Albert-Mehrabian - Silent Messages 1971 - Red - Size PDF
Albert-Mehrabian - Silent Messages 1971 - Red - Size PDF
Albert-Mehrabian - Silent Messages 1971 - Red - Size PDF
Silent Messages
I
Albert Mehrabian r
I.
iC 1971 by Wads
Inc Be
CompanY94002'. All
No part of t
reproduced. sto
system Of transcr
or by any m
mechanica
~~~?;~i~~r~lsOs\~~~:
ISBN
l. C. Cat. Car
Printed in t
1 234 5 6 7 8 9 10--76
THE LIBRAFY
BRIGHAM YOUNG UNIVERSITY
PROVO, UTAH
Preface
wnat we do,
o ers mistrust what we say they rely almost c
,
Contents
2 Power 24
Body relaxation 27
The prerogative to increase
immediacy 29
Territoriality 33-
Violated territories 36
References 137
Index 149
Immediacy: liking and approa
- -
of abbreviated forms of approach or avoidance. An
approach can be expressed by attentive observatio
gaze [44, 45, 46, 81 J. In response to a remark tha
us, we may "approach" by asking questions or lean
In response to discussion we lind uninteresting o
able, we may "avoid" by remaining silent and 1
farther away from the speaker. Whether we look a
or look away while he falks is also a measure of
[47, 48J.
The curling of a baby's fingers in greeting illustrate
viation of grasping, which of course is a form of app
it indicates a desire to bring the other person closer
a positive feeling. The lift of a hand in the direction
greeted at a distance is not so much an abbreviate
rather an abbreviated reaching to touch [169J. To
course a variant of immediacy-a very important on
'.
gesture that accompanies a called greeting conve
and more friendly feeling than words alone.
Edging forward in a chair or pushing the chair ba
want to end a cOQversation, can be considered an
movement of departure. Such abbreviations should
unnecessary. The change in bodily position alon
sufficient to clue the other person that we would l
We also use abbreviated movements of departure
tions while standing. We turn around or make small
from and back to the person we are talking with-e
we are extremely anxious about gelling away but
can't say anything about it. The abbreviated walkin
nals our desire to leave. More generally, walking a
conversation with another indicates distress [120,
We are sometimes forced to remain in a situation w
who is offensive and whose presence becomes ne
able. We avoid his ej<eS and try not to look in his d
may turn to on9 siee [100J and look at various ob
room or visible through a window, or we may tak
meditative silence [129J. Here again, turning away
away are abbreviations of the movements associate
ing, and they show our negative feelings. Physically
confined for however long with this insufferable per
unspoken messages tell of OIIC desire to get away.
Abbreviated approach includes such behaviors as
position close to someone [86]. leaning toward
touching [77, 78]. rf'aching out as tbougl:l-lo-lou
raised hand during a greeting), abbreviated graspin
bodily turning toward him, and looking into his eyes
included is talking to someone instead of remaining
when we talk, eye contact and involvement with th
son are increased, whereas when we are silent,
likely to have eye contact and are more likely to be p
with other things [148, 149].
Dance
Self-disclosure
Communication media
A politician's image
The microenvironment
9"
o ~12"
o o
Figure 1
A basic module for zig-zag furniture arrangem
in public eating, drinking, and entertainment s
--60"---(
/
ENTRANCE TO REST
Figure 2
One application of the zig-zag modules in a small
The zig-zag counter has the advantage over a str
which people sit on both sides because nobody
directly across from anybody. Sitting directly acr
stranger is too forward; and when a straight coun
places directly across from occupied seats remain
nO others are available. This results in ineffective u
Figure 2 illustrates one application in which such
combined to provide seating in a small restaurant.
With the idea ot promoting conversation among s
various combinations at modules such as that in
design the furniture arrangement for a committee
university cafeteria, or an outdoor cafe in a park.
Summary
Body relaxation
Territoriality
Violated territories
Summary
Suggested readings
~
. . mUOIcalion Within the framework of formal educati
i]' finued emohasis on language skills both at home. a
is a sharp contrast to the neglect of training
communication.
How do these two traditions relate to one anothe
communication? It is assumed that the human orga
totally "conceal" emotion-that emotions denied e
one channel find another outlet [41, 119J. Both neg
(frustration, irritation, anger, hostility) and positive fe
sure, liking, love) are part of social life, so if e
discouraged, feelings are conveyed less overtly
The double-edged me
l
to perpetuate a situation in which socially unaccepta
must be expressed in behaviors other than speech
be recognized "officially" as part of a person's com
We learn to express a variety of feelings in these
ways to avoid detectable transgression of the socia
Q
confirm folk wisdom: "Actions speak louder than w
erally speaking, others weigh our actions more tha
as they try to understand what we feel.
