236 Part IV: Putting the Body into Social and Business Context

Figure 14-1:
The 45
degree
angle
encourages
relaxed,
informal,
and open
communi-
cation.

Positioning yourself for cooperation

Say that you’re the newly appointed head of a well-established and successful
team. One by one you invite your new colleagues into your office for a ‘get-
ting acquainted’ session. They may feel a little wary of you and watch to see
how you manage the meeting. By placing yourself in the neutral 45 degree
zone you encourage openness and honest discussion. No threatening aspect
is associated with this position. Turn 10 degrees in either direction and the
dynamics change. If you turn inwards, you indicate intimacy is in the air. If
you angle your body away, you shut out the other person.

Sitting with subordinates

When you want to create a relaxed, informal atmosphere when speaking to a
subordinate in your office, open the session with both of you sitting in the 45
degree angle position, directing your bodies to a third point forming a trian-
gle, suggesting agreement. From this position you can reflect the other
person’s gestures, creating a sense of ease and rapport.

If you want a direct answer to a question and you feel you’re not getting it in
the 45 degree pose, shift your position to face directly towards the other
person (see Figure 14-2). This action says that you want a direct answer to
your direct question.
 Chapter 14: Interviewing, Influencing, and Playing Politics 237

Figure 14-2:
Pointing
your body
directly
towards
someone
indicates
you mean
business.

Taking the pressure off

Positioning your body at a 45 degree angle relieves the potential stress of the
meeting. When a sensitive issue needs addressing, go for this position. It takes
the pressure off and encourages more open answers to your open questions.

Facing directly for serious answers

If someone asks you a direct question, look at him directly – that is, if you
want to be taken seriously. If you drop your head, avert your eyes, and peer
at him over your shoulder, you’re telling him that you’re unsure, doubtful,
and perhaps even scared; you’ve lost your power.

Serious questions require a serious attitude. Reflect that attitude in your

pose. When you’re asked a direct question, follow these steps (which you can
do both seated and standing):

1. Close your mouth. Breathe through your nose.

2. Hold your head vertically as if your chin were resting on a calm lake.
3. Square your hips and shoulders with your knees.
4. Place your knees directly over your ankles, with your feet planted
firmly on the ground.