albert meharabian

8/12/2019 Albert Meharabian

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Professor Albert Mehrabian s communications model

Professor Albert Mehrabian has pioneered the understanding of communications since the 1960's.

He received his Ph.D. from Clark University and in l964 commenced an extended career of teaching

and research at the University of California, Los Angeles. He currently devotes his time to

research, writing, and consulting as Professor Emeritus of Psychology, UCLA.

Aside from his many and various other fascinating works, Mehrabian established this classic

statistic for the effectiveness of spoken communications:

7% of meaning is in the words that are spoken.

38% of meaning is paralinguistic (the way that the words are said).

55% of meaning is in facial expression.

Mehrabian's model above has become one of the most widely referenced statistics in

communications. The theory is particularly useful in explaining the importance of meaning, as

distinct from words.

Understanding the difference between words and meaning is a vital capability for effective

communications and relationships. For example, as John Ruskin so elegantly put it:

"The essence of lying is in deception, not in words." (John Ruskin, 1819-1900, English art

critic and social commentator)

Mehrabian's communications model is however on occasions applied in an overly simplistic or

indiscriminate manner.

The model is particularly useful in illustrating the importance of factors other than words

alone when trying to convey meaning (as the speaker) or interpret meaning (as the listener), but

care needs to be taken in considering the context of the communication: Style, expression, tone,

facial expression and body language in Mehrabian's experiments did indeed account for 93% of the

meaning inferred by the people in the study, but this is not a general rule that you can

transfer to any given communications situation.

The understanding of how to convey (when speaking) and interpret (when listening) meaning will

always be essential for effective communication, management and relationships. But using the


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Mehrabian percentages is not a reliable model to overlay onto all communications scenarios.

For example, Mehrabian's research involved spoken communications. Transferring the modelindiscriminately to written or telephone communications is not reliable, except to say that

without the opportunity for visual signs, there is likely to be even more potential for confused

understanding and inferred meanings.

A fairer way of transferring Mehrabian's findings to modern written (memo, email etc) and

telephone communications is simply to say that greater care needs to be taken in the use of

language and expression, because the visual channel does not exist. It is not correct to assume

that by removing a particular channel, then so the effectiveness of the communication reduces in

line with the classically represented Mehrabian percentages. It ain't that simple.

It is fair to say that email and other written communications are limited to conveying words

alone. The way that the words are said cannot be conveyed, and facial expression cannot be

conveyed at all. Mehrabian provides us with a reference point as to why written communications,

particularly quick, reduced emails and memos, so often result in confusion or cause offence, but

his model should not be taken to mean that all written communications are inevitably weak or

floored.

If this were the case there would be no need for written contracts, deeds, legal documents,

public notices, and all other manner of written communications, which, given their purpose, when

well-written convey 100% of the intended meaning perfectly adequately using written words alone.

When we enter a public bar and the sign on the wall says 'NO SMOKING' we know full well what it

means. We may not know how the bar owner feels about having to bar his customers from smoking,

but in terms of the purpose of the communication, and the meaning necessary to be conveyed, the

written word alone is fine for this situation, regardless of Mehrabian's model.

Telephone communication can convey words and the way that the words are said, but no facial

expression. Mehrabian's model provides clues as to why telephone communications are less

successful and reliable for sensitive or emotional issues, but the model cannot be extended to

say, for instance, that without the visual channel the meaning can only be a maximum of 45%

complete.

Nor does Mehrabian's model say that telephone communications are no good for, say, phoning home

to ask for the address of the local poodle parlour. For this type of communication, and for this


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intended exchange of information and meaning, the telephone is perfectly adequate, and actually

a whole lot more cost-effective and efficient than driving all the way home just to ask the

question and receive the answer face to face.

The Mehrabian statistics certainly also suggest that typical video-conferencing communications

are not so reliable as genuine face-to-face communications, because of the intermittent transfer

of images, which is of course incapable of conveying accurate non-verbal signals, but again it

is not sensible to transfer directly the percentage effectiveness shown and so often quoted from

the model. Video conferencing offers a massive benefits for modern organisation development and

cooperation. Be aware of its vulnerabilities, and use it wherever it's appropriate, because it's

a great system.