The double-edged me
-
_messages, For example, a son sends a birthday
mother and signs it "Napoleon." This action lets
know on the one hand that he has remembered
and is being affectionate, but signing a name not his
that it was not reaily he who sent the card. This biza
is consistent with his other strange and maladap
dealing with people.
~~-bind theorists' basic assumption about the
tween psychological disturbance and inconsisten
was that the latter are ambim JailS and difficult to i
ISS, 168J. However, wenow know that this is not
do quite readily understand the true meaning whe
and nonverbal parts of a message are inconsistent
I the !10nverbal part and make their jUdgment accor
125,133J.
We now also know that Rarents of maladjusted chi
necessarily use more frequent inconsistent messa
parents of normal children, but they do .Y£e mo
messages [13J. Analysis of the anecdotal evidence
double-bind therapists in support of their thesis sho
were struck by the inconsistent sarcastic messages
the inconsistent positive ones. In other words, th
that drew their attention had an overall negative imp
experimental findings show that indeed Rarents
m.aladjusted children do communicate [!1ore nllQa
to these children and that they sometimes us
messages to d.o_so [13].
There are two ways to understand the latter resu
parents' initial negative attitude toward their own c
be the cause of maladjustment in their children; s
may be more negative toward their disturbed ch
these are a greater source of frustration to them
possible that both of these processes are involved a
function to perpetuate an unhealthy parent-child
A vicious cycle is maintained whereby the child is
criticized and feels his parents do not like him, so
cooperate or meet their demands. As the child is
and rebeilious in relation to his parents, the pare
even more frustrated and have more reasons for be
to him, he in turn becomes even less cooperative, a
(he djlficult~ is ealillY..PerpetUiitedJI15].
We must be G,autious in identifying inconsistent me
psychological distULbanc,e, With our implicit soci
,prohibitions about the expressions of feelings (partic
tive ones), people frequentiy must use inconsisten
They may also use these to achieve efficient comm
even to be funny, Our discussion suggesfs that we s
not on the inconsistency as such, but rather on the
of a message, Is the overall guality positive or oe
usually frequent n~gative messages are indicative
and !rustraljnQ-(eIaliouships" whether these be
couples or of parents and their children,
The vicious cycle of a negative relationship ca
modified, With outside help, the parent can gain s
of adequacy and control over the relationship wi
This minimizes his sense of frustration and allow
more positive, At this more positive stage of the
the child, in turn, may become more amenable to in
more willing to make some effort; social influence
.Qy liking.. and Qositive feelings jn a relationship
S'Quraged by negative feeling,s [114, 127), The res
child provides the parent with an even greater s
complishment and control and reduces his frustra
So, he is even more positive, and so forth, The vic
broken and a positive cycle thereby initiated [115J,
Summary
Suggested readings
I
We form distinct ·first impressions of many peopl
meet; we feel that they are extroverted, introverted, d
obnoxious, self-assured, argumentative and host
bland. There is something about each person, a pe
that applies to almost everything he does and tha
to form an impression before any exchange of word
Observe your own reactions as you meet people for t
You may find yourself forming certain ideas of w
expect trom each person or how much you feel yo
him. Of one, you may think to yourself, "Here's
passive type"; of another, "There's an intolerable
The wayan extrovert enters a gathering is very di
the entrance made by an introvert. A domineering p
his seat in a more central and visible position tha
selected by a submissive and passive type [159]. T
and movements of these different persons someh
the character or style of their personalities withou
words. In addition to a person's nonverbal behavior,
props that he uses, as in his home or work enviro
his manner of dress provide the necessary backg
more complete impression [70].
What specifically is it about the nonverbal behavio
props of different persons that creates such disti
sions? How, for instance, does a domineering pe
this image even before he speaks? As you assume
to a stranger on a plane trip, what is it about him th
to think, "This looks like it's going to be an inte
instead of "I wish they had given me another seat"?
Of course, the way in which a person is dressed and
physical appearance have a certain effect on the
he makes. However, here' we are more interested
haviors that supplement, or even override, this ap
presenting an overall picture. For instance, aside fro
and make-up, what is it in a coquette's mannerism
her a flirt? Is it the greater intimacy she conveys to
she indulge in more eye contact with strangers? Do
unduly close to men who are only casual acquain
is it because her behavior fluctuates in positiveness
intimate at times and aloof and coy at others?
