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2022 | Book

Nonverbal Communication in Recruiting

How to identify suitable applicants and attract them to your company

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About this book

Sharpen your eye for non-verbal communication in recruiting with this book.

Well-founded studies show that in the job interview, the non-verbal level of conversation is responsible for 80 percent of whether applicants and companies decide in favor of each other. This is another reason why this book takes a comprehensive look at the important role of nonverbal communication in the recruiting process - from the job interview to the assessment center. Learn how to not only identify the most suitable applicants, but also how to convince the most desirable of them to join your company. As an experienced job market manager, Christian Bernhardt keeps an eye on the current changes in market conditions. In addition, this book provides you:

· Valuable, detailed knowledge of body language

· Proven impulses for the further development of the recruiting process

· Concrete indications to avoid incorrect selection of applicants in the future

This work will sharpen your senses for the perception of subconscious body signals in the long term.

Get to know the body language of your conversation partner

In this book about non-verbal communication, you can first read more about the framework conditions that companies are currently facing in recruiting. Bernhardt then links the importance of facial expressions and gestures in the course of the recruitment process. Afterwards, you will learn how to correctly read potential candidates already during the job interview. Among other things, this work focuses on the following areas of nonverbal communication:

- Appearance of the applicant and first impression

- Status and territorial behaviour

- Demeanor

- Movements

- Welcome and handshake

- Eyes and eye contact

- Facial expressions and emotions

- Gestures

- Breathing and voice

- Legs and feet

Overall, the book "Nonverbal Communication in Recruiting" offers you an optimal mix of scientifically based findings and practical elements. However, the clear focus is on the practical transfer, which means that this work provides you with many tips and examples of helpful tools that you can use directly in your everyday professional life. A basic reading recommendation for employees in human resources, headhunting or employer branding as well as for students of business administration.

