federal state educational institution

Supreme vocational education

"Siberian State University physical culture

And sports"

Faculty of Humanities

Department of "Public Relations"

by discipline " Professional ethics»

Organization of communication space

Completed:

1st year student

G11CO2 groups

Nizhegorodtseva Angela

Nikolaevna

Scientific director:

candidate of philosophy Sciences,

Art. teacher

Elkina Maria Vladimirovna

Introduction……………………………………………………………………………………...3

Proxemics…………………………………………………………………………………..4

The need to organize space in business communication………………………...7

National specificity in the organization of communication space………………………10

Conclusion………………………………………………………………………………… 14

List of used literature………………………………………………………..15

Introduction

Communication is a complex process of interaction between people, which consists in the exchange of information, as well as in the perception and understanding of each other by partners. The subjects of communication are living beings, people. In principle, communication is characteristic of any living beings, but only at the human level does the process of communication become conscious, connected by verbal and non-verbal acts. The person who transmits information is called the communicator, and the person who receives it is called the recipient. The quality of information transmission is influenced by many factors, such as the personality of the communicator, his individual qualities, the timbre of his voice, the rhythm of speech, the situation in which information is transmitted, the environment, etc.

The purpose of this work is a detailed study of one of the factors of communication that influences its success or failure. This factor is the space in which the process of communication takes place.

In the course of the work, national specifics in the organization of communication space, the need to organize space in business communication, as well as distances and communication zones will be considered.

Proxemics

Proxemics (from the English proximity - proximity) is a field of social psychology and semiotics that studies spatial and temporal sign system communication.

Acting as a special sign system, the space and time of the organization of the communication process carry a semantic load, being components of the communicative situation.

Anthropologist Edward T. Hall in the 1950s, exploring the personal space of a person in his everyday behavior, denotes by this term "an analysis of how a person performs spontaneous structuring of microspace - intersubjective space, organizing space in his home, planning the urban environment" . He came to a new understanding of relationships between people. Each person has a certain territory, which he considers personal. Communication distance depends on many factors (origin, culture, personal preferences). With too little or long distance people may experience awkwardness and discomfort.

Like many mechanisms of human behavior, the observance of space was originally dictated by biological expediency. Man acquired social skills only in the last stages of his evolution. To this day, his behavior has preserved features dictated by ancient instincts, one of which is territorial.

Each person, for his normal existence, considers that a certain amount of space around him is his own and considers the violation of this space as an intrusion into the inner world, as an unfriendly act. Therefore, communication between people always takes place at a certain distance from each other, and this distance is important indicator type, nature and breadth of relationships between people. Each person subconsciously sets the boundaries of their personal space. These boundaries depend not only on the culture of a given people, but also on the attitude towards a particular interlocutor. So, friends always stand closer to each other than strangers. Thus, changing the distance between people during communication is part of the communication process.

Edward Hall identified four optimal "zones" for various kinds communication that changes from one culture to another. In particular, intimate, personal, social and public distances are distinguished.

1. Intimate distance. It (like all others) has two intervals: “near” and “far”. Close interval - direct contact; distant - distance from 15 to 45 cm. Behind this distance, an area is reserved for the exchange of intimate messages in body language (mutual touch, eye contact, etc.).

Not without interest in this regard are observations of married couples by a specialist in family therapy, D. Russell Crane. He argues that emotional closeness between spouses can be measured in meters and centimeters. The distance chosen for communication by married couples who are dissatisfied with their marriage is approximately 30% higher than the distance between happy spouses. On average, happy partners stop at a distance of 28.5 cm from each other, and unhappy partners at a distance of 37 cm, but if for the former this is the distance of emotional intimacy, then for the latter it is an unbridgeable abyss.

Thus, S. Stepanov believes, it is quite easy to establish what level of communication your potential partner wants to adhere to. It is enough to deliberately reduce the personal distance, and the other person will unconsciously make a movement to establish the distance that in this moment finds acceptable. For example, if you move (lean) towards the interlocutor or interlocutor, reducing the distance to the level of intimate communication, and he or she is in no hurry to move away, then this, in all likelihood, indicates a readiness for closer contact. However, it must be remembered that the abuse of this diagnostic technique is fraught with the fact that your approach can be perceived as aggression or familiarity, or perhaps as shameless flirting.