So far, the importance of people's actions has been
by considering the impression they make before
One can also form an impression of someone whom
seen, but whose speech or writings are famili
meeting someone with whom we have correspond
never met before can have a jarring effect. A fav
eloquent and fluent on paper, may turn out to be
who stutters and stammers; he may be a young ma
we had imagined him as an old and serious fello
pression that has been drawn from the nonimme
munications involving words (that is, his writings
does not fit with our observations in a face-to-face
Newscasters and announcers who can employ vocal
as well as words on radio still provide us with only a
impression of what they are like. An announcer's
give us the impression of a tall and domineering pe
may actually be small and quite friendly and un
person with a "flat" voice may turn out to be very in
More interesting still is how a person's home or
contribute largely to the overall impression formed. I
of us feel that we do not really know a person un
visited him on his home ground. We may find that a
apparently interested in nothing but sports cars h
library and a classical record collection at home.
star who plays tough killer-type roles may be rev
feature story in a fan magazine as a father who spe
his free time with his young children and their pets.
There are several interrelated questions that n
answered in order to formulate what factors go into
overall picture of a person. Probably, it is not just o
behavior here or there that gives us an impression
composite of behaviors that are indicative of a certai
question therefore is "What are these clusters?" o'
the categories of social behavior?" A second questi
are the personality attributes [74], qualities such as e
or introversion, that underlie distinct social style
t5/How are the various personality attributes related
gories of social behavior?"
l
smiled a lot, and had a very positive tone of voic
he gave me the impression of being dependent a
His frequent questions and related mannerisms exe
I almost pure case of ingratiating style. More commo
of ingratiation are likely to be considerably toned d
sometimes behave in an ingratiating way at the be
somewhat formal or awkward social situation but
more relaxed and casual manner with il1creasing fa
Aggressive Dominant
~ ~.
~ Vigilant Re~peC
Fearful Submissive
Personality types
Hostile Domineering
Defensive Neutral
·· t~
S ensltlve a reJechon
~
Introverted Submissive
This table also shows that somewhere between ing
affiliation there is the category of respectful behav
way to describe the latter is that, although it include
sive quality, it lacks the undesirable aspects of ingr
spectful behavior, which is more reserved, is cha
interactions with a higher-status person who is like
liked employer.
The top half of Table 1 lists various combinations
and dominant-submissive behaviors. The words tha
ize these also strongly imply certain feelings. For
combination of dominance and dislike yields agg
havior, which in turn implies the anger that underl
different qliality, benevolence, is obtained by com
degrees of liking and dominance. This again is a
scribing a behavior and its concomitant feeling or
Vigilance lies somewhere between unresponsive
behavior. In a vigilant state, a person is slightly
slightly negative [105], but he acts in this way bec
prehension about possible rejection or because
self-confidence.
Problem styles
National styles
Summary
Suggested readings
L . ri!U.i1c,/;1
C<J ~
~p~
<Y-f ViYL~~'
wfu/'..J-. ..:>/\#A.-W<
.
TRo 6oReep!b1 Jmmediaql Gaa....destfibe best llill-
gjven spaC6-oQn the .people who meet agd/or int
Immediacy refers to the extent of mutual sensory
between tWO-~GJ:lS-a/J.d is measlI[ed io terms
.temporal.proximibt-or by the number at "communic
l nels" that are available [112, 170]. Communicatio
are the means by which one conveys his thoughts a
to another; examples include words, facial expres
of voice, postures, and movements. Thus, the closer
are to each_'other, the more immediate their interac
siae by side is less immediate than an arrangement
·them to face each other more directly,lrhe greater
associated with more channels for communication
as follows: telegrams and letters are two of the leas
ways of communicating, permitting the verbal cha
Environments and soc
3
, ..
together they ~it closer, oIieot more directly, lean
I\ I ,other, touch, have more eye coptact, and conver
113J. Everyday observations suggest that people
other and live in different cities choose the most im
sible means of communicating (subject, of course
siderations); visits are preferred over telephone c
i~nd telephone conversations over letters. And wh
~se, they use it more often the more they like
~
the other side of the coin, opportunities for inc
. iacy~an foster greater likjng [178J. Available r
IiteratOre prOVide consistent support for the Idea
stance, studies of college students have shown th
had more opportunities to be closer together, wh
dormitories, apartments, or classes, more often te
friendships and like one another [22, 24, 52, 93, 1
persons in various occupations who were assig
positions closer to one another were more like
closer relationships and to like each other more
he following comments of Leon Festinger, which
by Ellen Berscheid and Elaine Walster [15], are
study of developing friendships in a new housing p
few residents had previously known each other. It
the architecturally determined and accidental ar
persons can have dramatic effects on their rela
53J.
