The Definitive Book of Body Language

The 13 Most Common Gestures You'll See Daily

Why You Should Learn to Nod

Most people have never considered the power of head nodding
as a persuasion tool. Research shows that people will talk
three to four times more than usual when the listener nods
their head using groups of three nods at regular intervals. The
speed of the nod signals the patience - or lack of patience - of
the listener. Slow nodding communicates that the listener is
interested in what the speaker is saying so give slow, deliberate
clusters of three head nods when the other person is making a
point. Fast nodding tells the speaker you've heard enough or
that you want them to finish or give you a turn to speak.

How to Encourage Agreement

There are two powerful uses of the Head Nod. Body language

is an unconscious outward reflection of inner feelings so, if

you feel positive or affirmative, your head will begin to nod as

you speak. Conversely, if you simply start nodding your head

intentionally, you will begin to experience positive feelings. In

other words, positive feelings cause the head to nod - and the

reverse is also true: nodding the head causes positive feelings.

It's cause and effect again.

Head nodding is also very contagious. If someone nods their

head at you, you will usually nod too — even if you don't neces-

sarily agree with what they are saying. Head nodding is an

excellent tool for creating rapport, getting agreement and co-

operation. By finishing each sentence with a verbal affirmation

such as, 'Isn't it?', 'Wouldn't you?', 'Isn't that true?' or 'Fair

enough?', and with the speaker and listener both nodding their

heads, the listener experiences positive feelings which create a

greater likelihood of getting them to agree with you.

Head nodding encourages

co-operation and agreement.