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(69)
- News (7)
- Research (55)
- Multimedia (2)
- Faculty Publications (34)
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- February 2003 (Revised September 2009)
- Background Note
Nonverbal Communication in Negotiation
By: Michael A. Wheeler and Dana Nelson
This case distills the practical implications of current research on nonverbal communication. The first section sketches different kinds of nonverbal behavior: facial expressions, eye movements, physical gestures, paraverbal cues, posture, and "personal space." The... View Details
Keywords: Nonverbal Communication; Negotiation Participants; Situation or Environment; Behavior; Power and Influence
Wheeler, Michael A., and Dana Nelson. "Nonverbal Communication in Negotiation." Harvard Business School Background Note 903-081, February 2003. (Revised September 2009.)
- Article
Visual Attention to Powerful Postures: People Avert Their Gaze from Nonverbal Dominance Displays
By: Elise Holland, Elizabeth Baily Wolf, Christine Looser and Amy Cuddy
This paper investigates whether humans avert their gaze from individuals engaging in nonverbal displays of dominance. Although past studies demonstrate that both humans and nonhuman primates direct more visual attention to high-status others than low-status others,... View Details
Keywords: Nonverbal Behavior; Eye-tracking; Dominance; Nonverbal Communication; Interpersonal Communication; Power and Influence
Holland, Elise, Elizabeth Baily Wolf, Christine Looser, and Amy Cuddy. "Visual Attention to Powerful Postures: People Avert Their Gaze from Nonverbal Dominance Displays." Journal of Experimental Social Psychology 68 (January 2017): 60–67.
- July 2015
- Article
Preparatory Power Posing Affects Nonverbal Presence and Job Interview Outcomes
By: Amy J.C. Cuddy, Caroline A. Wilmuth, Andy J. Yap and Dana R. Carney
We tested whether engaging in expansive (vs. contractive) "power poses" before a stressful job interview—preparatory power posing—would enhance performance during the interview. Participants adopted high-power (i.e., expansive, open) poses or low-power (i.e.,... View Details
Keywords: Power Posing; Social Evaluation; Nonverbal Behavior; Presence; Posture; Behavior; Job Interviews
Cuddy, Amy J.C., Caroline A. Wilmuth, Andy J. Yap, and Dana R. Carney. "Preparatory Power Posing Affects Nonverbal Presence and Job Interview Outcomes." Journal of Applied Psychology 100, no. 4 (July 2015): 1286–1295.
- September 2007
- Teaching Note
Nonverbal Communication: Distinguishing Truth and Lies (TN)
- September 2007
- Case
Nonverbal Communication: Distinguishing Truth and Lies
This video-based coursework illuminates the importance--and difficulty--of judging whether people are trustworthy. Students can test their skills at assessing whether contestants in a high-stakes game show will cooperate or defect. View Details
Wheeler, Michael A. "Nonverbal Communication: Distinguishing Truth and Lies." Harvard Business School Multimedia/Video Case 908-702, September 2007.
- 21 Jun 2012 - 24 Jun 2012
- Conference Presentation
Visual Attention to Power Posers: People Avert their Gaze from Nonverbal Displays of Power
By: Elizabeth Baily Wolf
Existing literature suggests that people visually attend more to powerful/high-status people. However, previous studies manipulated target power/status via the target’s role (e.g., CEO or judge vs. mechanic or fry cook) or clothing (e.g., business suit vs. sweat suit).... View Details
- May 2015
- Article
Review and Summary of Research on the Embodied Effects of Expansive (vs. Contractive) Nonverbal Displays
By: Dana R. Carney, Amy J.C. Cuddy and Andy J. Yap
In this comment we list the 33 published experiments based on 2,521 participants demonstrating the embodied effects of expansive versus contractive nonverbal postures. We discuss a new addition to this list that found an embodied effect of nonverbal expansiveness on... View Details
Carney, Dana R., Amy J.C. Cuddy, and Andy J. Yap. "Review and Summary of Research on the Embodied Effects of Expansive (vs. Contractive) Nonverbal Displays." Psychological Science 26, no. 5 (May 2015): 657–663.
- October 2010
- Article
Power Posing: Brief Nonverbal Displays Affect Neuroendocrine Levels and Risk Tolerance
By: Dana R. Carney, Amy J.C. Cuddy and Andy J. Yap
Humans and other animals express power through open, expansive postures and powerlessness through closed, constrictive postures. But can these postures actually cause power? As predicted, results revealed that posing in high-power (vs. low-power) nonverbal displays... View Details
Keywords: Risk and Uncertainty; Nonverbal Communication; Behavior; Decision Choices and Conditions; Gender; Power and Influence
Carney, Dana R., Amy J.C. Cuddy, and Andy J. Yap. "Power Posing: Brief Nonverbal Displays Affect Neuroendocrine Levels and Risk Tolerance." Psychological Science 21, no. 10 (October 2010): 1363–1368.
- April 2021
- Article
Beyond the Emoticon: Are There Unintentional Cues of Emotion in Email?
By: Hayley Blunden and Andrew Brodsky
Email and text-based communication have become ubiquitous. Although recent findings indicate emotional equivalence between face-to-face and email communication, there is limited evidence of nonverbal behaviors in text-based communication, especially the kinds of... View Details
Keywords: Attributions; Nonverbal Behavior; Computer-mediated Communication; Communication; Emotions
Blunden, Hayley, and Andrew Brodsky. "Beyond the Emoticon: Are There Unintentional Cues of Emotion in Email?" Personality and Social Psychology Bulletin 47, no. 4 (April 2021): 565–579. (https://doi.org/10.1177/0146167220936054.)
