SHARMA's BLOG: KINESICS - Glance behavior

SHARMA's BLOG: KINESICS - Glance behavior: KINESICS - Glance behavior Glances are part and parcel of everyday communication. They are also used in dancing and other live arts. They...

KINESICS - Glance behavior

KINESICS - Glance behavior

Glances are part and parcel of everyday communication. They are also used in dancing and other live arts. They are the dramatic versions of the glances of everyday life:
 Sideway glances combined with a smile communicate interest and is frequently a signal of courtship
 Sideway glance combined with slightly raised eyebrows convey hostility
 Sideway glances combined with down-turned eyebrows and furrowed signal suspicion and critical attitude
 Sideway glance combined with corners of the mouth turned down also signal suspicion and critical attitude.

Eye blocking

It is very irritating to deal with people who use eye-blocking gesture as they speak:
 When a person attempts to block another person from sight, he is eye-blocking because either he is bored or feels superior.
 An average person blinks 6 to 8 times in a minute. If the person is closing his eyes longer, he is momentarily trying to wipe you off his mind.
 The ultimate eye blocking occurs when the other person keeps his eyes closed.
 If one experiences eye blocking from his boss, it is a danger signal – it should immediately tell him that the approach he is following is causing a negative reaction. He must switch to another approach or tactics if the communication has to proceed in an effective manner!

SHARMA's BLOG: KINESICS - Gaze behaviour

SHARMA's BLOG: KINESICS - Gaze behaviour: KINESICS - Gaze behaviour Real process of communication gets established when people make eye to eye with other individuals. This is kno...

KINESICS - Gaze behaviour

KINESICS - Gaze behaviour

Real process of communication gets established when people make eye to eye with other individuals. This is known as gaze behaviour and its important features are:

(a) Some people can make you feel comfortable when you are conversing with them by their gaze behaviour.
(b) Some people can make you feel ill at ease with their gaze behaviour when conversing with you.
(c) When a person is not maintaining eye contact and the duration of eye contact is less than one-third of the time, they arouse a feeling of trustworthiness in them as they seem to be holding back information and are not honest or forthright.
(d) When the gaze continues for more than two-thirds of the time, it can imply one of the followings:
 If the gaze leads to dilated eye pupils, it means the other person finds you interesting
 If the gaze leads to contracted eye pupils, it means the other person is hostile to you.
(e) Gazing helps to build rapport with colleagues, subordinates and bosses. If gazing continues for more than two-thirds of the total time, it leads to positive results. If a person continues gazing for over two-thirds of the time with the boss, he can win his confidence.
(f) A nervous person who holds the gaze for less than one-third of the time cannot be trusted.
(g) Some gazing is culture-centric. South Europeans gaze longer that may be offensive in some cultures. Japanese gaze at the neck rather than at the face!
(h) The geographical area on which the gaze is focused has profound meaning especially during negotiations:
 If directed at the other person‟s forehead, it creates serious atmosphere and the other person can sense you mean business. If the manager wants to reprimand his subordinate, gaze will focus on the forehead.
 If gaze does not drop below the eye level, person is able to maintain control over the interactions.
 When gaze falls below the eye levels, it leads to creation of social atmosphere.
 It the area of focus is across the eyes and below the chin of the other person, it is an intimate gaze.
(i) If salespersons can find out what is on customers‟ mind, it is valuable to them:
 If prospects‟ eyes are downcast and face is turned away, he is shutting you away.
 If prospects‟ eyes engage yours for several seconds at a time, he is weighing your proposal.
 If prospects‟ head is shifted to the same level as yours, the sale is virtually made.
(j) Gaze plays a big role in courtship:
 Signals are exchanged when they meet each other‟s gaze
 Girls use makeup to emphasize their eye display
 If a girl likes the boy, her eye pupils dilate and get properly decoded
 With partially drooped eyes, girl will hold boy‟s gaze just long enough for him to notice and then quickly turn her gaze away
 A girl can convey coy looks by blinking quickly 2 to 3 times in a short span of time
 If a girl‟s gaze is accompanied by dilation of pupils, it shows she is interested

SHARMA's BLOG: KINESICS - eyes

SHARMA's BLOG: KINESICS - eyes: KINESICS - eyes Reading eyes Eyes form the focal point of the face and body movements. A proper reading of the eyes can reveal the foll...

