Understanding Nonverbal Communication: Three Key Differences You Need to Keep in Mind to Communicate Effectively

Nonverbal communication, simply put, is communication that is done without words. 

How we look, how we move, how we sound, the way we touch, whether we should maintain eye contact during a conversation, the speed at which we speak, how loud or soft we speak, and even how we use space and time are all part of the nonverbal messages we send and receive. 

Researchers agree that nonverbal communication carries far more weight than verbal communication. Although estimates vary from 50% to 65% to 93%, there is agreement that most of what we communicate is done through nonverbal channels. 

Nonverbal communication can become especially problematic in business negotiations or workplace situations where more than one culture is involved.

That is because, regardless of what you are intending to communicate, your behavior can be interpreted by others differently.

Important Differences in Nonverbal Behaviors 

Variations in Eye Contact

Cultures vary as far as patterns of eye contact. 

Because of that, we not only have to pay attention to how long the gaze is held (e.g., from very direct to minimal eye contact) but also to the roles the parties play in the conversation. 

For some groups, avoiding eye contact is a way of showing respect and admiration. For others, the exact opposite is true since respect is shown by maintaining eye contact. 

In our increasingly multicultural workplaces, it is imperative that we learn about these differences, so we do not misinterpret our employees’ behavior. 

Download the accompanying PDF for examples of how cultural groups vary regarding how much eye contact should be maintained during a greeting and possible misinterpretations that might occur. 

Handshakes

An individual’s culture determines what is the “proper” handshake. So, keep in mind that a supervisor’s idea of an appropriate handshake may not necessarily match that of the employee he or she is meeting. 

Researchers have found that, in the U.S., a firm handshake, accompanied by direct eye contact, is expected in business interactions. 

For Middle Easterners, on the other hand, a gentle grip would be more appropriate since a firm grip suggests aggression. 

Hand Gestures and Other Forms of Greeting

It is also important to realize that a handshake is not a universal form of greeting. 

In Japan, the customary form of greeting is to bow. In India, on the other hand, the Namaste (hands placed in a praying position, chest high, accompanied by a slight head bow) is the appropriate greeting. In the Middle East, the salaam (with the right hand, touch the heart then the forehead then sweep the hand upward), often accompanied by salaam alaykum (“Peace be with you”) is expected. 

Also, note that people all over the world use their hands to aid in the communication process. The problem is that many gestures mean different things to diverse groups. 

When communicating across differences it is important to become more conscious of these differences because our gestures can be misinterpreted. 

Take “pointing,” for example, which is often considered poor etiquette in U.S. American culture. Likewise, to point at an Asian with an index finger is offensive and intrusive. In Thailand, China, and many other Asian countries, pointing is done with the entire hand. In Malaysia, however, pointing is done with the thumb. 

Download the accompanying PDF containing a more complete list of hand gestures and what they mean in other cultures. 

Tips for Communicating Nonverbally Across Differences:

• Practice reading between the lines and decoding nonverbal subtleties your clients/partners/employees bring to the conversation. 

• Pay attention to the role that social status and nonverbal behavior (i.e., pauses, silences, tone of voice, or roundabout ways of expression) play in the conversation. 

• Never project your idea of an appropriate handshake onto others. Likewise, never judge the character or personality of individuals you are dealing with by the nature of their grasp. 

• For many of our international partners, although they may understand we are not deliberately trying to offend them, we risk embarrassing them (and ourselves) when using gestures they consider inappropriate. 

• As we work with Muslim colleagues or partners, be cognizant of the “left hand” etiquette (explained in the PDF). Not doing so would be insulting and embarrassing. 

• The silence on the part of your Asian employee could be a show of respect on his part or reluctance to stand apart from other colleagues. 

• Whenever possible, match your behavior to those of your target culture.

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