~
one important exception, however, should be n
hostile groups of persons are brought together, th
contact does nothing to improve their relations [15
Check out the relation between immediacy and lik
self by first listing the names of ten acquaintance
each of these on a scale of liking that ranges from -
dislike) to +3 (extreme liking). Now make two gr
these persons, the five whom you meet most freque
others whom you encounter least frequently. What
age liking score you have assigned to each of these
~
xceSSive immediacy is undesirable. VJere ar
much immediacy a person can tolerate even with
lies, so understandably those tolerance limits woul
among strangers. ngers who cannot tole
~~: immediacy approach each othe<,...tbey-tencUo..
~nE- u~ less eye contact, to compensate for the
V closeness [7, 8]. 10 oqe study, when a stranger,
JJJ.ea.tllL.JooJ>.-a-seat~veJysLQsa_Jo....1he-s_ubj.e_cl..-tbat
his seat soone t o_oJhers_who had not bee ~R.
.• this way [50]. Elevators tend to be uncomfortable fo
- pTe; forced into a small space with strangers, they
other's gaze by staring at the floor or watching the li
indicator panel above the doors. Some observatio
that the introduction of some distraction, such as
'into an elevator can ease the situation [156, p. 25
t
ThUS' the ideal environment would be one that prov
tunities for immediacy as well as privacy, so tha
contacts are a matter of choice and are readily
similar idea has been used in the study of menta
[144J. Although excessive crowding can have nega
quences, it may still be preferred if a person fe
crowding does not restrict his freedom. This expl
ference in the feelings that are aroused in a crow
compared with those experienced in a crowded d
~
GiVen these general ideas, it is possibie to illustra
in which man-made environments can be optimally
encourage social interaction, particularly among p
are strangers to each other. A consideration of imm
influence the design of living spaces at all levels
( renewal projects, to the architecture of a building o
complex, to interior design and furniture arrange
the design of liVing and working spaces minimiz
quency and duration of meetings, it minimizes imm
the other hand, if the environment permits oppo
frequent and prolonged contacts among its inhab
haps by common paths, common shopping, work,
recreation areas or attractive gathering places, it c
ducive to better feelings. In short, areas that attract
hold them in close proximity lay the groundwork fo
Consider some good and bad instances.
Urban sprawl, which necessitates the use of cars f
tivities, especially when public transportation is inad
sults in decreased Immediacy of the inhabitant
Whereas people in small towns have frequent an
encounters with each other as they go about the da
of living, this is not possible for persons who may
from their homes for work, shopping, school, churc
reation. Neighborhoods in such cities could be made
ducive to immediacy, however, by introducing more
bicycling trails, and parks-provided people felt
them. Police departments may find this of value in
public relations in some areas by returning to the g
dition of the policeman walking the beat instead o
in cars.
On a smaller scale, the typical apartment buildings,
stacked Iloors 01 apartments opening off long ha
decrease chances lor immediacy. In such buildings
only briefly when riding the elevator or passing in
These encounters are few, compared to meetings in
ment complexes in which units open on courtya
which each resident must go in order to enter his
In this second case, lawn chairs placed in the yard c
immediacy, provided, of course, that residents use
A large academic department recently acquired a
new building-and experienced a,surprising and dr
tion in the number of contacts among the laculty.
expansion, most 01 the faculty were concentrate
Iloors, had offices close together, and were continu
one another in the hallways. Now they are scattered
a ten-story building and only occasionally meet in p
anyone considered the advantages of immediacy,
of the new building could\have included arrangeme
tain the frequent interactions. Perhaps offices could
concentrated on only a few floors, or open central s
have been included and furnished comfortably to al
contacts.
The primary reason for visiting such comfortably furn
(orthe courtyard with the lawn chairs in the case o
ments) may not be to socialize, but social interactio
likely. Some people use the swimming pool of an
complex lor a daily workout, but often residents v
area without any intention of actually swimming. F
pool's apparent function is actually quite seconda
bringing strangers together and providing an excuse
proximity.
One aspect of personality that has an effect in suc
is what we have called "sensitivity to rejection." Wh
pl~ meet, a factor that influences the nature and ex
interaction is the fear of being slighted (127). This
a deterrent, so that even though two or more peo
interested in getting acquainted, they still feel he
initiating contact without· some reassurance from
Most of the findings In affiliation research can be
in terms of this approach-avoidance model: Eac
drawn to others, but at the same time his fear of r
courages him from making contact [129J.