KINESICS - eyes

KINESICS - eyes

Reading eyes
Eyes form the focal point of the face and body movements. A proper reading of the eyes can reveal the following states of mind:
(a) Positive feedback
If the eye contact gives positive feedback to the speaker, it boosts his confidence and imparts a new zeal to the presentation.
(b) Negative feedback
If the feedback through the eye contacts is negative, it leads to demoralizing of the speaker, resulting in his faltering and fumbling.
(c) Positive eye contact
A positive eye contact especially during gatherings like seminars, meetings etc, makes them interesting and lively.
(d) Blank looks
A person with a blank look, when eyes do not blink, appears to be bored. It means he is not listening.
(e) Avoiding glances
Generally, people do not exchange glances with strangers to avoid opening of any conversation or contact with them.
(f) Avoiding eye contact
A person avoiding eye contact may not be feeling comfortable or he may be attempting to deceive or hide something. He may have a guilty conscience.
(g) Indifference
Eyes can easily give the idea of whether the person is showing indifference to the topic being discussed or happenings in the vicinity.
(h) Index of state of mind
Eyes can effectively reveal anger, authority, fear, disgust, timidity, confidence, love, intimacy etc
(i) Index of emotional state
Eyes can also convey the emotional states of happiness, sadness, surprise, fear, disgust or pain.
(j) Staring eyes
Although people do not like staring, a person in love stares often.
(k) Sidelong glances
A person engaged in sidelong glances may be suspicious, doubtful or distrusting of what is happening around.
(l) Concentrated eyes
A person with concentrated eyes, accompanied by the lowering of eyelids, is not concealing the eyes; instead, he is focusing on some interesting object as is often used by artists and lovers.
(m) Wearing glasses on eyes
It does not come in the way of reading the eyes. On the contrary, it may yield additional information to the watcher. A person removing glasses and then wearing it again quickly wants quick decisions.
(n) Eyes lighting up
Eyes light up when one is happy or excited about something or when he wants to share someone‟s happiness.
(o) Eyes welling up
When a person empathizes with another individual, eyes well up.
(p) Dilation and contraction of pupils of the eyes
If a person is very excited, the pupil can dilate up to four times its normal size. Contracted eyes make them look beady or like snake eyes that show anger. Babies and small children use dilation of pupils to gain attention. Dilation of the pupil by kids makes them appear more desirable.
(q) Expression of anger and hostility through eyes
The expression of anger and hostility through other parts of the body is largely controllable but it is very difficult to control the anger and hostility through the eyes. It invariably leads to serious conflicts.
Almost every adult must have experienced:
 „A look that would kill‟
 „A come-hither look‟
 „I am available look‟
 „A fist eye‟
As a rule, successful managers develop a good understanding with their subordinates through eye contact. It leads to better rapport between the manager and his subordinates. This kind of relationship with subordinates enhances human potential, their output and productivity.
Eye movements form the lifeblood of Indian classical dances – they use a permutation and combination of eyebrows, eyelids, eyelashes and pupil and make eyes the potent instrument for suggestions and other emotional feelings.
In most situations of business interest, managers should look in to the eyes when they are talking to someone. It is interesting to note that the late A Onassis, a

Greek shipping magnate who often emerged as a successful negotiator of deals, wore dark glasses while negotiating!

SHARMA's BLOG: KINESICS-Eye contacts including gazing, glancing a...

SHARMA's BLOG: KINESICS-Eye contacts including gazing, glancing a...: KINESICS-Eye contacts including gazing, glancing an eye blocking Although eyes are a part of the face and can be read along with many ot...

KINESICS-Eye contacts including gazing, glancing an eye blocking

KINESICS-Eye contacts including gazing, glancing an eye blocking

Although eyes are a part of the face and can be read along with many other facial expressions, they have a crucial role in body language and hence, merit special treatment. Owing to the critical importance of eye movements and their impact on facial expressions, this area has developed into a science called „oculesics‟ – the study of eye language and its grammar. Following features of the oculesics highlight their role:

 Eyes have been referred to as „the mirror of the soul‟. They express the innermost thoughts of a person. Knowing them by looking at the eyes can be a very rewarding skill and ability.
 Eyes react instantaneously to any external stimuli. They react faster than other parts of the body, Actions, and contents of speech can be „faked‟ quickly but it is very difficult to „fake‟ the expression of eyes.
 Eyes also play a significant role in execution, action taking and collecting feedback. Eyes provide feedback that is instantaneous. (76 % of the sensory feedback happens through seeing)
 Eyeballs produce a great emotional impact from the way they affect the area of the face around the eyes.
 Eye contact is also important in oral presentations – confidence of the presenter is judged from his eyes; eye contact with the audience is also required for keeping their interest alive during a presentation. Collective eye contact is also critical to the successful running of meetings, seminars etc.
 Eyes of a painting give an accurate picture of what it communicates – sadness, happiness, hunger, desire, anxiety or contentment.
 Various dance forms especially Indian dances emphasize eye movements a great deal to express the theme and the mood of the dance.

