A new study finds the widely held idea that making eye contact is an effective way of persuading others to come to your point of view does not always hold up. It may even make those who disagree with you less likely to change their minds.
The new findings, published in a recent online issue of Psychological Science, suggest making eye contact may actually increase resistance to persuasion.
Co-lead researcher Frances Chen, now an assistant professor at the University of British Columbia in Canada, but who carried out the study while she was at the University of Freiburg in Germany, says:
"There is a lot of cultural lore about the power of eye contact as an influence tool. But our findings show that direct eye contact makes skeptical listeners less likely to change their minds, not more, as previously believed."
Julia Minson, assistant professor of the Public Policy Center for Public Leadership at Harvard Kennedy School of Government in Massachusetts, also co-led the study. She says:
"Whether you're a politician or a parent, it might be helpful to keep in mind that trying to maintain eye contact may backfire if you're trying to convince someone who has a different set of beliefs than you."
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