When someone tells you that body language is more important than words, give 'em the finger!

Once Esther told Fred Sanford that beauty is only skin deep, and what's really important is what's inside a person. "Yeah?" said Fred. "Then why don't you put your liver where your face is?"

But how are writers to respond to communication consultants who would tell clients that it's not the words they use or the veracity of the ideas they espouse, but the body language they employ, that makes the difference.

Communication consultants like Carol Kinsey Goman, who chirped on Facebook last week, "KRON TV just asked me to compare the body language of GOP contenders with that of President Obama. I'll be on the weekend news this Sunday at 8:45 am." Oh, for heaven't sake, Carol.

Well finally, there's a worthy response to all this body language bullshit: "Busting the Mehrabian Myth." Actually, this little video has been around for three years, and it's been seen by 58,000 people—everyone, it appears, except me, and Carol Kinsey Goman. It was made by my British speechwriting pals Martha Leyton and Martin Shovel. Have a look. And pass it on.

Comments

[Carol Kinsey Goman, Ph.D.]

I agree. It's how I present that research when I write or speak on nonverbal communication. But I also use this example:

A few years ago, a group of rising-star executives gathered at MIT to take part in a special competitive event. Each was to present a business plan to be evaluated by the entire group. The best ideas would then be recommended to a team of venture capitalists for final evaluation.

If you had been one of those chosen executives, how would you have prepared for the event? Would you have concentrated on formulating a coherent description of your business plan? Developed a strategy for convincing others? Practiced your presentation skills?

The leaders at the MIT event probably did all of these. But on the day of the competition, an additional component was added to the mix – one nobody had prepared for. Each presenter was outfitted with a specially designed digital sensor, worn like an I.D. badge. This device, called a “Sociometer,” would be taking notes on each presentation along with the rest of the group, but not on the merits of what was being said. Unbeknownst to the presenters, the Sociometer would be recording what wasn’t being said: tonal variety, vocal nuance, physical activity, energy levels, even the number of smiles and nods exchanged between presenter and audience.

At the end of the meeting, the group selected the ideas they agreed would sell best. And, with no knowledge of any actual content, the Sociometer readings also predicted (with 87% accuracy) which business plans would be chosen.

That’s because, while the group thought they were making rational choices, the researchers at the MIT Media Lab, who had developed the digital device, knew better. What convinced the executive group is the same set of signals that heavily influence the outcome of any speech you give -- your body language.

[james green]

Is it possible that tonal variety, vocal nuance, physical activity, and energy levels improve when people are speaking words that actually make sense?

[David Murray]

Yeah Jim, I could see that happening. Maybe these speaking coaches ought to offer body language advice and other acting lessons "for people who have to spout poppycock and balderdash all day in a credible-looking way."

Then, they'd have no quarrel with me.

[Super]

Yes! Finally something about fragance.|