Allan_and_Barbara_Pease_-_Body_Language_The_Definitive_Book

Interviews Direct body pointing keeWhen you position your body 45person, you take the pressure ofexcellent position from which to aquestions, encouraging more opewithout them feeling as if they ar The right 45 degreesHow to Re-arrange an OffHaving read this far in the book,work out how to arrange an offiinfluence or control as you wanfriendly and informal as you wanshowing how we rearranged somsome of his personal manager/elems.

s, Power Plays and Office Politics eps things serious degrees away from the other ff the interview. This is an ask delicate or embarrassingen answers to your questionsre being pressured. away positionfice, you should now be able to ice to have as much power,nt or to make it as relaxed,nt. Here now is a case studymeone's office to help solveemployee relationship prob- 359

The Definitive Book of Body La John worked for a large fmoted to a manager's positimonths in the role, John foliked dealing with him andoften tense, particularly wheit difficult to get them to folthey were talking about hitions of John's dilemmabreakdowns were at their whis office. For the purposes of this emanagement skills and conof the problem. Here's a sconclusions about John's of 1. The visitor's chair was in relation to John. 2. The walls of the office outside window and a could look into the gen rest of the staff. His vi could increase the pow sitting in the visitor's c were located directly effect, on the subordina 3. John's desk had a solid prevented the subordin to evaluate how he felt. 4. The visitor's chair was was to the open door. 5. John often sat using th Chair gestures or both w office. 6. John had a swivel chai wheels. The visitor's ch with fixed legs and no a360

anguagefinance company. He had been pro-ion and given an office. After a fewound that the other employees dis- d his relationship with them wasen they were in his office. He foundllow his instructions and had heardim behind his back. Our observa- revealed that the communicationworst when the employees were inexercise, we'll ignore any of John's centrate on the non-verbal aspectssummary of our observations andffice set-up: placed in the competitive positione were solid panels except for ana clear glass partition where Johnneral office area and be seen by the isibility reduced John's status andwer of any subordinate who waschair because the other employees behind the visitor and were, inate's side of the tabled front that hid his lower body andnates observing his lower gestures.s placed so that the visitor's back he Catapult or Leg-Over-Arm-of- whenever a subordinate was in hisir with a high back, armrests andhair was a plain low-backed chair armrests.

Interview John's initial oFrom a user-friendly, non-verbaldisaster area. It felt unfriendly tolowing rearrangements were mamanagement style to become mo 1. John's desk was placed in making his office appear big visible to those who entered greeted by John personally, n 2. The 'hot seat' was placed in communication more open a as a partial barrier for staff w 3. The glass partition was coate ing John to see out, but not This raised John's status by s ating a more intimate atmos

ws, Power Plays and Office Politics office layout l standpoint, his office was ao anyone who entered. The fol- ade to help encourage John's ore friendly: front of the glass partition, gger and allowing him to be d. In this way, visitors werenot by his desk. the Corner Position, makingand allowing the corner to act who felt insecure.ed with a mirror finish, allow- t permitting others to see in. securing his territory and cre-sphere inside his office. 361

The Definitive Book of Body Lang Revised o 4. A low round table with th placed at the other end of could take place. 5. In the original layout, Jo desktop space to the visit John back the entire deskto 6. John practised sitting in Steeple gestures and consc he spoke with others.The results? Significantly imships and some staff began desas a relaxed person to work w All that is needed to raisepower and effectiveness with onon-verbal gymnastics in yourmost executive offices are arraout, because offices are desigthose who understand interacconsideration given to the nega362

guage hot seat office layouthree identical swivel chairs were the office so informal meetings ohn's desk could give half the tor but the revised layout gave op. n open positions, used subtleciously used his palms whenevermproved manager/staff relation- scribing John as 'easygoing' andwith. your status, and increase your thers, is a little thought given to r office or home. Unfortunately, anged as John's was initially set ned by office designers, not byction between people. Rarely is ative non-verbal signals that can

Interviews,be unwittingly communicated to ot Study your own workplace layoinformation to make the positive chSummaryThe thing about power plays and ofanticipate them and even plan yonever knew that, in Western culturcoloured suits turn women off, or thmay be a fashion statement, supeople because of its association wand the overstuffed brief case... weinterviews by the non-verbally unin