SHARMA's BLOG: KINESICS - Laughter

SHARMA's BLOG: KINESICS - Laughter: KINESICS - Laughter It is another allied expression where face plays a very dominant role. Laughter has been classified into different ...

KINESICS - Laughter

KINESICS - Laughter

It is another allied expression where face plays a very dominant role. Laughter has been classified into different types:

 Humorous laughter

 Social laughter

 Ignorance laughter

 Evasion laughter

 Embarrassment laughter

 Apologetic laughter

 Anxiety laughter

 Derisive laughter

 Joyous laughter

Smiling and laughing are facial expressions that are easiest to detect and easier to watch. One way to do it is seeing some comedy serials on Television by putting them on mute making sound inaudible 

A close watch on the judges and audience on the stage would reveal some interesting facts about „smiling‟ and „laughing‟. 

SHARMA's BLOG: KINESICS - Smiling face

SHARMA's BLOG: KINESICS - Smiling face: KINESICS - Smiling face A smile is a specific feature of facial expression. It is the most universal sign, common among all cultures. It...

KINESICS - Smiling face

KINESICS - Smiling face

A smile is a specific feature of facial expression. It is the most universal sign, common among all cultures. It has the following characteristics:
 Ordinarily, a smile is related to the happiness of a person
 A smile is also used when we recognize a person or accept the presence of another person
 A smiling face often appears to be friendly and cooperative
 An oblong smile happens when lips are drawn fully back from the upper and lower teeth. It expresses politeness. It also conveys respect to the teacher or the boss
 A simple smile also shows love, interest or attention to a person or an object
 If used properly, a smile can make a tense situation friendly and relaxed

Smiling plays a very crucial role in human interactions:

1 A smile creates a lasting first impression. A smile says, „I like you. I am glad to see you‟.
2 A smile is a messenger of your goodwill; it brightens the lives of all who see it. For those who often see people frown, scowl or turn their faces away, a smile is like sun breaking through the clouds.

 It costs nothing but creates much – it enriches those who receive without impoverishing those who give.
 It happens in a flash but the memory of it sometimes lasts forever!
 One is not dressed for the day if he has not worn his smile. Nobody needs a smile so much as those who have nothing to give.
 A smile creates happiness at homes, fosters goodwill in business and is the countersign of friendship.
According to an old Chinese proverb, „A man without a smiling face must not open a shop‟.

SHARMA's BLOG: KINESICS - Facial expressions including smiling

SHARMA's BLOG: KINESICS - Facial expressions including smiling: KINESICS - Facial expressions including smiling A face is the index of heart. It is the most expressive part of the body and is also the...

KINESICS - Facial expressions including smiling

KINESICS - Facial expressions including smiling

A face is the index of heart. It is the most expressive part of the body and is also the one that is observed most by the audience. Persons‟ feelings and emotions get immediately transferred into some form of expressions on the face. Facial expressions include the parts played by head, heart, eyes, nose, mouth, and lips. Everyone, almost intuitively, recognizes the facial expressions associated with:
 Happiness
 Fear
 Surprise
 Anger
 Sadness
 Astonishment
 Bewilderment
 Contentment etc
Similarly, observers can easily detect smile, frown etc. In conjunction with nose and nostrils, ears, mouth, lips etc they are able to decipher many other expressions and movements very quickly. These thoughts, feelings, and emotions may be either positive or negative – being able to read them from the facial and related expressions, managers and leaders are able to use the knowledge to their advantage. It is said that „every face tells a story‟ and managers and leaders must learn the kinesics to grasp that story quickly and react accordingly.
The muscles of the face have a nerve center in the stem of the human brain and it contains 7,000 to 10,000 nerve cells that are spread out in different parts of the face. The facial muscles that control a smile are similar to the muscles that control posture, voice tone, and pitch, movements and expressions that are triggered by emotions from emotions of the heart (right side of the brain) or thoughts (from the left side of the brain).
Very often, facial expressions involve more than one part of the face. For example, an extremely aggressive person will have his lips closed tightly, eyes wide open, eyes and eyebrows turned down, teeth clenched and he will speak with his lips barely moving! Similarly, a defiant person will have his head and chin thrust forward, lips tensed up and pushed forward so that any person can see that he is in an angry mood.

