Few popular beliefs are as unshakable as, “If you want to influence someone, always make direct eye contact.” But new research
suggests that this bit of sturdy pop lore is hardly gospel—in fact, in many circumstances a direct gaze may result in the exact opposite effect.
Researchers from Harvard, the University of British Columbia and the University of Freiberg used newly developed eye-tracking technology to test the claim during two experiments. In the first, they had study participants watch a speaker on video while tracking their eye movements, and then asked how persuaded they were by the speaker. Researchers found that the more time participants spent looking into the speaker’s eyes, the less persuaded they were by the speaker's argument. The only time looking into the speaker’s eyes correlated with being influenced was when the participants already agreed with the speaker’s opinions.
So the first takeaway is: when a speaker gives an opinion contrary to the audiences’, looking into her or his eyes has the exact opposite of the intended effect.
In a second experiment, some participants were told to look into the speaker’s eyes and others were told to watch the speaker’s mouth. Once again, participants who looked into the speaker's eyes were less receptive to his opposing arguments, and also said they were less inclined to interact with advocates of the speaker’s argument.
Which leaves us with another takeaway contrary to the popular belief: if your audience is already skeptical of your arguments, looking into your eyes will not only reinforce their skepticism, but also make them less likely to interact with others expressing your views.
According to Julia Minson of the Harvard Kennedy School of Government, co-lead researcher of the studies, “The findings highlight the fact that eye contact can signal very different kinds of messages depending on the situation. While eye contact may be a sign of connection or trust in friendly situations, it's more likely to be associated with dominance or intimidation in adversarial situations.”
Her advice to everyone from parents to politicians: “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.”
In the next round of research, the team is going to investigate whether eye contact in certain situations correlates with patterns of brain activity associated with responding to a threat, and an increase in stress hormones and heart rate.
There’s a corollary to these findings that’s found throughout the animal world, one that everyone who deals with everything from dogs to gorillas already knows—looking directly into a potentially aggressive animal’s eyes is not a good idea. The gesture is taken as a threat and might draw an attack.
Quoting another of the researchers, Frances Chen, “Eye contact is so primal that we think it probably goes along with a whole suite of subconscious physiological changes.”
The study was published in the journal Psychological Science.
You can find David DiSalvo on Twitter @neuronarrative and at his website, The Daily Brain. His latest book is Brain Changer: How Harnessing Your Brain's Power To Adapt Can Change Your Life.