As O’Barr had predicted, slight differences in wording changed how the witness was perceived. Speaking like a professional made the witness seem more credible. Listeners saw them as more trustworthy, competent, and convincing, and were more likely to believe what they had to say.
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But using their first names, or words like “you,” “he,” or “she” encouraged them to think like an outsider and see the situation more positively. Rather than complaining or stressing themselves out even more, it encouraged them to provide support and advice: “Jane, you can do this. You’ve given a ton of speeches before.”
Outsider language helped speakers see things more objectively, making the situation less anxiety-inducing. They felt fewer negative emotions and appraised the situation in more positive terms. More as a challenge that they could cope with, or rise up to meet, rather than a threat that they felt unprepared for or overwhelmed by.
In the years since then, scientists have refined the exact components of “powerful” language. But at its core, the main idea remains the same. Speaking with power makes people seem confident. It makes them seem more certain, self-assured, and knowledgeable, which makes audiences more likely to listen and change their minds.
In a meeting, for example, we think attendees will be more likely to listen if the boss says something rather than a subordinate. Or that the same idea will have more impact if a higher-status person brings it up.
And that’s partially right. Status does matter. Sometimes. When students thought they were listening to a higher-status speaker, for example, they thought that person was a stronger, more dynamic presenter.
But what the speaker said mattered a lot more. Hesitating hurt. Speakers who hesitated were seen as less intelligent, less well informed, and less qualified. Listeners thought they had less expertise, and saw them as lower status, regardless of what their title actually was.
Said another way, present tense suggests that speakers don’t just have an opinion, they are relatively certain about it.
But in this context, it turned out that the exact opposite occurred. Expressing doubt about a contentious issue actually increased persuasion. Particularly among people who already had strong beliefs, hearing someone else wasn’t sure about their opinion encouraged them to change their mind in that direction.