SHARMA's BLOG: KINESICS

SHARMA's BLOG: KINESICS: KINESICS  Kinesics literally means „body movements‟ and has emerged as the most important area of non-verbal communication. Kinesics sta...

KINESICS

KINESICS 

Kinesics literally means „body movements‟ and has emerged as the most important area of non-verbal communication. Kinesics stands for the way the body communicates without words but with the use of movements of the body.

It must be understood that the body movements are the reflections of ones‟ feelings, emotions, thoughts, and position in a given situation. By nodding their head or by shrugging their shoulders or by blinking their eyes, people are able to send messages that are often stronger than the spoken words. They are able to convey a large array of emotions, feelings, and thoughts that need to be inferred from the signs and signals involving body movement.

Although the list of different parts of the body is large, the following aspects will be discussed in some details:
 Facial expressions including smiling
 Eye contact, gazing, glancing an eye blocking
 Hands, palms, handshakes, double handshakes, arms, hands, and fingers together
 Thumbs and fingers
 Legs and feet postures
 Walking styles

SHARMA's BLOG: COMPONENTS OF BODY LANGUAGE

SHARMA's BLOG: COMPONENTS OF BODY LANGUAGE: COMPONENTS OF BODY LANGUAGE Non-verbal communication has emerged an area of major interest to budding managers/leaders because they can ...

COMPONENTS OF BODY LANGUAGE

COMPONENTS OF BODY LANGUAGE

Non-verbal communication has emerged an area of major interest to budding managers/leaders because they can exploit the knowledge successfully during negotiations and other major human interactions. Based on the developments in the broad field of body language, the subject can be grouped into the followings;

(1) Kinesics
Kinesics is the study of movements of different parts of the body
(2) Paralinguistics
Also called Para Language - it concerns with the study of the role of the vocal aspects viz., volume, speed, modulation, clarity etc while speaking.
(3) Proxemics
It relates to the role and importance of personal or spatial distance when people interact socially.
(4) Chronomics
It relates to the concept of time and its impact on humans in communication.
(5) Neuro-Linguistic Programming
Effective communication is the perception of „what has been received‟ rather than „what has been delivered‟ and in this five human senses have significant role and influence. Neuro-Linguistic Programming studies this aspect of human interaction.

SHARMA's BLOG: ROLE OF APPEARANCES IN BODY LANGUAGE

SHARMA's BLOG: ROLE OF APPEARANCES IN BODY LANGUAGE: ROLE OF APPEARANCES IN BODY LANGUAGE In the context of non-verbal communication, appearances should include: 1. Clothing  Hairdressi...

ROLE OF APPEARANCES IN BODY LANGUAGE

ROLE OF APPEARANCES IN BODY LANGUAGE

In the context of non-verbal communication, appearances should include:

1. Clothing
 Hairdressing and style
 Jewelry and other accessories like a watch, belt, shoes etc
 Cosmetics including choice of perfume
 Pair of spectacles

Initial thought may verge on the feeling that the above is quite unrelated to body language including movements, gestures, postures etc. However, a little deeper thought should convince that they are related to body language and can have a serious influence on gestures, expressions, and movements and change their meanings significantly.
It is said that a person is known by his dress and address. It emphasizes not only the kind of dress he wears but also the way he addresses his listeners. Perhaps it has some link with his postal address indicating his social status if he is residing in the upper-class locality.

SHARMA's BLOG: Limitations of Body Language

SHARMA's BLOG: Limitations of Body Language: Limitations of Body Language Some notable limitations of body language are: 1. Since it is non-verbal communication, it is not relied u...

Limitations of Body Language

Limitations of Body Language

Some notable limitations of body language are:
1. Since it is non-verbal communication, it is not relied upon completely and is used as a supportive add-on. Written or oral communications are taken more seriously.
2. Body language is heavily influenced by the culture of the country or the region; hence one has to be very careful in their use and understanding.
3. The listener has to be extra careful to make note of the gestures, expressions, and postures to draw meanings out of them and if he is not attentive, he can go wrong.
4. Body language is not effective in large gatherings. It is a very good tool in face-to-face communication among small groups.

