The Definitive Book of Body Language

The Definitive Book of Body Language

with wrap-around seating or lower chairs, is used to create an

informal relaxed atmosphere or to persuade. It is also often

found in families that practise democracy or don't have a dom-

inant parent. Square tables belong in a canteen.

Keeping Two People Involved

Let's assume that you, person C, are going to talk with persons

A and B, and that you are all sitting in a triangular position at

a round table. Assume that person A is talkative and asks

many questions and that person B remains silent throughout.

When A asks you a question, how can you answer him and

carry on a conversation without making B feel excluded? Use

this simple but effective inclusion technique: when A asks a

question, look at him as you begin to answer, then turn your

head towards B, then back to A, then to B again until you

make your final statement, looking finally at A again as you

finish your sentence.

This technique lets B feel involved in the conversation and is

particularly useful if you need to have B on side with you.

Keeping both parties

involved when answering

a question

Rectangular Board Tables

On a rectangular table, it seems to be a cross-cultural norm
that position A has always commanded the most influence,
even when all people at the table are of equal status. In a
meeting of people of equal status the person sitting at position
A will have the most influence, assuming that he doesn't have
his back to the door.