How Learning Primes Body Language – On Head Nodding Nonverbals
Christopher Philip
In 1980 researchers Gary Wells and Richard Petty, University of Missouri, Columbia performed a simple study showcasing the effect of our learning on our nonverbal priming.
Ostensibly to test the quality of a set of headphones, subjects were told to either nod their head up and down or left and right.
From birth, (or its possible biological origin), we understand that nodding the head up and down means “no” whereas nodding the head left and right means “yes.”
I say, from biology, as it is unclear if this body language has an inherent evolutionary origin or is simply passed from one generation to the next. It has been observed that even young babies will move their head left and right to signal that they are no longer hungry – thus moving their head away from a nipple at the end of feeding. If the baby is interested in feeding he or she will move their head up and down searching.
Thus, a true biological source may have sparked the origins of the gesture and it’s continuation into adulthood.
However, it seems that the origins of the gesture is not as important as it would seem.
Evidence from the study suggests that once the head nod is embodied, it becomes sufficient to prime our thoughts in more ways that are obvious.
In the study, the subjects first listened to 60 seconds of music and then an editorial commentary on the topic of increases in university tuition. In the commentary, the subjects either heard a persuasive comment for, or against the raise in tuition. The arguments presented where highly discrepant with the subjects original opinions.
Here are the instructions eliciting the head movement:
“Consumers want headphone sets that aflow movement without experiencing discomfort or sound distortion. We have had people make dancing movements, jumping up and down and so on. But, perhaps the most typical movement is a simple vertical (horizontal) movement of the head. So, this time why don’t you just move your head up and down (back and forth) like this experimenter [demonstrates]. When the radio recording begins, start the head movement. Try to maintain a pace of approximately one motion per second. A motion represents one movement up (left) or down (right).”
The results showed that head movement influenced people’s judgments and resistance to, or acceptance of counterarguments. In other words, when people shook their head, “no”, they were resistant to modify their opinion than when they nodded their head in agreement – “yes.”
Drawing Conclusions
In lie detection with body language, one trait that is strongly correlated with deception is the subconscious movement of the head. When the head moves left and right in a “no” pattern when saying “I really like her, she’s a great worker” may signal a need for greater attention and focus as lying may be taking place.
From birth, we are primed by body movement. We see patterns forming, and upon these body patterns, our brain forms specific thoughts. We couple the positive or negative thoughts to how our brain operates, and it becomes more difficult later in life to decouple them.
While people may use body language to deceive, many people find it difficult to consciously tell lies and control what their bodies do naturally.
You may experiment with this yourself. Try shaking her head left and right (no) as you retell a positive story. I assume you will find it more difficult than when telling a negative story! Give it a try.
Resources
Wells, Gary, L. and Richard E. Petty. The Effects of Overt Head Movements on Persuasion: Compatibility and Incompatibility of Responses. Basic and Applied Social Psychology. 1980. 1(3): 219-230.
Learn More Starting Today!
Learn the basics of body language quickly and easily by taking one of our tailor-made video courses!
Short on cash? Then read an ENTIRE comprehensive book on body language – it’s totally FREE!
Which body language video course will you start with?
1. “The Secrets of Body Language”