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2.19 Verbal Versus Nonverbal Signals (Obj. 4)

To show the power of nonverbal cues, the president of a large East Coast consulting company uses the following demonstration with new employees. Raising his right hand, he touches his pointer finger to his thumb to form a circle. Then he asks new employees in the session to do likewise. When everyone has a finger–thumb circle formed, the president tells each person to touch that circle to his or her chin. But as he says this, he touches his own finger– thumb circle to his cheek. What happens? You guessed it! About 80 percent of the group follow what they see the president do rather than following what they hear.⁷⁷