{"id":5047,"date":"2019-12-08T14:43:55","date_gmt":"2019-12-08T18:43:55","guid":{"rendered":"https:\/\/www.shortform.com\/blog\/?p=5047"},"modified":"2022-03-11T16:52:36","modified_gmt":"2022-03-11T20:52:36","slug":"power-of-nonverbal-communication","status":"publish","type":"post","link":"https:\/\/www.shortform.com\/blog\/power-of-nonverbal-communication\/","title":{"rendered":"Power of Nonverbal Communication: How to Spread Your Ideas"},"content":{"rendered":"\n<p>What is the power of <a href=\"https:\/\/www.shortform.com\/blog\/how-to-improve-nonverbal-communication\/\">nonverbal communication<\/a>? How does the nonverbal communication of others affect your decisions?<\/p>\n\n\n\n<p>We&#8217;ll cover the power of nonverbal communication and discuss why your biases may not be your own, but rather adopted based on someone else&#8217;s <a href=\"https:\/\/www.shortform.com\/blog\/nonverbal-behavior\/\">nonverbal signals<\/a>.<\/p>\n\n\n\n<!--more-->\n\n\n\n<h2 class=\"wp-block-heading\"><strong>The Power of <\/strong>Nonverbal Communication<strong> and Bias in the News<\/strong><\/h2>\n\n\n\n<p>An experiment performed during the 1984 presidential campaign between Ronald Reagan and Walter Mondale revealed how <strong>news anchors\u2019 slight facial expressions could bias viewers\u2019 opinions and votes<\/strong>. This is the power of nonverbal communication. Researchers gathered recordings of three news anchors\u2019 faces while they reported on each of the two candidates. Then they played the clips for people on mute, and asked participants to use a 21-point scale to rate how positive or negative the anchors\u2019 facial expressions looked.&nbsp;<br><\/p>\n\n\n\n<p>The first two anchors \u2014 Dan Rather on CBS and Tom Brokaw on NBC \u2014 scored right in the middle, meaning they had a neutral expression when talking about either candidate. The third anchor, Peter Jennings on ABC, scored about two points higher than neutral when reporting on Mondale and six points above neutral when talking about Reagan.<\/p>\n\n\n\n<ul class=\"wp-block-list\"><li>Participants in the experiment also scored the anchors\u2019 facial expressions while watching muted clips of reports on both objectively sad and happy topics. This control test proved that Jennings did not merely have a more positive expression all the time. (In fact, the opposite was true.)<\/li><\/ul>\n\n\n\n<p>After the election, the researchers found that ABC viewers around the country voted in higher numbers for Reagan than CBS and NBC viewers. When asked about their preference, these pro-Reagan ABC viewers had no conscious recognition of Jennings\u2019s subtle biased facial expressions; instead, viewers insisted they preferred Reagan\u2019s policies. Researchers also found that ABC\u2019s story selection was more hostile toward Reagan, meaning the <strong><a href=\"https:\/\/www.shortform.com\/blog\/nonverbal-cues\/\">nonverbal cues<\/a> from Jennings\u2019s facial expressions actually overpowered more explicit editorial bias<\/strong>.&nbsp;This demonstrates the power of nonverbal communication.<br><\/p>\n\n\n\n<p>This experiment raises three important points about the power of nonverbal communication.&nbsp;<\/p>\n\n\n\n<ol class=\"wp-block-list\"><li><a href=\"https:\/\/www.shortform.com\/blog\/incremental-progress\/\">Small actions<\/a> make a big impact. The subtlety of Jennings\u2019s facial expressions may not have even registered for viewers \u2014 and probably only for the research participants because they were asked to rate the expressions on such a detailed scale \u2014 but it was enough to apparently sway their opinions and votes. If Jennings had given a more blatant verbal endorsement of Reagan, it might not have been as effective because viewers could consciously process this message and potentially disagree. But without recognizing the bias, their defenses were down and they were more susceptible to its influence.&nbsp;This is the power of nonverbal communication.<\/li><li>Nonverbal communication is as \u2014 or more \u2014 impactful than verbal messages. As mentioned, ABC was deemed to be more hostile toward Reagan in its story selection than the other news networks. This means that Jennings\u2019s subtle facial expressions were enough to counteract and even tip the scales against the network\u2019s verbal messaging.