SHARMA's BLOG: Advantages of Body Language

SHARMA's BLOG: Advantages of Body Language: Advantages of Body Language Resourceful managers make effective use of the power of the body language. They are able to take several adva...

Advantages of Body Language

Advantages of Body Language

Resourceful managers make effective use of the power of the body language. They are able to take several advantages by taking note of the signs and signals of body language:

1 It is a visual form of communication and is readily visible to the receivers of the message and facilitates decoding the message more accurately.
2 Body language happens simultaneously to oral communication and supplements it, especially in face-to-face communications.
3 Since body talks subconsciously, it adds intensity to the message. Without these gestures, expressions, and postures, communication may be bland.
4 People are generally mindful of the body language. Its proper use can enhance the environment for business negotiations.
5 It is a very good tool in face-to-face communication among small groups.

SHARMA's BLOG: MAKING EFFECTIVE USE OF BODY LANGUAGE

SHARMA's BLOG: MAKING EFFECTIVE USE OF BODY LANGUAGE: MAKING EFFECTIVE USE OF BODY LANGUAGE we have to learn how to make effective use of the body language of gestures, expressions, sounds e...

MAKING EFFECTIVE USE OF BODY LANGUAGE

MAKING EFFECTIVE USE OF BODY LANGUAGE

we have to learn how to make effective use of the body language of gestures, expressions, sounds etc. A few useful tips are;

1. Remember that the body talks and communicates a great deal provided one is quick to catch the cues and clues.
1. Be careful with the handshake – it tells a lot.
2. Maintain very good eye contact – it plays a major role in forming an impression.
3. Communicate with the person at his level by judging and adjusting to his style.
4. Be sincere and genuine. Never fake it; it can be easily detected.
5. Always use graceful movements, gestures, and expressions as they supplement verbal communication.

SHARMA's BLOG: IMPORTANCE OF BODY LANGUAGE

SHARMA's BLOG: IMPORTANCE OF BODY LANGUAGE: IMPORTANCE OF BODY LANGUAGE Persons trained well in body language can reap the following benefits: (1) Securing reliable feedback The...

IMPORTANCE OF BODY LANGUAGE

IMPORTANCE OF BODY LANGUAGE

Persons trained well in body language can reap the following benefits:

(1) Securing reliable feedback
The body does not lie although human beings can easily be swayed into telling things that are not true. A perceptive and trained speaker can easily find out if he is speaking
above, below or in line with the level of understanding of the audience and change / modify the message and his style to suit.

(2) Distinguishing truth from lie
Sensitive observers of body language can capture cues from non-verbal communication and compare it with the verbal communication and if they do not match, they get the uncanny feeling that the speaker is not telling the truth. There is a famous maxim, „Words may lie but the body seldom does‟. Body language has been described as the language all speak but very few understand it.

(3) Women are more perceptive than men
Also called „women intuition‟, they have an innate ability to pick up and decipher non-verbal signs and signals and have an eye for details. No wonder, few husbands can lie successfully to their wives. Conversely, most women can pull a fast one on their men without their realizing it. Female intuition is very high among women who have grown up children. Mothers solely rely on non-verbal communication to interact with the child for the first year or so.

IMPORTANCE OF BODY LANGUAGE

IMPORTANCE OF BODY LANGUAGE

Researches have confirmed that verbal communication, both oral and written, primarily helps in conveying information and non-verbal communication assists in negotiating inter-personal attitudes and behavior. In some cases, non-verbal communication even substitutes oral communication - a woman can give a man a „look to kill‟ without speaking a word.
In respect of body language and the rules it follows, human beings are at the same stage of development as other animals and are governed by the biological rules that control their actions in the form of gestures, expressions, and sounds. It is rather interesting to know that human beings are rarely aware of their postures, expressions, and sounds that accompany their oral messaging.

BODY LANGUAGE

BODY LANGUAGE

Human beings are also known as „homo community‟ because they communicate with other members of the species. Before spoken languages were developed, they communicated with other members by using various parts of our body – face, eyes, limbs, body and sounds to convey their feelings, emotions, ideas etc. However, interest in the subject started only after Charles Darwin wrote his book titled „Expressions of Emotions in Men and Animals‟ in 1872 and has increased after Julius Fast wrote his book titled, „Body Language‟ in 1970. Also called non-verbal communication, it is a complex process involving people and the gestures, expressions, and sounds they make to communicate with others. Over time it is encompassing the related fields of ergonomics, neuro-linguistic programming (NLP) related to the impact of five basic senses and brain on human perception.

