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It’s not what you say: The way we talk sways our listeners

We all want to persuade others to see things our way.

The way we talk – speed, pitch, and pauses plays a role. This study was based on willingness to participate in a telelphone survey.

Interviewers who spoke moderately fast, at a rate of about 3.5 words per second, were much more successful at getting people to agree than either interviewers who talked very fast or very slowly,” said Jose Benki, a research investigator at the U-M Institute for Social Research (ISR).

…Since people who talk really fast are seen as, well, fast-talkers out to pull the wool over our eyes, and people who talk really slow are seen as not too bright or overly pedantic, the finding about speech rates makes sense. But another finding from the study, which was funded by the National Science Foundation, was counterintuitive.

We assumed that interviewers who sounded animated and lively, with a lot of variation in the pitch of their voices, would be more successful, … “But in fact we found only a marginal effect of variation in pitch by interviewers on success rates. It could be that variation in pitch could be helpful for some interviewers but for others, too much pitch variation sounds artificial, like people are trying too hard. So it backfires and puts people off.”

interviewers who engaged in frequent short pauses were more successful than those who were perfectly fluent.

“When people are speaking, they naturally pause about 4 or 5 times a minute,” Benki said. “These pauses might be silent, or filled, but that rate seems to sound the most natural in this context. If interviewers made no pauses at all, they had the lowest success rates getting people to agree to do the survey. We think that's because they sound too scripted.

“People who pause too much are seen as disfluent. But it was interesting that even the most disfluent interviewers had higher success rates than those who were perfectly fluent.”

Source and Dissertation