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The myth about communication being 93% nonverbal probably didn't start in the contracting field, but we are partly responsible for its spread. This is especially true when it comes to the subject of contract negotiation. The course manual for CON 100 used to state that communication was 90% nonverbal as a matter of fact. A speaker at a recent conference that I attended used a figure of 93% in a presentation on contract negotiation.
Professor Mehrabian combined the statistical results of the two studies and came up with the now famousâand famously misusedârule that communication is only 7 percent verbal and 93 percent non-verbal. The non-verbal component was made up of body language (55 percent) and tone of voice (38 percent). Actually, it is incorrect to call this a rule, being the result of only two studies. Scientists usually insist on many more corroborating studies before calling anything a rule.