Charlie Chaplin and other famous actors of silent movies may be considered to be pioneers in non-verbal communication skills as they conveyed the meaning of their actions without uttering any dialogue. Non-verbal communication specialists enjoy watching cues and clues about the attitude and responses of other people by simply watching them in social functions, formal gatherings and in television shows. It is like „birdwatchers‟ studying birds in order to understand their movements. Much the same way, young people develop the hobby of „girl-watching‟ or „boy-watching‟ in order to understand the meanings of their body movements.

By studying the actions of fellow human beings, one can ultimately learn more about self. Words and movements of body parts occur together with such predictability that, according to Prof Birdwhistle, a trained person is able to tell what movement a person is making by listening to his voice only; conversely, he is able to tell the words and phrases he is speaking by watching his gestures and expressions only. For example, a mother can easily make out from the sound of her infant child as to whether it has wetted the bed or is hungry or is just missing her.

TAKING NOTES WHILE LISTENING

TAKING NOTES WHILE LISTENING

Good listeners take down notes. However, this note taking should not be done at the cost of listening. If too much of time is spent taking down notes, listeners may miss the heart of the message! A few good tips for taking down notes are:

1 Have adequate paper, a good pen and a pencil or two
2 Use uncluttered backup for support while you take down notes
3 Label your notes for easy identification later
4 Listen to the list of cues such as „first‟, „second‟ and „finally‟ or „in summary‟ so as to catch these details and take down notes accordingly.
5 Flag / mark important parts of notes by using brackets, underscore, arrows etc
6 Listen for special instructions
7 After the speech, go over notes promptly to fix major points more firmly in mind.

Adopting basic rules for good listening

Adopting basic rules for good listening

These are:

(i) Listening with understanding
Receivers have to listen to the speaker completely and carefully to grasp the ideas. If necessary, they should ask questions for clarifications. They should be sure they understand the message fully.

(ii) Listening with an open mind
A mind is like an umbrella – it works only when it is open. Listeners have to forget their biases and prejudices and grasp new ideas even though they may conflict with theirs. The new ideas may change us a bit. Accept the change for it may be for the better.

(iii) Listening with attention
Listening means a lot of hard work by them because it implies three things:
(a) Concentrating
It means the focus should be on what the speaker says by cutting out noises and distraction from other sources. It takes both will power and energy.
(b) Relating to what is already known
By relating what people listen to with what they already know, they lay the foundation for bringing in the change. Until people learn, they do not change.
(c) Reading between the lines
Good listening means reading between the lines i.e., sensing the implications of the message. Good listeners analyze speakers‟ choice of words and phrases, observe their postures, facial expressions, tone and pitch of voice, manners, general appearances etc

(iv) Listening with empathy
Good listeners put themselves in speakers‟ place. It is making extra effort to understand speakers‟ viewpoint. It calls for imagination. Good listeners have to be attentive which is flattering to the speakers. It helps to draw out speakers from their shyness, hostility or suspicion they might have about the audience.

(v) Listening intently
Listening intently is a part of good listening. While listening, audience evaluates not only what the speaker says but also how he says it. They listen to the main idea and all the supporting details. They review all the points made and anticipate what the speaker is going to say next! They analyze the evidence and finally accept or reject speakers‟ conclusions.
Good listeners are able not only to listen intently but also reflect on words said in the spare time available (people listen 2 to 3 times faster than the rate at which they speak). Half-hearted listeners or disinterested listeners use the spare time to daydream or turn their attention elsewhere.
Good listeners use their spare time to thought processes that are closely related to what the speaker is saying. Such listening results in increased understanding and longer remembering of the message being received.

A few tips for using the spare time wisely are:

(a) Taking notes
Usually, speakers share notes that contain the major points of their speech. Good listeners grasp those main points and write them down.

(b) Rephrasing and reviewing the message
Good listeners try to retain the message by rephrasing mentally and silently. It is like taking mental notes. By the repeated practice of rephrasing, individuals can become better listeners. Similarly, listeners review the main points of the speaker. By using both the methods viz., rephrasing and reviewing, they reinforce their understanding of the subject and remember the main points of the message.

(c) Detecting bias and determining motives
A biased and prejudiced view is a partial viewpoint. In a firm, salespersons are usually determined to sell and secure the maximum share of the market. This can bring in bias among them. Good listeners should detect this bias and recognize the motive behind it. A good principle for the buyers is to be aware of such trappings in the speakers‟ messages.