Win at Winning

“Professor Albert Mehrabian, PhD, a world-renowned pioneer in communications research since the 1960’s, discovered that face-to-face interactions between people have three elements: 1) words, 2) tone of voice, and 3) nonverbal behavior. His extensive research has revealed that each of these three elements has varying effects on how we receive messages. The words being spoken convey only 7% of the meaning, tone of voice conveys 38% and nonverbal cues (body language) convey 55%. Clearly, much more communication happens through nonverbal cues and tone of voice than by actual words spoken.”

Source: “Win at Winning Over New Clients: Build Rapport and Confidence,” by Joan Habschmidt, MA, MFT. American Fitness Magazine, May/June 2012.


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