Body Language, Rapport and Influence – A Study in NLP Kinesics

2 Pages Posted: 19 Dec 2012

Date Written: December 19, 2012

Abstract

Body language communicates something, regardless of whether we wish to communicate or not. Living systems cannot not communicate. Without wishing to push the bounds of credibility, I include plants as demonstrators of body language. They wilt when short of water, lose the green in their leaves when short of nutrients and turn brown at the edges when they get too cold. These events can be observed by anyone. Of course there are more obscure bodily communications in the plant world too. Recognition of disease or predators or the need for exotic growing conditions is the realm of the trained plant Body Language expert, the horticulturist. People and animals have a wider repertoire of nonverbal communication than plants. We can move from place to place and make faster, more visible gestures. As humans we can modify our gestures consciously, making voluntary movements as well as displaying unconscious breathing shifts, skin tone changes and micro-muscle movements. We use our bodies to convey interest or disinterest, to establish rapport with others or to stop them in their tracks. We learn cultural norms about appropriate body language for people of our gender, age and status in our daily lives and sometimes find our habitual presentations elicit markedly different responses in other parts of the world.

Keywords: kinesics, NLP

Suggested Citation

Mukherjee, Sanjukta, Body Language, Rapport and Influence – A Study in NLP Kinesics (December 19, 2012). Available at SSRN: https://ssrn.com/abstract=2191440 or http://dx.doi.org/10.2139/ssrn.2191440

Sanjukta Mukherjee (Contact Author)

Indian Chamber of Commerce ( email )

4, India Exchange Place
8th Floor
Kolkata, West Bengal 700001
India
22534206 (Phone)
22313380 (Fax)

HOME PAGE: http://www.indianchamber.org/

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