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the shorter candidate was seen as having lost badly to the taller one. Candidate A called us for advice and we suggested a number of strategies including cutting four inches off his lectern, which would give the same visible distance between the top of the lectern and his chin as candidate B had. We also suggested that A should arrange for his TV camera to be slightly lowered to shoot upward, giving him a taller appearance. We told him to pitch his message directly to the camera so that each voter felt as if they were being addressed personally. It worked. After the next debate, candidate A was seen as being the clear winner and the media reported that he “had a new sense of authority and leadership.” After the election that followed, candidate A became leader of the country. The lessons here were that voters generally aren't deeply interested and don't remember much of what politicians say in election debates. Voters cast their final vote based on the belief that the winner is best suited to be the leader.

How to Placate Angry People

It's possible to avoid intimidating others by consciously making yourself appear smaller in relation to them. Let's examine the body language of the situation in which you have committed a minor driving offense, such as failing to stop at a stop sign, not giving way, or speeding, and you are pulled over by the police. In these circumstances, the officer may regard you as an adversary as he approaches your vehicle, and most drivers' reaction is to remain in the car, wind the window down, and make excuses or deny the offense. The body-language negatives of this are:

The officer is forced to leave his territory (the patrol car) and come across to your territory (your vehicle).

Assuming that you are in fact guilty, your excuses may represent an attack to the officer.

By remaining in your car, you create a barrier between yourself and the police officer.

Considering that under these circumstances the police officer is in the superior position to you, this behavior serves only to make things go from bad to worse and your chances of getting a ticket are increased. Instead, try this if you are pulled over:

Immediately get out of your car (your territory) and go forward to the police officer's car (his territory). In this way he is not inconvenienced by having to leave his space. (Don't try this approach in the U.S.A. where getting out of your car and rushing toward an officer may result in sudden lead poisoning.)

Stoop your body over so that you are smaller than him.

Lower your own status by telling the officer how irresponsible you've been and raise his status by thanking him for pointing out your mistake and telling him that you realize how difficult his job must be, having to deal with fools like you.

With your palms out, in a trembling voice, ask him not to give you a ticket. If you're female and the officer is male, smile a lot, blink your eyes repeatedly, and talk in a higher-pitched voice. If you're a man, just take the ticket and pay it.

“Please don't book me!”

This behavior shows the police officer that you are not a threat and encourages him to take the role of a reprimanding parent, in which case he may decide to give you a stern warning and tell you to be on your way—without a ticket! When this technique is used as directed, it can save you from being booked in up to 50 percent of instances where a police car pulls you over.

The same technique can be used to calm an irate customer who is returning faulty goods to a retail store or wants to complain about something. In this case, a store counter represents a barrier between the store staff and the customer. Control of an irate customer would be difficult if the staff remained on their side of the counter, and created a “you-versus-me” approach, which can make the customer even angrier. If the staff member moves around to the customer's side of the counter with his body stooped over and palms visible and uses the same technique we used with the police officer, it can usually placate an angry person.