The Definitive Book of Body Languageadvertising executives are known for sitting on high-backed
chairs that are adjusted for maximum height while their visi-
tors 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.- 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 TerritoriesWhen 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 rectangu-
lar 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