In general, we do not mind the occupation of our intimate area only in combination with love, reward and praise.

Managers can also reinforce their superior claims through the spatial oppression of their subordinates.

According to the German psychologist Khorog Rückle, in violation of the boundaries of the territory, especially the intimate space of a person, the following reactions should be borne in mind: restless fidgeting, signaling a desire to leave; cross-legged, away from the invader - turn to the side and prepare for flight; finger tapping (internal alarm signal); resting on hands with the intention to rise, which signals a desire to get up and retire; squinting: "I don't want to see you come so close to me"; lowering the chin to the chest: "I obey, yes, I'm scared, and I protect my neck, leave me alone"; raising the shoulders to cover the neck: “I regard your intrusion as an attack and protect my neck”; grasping objects, especially pencils, which are then in most cases turned with a sharpened end towards the “occupier”: “I am holding myself in my hands or arming myself to protect myself from you.” Standing up: “I don’t allow myself to be treated like this, I draw my own conclusions and leave.”

When a woman invades a man's intimate zone, the indignation will not be as strong as when a man invades a woman's intimate zone.

The intimate zone of communication is located closest to the human body, and in it he feels safe. In almost all cultures of the world, it is generally not accepted to invade someone else's intimate zone. Therefore, many people find it difficult to endure situations when someone without permission touches them, pats them on the shoulder, and even more so slaps them. A person must determine for himself who can be allowed into his intimate zone. Therefore, one who invades someone else's intimate zone, without permission, causes strong negative feelings, up to disgust.

Scientists have proven that what stronger man interferes with someone's approach, the more hormones of struggle are produced in his blood. At such a moment, a person, as a rule, prepares for self-defense. This is inherent in nature, stress hormones help the body either cope with external danger or run away from it. If it is not possible to carry out one or the other, then the hormone of struggle turns into a "poison". For this reason, a person who violates the intimate zone of a communication partner causes both psychological and physiological harm to him.

2. Personal distance. Close interval: 45-75 cm, far: 75-120 cm. How close people stand to each other signals their relationship, or how they feel for each other. A wife can stand comfortably inside her husband's intimate personal zone. For another woman to be in it is a completely different matter.

In this space, normal communication processes occurring between people. However, people who focus on inner experiences tend to maintain a greater distance than extroverts. If a person does not notice the personal zone and approaches the intimate one too quickly or even invades its limits, then he thereby demonstrates his lack of the necessary tact and a correct assessment of the personality of another person. He literally appears intrusive and makes a depressing impression. In fact, the protection of personal areas is one of the main principles of wordless communication.

But personal distance is not the same for people brought up in similar conditions. So, children and the elderly tend to be closer to the partner; teenagers and middle-aged people prefer a distant distance. In addition, we usually try to be at a greater distance from those whose position or authority is higher than ours, while people of equal status communicate at a close distance.

An important role in the regulation of personal distance is played by the gender and height of the interlocutors. The taller the man, the more he seeks to get closer to the interlocutor, and, conversely, the smaller his height, the greater the distance he prefers to stay. In women, the opposite relationship is observed. The explanation for this is that the society has developed an ordinary "cultural norm" - a man should be large, and a woman, on the contrary, should be miniature. And we unconsciously strive to adjust life to this conditional norm. It is pleasant for a tall man to stand next to a short interlocutor, and a tall woman, on the contrary, tends to move away to hide her "flaw".

The American psychologist Philip Zimbardo noted that people who are afraid of personal contacts with others tend to literally protect themselves. Sitting down in the dining room in free places, they move the neighboring chairs further away or try to clutter them up with some personal things in order to prevent the approach of a possible interlocutor. Such a strategy is quite common, and any of us can observe it in a similar situation. Thus, the desire to maintain a respectful distance is a sure sign of insufficient self-confidence, increased anxiety. And vice versa - a calm, self-confident person is less concerned about the inviolability of "one's own borders." An assertive, aggressive person is prone to physical expansion of his boundaries in the literal sense: this is evidenced, for example, by elongated or widely spaced elbows, legs, sweeping gestures relating to surrounding objects and people.

