How to Use Emotion Effectively in Business Presentations — Beyond the “Easter Island Statue” Problem

Absolutely not. In the world of business communication—especially in 日本企業 and 外資系企業—tears are never the objective. Crying on stage signals a loss of emotional control, undermines credibility, and makes the audience uncomfortable.

Audiences attend business presentations for four reasons:

1. To be informed — the most common expectation in corporate Tokyo

2. To be motivated — pushed to finally act on something they’ve avoided

3. To be inspired — by your story, your brand, your organisation

4. To be entertained — particularly in after-dinner speeches

In none of these scenarios does spontaneous weeping strengthen the message. Emotions matter—but emotional intelligence, not emotional overflow, is what drives executive presence.

Mini-summary: Emotion is essential, but emotional breakdowns destroy credibility. Use emotion strategically, not theatrically.

When professionals focus entirely on content, they forget about delivery. The result is a stone-faced, expressionless presentation style—what you might call an “Easter Island impersonation.”

In プレゼンテーション研修 delivered across 東京, the difference a simple smile makes is dramatic. When presenters move from a rigid, blank expression to a warm one, audience engagement skyrockets.

But why do presenters freeze?

Because cognitive load—trying to remember every line—overpowers their ability to monitor their own facial expression.

Mini-summary: Concentration on content suppresses natural expression, weakening connection.

Many “presentation experts” incorrectly claim:

• 55% of impact = appearance

• 38% = voice

• 7% = words

This is wrong. Scratch-the-surface trainers repeat these figures without understanding the research. Dale Carnegie Tokyo constantly debunks this myth in training for 日本企業 and 外資系企業.

Mehrabian’s real point:

• These percentages apply ONLY when there is incongruency between what you say and how you say it.

Examples of incongruency:

• Saying “the gap was huge” while showing a tiny hand gesture

• Delivering good news with a grim, unhappy expression

When words and non-verbal cues conflict, the audience dismisses the words and pay attention to the 93% (appearance + voice). Not because these elements matter more, but because they are trying to resolve inconsistency.

Mini-summary: The 55/38/7 myth is misquoted. Congruency—not percentages—determines credibility.

To connect with audiences, speakers must constantly adjust facial expressions to match the message:

• Good news → smile

• Bad news → concerned expression

• Something puzzling → look puzzled

• Something odd → look curious

This dynamic expressiveness humanizes the speaker and makes the message more believable.

A single fixed “serious face” creates emotional distance. It suggests either fear, disengagement, or rigidity—none of which inspire trust.

Mini-summary: Match your face to your message to create trust and human connection.

When anxiety kicks in, presenters become hyper-focused on remembering their script. This suppresses natural expressiveness and locks the face into a stiff, unchanging state.

Just like learning to ride a bicycle or drive a car, early attempts feel tense and rigid. Over time, through repetition, presenters relax and can communicate while multitasking—maintaining content, delivery, expression, and audience awareness simultaneously.

Mini-summary: Relaxation comes from repetition. The more you practice, the more expressive you become.

Your face is your most powerful presentation tool—far more influential than slide decks. To master it:

1. Record yourself on video — this reveals blind spots instantly

2. Evaluate congruency — does your face match your message?

3. Practice micro-expressions — aligned with message tone

4. Reduce content overload — freeing up cognitive bandwidth for delivery

5. Rehearse repeatedly — until expression becomes natural

Most presenters are shocked the first time they watch themselves. Awareness, however, is the catalyst for improvement.

Mini-summary: Use video feedback and repetition to build expressive, credible, emotionally intelligent delivery.

• Emotion in presenting is about expressiveness and congruency—not crying.

• The “Easter Island statue” problem happens when content overwhelms delivery.

• Mehrabian’s research is about incongruency, not percentage rules.

• Matching facial expression to message builds trust and connection.

• Repetition and video feedback are essential for improving emotional delivery.

Founded in the U.S. in 1912, Dale Carnegie Training has supported individuals and companies worldwide for over a century in leadership, sales, presentation, executive coaching, and DEI. Our Tokyo office, established in 1963, continues to empower both Japanese and multinational corporate clients through world-class training grounded in human relations and behavioral science.