Mehrabian's model is a seminal piece of work, and it's amazingly helpful in explaining the

importance of careful and appropriate communications. Like any model, care must be exercised

when transferring it to different situations. Use the basic findings and principles as a guide

and an example - don't transfer the percentages, or make direct assumptions about degrees of

effectiveness, to each and every communication situation.


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Nonverbal Communication

Nonverbal Communication-information that is communicated without using words.93% of communication is nonverbal55% through facial expression, posture, gesture38% through tone of voice

Nonverbals can include: Shaking hands, posture, facial expressions, appearance, voice,

tone, hairstyle, clothes, expression in your eyes, smile, how close you stand to others, how

you listen, confidence, your breathing, the way you move, the way you stand, the way you

touch people, color choice, silence.


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Links to further learning about Nonverbal Communication

Japanese Etiquette: Body LanguageBody Language LinksBody language: In love, in sales, in culture, in animalsNonverbal Dictionary of Gestures, Signs, and Body Language CuesBrazilian Body LanguageGestures Around the WorldNonverbal Links

TYPES OF NONVERBAL COMMUNICATION

1. Paralanguage-The vocal cues that accompany spoken language: The way we say

wordsAlbert Mehrabian, n/v researcher, estimates that 39% of meaning is affected by vocal cues-

not the words but the way they are said.

Rate-speed-When a speaker uses a faster rate they may be seen as more competent

Pitch-Highness or lowness of voice-Speakers seen more competent if they use a higher

and more varied pitch of voice.

We associate low pitch voices with strength, sexiness and maturity

We associate high pitches voices with tenseness, helplessness, & nervousness.Volume-How loudly we speak

Loud people are perceived as aggressive or overbearingSoft stolen voices are perceived as timid or polite.
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Vocal Fillers-Words used to fill space-"uh"Quality-Made up of tempo, resonance, rhythm, and articulationInfants cannot understand words so they rely on nonverbals for information. Children from

ages 6-12 use words to make sense of messages. This is why kids don't understand

sarcasm.2. Kinesics -Body MovementsEkman and Freisen divide Kinesics into 5 categoriesEmblems-body movements that have direct translation to words:OK

Illustator-Accent, emphasize, or reinforce words: Fish was this big!Regulators- Control the back and forth flow of speaking and listening.Display of feelings- Feelings are shown through face and body motions

Adaptor-Way of adjusting to communication situation: Twist hair, tap penKinesics -Body MovementsO'Conner found that frequent gesturing is highly correlated with people who were

perceived by others to be leaders in small groups.

Those who were leaders tended to use more shoulder and arm gestures.

In a group setting, people may adapt similar poses to those in the group that they agree

with.Counselors often help clients self-disclose by adopting similar postures to those of their

clients. This is believed to establish open communication.


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Ekman and Friesan studies that feet and legs often reveal true feeling. Liars have learned

to control facial expressions.People of higher status take a more relaxed body postureMehrabian's Immediacy Principle states that open body and arm position, leaning forward

relaxed posture, and touching increases perceived liking.

People who attempt to persuade others often use these immediacy contacts.

Nancy Henly, author of Body Politics says, "The bearing with which one presents oneself

proclaims one's position in life.

Henley suggests that "standing tall" in and of itself helps a person achieve dominance.Albert Mehrabian-when people are coupled to assume inferior roles, they reflect the move

by lowering their head. When people assume inferior roles, they raise their heads.3. Occulesics -Eye behavior

When people sit in a circle, they are more likely to talk to those across the room from them

than those side to sideAt a table, those who sit on the ends talk more and those who sit on the corners less.At a table, those with the most opportunity for eye contact is likely to become leader.When we take interest in something, our blinking rate decreases and our eyes begin to

dilate, if we dislike something our pupil's contract.

Anthropologist Hall says that Yasir Arafat wears dark glasses so that others won't read his

pupils when they dilate.Women used to put belladonna in their eyes to dilate them.In our culture it is OK to stare at animals; rude to stare at people


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Who do we stare at in our society? The answer is revealing.

Argyle and Dean say that making eye contact with someone makes interaction andobligation.