A number of experiments have found that people who are prone to the use of brute force have a wider intimate sphere, which can be twice as large as that of other people. This explains the fact why they begin to feel the approaching threat much earlier and, accordingly, resort to protective measures much earlier.

3. Social distance. Close spacing: 120-210 cm. People working together tend to use close social distance. The far interval is from 210 to 350 cm. This is the distance that people go when someone says to them: "Stand so that I can look at you."

We deal with social distance mainly in the sphere of business relations. Involuntarily, the dimensions of this distance are set when there is a dining table or a desk between the interlocutors. At this distance from each other, all conversations take place, during which they do not seek to establish close relations, and we are talking more about this or that thing than about a person. At the same distance, there are also conversations about problems that are not directly exciting and are considered abstractly, “from the outside”.

4. Public distance. Close interval: 350-750 cm. Far interval: more than 750 cm. This is exactly the distance that speakers usually stand from their listeners. The limits of the public or common area allow you to observe people without any embarrassment, especially those of them who flaunt themselves. This is also possible because someone who is being observed from such a distance can be sure that such observation does not develop into an attack. The attacker would have to cover quite a long distance first. In addition, various details and trifles that they want to hide from others cannot be seen at such a distance. The gaze of the observer at a great distance does not provoke the appearance of any defense mechanisms or defensive body language.

The need to organize space in business communication

Business relations are a complex multifaceted process of developing contacts between people in the official sphere. Its participants act in official statuses and are focused on achieving goals, specific tasks. A specific feature of this process is its regulation, i.e., obedience to established restrictions, which are determined by national and cultural traditions, professional ethical principles. A prerequisite in the process of business relations is the communication of people, so it is extremely important in what environment and space it will take place.

Relations between people unfold not only in space, but also in time. How a person manages someone else's and his time is an important social sign. Respect for another person is manifested in increased accuracy of punctual behavior. To make another wait means, voluntarily or involuntarily, to declare one's right to dispose of the situation. The time factor is very important in a society where “time is money”, so it is important not to waste time in vain. In this, in particular, it is necessary to look for the source of punctuality among businessmen. There are spatial rules of interaction between participants in communication.

Let's consider the placement of negotiators in a working office at a standard rectangular table with four positions of your interlocutor.

1) angular location;

2) the position of business interaction;

3) competitive-defensive position;

4) independent position

Angular location is typical for people engaged in friendly casual conversation. 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.

The position of partners against each other usually creates an atmosphere of rivalry. This arrangement of the interlocutors contributes to the fact that each side will adhere to its point of view. The table between them becomes a kind of barrier. People take this position at the table when they are in a rivalry relationship or when one of them reprimands the other. In addition, if the meeting takes place in the office, then such an arrangement also indicates a relationship of subordination. It should be remembered that the 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 a position of corner location and in a position of business interaction than in a competitive-defensive position. The conversation in this position should be short and specific.

There are times when it is very difficult or inappropriate to take a corner position when presenting your material. Suppose you need to offer a sample, diagram, or book for consideration to a person sitting across from you at a rectangular table. First, put 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 him 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, then 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 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 soon as possible.

People who do not want to interact at the table with each other take an independent position. 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 during communication 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 a relationship of rivalry between people who are equal in position. Square tables are good for holding a short business conversation or to emphasize the relationship of subordination. Here, a cooperative relationship is established more quickly with the person who sits at the table next to you, and the person who sits on your right will be more attentive to you than the one who sits on the left. The maximum resistance will be provided by the person who sits directly in front of you.

At a rectangular table at a meeting of people of the same social status the dominant place is the place where the person is sitting, facing the door.

The round table creates an atmosphere of informality and ease, and it is best to have conversations around it with people of the same social status. In addition, when you have to conduct a business conversation with two interlocutors, one of whom is very talkative, and the other, on the contrary, very silent, it is advisable to sit at a round table.

In order for all partners to take an active part in the conversation, you should use a simple but very effective reception: when a talkative interlocutor asks a question, while answering, look first at him, and then turn your head towards the silent interlocutor, then again towards the talkative one, and then again towards the silent one. This technique allows the reticent interlocutor to feel that he is also involved in the conversation, and you - to win the favor of this person (this means that you, if necessary, can get support from him).