- December 21, 2021
- Article
How to Become a Better Listener
By: Robin Abrahams and Boris Groysberg
Listening is a skill that’s vitally important, sadly undertaught, and physically and mentally taxing. In the aftermath of COVID-19, particularly with the shift to remote work and the red-hot job market, it’s never been more important—or more difficult—for leaders to be... View Details
Keywords: Listening; Nonverbal Communication; Communication; Competency and Skills; Performance Improvement
Abrahams, Robin, and Boris Groysberg. "How to Become a Better Listener." Harvard Business Review Digital Articles (December 21, 2021).
- April 6, 2011
- Blog Post
Boost Power Through Body Language
By: Amy Cuddy
Keywords: Nonverbal Behavior; Power; Influence; Hormones; Nonverbal Communication; Behavior; Power and Influence
Cuddy, Amy. "Boost Power Through Body Language." Harvard Business Review Blogs (April 6, 2011). (Video.) http://blogs.hbr.org/2011/04/boost-power-through-body-langu/.
- October 28, 2012
- Editorial
Act Powerful, Be Powerful
By: Amy Cuddy
Keywords: Power; Influence; Nonverbal Behavior; Hormones; Nonverbal Communication; Behavior; Power and Influence
Cuddy, Amy. "Act Powerful, Be Powerful." CNN.com (October 28, 2012). (Editorial.)
- January 11, 2013
- Editorial
TED Weekends: Life Hack With Body Language
By: Amy Cuddy
Keywords: Nonverbal Behavior; Power; Psychology; Hormones; Nonverbal Communication; Behavior; Power and Influence
Cuddy, Amy. "TED Weekends: Life Hack With Body Language." Huffington Post (January 11, 2013). (Editorial.)
- March 20, 2013
- Blog Post
Want to Lean In? Try a Power Pose
By: Amy Cuddy
Cuddy, Amy. "Want to Lean In? Try a Power Pose." Harvard Business Review Blogs (March 20, 2013). http://blogs.hbr.org/hbsfaculty/2013/03/want-to-lean-in-try-a-power-po.html.
- October 3, 2012
- Blog Post
Tonight's Presidential Debate Will Be Decided by Body Language
By: Amy Cuddy
Keywords: Nonverbal Behavior; Persuasion; Influence; Public Speaking; Nonverbal Communication; Behavior; Debates; Power and Influence
Cuddy, Amy. "Tonight's Presidential Debate Will Be Decided by Body Language." Harvard Business Review Blogs (October 3, 2012). http://blogs.hbr.org/2012/10/tonights-presidential-debate-w/.
- 2022
- Working Paper
Feeling Seen: Leader Eye Gaze Promotes Psychological Safety, Participation, and Voice
By: Nicole Abi-Esber, Alison Wood Brooks and Ethan Burris
Psychological safety is a hallmark of effective team functioning. Although prior work shows that characteristics of the leader influence employee judgments of psychological safety (and subsequent decisions to speak up), we know very little about “the specific behaviors... View Details
Keywords: Eye Gaze; Psychological Safety; Voice; Participation; Nonverbal Behavior; Verbal Behavior; Ostracism; Conversation; Groups; Groups and Teams; Social Psychology; Safety; Leadership; Behavior
Abi-Esber, Nicole, Alison Wood Brooks, and Ethan Burris. "Feeling Seen: Leader Eye Gaze Promotes Psychological Safety, Participation, and Voice." Harvard Business School Working Paper, No. 22-048, January 2022.
- November 2013
- Article
The Ergonomics of Dishonesty: The Effect of Incidental Posture on Stealing, Cheating, and Traffic Violations
By: Andy J. Yap, Abbie S. Wazlawek, Brian J. Lucas, Amy J.C. Cuddy and Dana R. Carney
Can the structure of our everyday environment lead us to behave dishonestly? Four studies found that expansive postures incidentally imposed by our ordinary living environment lead to increases in dishonest behavior. The first three experiments found that individuals... View Details
Keywords: Dishonesty; Embodiment; Human Factors; Nonverbal Behavior; Power; Design; Behavior; Crime and Corruption; Situation or Environment; Power and Influence
Yap, Andy J., Abbie S. Wazlawek, Brian J. Lucas, Amy J.C. Cuddy, and Dana R. Carney. "The Ergonomics of Dishonesty: The Effect of Incidental Posture on Stealing, Cheating, and Traffic Violations." Psychological Science 24, no. 11 (November 2013): 2281–2289.
- May 2014 (Revised August 2014)
- Teaching Note
Women MBAs at Harvard Business School: 1962–2012
By: Boris Groysberg and Robin Abrahams
Keywords: Female; General Management; American History; Economic History; Business History; Career Planning; Nonverbal; Sexism; Leadership Development; Organizational Behavior; Women; HBS; Harvard Business School; Management; Leadership; Personal Development and Career; Education; Globalization; Gender; United States
- Research Summary
Overview
Social psychologist Amy Cuddy, an associate professor at Harvard Business School, uses experimental methods to investigate how people judge each other and themselves. Her research suggests that judgments along two critical trait dimensions – warmth/trustworthiness and... View Details
- 2014
- Working Paper
Handshaking Promotes Cooperative Dealmaking
By: Juliana Schroeder, Jane Risen, Francesca Gino and Michael I. Norton
Humans use subtle sources of information—like nonverbal behavior—to determine whether to act cooperatively or antagonistically when they negotiate. Handshakes are particularly consequential nonverbal gestures in negotiations because people feel comfortable initiating... View Details
Schroeder, Juliana, Jane Risen, Francesca Gino, and Michael I. Norton. "Handshaking Promotes Cooperative Dealmaking." Harvard Business School Working Paper, No. 14-117, May 2014.