sally's blog

When Eye Contact Isn’t a Good Idea (10-01-13)

In certain circumstances, people may be more persuasive if the arrangement of furniture allows them to gracefully break eye contact.  This is possible, for example, when chairs in use are at right angles to each other.  Chen, Minson, Schone, and Heinrichs determined that “’direct eye contact makes skeptical listeners less likely to change their minds, not more, as previously believed’ . . . . .