Power Plays and Office Politics thers. out and use the preceding hanges needed.office politics is that you canour own in advance. Adam res, men wearing chocolate hat a goatee beard, while itubconsciously repels olderwith Satan. And the earringell, these items are taken to nformed. 363

CHAP PUTTIN TOGEWhen you look quickly at thiIt's only when you examine itare not what they appear toothers they see the person, buare obvious when pointed ouguage. Communication throgoing on for over a million ycally studied to any extentcentury. Body language is finathroughout the world and isand business training everywh This final chapter is devoteios and will give you the opponow read body signals. Beforstudy each picture sequence ansignals you can see from whatone point for every major sigreceive an overall rating asseamazed to find how much youKeep in mind that while we ar364

PTER 19NG IT ALL ETHER is image, you'll see an elephant. t closely that you see that things be. When most people look at ut they miss revealing details that ut. And so it is with body lan- ough body language has been years but has only been scientifi- since the end of the twentieth ally being 'discovered' by people now a part of formal education here. ed to social and business scenar- ortunity to see how well you can re you read the notes, however, nd see how many body language t you've read in this book. Score gnal you can spot and you will essment at the end. You will be ur 'perceptiveness' has improved. re analysing frozen gestures here,

it all needs to be read in clusters owith allowance for cultural differenHow Well Can You Read Be1.What Are the Three Main SigAnswersThis is a good example of an open-ness cluster. The palms are fullyexposed in the submissive positionand the fingers are spread to givemore impact to the gesture and tosignal non-aggressiveness. Hisentire body is open showing thatnothing is being concealed. Thisman is communicating an open,non-threatening attitude.2. What Are the Five Main SignAnswers. This is a cl rubs his eye eyebrows a position. Hi slightly dow tude. He tight-lipped3. What Are the Three Main SigAnswers

Putting It All Togetherof gestures, in context, andnces.etween the Lines?gnals in this illustration?nals? lassic deceit cluster. As he e he looks away and bothare raised to the disbelief is head is turned away andwn, showing a negative atti- also has an insincere, smile.gnals? 365

The Definitive Book of Body Lan The incongr The man is he crosses th his body to partial arm face. This s or his circum4. W h a t Are the Five MainAnswersThis woman disapproves owhom she's looking. She haher head nor body towardshim a sideways glance withdown (disapproval), eyebrowdown (anger), a full arm-crosive) and the corners of herdown.5. What Are the Four MaiAnswers366

nguageruency of gestures is obvious here. pretending to smile confidently ashe room but one hand has crossedo adjust his watch and form a barrier. His smile is a basic fear-shows that he is unsure of himselfmstances. n Signals?of the person at as turned neither him but is giving her head slightlyws slightly turnedoss gesture (defen- mouth are turned in Signals?

Dominance, superiority and territoCatapult shows a superior 'knowdesk shows a territorial claim to ithe has a high-status chair with wsories. He is also sitting in the def6. What Are the Three Main SAnswersThe hands-on-hips gesture is uschild to make himself appear lmore threatening. The chin iforward to show defiance and theopened wide to expose the teetanimals do before they attack.7. W h a t Are the Five Main SigAnswers This cluster can — negative. Th and the arms nervousness or buttoned and hi pupil signals. C 90 per cent of t the first four mi man will ever g person.8. W h a t Are the Six Main SignAnswers

Putting It All Together oriality are evident here. Thew-it-all' attitude and feet-on- t. To further highlight his egowheels, arms and other acces- fensive/competitive position.Signals?sed by the larger and is juttinge mouth is th, just asgnals?n be summed up in one wordhe folder is used as a barrier and legs are folded due to defensiveness. His coat is is sunglasses hide any eye orConsidering that people form their opinion of someone in inutes, it's unlikely that thisget to first base with anothernals? 367

The Definitive Book of Body Lanhis body is pointing slightlyThe man on the right, howevpose by pointing his body diran erect stance. His facial expbody gestures and his mouth9. What Are the ThirteenAnswersThe man on the left is stradtake control of the discussionright. He is also pointing hisright. He has clenched fingersunder his chair, showing a fthat he's probably having di368