The Definitive Book of Body Language - Barbara Pease [122]
Swivel chairs have more power and status than fixed chairs, allowing the user freedom of movement when he is placed under pressure. Fixed chairs allow little or no movement and this lack of movement is compensated for by the sitter's use of body gestures that reveal their attitudes and feelings. Chairs with armrests, those that lean back, and those that have wheels have more power.
2. Chair Height
The acquisition of power using height was covered in Chapter 16 but it is worth noting that status is gained if your chair is adjusted higher off the floor than the other person's. Some advertising executives are known for sitting on high-backed chairs that are adjusted for maximum height while their visitors sit opposite, in the defensive position, on a sofa or chair that is so low that their eyes are level with the executive's desk.
3. Chair Location
As mentioned in the chapter on seating arrangements, most power is exerted on a visitor when his chair is placed directly opposite in the Competitive Position. A common power play is to place the visitor's chair as far away as possible from the executive's desk into the social or public territory zone, which further reduces the visitor's status.
How to Switch Table Territories
When two people sit directly opposite each other across a table, they unconsciously divide it into two equal territories. Each claims half as his own territory and will reject the other encroaching upon it.
There will be occasions, however, when it may be difficult or inappropriate to take the corner position to present your case. Let's assume that you have a folder, book, quotation, or sample to present to another person who is sitting behind a rectangular desk and your objective is to get into the best position for presenting. First, place the article on the table and he'll either lean forward and look at it, take it over to his side, or push it back into your territory.
Paper placed on territorial line
If he leans forward to look at it but doesn't pick it up, you're compelled to deliver your presentation from where you sit because he doesn't want you on his side of the desk. If this happens, angle your body away at forty-five degrees to present your case. If he takes it onto his side, however, this gives you the opportunity to ask permission to enter his territory and take either the Corner or Cooperative Position.
Taking paper into his territory signals nonverbal acceptance
Nonverbal agreement to enter his space
If, however, he pushes it back toward you, stay on your side. Never encroach on the other person's territory unless you have been given verbal or nonverbal permission to do so or you will put them offside.
Seated Body Pointing
Take the following situation: you're a supervisor and are about to counsel a subordinate whose work performance is not up to scratch. You feel that you will need to use direct questions that require direct answers and this may put the subordinate under pressure. At times you will also need to show the subordinate compassion and, from time to time, that you agree with his thoughts or actions.
Leaving aside interview and questioning techniques for these illustrations, consider the following points: (1) The counseling session will be in your office; (2) The subordinate will be seated on a chair with fixed legs and no arms, one that causes him to use body gestures and postures that will give you an understanding of his attitudes; and (3) You'll be sitting on a swivel chair that has arms, letting you eliminate some of your own gestures and allowing you to move around.
There are three main angle positions you can use. As with the standing triangular position, sitting at forty-five degrees gives an informal, relaxed attitude to the meeting and is a good opening position for a counseling session.
Opening a session using a forty-five-degree angle