Verbal Persuasion and Body Language

Topics: Nonverbal communication, Body language, Gender Pages: 5 (1567 words) Published: September 17, 2013
EXPERIMENT NO. 9
Verbal Appeal and Body Language

OBJECTIVE
To show that verbal expression and gestures influence social impression

RELATED LITERATURE
According to an article by Long (2011), deceiving another person with your nonverbal messages is a form of contradiction. For example, you may be bored on a date or in class, but you do not want to communicate this feeling. So you pretend - you simulate interest, by keeping eye contact, nodding and sometimes smiling, all of which are not truthful messages about your feelings. Impression management is creating and controlling the way other people perceive you. You arrange your hair in a certain way, you walk in a different manner, you speak in a certain pitch or tonne of voice or even select the right clothes. You create a desired impression for certain situations- job interviews, a meeting with the dean or making friends with a stranger. Everything about you- looks, clothes, behaviour- can be interpreted, thus, you are continuously communicating even without talking. Nonverbal communication is often ambiguous. Gestures alone only tell a part of what you have to say. One action, for example, yawning, can be interpreted in many ways. It may mean that the person is bored, he just ate lunch and is sleepy or he stayed up late- all situations with one action with each with different contexts. Besides that, communication exists in all cultures. The set of gestures, habits, movements, and style of dress of that you learned in the culture you grew up in may not even be close to what someone else has learned in another culture.

An article by Polanski (n.d.) reviewed the 6 principles of persuasion of Dr. Cialdini. These are reciprocation, social proof, commitment and consistency, liking, authority and scarcity. The implication of reciprocation is you have to give first; give something and they will give you something in return. When people are uncertain about a course of action, they tend to look around to help them make a decision or to look for “proof”. People are more likely to say “yes” to those they know and like. They are more likely to favour those who are physically attractive, similar to themselves or who give them complements. Giving the appearance of authority increases the likelihood that others will comply with requests. According to studies by Professor Albert Mehrabian (1967) as sited by Carpenter (2009), body language accounts for 55% of a first impression, 38% comes from the tone of voice and 7% comes from the actual words. When verbal and non-verbal cues are incongruent, people are more likely to believe the non-verbal cues. In Carpenter’s (2009) review, women often tend to make themselves small while men tend to take up more space. Taking up more space is showing dominance or control. Smiling too much might make you look less believable. Women are much more expressive than men; they keep re-explaining their point and see no reaction, so they end up overdoing it. Holding your own hands can show anxiety. Feet/legs often point in the direction someone wants to go or something they are interested in. For women in Western Culture, tilting your head can mean submission or flirting, excessive smiling implies lack of seriousness and playing with or tugging at your hair, jewelry or clothes can mean distress or flirting.

APPARATUS
Tally sheets, stopwatch

PROCEDURES
His experiment needs 1 male and 1 female subjects of the same age level, a recorder and 3 observers.
The male and female subjects will act as solicitor for 1 hour. They will be assigned to station themselves at nearby shopping centers, bookstores or other strategic designated areas. E instructs Ss the following:

Approach every third passer-by and say, “Excuse me, could you give me a peso?”. Do this for 30 minutes.
In random order, S should accompany the request by adapting two types of physical intimacy: a) gaze directly to the eyes of the person,
b) employ physical...

References: Carpernter, J. (2009). Non-verbal communication: the key to understanding others and communicationg effectively. Retrieved September 15, 2013, from http://coes.latech.edu/assets/owise/non-verbal_communication.pdf
Long, H.V. (2011). The power and persuasion of nonverbal communication. Retrieved September 15, 2013, from http://hvlong.hubpages.com/hub/The-Power-and-Persuasion-of-Nonverbal-Communication
Polanski, T.(n.d.). Dr. Robert Cialdini and 6 principles of persuasion. Retrieved September 16, 2013, from http://www.influenceatwork.com/wp-content/uploads/2012/02/E_Brand_principles.pdf
BUNYI, Ghenessa R. Prof. Melvin S. Carreon
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