Chapter 15 – Seating Arrangements

Touch Reduction

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Liars will usually avoid physical contact.

Liars will usually avoid physical contact.

Liars rarely touch others when they lie to them. This is a natural part of the fight or flight response and the subconscious mind won’t permit them to reach out because of it. This can prove helpful in intimate relationships, with family members or children since touching is a normal part of everyday life. Any form of touch reduction can signal that a person is at odds with another and that they might be hiding something. If touch isn’t normal, however, then measuring touch reduction won’t be possible. In this case, look for distancing behaviours instead like arm withdrawal or leaning away, especially in the torso as these are forms of distancing of which touch forms a subset. Touch is an aspect of closeness that is simply not tolerated well between those who have different ideas. Couples have even been shown to draw away from each other when they are generally unhappy with their relationship, and tend to touch themselves far more frequently than they touch other people.

Touch reduction is usually accompanied with stressful questions or when information is presented that creates anxiety. Closeness can also be useful when assessing someone because it will invoke distancing desires. When talking with a spouse or child, sit as close as that which you are accustomed to before taking up serious matters. If someone is hiding something, they will usually push away or even stand up looking for ways to exit or change the subject. Holding the hand of a child can be particularly useful when discussing matters of dishonesty. If they wish to exit the discussion, they will try to tug their hand away.

Summary – Chapter 15

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Seating arrangements is one of the things we infrequently draw to conscious attention but at some level always understand its importance. In this chapter we looked at what seems on the outset to be a complicated matter, but in reality is fairly straight forward and like all body language, once it is know, common sense. We found that seating positions can indicate our reason for meeting, be it ‘affiliation’ – to build group cohesion, ‘achievement’ – to get things done, or ‘power’ – to emphasis control. We found that the meeting organizer typically dictates how meetings will transpire.

We learned that Sommer first began researching seating ecology and that patterns emerged based on the shape of the table and the proximity speakers had to one-another. We found that a casual corner position where speakers meet across the corners of a rectangular or square table preserve closeness between people, but still offers the security of a partial barrier. We found that when seated side-by-side cooperation is fostered, when facing across from one-another but not head-on, independent though is fostered, and when facing directly, competition. We found that leadership studies show us what we intuitively already know, that leaders take up the head position, that those at his or her flank receive trickle down leadership and that when seating is pre-determined, leadership is assigned to the head of the table. We found that square tables includes both competitive and cooperative seating positions, that circular tables had similar affects despite what King Arthur thought, and that strategically we can sway our “object” by taking up competitive and affiliative positions.

Next we looking at how to set up an office and found that desk placement and office artifacts are crucial and that chairs can make people uncomfortable or powerful depending on their height and location. We then looked at seating arrangements in larger auditoriums and saw that the center of lecture halls tended to be overlooked, and also how to use this to our advantage, and finally we concluded the chapter by pointing out that seating location affects participation; those in front participating most, but that it did not related to test scores.

Deciphering Cause And Effect From Seating Position

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So which is it cause or effect? What happens when you assign seating versus allow people to choose their seating? A study by Douglas Levine of the University of California in 1980 sought out to measure this exact question. The study examined two phases, one where students were allowed to choose their own seating and the second where seating was randomly assigned. They found that students sitting at the front did much better than those sitting at the rear but only if the seats were chosen by the students. When the seating was assigned there was no discernible different in test scores. They did find that student involvement was affected by seating however, as in both cases participation was greater for those sitting in the front seats. Thus, it becomes evident that students who want to learn more choose seats in the front rows because it allows them a better view of the teacher and also allows them to participate more. Those that want to blend in and avoid participation sit at the rear and sides. Other studies show that keener students often choose seats in the front and also those that relate better to the instructor will orient themselves in relation to them.

