The Complementary Effects of Empathy and Nonverbal Communication Training on Persuasion Capabilities

Abstract

This paper investigates the possible complementary effects that training in empathy andKeywords: empathy, nonverbal communication, persuasion, training, business communication chievement in organizations often requires selling one's ideas to others, convincing others that particular courses of action have positive or negative consequences, and leading others to actions that will be beneficial to the employer. Persuasive ability can be used to convince company employees and others outside the firm, such as customers, to accept suggestions and proposals. On the other hand, if an organization member is ineffective in persuading others, he or she may be unsuccessful at large (Hodler, Loertscher, & Rohner, 2014). Research is needed that identifies methods capable of enhancing the persuasive abilities of marketing and other personnel. The objective of this paper is to consider the possible complementary effects that training in both empathy and nonverbal communication may have on persuasion effectiveness in business communication.This objective is unique and fills a knowledge gap by offering preliminary evidence to support the notion that training in both of these areas may be superior to training in only one-the two may be complements to one another. In particular, in an exploratory study, MBA students (N = 192) were assigned to one of four training conditions in which they received training in nonverbal communication, empathy, nonverbal communication and empathy, or in general presentation skills. then assessed the students in terms of their persuasive capabilities, and the students also provided feedback on the perceived value of their training. Overall, we find support for the notion that training in either nonverbal communication or empathy is effective; however, training that includes both of these elements is more effective than either alone. Such results have important implications for both business instructors and practicing managers and trainers.

Radically Early College Entrants on Radically Early College Entrance: A Heuristic Inquiry

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Empathy as an essential skill for talent development consultants

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The influence of technology‐mediated and in‐person communication on student satisfaction: The moderating role of national culture

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