SUBTEXTroom meeting or a negotiating session, the leader will often adopt
a posture that the others, as they agree, will copy. Anyone holding
out will invariably adopt a different posture until he or she is
convinced.
One CEO told me that in a negotiating session he will often
mimic the posture of the leader of the opposition and in a sense
"feel out" the other's subtext. "It gives me some insight into their
problems. I find that I get a better idea of whatever my opponent
feels. It also helps create rapport. In a way, they feel I'm on
their side."
Here are some clues to reading the subtexts of others by their
posture:
- A modified military posture can signify formality.
- Facing someone directly with the eyes, face, shoulders, and
upper body sends a subtext of rapt attention. - Turning the body away as one talks, facing sideways and
avoiding eye contact, sends a subtext of reluctance, of "I
don't want to be involved." It's a subtle snub. - Walking erect sends a subtext of certainty—"I'm in charge
here."
The strong subtext behind posture was made clear in the famous
trial of the Chicago Seven in the 1960s. Defense attorney William
Kunstler objected to Judge Julius Hoffman's posture. During the
prosecutor's summation, the judge leaned forward, which sent
out a subtext of attention and interest. When the defense made
its summation, he leaned back in his chair, in such a relaxed
manner that he seemed half-asleep.
Kunstler pointed out that these postures and their subtexts clearly
were attempts to influence the jury. The objection was overruled,