In another study conducted in 2004 arranged seating was found to affect test scores contrary to the study presented above. Here economics professors Mary Benedict and John Hoag at Bowling Green State University found that students who were forced forward produced a net gain in test scores. For example, a student who preferred a back seat but was forced to a center row, reduced the probability of receiving a D or F from twenty-three to twelve percent for an overall gain of eleven percent. The study also suggests a lower probability of receiving an A and a higher probability for receiving a D or F for those students forced from the middle aisle seats to the side aisle seats.

Therefore, when presenting information organized seating can have a subtle effect, but can be somewhat limited in scope. If you wish to wow someone in particular, position them in the front as you’ll be better able to connect with them. Those parties you wish to mute can be placed at the back-sides to reduce their ability to speak out. The data from research seems to suggest that audiences naturally arrange themselves according to how interested they are to learn especially in theater style auditoriums. Thus, this information can be used passively to choose the most qualified or interested parties for important projects.

Other strategies come from the walk and talk method taken from lab style learning. Here, the instructor is permitted to travel through rows and isle and connect with more than just the front row of listeners eliminating the side effects of rows and columns. Orienting seating into a horseshoe also eliminates the effects that rows and columns hold and so too does smaller group sizes. It’s much more difficult to be forgotten in a small group and functionally impossible when speaking one on one!

Who In The Audience Is The Most Keen?

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Research by Robert Sommer in the late 1960’s showed how attention and participation was neatly tied to seating positions. This was especially true for very large audiences where it’s possible to have an uneven distribution of connectivity with the speaker. His research examined classroom ecology and revealed that students sitting in the front rows participated much more than those in the back rows and those in the middle, the most.

Front and center had the highest rate of participation whereas the rear left and rear right the least. One can picture a reverse arrangement with the largest percentage of participators at the “mouth” of the funnel nearest the speaker and the “end” of the funnel at the back with the fewest participators. As one travels back in the seats, those at the sides progressively get left out. Those at the back edges can more easily ‘escape’ and find refuge from the speaker.

How To Be Forgotten – The “Center-Stage Effect”

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In a study conducted by the University of California Berkeley in 2006 that examined seating position, it was found that when seated in the middle of lecture halls, those in the middle tended to be overlooked. This would seem counterintuitive, but was replicated several times and in several different ways.

This “center-stage” effect was shown through observation of the game show “The Weakest Link” since they tended to be ignored more often than outlier players. If you aren’t familiar with the game, it involved a series of questions across several competitors but with only one winner. Each contestant is to answer a question in sequence associated with an ever increasing sum of money until the money is “banked” or kept, at which point the value amount is reset, but the round continues. At the end of each round the contestants vote on whom they’d like to eliminate. In the observations by the researchers, they found that despite the contestants being randomly assigned more winners came from the center of the stage rather than outliers. The center was often ignored as a pool from which people were “voted off.” This seems counterintuitive to most, as our common sense would tell us that the outliers should be less subject to attention.

When the experiment brought the game to the lab, the researchers found that observers often overlooked errors that players in the center of the stage made to a greater extent than errors in extreme positions. This gave center position holders more favourable assessments. It therefore follows that if you are not particularly adept at a task you might want to take center stage so as to reap the inherent leadership traits and avoid taking on negative stigma especially if being called upon is strong, and there is a good likelihood of providing the wrong answer. If you want to stand out and be remembered for it, take an outlier position where you will be called upon and stand a better chance of being remembered for it.

The Power Of Chairs

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When my brother comes over to visit he likes to play chair games with me since he’s aware, through my research, of the power plays afforded by such a seemingly innocuous objects. He often chooses the head of the table or the most desirable position on the sofa, and if possible, will secure the tallest chair. He’s already a bit taller than me and he knows that while seated he looses his advantage making it even more important to claim the higher chair lest he lose his height advantage. My computer chair allows one to raise and lower it, so as fast as it can be adjusted it’s at its peek, allowing him to look down on me. These games are all in good fun of course, as we both understand the implications. However, while we play these games in fun, others might not, they may use them to intimidate or gain power over you and if you are interested, you over them.

