The Power of Contact

Studies on the influence of touch

Physical contact, or haptics, is a fundamental nonverbal communication channel and a crucial component in human relationships.

An experiment conducted in the 1970s illustrated its power: researchers left a coin "forgotten" in a telephone booth.

When a person used the phone and came out, a researcher approached them to ask if they had seen the coin.

The first group of people were simply asked the question verbally. The second group was asked the same question while their arm was lightly and briefly touched (1-2 seconds).

The results were striking: the group that was not touched returned the coin in 63% of the cases, while the group that received the brief touch did so in 93% of the cases.

The touch fostered a higher level of honesty and cooperation.

Similarly, other studies have shown that waitresses who briefly touched their customers' hand or arm received significantly higher tips.

Touch in the social and professional context

Touch can be used to create a more intimate relationship or a higher level of trust with the person in front of us.

In an appropriate social or professional context (and always depending on the culture), a brief touch of a few seconds on the elbow or forearm is often enough to create a more connected and warm atmosphere.

This applies whether in male-to-male, female-to-female, or cross-gender interactions.

The key is for the gesture to be subtle and appear natural; for example, making it when beginning or ending a conversation. However, cultural context is paramount.

In some cultures, this type of contact may be completely inappropriate and counterproductive.

The "bowing" mistake in greeting

A common mistake that many people unconsciously make when shaking hands is to bow or curtsy slightly at the same time. This gesture sends a clear and immediate signal of submission.

Unless in a specific cultural context (as in some Asian cultures where bowing is a sign of respect), in a Western business context, you are neither superior nor inferior to the person you are greeting. You should remain upright.

This mistake often occurs when you extend your arm too soon, which forces your body to bend over to reach the other person's hand.

The correct way is to approach first, keep your posture straight, look the person in the eye and then extend your arm for the greeting.

The importance of smiling when greeting

In addition to an upright posture, smiling is a vital c