It is pretty popular for people to explore the idea of taking power postures to achieve success in interpersonal interactions, especially negotiations, but is it empirically valid?
A recent study by Drs. Joseph Cesario and David Johnson wades into this debate with a resounding rejection of the idea of power postures’ efficacy. In a series of experimental studies, they test whether taking a power posture in realistic situations accomplishes anything. Their null results fly in the face of some established precedent.
Humintell has previously blogged on power postures, including on research finding that taking on such postures can make people feel more powerful. It is logical to assume that such a feeling will manifest in more confident behavior, but it is likely this implication that Drs. Cesario and Johnson would dispute. In fact, they situate their research as a response to the same work by Cuddy which we blogged on!
Despite the popularity of TED talks devoted to power posturing, the current study delves into the evolutionary arguments in favor of power posturing. They conclude that it would make little evolutionary sense for an animal to act differently just because it is presenting the illusion of expansiveness or power.
In order to assess these claims, they conducted a series of experiments. The first of these asked participants to watch a TED talk video on power poses and attempt to consciously hold power poses. These were contrasted with two studies where participants were not told why they should hold such a pose, and two of these studies were conducted with multiple participants in the same room.
Each participant was then brought together to compete in various tasks involving gambling, abstract thinking, and negotiation. These were intended to see if using the power pose would actually enhance abilities or competence in any of these tasks. Perhaps unsurprisingly, they found that the participants who had been exposed to the TED talk did reliably utilize the power posture in these exercises.
Overall, there did not seem to be any evidence that power poses had beneficial effects. This should cast doubt on a lot of the established literature. The study authors note that their sample sizes were generally larger and that there were consistent problems in replicated past findings.
They even asked participants to record whether their power pose led them to feel greater senses of power, and this again failed to predict much success in terms of outcomes.
This is an exciting and emerging field of research, so it is pretty natural that there would be disparate results and contradictory findings. We are definitely hoping that future researchers continue to delve into this question!
In the meantime, there are some pretty tried and true tactics for better negotiating and reading people. Check out some of our training tools here!
After reading this article on power poses. My question is wouldn’t it have been more telling if the two groups used these poses on a participant that wasn’t previously told to use them? Wouldn’t that have been a better indication of if the poses worked? Also it seems like the people who watched TED talks on power poses perhaps had reason to believe they would work, and the others were doing them simply because they were told to. But either way the most important part of the experiment is supppssed to be successful outcomes in the different competitions. So I wonder if it can have success on the unwitting participate that has the same stakes for winning or failure but not affected by power poses.
I had an example also when I went to purchase glasses for my son. After I asked for a discount the clerk went to speak to her manager. The manager I could see was talking to her, and then turned to me and it felt like he was preparing himself for a script. He said yes you can get these glasses at a discounted price, but you really need to also get the (add-on) as it will improve clarity for your son! Normally I would have approached this at face-value. But he raised his voice to a VERY assertive level and he faced me and used a hand gesture that turned it into a command. I felt uncomfortable but also compelled to actually purchasing the add-on. But then I paused for a second and thought about what actions he took and how it made me feel and that I should do something because I wanted and no other reason. I was able to read him, I think he was using the discount also as a way to assert spending the original price. I just said no thanks. To my surprise I also read a facial expression that was like a surprise on his part and a disappointment, as if that usually works. I believe that this kind of power move would have worked on me on occasion, I feel like I have made negative choices like this in similar situations. But the key is being aware of what could be happening in order to counter it, I think in your experiment the two groups may have been aware of what the other was doing. Lastly when I exited the store I saw the discounted offer posted on the window that ij had missed before. So it seemed like I was getting something I wasn’t entitled to, even though it really was an advertised offer, so I feel that attempt at offer something nice just for you, but also requesting more was a smart tactic as well. Ultimately i believe power poses and verbal commujnication can work, but it doesn’t improve relationships because others will either feel uncomfortable or may develop a fear from the interaction, or both. It may get the person what they want but not be a long term positive for relationships.
Hope this receives you well and hoping to get feedback.
Thanks so much for your comment, which raises multiple points. I think one of the most important points you raise is how to be aware of such poses and other demeanor by others to not fall prey to such tactics, especially in sales but also other situations. You’re right that many of us get lured into just going along with the immediate and unconscious feelings such behaviors elicit in us and then we make decisions, many times implicitly, to ease our feelings instead of considering more deliberately what’s good for us or not. Robert Cialdini, a guru in the field of persuasion and influence, often mentioned this kind of self-awareness in his work as well. I think it comes down to knowing about the effects of such behaviors but also being mindful enough in the moment to be able to discern when they are occurring to limit their potentially negative effects on us.
Thanks for your thought provoking post!
Dr. Matsumoto –
This awareness is the continuing mantra of your study of Persuasion: Recognize the techniques not so much that you know how to use them, but so you recognize when someone uses them on you.
“I think one of the most important points you raise is how to be aware of such poses and other demeanor by others to not fall prey to such tactics, especially in sales but also other situations. You’re right that many of us get lured into just going along with the immediate and unconscious feelings such behaviors elicit in us and then we make decisions, many times implicitly, to ease our feelings instead of considering more deliberately what’s good for us or not. “