To level the playing field it is important to limit the presence of chairs that can be raised or lowered just in case you don’t arrive early enough to gain access to them. Chairs that swivel also hold more power because they can face in infinite directions. The most punishing chairs, which are used by interrogators are those that are fixed to the floor, usually placed in the center of a room away from any shelter. When the idea is to gain quick authority, job interviewers can also employ this tactic. Because you can’t swivel, you must adjust your entire body position to orient yourself toward anything of interest. Should someone enter the room, you’ll either be forced to keep your back to them or will have to lean to one side to look. Regardless, you are at a disadvantage. Chairs that also give more power are those with higher backs. Kings and queens sit in tall chairs because they understood the powers it gave them. The peasants were lucky to get a chair at all, and a stool is was plenty for the layman. Think about what types of chairs are present at fast food places and their effect on us. Usually they will be rock hard and prevent us getting comfortable by leaning back with their metal backs designed specifically to reduce our stay. What effect would this type of seating have on a competitor in business or an in-law we wished to enjoy only a brief visit?

To disarm or punish people, use soft seating such as a sofa that when pressure is added practically envelopes your opponent. This reduces their ability to use gestures in communication and to move about the room because getting up from a sunken position is more difficult than an upright on. Also make sure this chair is lower than normal helping you establish dominance, and if it has arms, even better, as this too will limit their movement.

Office Artifacts – The Other Nonverbal Messages

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We often take for granted our office layout which is understandable, but another nonverbal channel also exists, and that is the artifacts it contains. While we might not personally pay particular attention to these objects, visitors will use the information to make decisions about your personality and traits. Diplomas, certificates and awards on walls all provide clues to the office owner. Excessive accolades spells out to others an outward looking individual seeking to dominant and dazzle others by their achievements (usually attributed to them by the opinions of others). Pay particular attention to awards that might be less than prestigious as this might mean they are poorly accomplished, but trying to play it up. Usually someone that is more subtle will only hold their highest award rather than all awards leading up to it. For example, I know of one particular aesthetician who has ten neatly framed awards on her salon walls for miniscule achievements during her one year study. In this sense, small accolades detract from a persons perceived status and shows insecurity instead.

Tidiness is another factor. A cluttered office shows busyness and importance, but only up to a certain limit. When hygiene becomes a factor, it’s time to clean up! An overly tidy office can show obsessive tendencies negating any positive feelings. Thus, a mixture of clutter and tidiness is likely best as it conveys busyness and importance but avoids the negative feelings of an overly sanitized office. Also consider richness of furnishings such as desks and chairs, the view (or having windows at all), the size and location, the type and level of lighting, degree of privacy, having plants and so forth. What research that does exist on lighting shows that brightness has a more positive affect on friendliness than does more subdued lighting. Also consider the ability or lack of ability to personalize a particular space. Lower ranking workers are often not permitted this luxury.

Personal items, like family or pet photographs shows a strong family orientation whereas artwork can provide clues to interests. For example, fishing or nature photographs for people interested in the outdoors and adventure, city backdrops to someone with a metropolitan interest, or beaches for those interested in leisure. Paying particular attention to these variations can provide clues to someone’s interests, and when building rapport quickly is required, it can spell the difference between success and failure.

Some Ways To Set Up An Office

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Low ranking employees are forced to face the wall so the boss can watch them work without being noticed himself.

Low ranking employees are forced to face the wall so the boss can watch them work without being noticed himself.

Another method to protect and reserve space is to pull a desk away from a wall as it cuts other people off from using that space. Outward facing desks leave plenty of space in a room where someone might sneak up from behind or from the side. Higher status workers will turn their desks so they facing doorways or entryways to avoid surprise intrusions. This simplest ways to perform a status check is to verify the way in which people face. If they face a wall there is a good chance they are lower status, but if they face the door and can easily see people enter their office, then they are likely higher status. The orientation of the window and door also has an effect on how things are set up and depending on the uneasiness of a particular person will depend on which orientation they prefer. Usually there is a balance between looking out the window to enjoy the view it provides and monitoring the door. The highest ranking workers will have private offices with controlled entry, or in other words a secretary.

