We’ve all heard some version of the claim: 90% of communication is nonverbal.
It sounds convincing. After all, a transcript of a passionate speech can capture the words, but it can’t fully capture the speaker’s tone, facial expressions, pauses, or gestures. Something gets lost when communication is stripped down to words alone.
But is the 90% claim actually true?
The short answer: not exactly. Nonverbal communication plays a powerful role in how people interpret meaning (especially in face-to-face interactions), but there’s no universal percentage that applies to every conversation.
Let’s take a closer look at how much of communication is nonverbal and why body language, tone, and context still matter.
The 55/38/7 formula describes how much of communication is nonverbal: 55% through body language, 38% through tone of voice, and only 7% through spoken words.
But the 90% figure wasn’t plucked out of thin air. It was Albert Mehrabian, a researcher of body language, who first broke down the components of a face-to-face conversation. This is where the idea that most communication is nonverbal originated. But does this really mean that less than 10% of information is conveyed in spoken words?
It turns out that the above formula was developed with a specific purpose in mind: comparing facial and vocal components to decipher a person’s attitude. According to Mehrabian, “When there are inconsistencies between attitudes communicated verbally and posturally, the postural component should dominate in determining the total attitude that is inferred.”
Is 90% of Communication Nonverbal?
In short, no. Information is conveyed verbally, but in a face-to-face conversation, body language and facial expressions can have an incredible impact on how information is interpreted.
In “The Definitive Book of Body Language,” Allan and Barbara Pease analyzed thousands of recorded sales negotiations from the 1970s and 1980s and found that body language accounted for most of the impact made negotiating. They also considered how the person with the strongest argument usually wins in negotiations over the phone but not always in face-to-face conversations.
Although the idea that 90% of communication is nonverbal can be put to rest, a person’s body language and our first impression of them can heavily influence our decision-making.
Now that we know the important role nonverbal signals play in communication, how can we use body language and tone to communicate more effectively? Perhaps more importantly, how can we prevent nonverbal forms of communication from falsely influencing our perceptions of others?
The key is awareness: recognizing how your tone, posture, and expressions shape the message you send. At the same time, pay attention to these cues in others and consider the context behind them.
One of the most visible ways body language shapes communication is through first impressions—the split-second judgments we make before a single word is spoken.
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For anyone pursuing a career in communication, mastering first impressions can make all the difference. Allan and Barbara Pease also assert that when we meet people for the first time, we make snap judgments about their friendliness, assertiveness, and appearance. Without a single word being spoken, without even realizing it, people rely on nonverbal communication to size people up.
Psychologist Albert Mehrabian’s communication model famously suggests that much of human communication is nonverbal. That means your nonverbal body language—from your facial expressions to your hand gestures—plays a major role in how others interpret your message.
Although people are rarely conscious of their body language and facial expressions, there are a couple of behaviors a person can tweak to improve their communication skills. For instance, research has shown that it takes conscious effort for a person to frown when looking at someone smiling. A smile is literally infectious.
Research also shows that both men and women are more attracted to people who make eye contact and smile more often. A smile and just the right amount of eye contact can help you effectively convey information during first impressions and long after.
Hand gestures can not only express your thoughts but also convey your enthusiasm and passion for a topic. According to body language expert Dr. Carol Kinsey Goman, “Gesturing can help people form clearer thoughts, speak in tighter sentences and use more declarative language.” As with tone, try to ensure that your hand gestures match what you’re saying, otherwise people will notice the mismatch and may be less likely to trust you.
Body language can also provide insight into a person’s emotional condition. For example, you likely already know that someone who crosses their arms is guarded or discontent even when they claim the contrary. Reading body language is like learning a second language and can help separate perception from reality.
According to Dr. Jeff Thompson, we can better decipher nonverbal signals by remembering the three C’s of nonverbal communication: context, clusters, and congruence. We’ve already covered congruence—comparing spoken words to body language and tone.
Applying context means better understanding the setting. For example, knowing that someone has anxiety can explain why they appear tense during a fireworks display. Finally, using clusters means using not one but multiple expressions or movements to influence our interpretation of a person’s body language.
How much of communication is nonverbal? It may not be exactly 90%, but nonverbal communication—eye contact, smiling, hand gestures—heavily influences how people interpret and react to information. This is an important lesson for anyone interested in a communications career, and it’s only the tip of the iceberg.
Understanding nonverbal communication can help you connect more effectively across every medium—from in-person meetings to social media.
The University of Texas Permian Basin offers an online BA in communication program that teaches theories on communication about human interactions, groups and organizations, intercultural interactions, and mass and social media.
Whether you’re working toward a career in journalism, speechwriting, or social media, our online program can empower you with the skills needed to convey your message clearly and profoundly.
Learn more about UT Permian Basin’s online BA in communication program.
Sources:
https://www.nytimes.com/2006/09/24/books/chapters/0924-1st-peas.html
https://www.psychologytoday.com/us/blog/beyond-words/201109/is-nonverbal-communication-numbers-game
https://www.psychologytoday.com/us/blog/attraction-evolved/201906/deep-impact-asserting-authority-low-pitched-voice
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