Table of Contents

Frontmatter
1. Introduction
Abstract
This chapter describes the changing framework conditions with which companies are currently confronted in the search for personnel. It identifies the requirements that arise for recruiting and the employees involved in the selection process and examines the possibilities for companies to influence various field variables in recruiting. It describes the influence of communication on the quality of decision-making and the role of non-verbal communication in the selection process, in recruiter–applicant communication and in preventing communication breakdowns and misperceptions. From this, it derives the opportunities for developing nonverbal competence in recruiting and links these to communication psychology and operational variables.
Christian Bernhardt
2. Developing Your Own Non-Verbal Competence
Abstract
This chapter describes different ways to develop one’s own nonverbal competence on the basis of learning psychology. A distinction is made between sending and receiving nonverbal signals and critical influencing factors are taken into account, which regularly occur as a bottleneck during development and make further progress more difficult. Various exercises serve as a basis for developing a more differentiated perception. Basic rules and regularities that non-verbal communication follows are described in more detail. Furthermore, critical factors that influence the classification and interpretation of non-verbal signals are explained. Finally, possibilities are described to develop both the ability to interpret unknown signals and the nonverbal transmission competence and to integrate them into daily practice.
Christian Bernhardt
3. Sources: How Does Nonverbal Communication Arise?
Abstract
This chapter describes interdisciplinary causes of non-verbal communication and their effects on the job interview. In addition to biological influences, evolutionary-historical and neurobiological influences are dealt with. Furthermore, the influences of individual-psychological and social-psychological basic needs are deepened. Finally, cultural backgrounds and their influence on non-verbal communication in the job interview are described.
Christian Bernhardt
4. Appearance of the Applicant and First Impression
Abstract
This chapter deals with the appearance of the applicant and the influence of the first impression on the further interview. In doing so, the variables that shape the first influence are examined, the effect of specific accessories and items of clothing are dealt with and those elements of non-verbal communication that help to consciously grasp and analyse the applicant’s appearance are deepened. Finally, techniques and exercises are listed to make one’s appearance more winning. Critical factors that hinder the recruiter’s positive first impression are named and possible solutions are described.
Christian Bernhardt
5. Status and Territorial Behaviour
Abstract
This chapter describes the causes of territorial behaviour and status, their effects on interpersonal communication and their role in the emergence of resistance and conflict in the interview. Different territorial expressions and their influence on the interview are explored in depth and how boundary crossings lead to communication breakdowns are described. In addition, the topic of status is examined and the importance of the ability to vary it is derived. Finally, possibilities are described to vary one’s own status in the interview in a target-oriented way.
Christian Bernhardt
6. Posture
Abstract
This chapter describes the influence of posture on self-perception and the perception of others in the interview as well as various causes of specific postural expressions and possible implications. In addition to posture while standing, the causes and meanings of various sitting and head postures as well as the shoulders and torso are described and dealt with against the background of the job interview. Finally, key elements of one’s own posture and their possible applications in recruiting are listed and basic exercises are described with which the recruiter can improve his or her own posture.
Christian Bernhardt
7. Movements
Abstract
This chapter examines different ways in which humans walk. It describes which movements provide clues about the way applicants process information, enabling the interviewer to better gauge their motivation. Their causes and associated needs, implications and possible interpretations are derived and those signals are deepened on which the recruiter can direct his perception in order to acquire additional information. Basic rhythm patterns that indicate the interviewer’s perception of the interview are covered and ways to counteract them in a way that is appropriate to the situation are described. Finally, techniques are explained for influencing the interview in a targeted manner through one’s own movements.
Christian Bernhardt
8. Welcome and Handshake
Abstract
This chapter describes various factors that influence the greeting and lead to characteristic handshakes, which are described and differentiated with their implicit relationship messages. The status messages conveyed during the handshake are dealt with in greater depth and possibilities are shown for responding to them and exerting a targeted influence on the further course of the conversation. In addition, implications of the farewell are described and the relevant elements are listed with which the recruiter can design his own handshake in a targeted manner.
Christian Bernhardt
9. Eyes and Eye Contact
Abstract
This chapter describes social norms that our eye contact follows and implicit relationship messages that accompany different types of gaze. It delves into the importance of the applicant’s gaze direction, as well as changes in their blink rate and pupil size. Finally, techniques are described with which the recruiter can control his effect in the interview, and it is explained how specific gaze behaviour can be used to cultivate the relationship level according to purpose.
Christian Bernhardt
10. Facial Expressions and Emotions
Abstract
This chapter describes the different parts of our face and their influence on communication in job interviews. For this purpose, the various mimic expressions as well as the origin and functions of emotions with their causes and meanings are dealt with. Subsequently, the seven universal emotions, micro-expressions as well as subtle expressions are described and ways to improve their perception and integrate their implications into recruiting are shown. Finally, ways are described to purposefully influence the conversation through one’s own facial expressions.
Do not judge a man by his Sunday face, or you will miss six sevenths (Hermann Lahm).
Christian Bernhardt
11. Gestures
Abstract
This chapter describes the basic principles of gestural communication and various dimensions in which it is expressed. It describes the mode of action of active gestures and the meanings of various passive gestures and exposed fingers, as well as the function and causes of displacement activities and adjustment gestures. Finally, it discusses the influences of palms and specific gestural signals on the effect in the interview, describes relationship messages conveyed by different gestures, and suggests techniques with which the recruiter can optimize his or her own effect.
Christian Bernhardt
12. Breathing and Voice
Abstract
This chapter describes the influences of breathing and voice on our communication, perception and effect and explains the connections between breathing and the communicative permission to transmit as well as between breathing and emotions. In addition, various possibilities are described for controlling one’s own effect in conversation through different breathing techniques. Finally, implicit relationship messages of different voice patterns are explained and techniques are described with which one’s own voice pattern can be controlled and the conversation can also be shaped purposefully on this level.
Christian Bernhardt
13. Legs and Feet
Abstract
This chapter describes the various signals that feet and legs convey during communication and builds a bridge to their effect and significance in the job interview. It lists ways in which the recruiter can react to specific foot positions and shows how the posture of the upper body can be used to infer the posture of the feet when seated. Finally, it is shown how recruiters can counteract disturbances on the relationship level by the movement and posture of their own feet and influence both their own attitude and their effect.
Christian Bernhardt
14. Guide
Abstract
This chapter brings together the contents of the previous chapters and shows how these can be systematically integrated in the interview and which obstacles and dangers should be taken into account. In doing so, one of the central causes of the perceived shortage of skilled workers is described and it is shown how the situation can be counteracted by advanced communication behaviour.
Christian Bernhardt
Metadata
Title
Nonverbal Communication in Recruiting
Author
Christian Bernhardt
Copyright Year
2022
Electronic ISBN
978-3-658-36929-3
Print ISBN
978-3-658-36928-6
DOI
https://doi.org/10.1007/978-3-658-36929-3

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