On the reality television show The Apprentice, Sir Alan Sugar sits in a black
leather chair with a high back. The back of the chair frames his face and gives
him authority. The would-be apprentices sit in front of him. The backs of
their chairs are lower. Before a word is spoken, it’s clear who holds the
authority in the room.High status people prefer to sit on high backed chairs.Rolling on casters
Chairs on casters have power and mobility that fixed chairs lack. The person
sitting in a chair that swivels has more freedom of movement and can cover
more space in a shorter time than someone sitting in a fixed chair. When a
person is under pressure, being able to move quickly expels energy and expe-
dites the process.People sitting on fixed chairs rely on their body movements and facial
expressions to convey their attitudes and feelings. Look at the person who’s
sitting in the chair on wheels, with the arm rests and the high, reclining back,
and you’re looking at the person in charge.Gaining height advantage
Height is associated with status and power. The higher you are, the more
authority you hold. Savvy business types know that by adjusting the seat
height of their chairs they gain a competitive advantage.If someone invites you to sit in a chair that puts you at eye level with the
other person’s desk, decline, saying that you prefer to stand.Placing the chair
Sit directly across the desk or table from another person, face to face, shoul-
ders facing shoulders, and the atmosphere is confrontational. Place the chair
at a 45 degree angle in front of the desk and you create a welcoming environ-
ment. If you want to reduce a visitor’s status, arrange for him to be seated as
far away from your desk as possible, into the public zone at least 8 feet away
from where you’re sitting.Negotiating Styles ........................................................................................
When it comes to crunch time and you’re at the final negotiation, you want to
win, right? The best negotiations result in everyone feeling he’s a winner. And
to feel you’re a winner you have to look, sound, and act like one. In theatrical
terms, it’s called acting the part.Chapter 14: Interviewing, Influencing, and Playing Politics 239