Thus, a square (or rectangular) table, which is usually a work table, is used for business conversations, negotiations, and briefings. A round table is most often used to create a relaxed, informal atmosphere and is great 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. This is especially important when you invite him to a gala dinner at your home or restaurant.

Try to make sure that your interlocutor sits with his back to the wall. Psychologists have proven that a person's breathing rate and heart rate increase if he sits with his back to open space, especially if there is constant walking behind his back. In addition, tension increases when the person's back is turned toward front door or to a window, especially if it is ground floor windows.

As we can see, these seemingly trifles are of no small importance in business communication. That is why it is very important not only to know, but also to be able to apply all this in practice in order to achieve an effective result.

In psychology, there is the concept of interpersonal space or communication distance - this is the distance in space between people in the process of communication. While communicating with some, we feel comfortable, it is pleasant for us to talk, while with others we feel uncomfortable and want to stay away or, in general, stop the conversation. This directly depends on the boundaries / zones of communication.

The effect of communication is influenced not only by status, psychological features, gender of the person, but also at what distance he is from you. There is a limit on the allowable distance between interlocutors. Everyone intuitively feels when this limit is violated. This causes anxiety or depression.

Zones or boundaries of interpersonal communication.

• Intimate zone/border. This distance from a person within 40 - 50 cm . It is considered more important for everyone, in which not everyone is admitted. Within these boundaries there is a very trusting and close, for example, with children, parents, lovers, very close people or friends. We allow doctors into the intimate area. If a “stranger” crosses this border, it causes rejection and irritation.
• Personal or personal area/border . This distance at the level from 40-50 cm to 1.2-1.5 m . In such a spatial zone we communicate with acquaintances, with employees; it is intended for informal and business relations.
• Social zone/border . This distance at the level from 1.2-1.5 m to 3.0-3.5 m . We allow few people we know into this space, it is intended for official or formal, in business meetings, in conversations that are not related to personal.
• Public area/border . This distance within over 3.5 m . It is intended for a large audience: for presentations, lectures, meetings, etc.

Violation of the boundaries of communication affects the emotional state of a person. When they want to convince you or force you to do something that you do not want, they actively violate the intimate zone. If at the same time they look into your eyes and speak convincingly with an increase in tone, pressing and suppressing, then you will “give up”.

IN business relations, it is important to know these zones, because the right distance is directly related to the result of communication.

We must not forget that these boundaries do not apply to everyone, because. other countries or regions have their own traditions, and therefore the interpersonal space is different.

nonverbal means in business communication.

The effectiveness of business interaction is determined not only by how clear the words of the interlocutor are, but also by the ability to correctly interpret visual information, i.e. partner's facial expressions, or gestures. It is the "reading" of the non-verbal, expressive repertoire of the interlocutor that contributes to the achievement of interaction.

Means of non-verbal communication .

The means of non-verbal communication include, first of all, the following:

1. Body contact. It is expressed in various forms - pushes, pats, strokes.

2. The distance between the speakers. The distance between business partners indicates the relationship to each other, the degree of interest in the conversation.

3. Orientation, those. the position of sitting or standing partners in relation to each other. Orientation may change depending on the degree of cooperation or rivalry.

4. Appearance. The main goal is to introduce yourself. Through the image, a business partner informs others about his social status, type of activity, self-esteem.

5. Body posture. Posture usually indicates interpersonal relationships. The posture can change depending on the emotional state of the person.

6. Head nod - used to approve or confirm something, it also gives a signal for the partner to enter into a dialogue.

7.Facial expression (facial expression)- makes it possible to demonstrate or hide emotions, helps to perceive information transmitted through speech.

8. Gestures- are used together with speech, thereby emphasizing it.

9. Sight– allows you to read a variety of signals. The expression of the eyes is closely related to business communication.

10. Paraverbal and extrawebal signals. The meaning of the utterance may vary depending on what intonation, timbre the speaker used. Speech shades affect the meaning of the statement, signal emotions, the state of a person and his interest.

Body language is one of the varieties of "parallel" language, accompanied with human speech utterances.

