Congruence

If you, as the speaker, were to ask the listener shown in Figure 5 to give his opinion of what you have just said and he said that he disagreed with you, his non-verbal signals would be congruent with his verbal sentences, that is, they would match or be consistent. If, however, he said he was enjoying what you had to say, he would be lying because his words and gestures would be incongruent. Research shows that non-verbal signals carry about five times as much impact as the verbal channel and that, when the two are incongruent, people rely on the non-verbal message; the verbal content may be disregarded.

We often see a high ranking politician standing behind a lectern with his arms tightly folded across his chest (defensive) and chin down (critical or hostile), while telling his audience how receptive and open he is to the ideas of young people. He may attempt to convince the audience of his warm, humane approach while giving short, sharp karate chops to the lectern. Sigmund Freud once noted that while a patient was verbally expressing happiness with her marriage, she was unconsciously slipping her wedding ring on and off her finger. Freud was aware of the significance of this unconscious gesture and was not surprised when marriage problems began to surface.

Fi^urf 5 Coflimiin criticai etoiuufkirl c^uiHef Cn!,i- noi i^fr*^»

Observation of gesture clusters and congruence of the verbal and non-verbal channels are the keys to accurate interpretation of body language.

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