There are vast individual differences in the desir
and the tendency to fear rejection, and the proper
can exert a great Influence on how people act. F
an environment that enhances immediacy could p
who are excessively sensitive with an excuse to
others, while simultaneously inducing more freque
among those who simply lack the desire to affiliate
are sensitive would have a chance to probe new re
tiously, and the less affillatlve persons might find
rewarding.
Many puzzling phenomena in today's lonely socie
better understood in terms of the idea that some
occasions, ostensibly planned for another purpo
the important function of bringing people together a
interaction. For instance, political or ideological con
only part of the reason why so many people activel
in demonstrations or otheJ "happenings." An imp
tion of these gatherings-and one that has not bee
is that they bring together great numbers of peop
similar beliefs and attitudes, who share a life sty
from different sources have shown that contacts
rather than dissimilar, others are sought more be
are more likely to be successful or mutually reward
128J.
Summary
Suggested readings
Responsibility
,
As he brings his date back home, a young man say
like to see you again," instead of the less conditio
to see you again." In this case, he probably uses the
diate conditional form because he does not want
forward with a girl he has taken out for the first time
self on the line to be rejected. In other words, he
expressing his enthusiasm about the girl, not becau
not like her, but because there are social sanction
or because of the possibility of being turned down
Usually, the conditional is used when the speaker d
what he is going to say [1 02J. Note: "You'd think the
I something to improve the quality of service here" i
think they ought to improve the quality of service
course, this example involves at least two kinds o
diacy. One is the use of "you" instead of "I," and
the use of the conditional. Here the speaker is tryi
seeming domineering or authoritarian to his addre
natively, the addressee in this case may be connec
management of the place being criticized, and the
be uncomfortable about being directly critical. W
reason for making such conditional statements,
that the speaker is trying to imply a lack of tam
weaker relationship with the object being discuss
Table I
Definitions of immediacy categories with exa
of context and speech immediacy
Immediate/ Imm
nonimmediale nonim
Category context sp
Applications
Summary
Suggested readings
~
'ng to a relationship. One objective of this book
7. increase awareness of the significance of one's
~. iminish the chances of inadvertent communication
......../ ~ave unfortunate consequences.
Selling
-
This happens because the characteristic level of
ness, positiveness, or domineering quality in a pe
expressions, gestures, and lLQS.tULfls- can differ c
from that conveyed by his manner of speech. It
then, that a "different-sounding" friend has a very
and active face but his voice lacks expressiveness,
a much less lively and more withdrawn impressio
the phone. Chances are he is not even aware of t
ancy. On the other hand, a person who has an
face and stiff postures may sound lively and vib
phone if his voice effectively conveys different fee
Allhough it is easy to measure how responsive eac
is in terms of his facial, vocal, and gestural exp
1112]. most people are unaware of these qualities in
They may be unaware that they are adept at using
. channels and thus may be unable to select the most
channel to convey a specific message.
Consider the characteristic [!ositiveness, dgminant-
~ quality, and r~onsiveness in your manner
your facial expressions, your postures, and gestures
quality and each message source (for example, face
ranging from - 3 to + 3. Rate a close friend and
rate you; then compare notes. You may find the e
revealing.
Perspective and applic
Romance
Social alienation
Psychotherapy
Summary
Suggested readings
o • 127
128
Mehrabian, A. and Ksionzky. S. Models for affilia
formity behavior. Psychological Bulletin, 1970, 74
Mehrabian, A" and Ksionzky, S. Anticipated com
function of attitude or status similarity. Journal o
1971, 39, 225-241.
, 129 Mehrabian, A., and Ksionzky, S. Some determi
interaction with a stranger. Unpublished Manus
1972.
130 Mehrabian, A., and Reed, H.-8ome determinants of
tion accuracy. Psychological Bulletin, 1968, 70, 365
•> 131 Mehrabian. A. , and Russell, J. An approach to e
psychology. Unpublished Manuscript, UCLA, 1972
132 Mehrabian, A" and Wiener, M. Non-immediacy b
municator and object of communication in a verb
Application to the inference of attitudes. Journal
Psychology, 1966, 3D, 420-425.
G 164
165
Truax, C. B. Reinforcement and nonreinforcem'ent
-
psychotherapy. Journal of Abnormal Psychology, 1
-
Ullmann, L. P., and Krasner, L. A psychological
abnormal behavior. Englewood Cliffs, New Jersey: P
1969.
Van der Ryn. S., and Silverstein, M. Dorms at B
envkonmental analysis. Berkeley: Center for P
Development Research, 1967.
148 Silent messages