The fact that a person is able to remain silent, but cannot fully control the movements of his body, provides a business partner who can “read” non-verbal information with an amazing “tool” in its capabilities that allows him to adapt and edit his communication tactics in accordance with the reaction (movements) interlocutor, depend on:

its gender, anatomical features and type;

degree of introversion or extraverbal character;

· Psychological, physical and spiritual needs;

The degree of its mobility;

· Venues for conversations, negotiations, press conferences, etc.

Paralinguistic features of non-verbal communication.

Often used in business interactions "rhetorical tricks" those. emotional triggers. It is they who cause the partner's emotions, experiences. It is very important for business people to evoke not just emotions in the interlocutor, but precisely those with which you can achieve a certain result. In order to achieve a positive result, it is necessary to take into account the psychotype of the opponent, his leading sensory channel.

A win-win option in business interaction is energy of speech: its expression and tonal variation. The interlocutors like it when the partner does not fuss, but mintes phrases, while not hiding his position on the subject of the conversation, emphasizing the confidence of his statements with all his appearance. It is the correct pronunciation of words and demeanor that contribute to the partner turning towards you and creating a trusting situation.

The famous artist I. Ilyinsky in his book “About myself” wrote:

“... The intonations of the human voice are especially colorful, varied, deep and penetrating when they are pronounced in a natural rather than forcing voice, and when they are pronounced in this way, they penetrate especially deeply into the soul of the listener, carrying the necessary thought.”

Intonation is understood as all phenomena, sound means of sound that are associated with voice. and do not require our attention to be concentrated on the content of what has been said.

Speech is based on the activation of the mechanism associations. They represent the ability of the intellect to restore past information in relation to the one that is currently accepted by a person. The effect is achieved due to the fact that the speaker creates a field for business interaction, thanks to which the interlocutor participates and understands the partner more easily. .

There are the following characteristics of the human voice:

· Speech rate.

The fast pace of speech indicates the impulsiveness of the interlocutor, his self-confidence;

a calm, unhurried manner indicates equanimity, prudence, thoroughness;

fluctuations in the speed of speech reveal a lack of balance, uncertainty.

· Volume.

Great loudness is inherent, as a rule, in the true strength of motives, or in swaying and self-satisfaction;

Low volume indicates restraint, modesty, lack of vitality, weakness of a person;

Strong changes in volume indicate the speaker's excitement.

· Articulation.

The clear and correct pronunciation of words indicates inner discipline;

The need for clarity is a lack of vivacity;

A vague pronunciation indicates compliance, uncertainty, softness, lethargy of will.

Falsetto is inherent in a person whose thinking and speech come more from the intellect;

* Mode or course of speech.

Rhythmic speaking - a wealth of feelings, balance, as a rule, a good basic mood.

Strictly cyclical, correct speaking - a strong awareness of what is being experienced, willpower, discipline.

Zones and distance in business communication.

Distance is the distance that one person maintains relative to another, as well as unexpected movements that have the purpose of changing the distance, such as a sharp step back.

As you know, not every person we let close to us. Our space is divided into four zones: intimate, personal, social, public.

* Intimate zone.

In English, the intimate area is called "buble", which means "bubble". Inside our bubble, we honor ourselves in safety. We keep the people we let close to the border of the intimate zone at a distance. Trust, what exactly gives a pass to close to us, and in other cases we protect ourselves from other people with a “shell”.

In business interaction, it is not customary to invade someone else's intimate area, so many people find it difficult to endure situations when someone approaches closer than arm's length (the border of intimate space). A person himself wants to determine who he wants to see in his intimate zone. Thus, the one who invades the intimate zone of another person shows disrespect for the partner, thereby causing feelings of disgust.

The size of the intimate zone at any given moment depends on external and internal circumstances, namely:

a) the status of the person with whom the business communication takes place;

b) from your own mood at the moment (or sense of security).

The inability to determine the value of the required distance in relation to the client is most evident among service workers. Violation of the intimate zone is characteristic of some managers.

The position of a person in a particular company can be judged by some indicators. Such as, for example, the larger the desk, the higher the status of its owner. But the larger the table, the greater the distance between business partners.

