Almost 60 years ago, Albert Mehrabian, a psychologist at the University of California, published work that was to have a profound effect on modern understanding of human communication. Today, his name is inseparable from a key concept: the 7-38-55 rule.
According to Mehrabian , in a situation where there is inconsistency between a person’s words and behaviour, only 7% of the impact of the message comes from the verbal content (the words themselves), 38% from the tone of voice and 55% from body language. In other words, what we say counts far less than how we say it. This conclusion stems from his research into emotions and human interaction, particularly in the context of conversations about feelings.
Over the years, the 7-38-55 rule has been widely used, sometimes incorrectly. Many people have used it in contexts such as sales, negotiations or job interviews. However, Mehrabian’s experiments concerned situations in which people were talking about their emotions, and in which verbal, vocal and visual messages could be contradictory. In reality, the rule applies mainly when the signals sent by a person are not consistent. For example, if someone says “I’m fine” in a monotone and looks away, we tend to believe what we see and hear rather than the words.
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Even if the rule does not apply to all communication situations, it offers valuable keys to refining our emotional intelligence. Being attentive to non-verbal language allows us to better interpret the intentions of others, and to be clearer and more authentic in our own exchanges. In the professional world, this can make all the difference to team management, conflict resolution and employee motivation. In personal life, it helps to avoid misunderstandings and strengthen relationships.
The 7-38-55 rule reminds us that successful communication goes far beyond words. It depends on our ability to listen actively, observe carefully and convey our messages sincerely.
