From our You Have Heard It Said But I Tell You desk, is only 7 percent of effective communication verbal?

Many people will note the importance of body language to being trusted or persuasive, and they may say spoken words are only 7 percent of communication, the rest being 38 percent tone of voice and 55 percent body language. Where did this idea come from?

It comes from reports on the communication research of Albert Mehrabian of UCLA during the 1960s. Philip Yaffe describes the two studies for Ubiquity. In one study, Mehrabian had his test subjects judge the emotion of a woman saying “maybe” in one of three different ways and then seeing a photo of her expressing these emotions. They guessed correctly more often after seeing the photo than by tone of voice alone.

In the other study, Mehrabian gave nine words, spoken in three different ways, and asked subjects to judge the emotion expressed. He concluded tone of voice carries a lot of weight in communication.

You can think it through yourself. Imagine the words “maybe” and “thanks” said in three different ways that would clue you in to what the person was saying. The excited maybe that hopes it works out, the uncommitted maybe, and the maybe that doesn’t want to say no to your face, at least in the moment. Nobody needed research to work this out. Was this Mehrabian’s actual conclusion?

Yaffe writes, “Professor Mehrabian’s conclusion was that for inconsistent or contradictory communications, body language and tonality may be more accurate indicators of meaning and emotions than the words themselves. However, he never intended the results to apply to normal conversation. And certainly not to speeches, which should never be inconsistent or contradictory!”

I am told Jonathan Edwards read his sermons with little emotion, addressing the back wall, yet his “The Excellency of Christ” is marvelous reading and “Sinners in the Hands of an Angry God” had people withering in the pews. Should we attribute this to the Holy Spirit’s use of the words? Sure, but how much human spirit is any of our words? Probably far more than 7 percent.