5. Non-Verbal Communication

Non-Verbal Communication

What is Non-Verbal Communication?

Non-verbal communication (NVC) is the transmission of messages without words — through body language, facial expressions, eye contact, posture, gestures, tone of voice, and personal space. Research shows that 55-93% of communication impact comes from non-verbal cues (Mehrabian).

Body Language

• Posture — Open posture (uncrossed arms, leaning forward) signals engagement; closed posture signals defensiveness
• Gestures — Hand movements can emphasize points (illustrators) or reveal anxiety (adaptors like tapping, fidgeting)
• Personal Space — Intimate (0-18"), personal (18"-4'), social (4'-12'), public (12'+). Respect cultural differences
• Mirroring — Subtly matching others' body language builds rapport

Facial Expressions

Six universal emotions expressed facially: happiness, sadness, anger, surprise, fear, and disgust. Micro-expressions — brief, involuntary facial movements — can reveal true feelings even when someone tries to hide them.

Eye Contact

Eye contact varies by culture but generally: maintains attention, conveys confidence and honesty, regulates turn-taking in conversation. Too little eye contact suggests disinterest or dishonesty; too much can be intimidating. The 60-70% rule: maintain eye contact about 60-70% of the time during conversation.

Voice (Paralanguage)

How you say something matters as much as what you say. Paralanguage includes pitch, tone, volume, pace, pauses, and emphasis. A monotone voice suggests boredom; varied pitch conveys enthusiasm. Speaking too fast suggests nervousness; too slow may seem condescending.

Personal Appearance

Clothing, grooming, and accessories communicate professionalism, attention to detail, and respect for the context. Dress for the situation — when in doubt, slightly overdress rather than underdress.