The 7-38-55 rule suggests that your words are as impactful as your delivery. Hand gestures, vocal tone, and posture can notably impact people’s perception of you. Polish your nonverbal skills to express yourself better, influence people positively, and leave a remarkable impression.

When negotiating high-stakes deals, nonverbal cues such as the tone of your voice and body language can convey more about your feelings and intentions. The 7-38-55 theory—opined by Albert Mehrabian—aims to determine how well you have elucidated your points through nonverbal and verbal communication. As a professional negotiator, it is critical to learn the art of negotiation and the application of the 7-38-55 rule of communication—it can equip you to strike a lucrative deal and have greater control over your messaging. Keep scrolling to learn more about this unique negotiation theory.

Breaking down the 7-38-55 theory.

The communication model theorised by Mehrabian suggests that the effect of verbal and nonverbal communication on another person can be simplified into three factors—7 percent spoken word, 38 percent tone of voice and 55 percent body language.

Use positive reinforcement

Nod, smile, and maintain eye contact to show that you are engaged in the conversation and are actively listening. Pay attention to the speaker’s words and observe their body language closely. By displaying this receptiveness, you can build trust and seem more likeable.

Change your vocal tones.

As per the 7-38-55 theory, 38 percent of the meaning of your conversation can be conveyed through the tone of your voice. Mastering skilful use of your vocal tone can make you a better negotiator by enhancing your speech delivery. When negotiating, avoid using an assertive voice because it sounds declarative and can be perceived as counterproductive. Instead, use a gentle and accommodating voice to promote collaboration.

Identify deceit

This theory further proposes that when the speaker’s words and emotions don’t match their nonverbal cues, they are likely misleading you. Therefore, pay attention to these cues to enhance your negotiation skills.

First impressions matter

When you are meeting someone new, first impressions matter a lot. You must avoid acting aloof or refrain from using your cell phone. You should focus on making eye contact, pleasantly smiling, and start the conversation on the right foot.

Always arrange in-person meetings.

When communicating important messages, avoid written communication if possible—these methods may lead to misinterpretations and inadvertently convolute your message.

Focus on your words and voice.

When delivering presentations or pitches, focus on inflecting your words, pacing your speech, and projecting your voice to make sure everyone in the room can comprehend what you are trying to communicate and stay engaged.

Choose the environment mindfully.

Crowded public spaces with loud acoustics and too many distractions can cause overwhelming sensory overload and adversely impact concentration. When negotiating a deal, avoid arranging meetings at busy restaurants or cafes. It will enable all the attendees of the meeting to focus on the discussion.

Seek feedback

Chances are, you are unaware of your conversation patterns—like gestures, vocal tone, and facial expressions—so request your friends, family members and co-workers for constructive feedback, enabling you to identify areas that need improvement. Consider practising and incorporating those changes in low-risk situations to put your negotiating strategies to the test.

Improved nonverbal and verbal communication can enhance your performance in various settings—such as conflict resolution sessions, business negotiations, and even ordinary day-to-day social situations. By applying the 7-38-55 rule of communication, you can better understand the underlying emotions and intentions of your negotiating partners, and enhance your ability to strike a lucrative deal.