Learning to recognize the signals of distancing will help you determine who is the main person in business negotiations. Watch who others allocate more space to - this is the person who makes the main decisions.

Zones of intimate distance differ in distance depending on a particular cultural environment:

In Western Europe, they are 60 cm.

In Eastern Europe 45 cm.

In Mediterranean countries, this is the distance from the tip of the finger to the elbow.

Violation of the boundaries of the territory, especially the intimate space of a business person, accompanied by body signals namely:

a) restless fidgeting, signaling a desire to leave;

b) cross-legged, away from the invader - turn to the side and prepare for flight;

c) tapping with fingers (internal alarm signal);

d) resting on hands with the intention to rise, which signals the desire to get up and leave;

f) lowering the chin to the chest: "I obey, yes, I'm scared and I protect my neck, leave me alone."

g) grasping objects, especially pencils, which are then, in most cases, turned with a sharpened end towards the “accomplice”.

· Personal zone.

This zone ranges from 45 to 120 cm. Normal business interactions and communication processes should take place in this space. It is from this zone that a sudden invasion into the intimate zone occurs, the transition is carried out smoothly.

Personal or impersonal distance is characteristic of such forms of business interaction as business negotiations or a friendly meeting, receiving visitors and consulting.

Let us give an example of Nietzsche: porcupines, in order not to freeze, huddle together, but at the same time they are pressed so tightly that they prick with their quills. Thus, it can be formulated to develop a manner of behavior from the point of view of personal distancing: one should seek intimacy in order to “not freeze”, and avoid any intimacy that can “hurt”.

Speaking of business interaction, this rule can be formulated as follows: if we suddenly find ourselves squeezed into others, then we are forced to communicate with them. However, this rule applies to each culture differently. So, for example, the Japanese suffer from stampede much less than other nations. And for the inhabitants of Western Europe, North America the above rules are mandatory. Business partners in such situations should avoid close eye contact, try to stay still and not talk to each other, unless necessary. Russian business people must follow these rules.

· Social zone.

The social zone is the distance at which we keep from people whom we do not know very well or are completely unfamiliar, as well as when interacting with a small group of people. It is customary to use this distance for a group meeting of business people.

In business interaction, such communication is carried out at a distance of 1.2 - 3.5 m. The social zone borders on the personal one, it is intended, as a rule, for business contacts. It is very important that the partners fix the body signals that indicate the approach to the "permissible" border. After all, a negative reaction and psychological discomfort in violation of the distance arise without consciously

This should be remembered by everyone who works in the field of communication with clients.

The social zone enables business partners not only to hear each other, but also to see; as a rule, the gaze should be directed to face and hands. Because the palms of a person are adapted to cover their face, and with such an interaction (of the palms and face), the person seems to be hiding something.

The number of such gestures increases when one of the participants in a business interaction is lying. The most commonly used gestures that liars use, but such gestures can be easily “counted” are: stroking the chin, covering the mouth, touching the nose, rubbing the cheek, pulling the earlobe, etc. These gestures mean either self-punishment or calming down.

A lot of information in business interaction can be obtained by observing the movements "hand-nose". Movements such as touching one's own nose are done by insecure people. With such movements, states of thoughtfulness and passivity can be associated.

All these connections are clearly visible only at a distance, therefore, once in the social zone of communication, it is advisable to control yourself as best as possible and carefully observe the partners of collective interaction.

· Public zone (communication zone).

The public area is the preferred distance when interacting with a large group of people, with a mass audience. The public area starts from 3.5 m, and the greater the distance from the audience, the more important the use of audio-visual means. This is necessary so that the audience can not only hear the words, but also “read” the non-verbal information told about the degree of their sincerity or deceit.

This zone is called open. The size of this zone is not limited.

Thus, in business interaction, an important element of etiquette is observance of borders and zones of interaction, violation of this rule is fraught with the most serious consequences.

The use of communication zones, greater or lesser freedom of action in them very clearly characterize business partners.

Examples.

