. Seek feedback.

CONCLUSION.

Taking into account the characteristics of interpersonal communication is important for success in business.
Along with verbal communication, it is necessary to take into account the non-verbal language of business people.

None of the business people engaged in business and entrepreneurship in modern world cannot do without business contacts, without communicating with the staff of his own company and trading partners, with representatives of official authorities, legal or judicial officials, with agents or contractors. In turn, communication and interaction between people requires certain skills and knowledge from the field of psychology.

The psychological influence of partners on each other in any situation can occur in various ways. According to research by psychologists, most of the information (up to 80% according to various sources) is transmitted through non-verbal means of expression. Thus, by reading the non-verbal information of the interlocutor and skillfully emphasizing (or hiding) our own, we get a unique opportunity to achieve success in the business sphere and in the sphere of personal relationships.

REFERENCES.

1. PSYCHOLOGY AND ETHICS OF MANAGEMENT AND BUSINESS.

A.K. Semenov, E.L. Maslova. – M.: Information and Implementation Center

"Marketing", 1999

2. PSYCHOLOGY OF BUSINESS COMMUNICATION.

G.V.Borozdina. – M.: INFRA – M, 2000.

3. BASICS OF MANAGEMENT.

Meskon M.H., Albert M., Khedouri F. – Trans. from English – M.: Delo, 1999.

4. EMPOWERED MANAGER.

Woodcock M., Francis D. – Trans. from English – M.: Delo, 1991.

Facial expressions and gestures play an important role in assessing the interlocutor. Many people don't know what to do with their hands. Unoccupied hands should be kept calm. From the habit of fiddling with something, tapping your fingers, rubbing your earlobe, etc. I need to unlearn it. It is indecent to point a finger or put away the little finger while eating or smoking.

During communication, you should not cover your mouth with your hand, pat your interlocutor on the shoulder, fiddle with the button of his jacket, or shake off specks of dust from his or your clothes. Gesticulation is kept to a minimum. Only some phrases can be accompanied by appropriate gestures (“please sit down”, “please introduce yourself”, etc.)

Gestures should be spare, unsweeping, and definite: a slight nod as a sign of agreement, a gentle wave of the hand in addition to what was said.

Particular attention should be paid to gestures when visiting other countries. For example:

The "okay" gesture is known in English speaking countries how "all is well" has different meanings in other countries: France - "zero" or "nothing"; Japan - “money”; countries of the Mediterranean basin - homosexuality of men.

Raised thumb in America, Australia, England it means “stop the car” or “everything is fine”; in Greece - “shut up”; in Italy it means the number "1".

When talking about himself, a European will point to his chest, and a Japanese will point to us.

Raised eyebrows in Germany mean admiration, in England they mean an expression of skepticism.

In some African countries, laughter means confusion

Conversation rules

The main thing is to show the interlocutor interest in the upcoming conversation, willingness to cooperate, and openness. You should pay attention to posture, gestures, glances - these are the most obvious methods of non-verbal communication. Behavior should be natural, not tense, and should not make the interlocutor nervous and expect a trick.

When communicating, you should not take a pose that shows closedness to communication and aggressiveness - frowning eyebrows, widely spaced elbows on the table, clenched fists or clasped fingers. You should not wear glasses with tinted lenses, especially when meeting for the first time, as this will cause the interlocutor a feeling of awkwardness and understatement, which can disrupt the atmosphere of direct communication.

Gestures

Gestures are the main non-verbal means of communication. Gestures-symbols, gestures-illustrators, gestures-regulators and gestures-adapters.

Gestures-symbols are very limited within a certain culture. They are the simplest techniques of non-verbal communication.

Illustrative gestures are used to explain what has been said (hand pointing), also one of simple techniques nonverbal communication.

Regulatory gestures play an important role at the beginning and end of a conversation. One such gesture is a handshake. This is the traditional and most ancient form of greeting.

Adapter gestures accompany feelings and emotions. They appear in situations of stress, excitement, the first signs of anxiety are nervous fiddling with clothes, tapping with a foot, hand, etc.