Page 4 - IMPACT BOOKLET V3

MEHRABIAN AND
CONGRUENCY

Complete concordance between the verbal
and the non-verbal to ground your credibility

Albert Mehrabian of UCLA has done research
on the correlation between the three elements:
words / voice / body, which make up communication.
He has shown, among these three parameters, that
coherency, harmony - congruency - is a key factor in
credibility.

If you convey an incoherent message when you speak
to someone, the most credible aspects of your mes-
sage are proportionately as follows: On the other hand, when we are tense, embarrassed
or under pressure, we tend to freeze up and convey a
message which lacks coherency.

7%
For example, someone who looks down and speaks
Words with a hesitant or trembling voice or joins their hands

55% 38% Tone of voice in a posture expressing inhibition, sends out an inco-
herent message if, at the same time, he or she says
Body language
“I’m pleased to be here”. We do not believe what they
say, we retain for the most part the discomfort ex-
pressed by the voice and the body.

(figures taken from the book “Silent Messages”) EXPRESSING SYMPATHY,
If the message is coherent, the three elements work EXERCISING AUTHORITY
together. The excitement and enthusiasm of the voice OR TRANSMITTING ONE’S
join forces with the energy and animation of the face
and body to express confdence and conviction with CONVICTION, REQUIRES
regard to what is said. COMPLETE CONGRUENCY
The message comes across.

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