Bandler and Grinder suggest you look in one direction when you try to remember vs when

you try to invent an idea:visually invented visually remembered

right handed personauditorily invented auditorily remembered4. Appearance/Artifacts.Attractiveness-Attractive women have more dates, receive higher grades in college,

persuade males with greater ease.Men & women rated as attractive are perceived as being more kind,

sensitive, strong, social and interesting.

Attractive people find jobs easier and obtain higher starting salaries.British and Japanese rated the same people attractive -could it be in thegenes

Attractive women are more effective than unattractive women in changing attitudes

Attractive individuals are thought to be more credibleAttractive individuals are perceived as happier, more popular, more sociable, and more

successful.


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AppearanceAll of the following are non-verbals regarding appearanceClothing-Uniforms-Occupational dress-Leisure clothes-

Costumes-Color

Max Luscher says when people look at red for long periods of time, their blood pressure,

respiration, and heartbeat all speed up.Dark Blue made people calmer: Blood pressure, respiration, and heartbeat recede and

they became calmer.Pink made men who were lifting weights weaker.

Vance Packard says women sampled detergent on delicate clothing:Yellow box- detergent too strongBlue box-detergent too weakBlue box w/ yellow specks- just rightMaslow and Minz looked at how room decor affected judgment:

They showed facial photographs to individuals while in an ugly room, average room, orbeautiful roomWhile in the beautiful room, the photos were seen as more attractiveIn the ugly room, people said the task was unpleasant and monotonous and attempted to

leave sooner than in the beautiful room

5. Proxemics


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Proxemics-The nonverbal study of space and distance

Territory-the space we consider as belonging to us.

Women tend to sit closer to one another than menWomen tend to turn their bodies in toward one another"Dogs pee to mark their territory; how do you mark yours?"DISTANCE ZONES1. Intimate distance-no more than 18 inches apart

mom and baby2. Personal Distance-18 inches to 4 feet

Casual and personal conversations3. Social distance-4-12 feet

impersonal, business, social gatherings4. Public distance-More than 12 feet

Public speakingSpace/Distance as an indicator of intimacy-The more we get to know each other the more we are permitted into each

other's personal spaceSpace/Distance as an indicator of status-Executives, presidents of colleges, government officials have large offices with big space...

secretaries have small space

Crane asked couples to walk towards each other while conversing and stop when theyreached a comfortable conversational distance. Then he gave each couple a test to

measure marital intimacy, desire for change, and potential for divorce.

He discovered a relationship between distance and happiness.

Distresses couples distance was 25% greater than happy couplesHappy couples stood 11.4 inches apartDistressed couples stood 14.8 inches apart

6. Haptics- The nonverbal communication study of touch


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Necessary-preemies who were touched for 15 minutes 3x a day gained weight 47% faster

and could leave the hospital 6 days earlier.

Sidney Jarad, Psychologist, counted the number of contacts per hour.San Juan, Puerto Rico- 180Paris France, 110Gainsville, Florida 2

London England- 0

Our society sells touchableness; stubble free legs, smooth face, hand lotions yet we don't

like to touch7. Olfactics- The nonverbal communication study of smell.We react to people based on their smell: Body odor, too much perfume8. Chronomics- The nonverbal communication study of timeOften connected with status-the higher status the more control we have over our time. You

wait for the doctor

Various cultures use time differently9. Facial Expressions

You have 80 muscles in your face that can create more than 7,000 facial expressions.

There six main types of facial expressions found in all cultures


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Happiness-round eyes, smiles, raised cheeksDisgust-wrinkled nose, lowered eyelids and eyebrow, raised upper lipFear-around eyes, open mouthAngry-lower eyebrow and stare intensely.

Surprise-raised eyebrow, wide open eyes, open mouthSadness- Area around mouth and eyes

Communicating ImplicationsPersuasive communicators exhibit more animated facial expressions, more gestures to

emphasize their points, and nod their heads more.Many in class examples taken from

Gestures Around the WorldCheck it out!
http://www.webofculture.com/refs/gestures.htmlhttp://www.webofculture.com/refs/gestures.htmlhttp://www.webofculture.com/refs/gestures.html

albert meharabian

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