A busy office provides multiple meeting and collaborative areas.

A busy office provides multiple meeting and collaborative areas.

It is important to put some thought into how desks are used since they can dictate how a meeting might unfold. A desk between two forward facing people forms a barrier which then leads into a formal meeting even when it’s not intended. If the goal is to create less confrontation and foster team building, than meetings should take place without a desk, or with circular or even square tables. Space permitting, circular tables should be included in the office environment to permit informal meetings if desired. Having room for more than one meeting area sends a powerful nonverbal message to those visiting since it shows that your occupation warrants it, even if they are only rarely used.

Placing chairs kitty-corner at a rectangular desk or positioning two chairs at forty-five degrees to the table on the same side can be effective if the goal is to hold cooperative meetings. Every office should be set-up in a manner that suits its main purpose, however, contingencies should be made for rare occasions when alternative strategies need to be implemented. If the idea is to quickly build friendships rather than demonstrate authority, it would be wise to have a more informal setting, perhaps even a comfortable sofa and coffee table with casual furnishings. It is no accident when a high powered lawyer organizes rows upon rows of legal books to his back. His message is clear; I have the knowledge to back me. What non verbal message does your office convey?

How To Set Up Your Office

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The desk is the most important piece of furniture and it’s found in all offices. The area behind the desk always forms the private area where only the desk owner is permitted. This is his sanctuary which he protects. Those with desks facing in toward an open space with their backs to a wall have the most amount of status. Having your back against the wall protects you from a theoretical sneak attack or from having others watch you as you work. Low ranking workers will usually work in areas that afford them little privacy and hence be found in wide open areas [click images to enlarge – not all data is visible].

The area behind the desk is considered private. Facing the door with the back to the wall is the most powerful position as it permits seeing people enter.

The area behind the desk is considered private. Facing the door with the back to the wall is the most powerful position as it permits seeing people enter.

Low ranking employees are forced to face the wall so the boss can watch them work without being noticed himself.

Low ranking employees are forced to face the wall so the boss can watch them work without being noticed himself.

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A low rank desk arrangement because it leaves the employees back exposed to whomever is entering through the door.

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An extremely low status desk arrangement because it would be impossible to guard against someone entering through the door.

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This arrangement is meant to maximize the amount of private space claimed by the owner. Any area from the edge of the door across the front of the desk to the bookcase and behind are claimed as reserved for the owner’s needs.

 

 

 

 

 

 

 

 

 

Other Complex Seating Arrangements

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See text for explanation.

See text for explanation.

It is possible to create a highly influential seating arrangement when we wish to influence a particularly important, but as yet undecided individual. The first person or the main presenter (Pr) should sit head-on with the “object” in the face-to-face competitive position (Ob). This competitive position aligns the “object” with the person he most expects to object with. Next, we add an affiliate (Af) to the objects left or right, that is, at the casual corner position to act as a friend, or to their side in the cooperative position (Co). The subconscious effect can be powerful if the positions are matched with the outlooks they should hold. That is, the cooperative position should play the advocate against the competitive position in cooperation with the object, except (of course) showing a bias towards agreement with the competitive position.

The affiliate can also “bait” the competitive position and control the conversation by giving up relevant points without sounding pushy. This person can demonstrate ‘the other side of the coin’ and work through the dialogue saving the object from having to voice negative positions himself. This saves him from going through counterproductive mental reasoning that can prove a damaging exercise. Powerful negotiators can use the affiliate to blow the argument out of proportion thereby forcing the object to side with the competitor and bridge the original argument. Obviously this isn’t a simple strategy and requires some advanced preparation, but when it is an important matter it is justified, not to mention fun!