Nonverbal Signals During Conversation 


Nonverbal signals are often more important than the words 
expressed. Even more than words, nonverbal cues indicate 
the relationship among conversers. 

3 Dimensions of Nonverbal Signals 

Social psychologist Albert Mehrabian illuminated this matter 
by describing three dimensions of nonverbal signals we give off 
during conversation. Based on his research, he termed these 
dimensions immediacy, power, and responsiveness. In his book 
Nonverbal Communication (1972) and later books and articles, 
he described these signals. 

The first dimension, immediacy, relates to spacing between 
conversers. It is based on the principle that people are attracted 
to things they like and repelled by things they don't like. We 
move closer to people and ideas we like. Perhaps we lean toward 
them and make gestures that intend to bring closer the things we 
like. When we don't like a person or the ideas we hear, we tend 
to keep a greater distance and lean away. As well, we may 
contract our posture with folded arms. 

The second dimension -- that of power -- is characterized by 
big, expansive movements that symbolically suggest dominance. 
Standing erect and occupying a lot of space suggest “I'm in charge 
here.” President Lyndon Johnson, already a big man, was often 
described in terms of Texas-sized movements and sweeping gestures. 
He was truly a “high power” converser. Low power is signaled by 
small and hesitant gestures and movements and posture that takes 
up less space, perhaps with body slumped over and arms held in. 

The third dimension, responsiveness, signals the intensity of 
our feelings about the person or subject. When we react a lot, we 
show the strength of our feelings. When we react only a little, we 
show what might be lack of concern or indifference. During social 
conversation, it is almost always helpful to be fully responsive 
because this demonstrates to other conversers that we are with them, 
alive to the situation, and fully involved. Our head-nods, facial 
expressions, and body movements provide signals to others that 
we are following them closely. 

Many Signals Are Out-of-Awareness 

Generally, these body signals we give off are out of our awareness. 
They are our unconscious responses to the incoming expressions of 
others. Sometimes they are incongruent and contradict our words, 
as when a salesperson prepares a carefully worded sales pitch but 
then contradicts the words with a meek and unenthusiastic presentation, 
or when a sports coach, hoping to be seen as the leader, moves 
timidly and with hesitation. 

The Experience of Physicians 

Medical students receiving communication training for effective 
doctor-patient relationships have sometimes been surprised when they 
viewed videos of their interaction. Instead of expressing immediacy 
(showing liking and warmth), they sometimes appeared distant and 
aloof, thereby signaling to the patient a lack of caring. As we know, 
the healing process of patients is directly correlated with the type of 
feelings expressed by the physicians. More immediate and responsive 
expressions show the kind of caring that encourages and reassures 
patients. 

On the other hand, doctors who appear aloof and uninvolved with 
patients impede the healing process. Such doctors are sued for 
malpractice more often by patients and their families than those 
who expressed caring and involvement. 

When you are aware of the signals you give off, you can 
consciously adjust them to fit the situation. For example, as a 
subordinate, you may be more appropriate when you express fewer 
power signals, thereby expressing that you know who's in charge. 
Being mindful of your nonverbal expressions will allow you to 
choose more effective ones.