Imagine yourself as five managers who do not know each other. They all gathered in the same hotel, because they are all invited as participants to the workshop. They do not know that they are members of the same group. And here they are, from the breakfast room, standing and waiting for the elevator. They silently pace back and forth like five penguins, while keeping as far as possible from each other, and fascinated by the blinking lights of the elevator descending towards them. The elevator doors open, they enter without touching each other, and they are arranged in the same way in the cabin, so that everyone can protect their intimate area as much as possible. They stand straight as sticks and wait for the elevator to reach the designated floor. Finally, the elevator doors open and they leave. Leaving the cabin, the managers read the information on the bulletin board, from which it becomes clear to everyone that they need to go further to another room, say, to room 221, and they go ahead, keeping the same distance. They enter the seminar room and look for their seats. Identify them, they finally look around each other and note that they already know each other a little, then bow slightly to their unwilling companions before their eyes continue to wander around the audience, consider other "completely alien" participants.

An interesting fact is that as soon as people enter someone else's territory, they immediately “seize” their place and after a break everyone focuses on it, it becomes, as it were, part of their intimate zone.

Knowing these facts makes it possible business people, on the one hand, to observe the "rules of the game", on the other hand, to use the spatial characteristics of the transformation of interaction scenarios.

1.Non-verbal means in business communication…………1

2. Means of non-verbal communication……………………..1-2

3. Paralinguistic features of non-verbal communication……………………………………………………….2-4

4. Zones and distances in business communication………………..4-7

References.

Panfilova A.P. Business communication in professional activity. 1998

Basics business communication Sorokina Alla Viktorovna

6. Distance

6. Distance

Concerning the issues of observing etiquette during business communication, one cannot but mention the distances. A person's use of space affects their ability to relate to other people, feel close to them or keep them at a distance.

There are four main distances that guide most people during communication, these are: intimate, personal, social and public.

Intimate distance can be close, expressed by touch, and far - at a distance of 15 to 50 cm. Close intimate distance in business life is assumed during handshakes, greetings and goodbyes. In all other cases, a long distance is set - 50 cm.

Personal distance is business communication at a distance of 60 cm to 1.2 m, which is used during conversations, negotiations, and signing contracts. Such a distance does not oblige to anything and at the same time encourages the continuation of the contract.

Social distance - from 1.2 to 2.5 m - is established in cases where communication takes place with a stranger. At this distance, the director receives the secretary and other employees, emphasizing strictly business communication. Such a distance is convenient when prolonged communication is undesirable: you can look away from the interlocutor, and at such a distance this will not mean the end of the conversation.

Public distance assumes a distance of 3.5 to 7.5 m. It is ideal for speaking at meetings, seminars. Public distance is the distance from the stage to the audience, characteristic of the theater; from the rostrum to the participants of meetings, meetings.

When communicating with foreign business partners, it must be remembered that representatives of different national cultures relate differently to distance.

The British, Americans, Scandinavians do not tolerate close distances, considering them as an encroachment on their personal space. The Japanese perceive touching themselves as a loss of self-control on the part of the interlocutor or aggressiveness, they should not be approached less than 1 m. And the French easily move to a close distance if you interest them. Arabs, Latin Americans, Greeks, Italians, Spaniards believe that not touching the interlocutor in a conversation means acting coldly and unfriendly towards him. For them, active gestures are the norm.

This text is an introductory piece. From the book Active Selling 3.1: The Beginning author Rysev Nikolay Yurievich

3. Distance Separately, it is worth mentioning the psychological distance. The topic is important and painful. Why is this? Because by providing the necessary distance, you create an aura of comfort for the client, which is not bad in itself. In such an aura, you can already push more freely

From the book Business with or without Russians? author Butomo Nikita

Chapter 6 Management in Russian: the distance of power How good: THE POWER IS FAR FROM US! We are closer to the kitchen and away from the authorities. How great! We do not go to power and do not take part in our destiny. It's been that way for a long time. At first, we were ruled by the "Rus" - that is, the Vikings. After

From the book How to Influence. New management style by Owen Joe

Chapter 2 Another "Russian way". Power Distance as a Basis for Our Development Chuck, Yoho, Steve, Zet and Russian are sitting and talking. drive! That's

From the author's book

Distance Distance (or difference) is the opposite of common values ​​and reliability. The greater the distance between two people, the less they trust each other. The main types of distance: the difference between our words and thoughts; the difference between our words and