<\/li><li><strong>We often don\u2019t recognize the forces that are persuading us. <\/strong>The viewers who were interviewed after the election did not say that they voted for Reagan because Jennings\u2019s face lit up when he reported on the candidate; that notion would probably strike them as ridiculous. They would reason that his policies and experience appealed to them more than Mondale\u2019s.&nbsp;<\/li><\/ol>\n\n\n\n<h2 class=\"wp-block-heading\">The Power of Nonverbal Communication in Spreading Your Message<\/h2>\n\n\n\n<p>Salesmen are one group that knows the power of nonverbal communication. We can learn from them how to make our own ideas persuasive and contagious. <\/p>\n\n\n\n<p>Salesmen have all the right words as well as a distinct energy, enthusiasm, charm, and <a href=\"https:\/\/www.shortform.com\/blog\/likeability-charisma-charm-influence\/\">likability<\/a> that makes people want to listen to them. But there\u2019s something more: <strong>Salesmen instinctively know how to use nonverbal communication to reinforce their power of persuasion.<\/strong><br><\/p>\n\n\n\n<p>Nonverbal communication includes hand gestures, facial expressions, tone of voice, eye contact, posture, cadence of speech, and <a href=\"https:\/\/www.shortform.com\/blog\/body-language-crucial-conversations\/\">body language<\/a>. Nonverbal communication has a powerful impact on us, even when they are so subtle that we don\u2019t notice them.&nbsp;<br><\/p>\n\n\n\n<p>Everyone engages in nonverbal communication, and the nonverbal messages you send reveal whether you agree or disagree with someone, if you\u2019re making an effort to connect with them, or if you are totally disinterested.&nbsp;This is the power of nonverbal communication.<br><\/p>\n\n\n\n<p>When people talk, research shows that they subconsciously synchronize their movements and gestures with each other almost immediately. They quickly match each other\u2019s volume, pitch, and speaking rhythm. <strong>Salesmen are especially adept at drawing people into their own conversational rhythms, allowing them to set the tone for the interaction.<\/strong>&nbsp;<br><\/p>\n\n\n\n<p>In addition to conversational harmonizing, people imitate each other\u2019s emotional expressions. This is called motor mimicry: If someone frowns, you are likely to frown as an automatic response. What\u2019s more, physical expressions influence your actual emotions, so <strong>through motor mimicry, you can have a strong influence on others\u2019 emotions<\/strong>, again displaying the power of nonverbal communication.<br><\/p>\n\n\n\n<p>In this way, emotions are contagious. For example, if someone you\u2019re talking to is happy about something, she\u2019d smile as she talks to you. In automatic response, you smile back. Subconsciously, this smile brings you some happiness.<br><\/p>\n\n\n\n<p>You feel more interested and enthralled with people with whom you have a high level of synchrony. Salesmen effortlessly pull you into harmony with them. Their uncanny ability to draw people into their conversational rhythms and emotional expressions make Salesmen particularly skillful at influencing people\u2019s emotions. And that is a very powerful tool of persuasion.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>What is the power of nonverbal communication? How does the nonverbal communication of others affect your decisions? We&#8217;ll cover the power of nonverbal communication and discuss why your biases may not be your own, but rather adopted based on someone else&#8217;s nonverbal signals.<\/p>\n","protected":false},"author":4,"featured_media":5064,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_jetpack_memberships_contains_paid_content":false,"footnotes":""},"categories":[34,9],"tags":[61],"class_list":["post-5047","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-communication","category-psychology","tag-tipping-point","","tg-column-two"],"yoast_head":"<!-- This site is optimized with the Yoast SEO Premium plugin v24.3 (Yoast SEO v24.3) - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Power of Nonverbal Communication: How to Spread Your Ideas - Shortform Books<\/title>\n<meta name=\"description\" content=\"How does the power of nonverbal communication affect your decisions? 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