The Corner Position B1

This position is normally used by people who are engaged in friendly, casual conversation. The position allows for unlimited eye contact and the opportunity to use numerous gestures and to observe the gestures of the other person. The corner of the desk provides a partial barrier should one person begin to feel threatened, and this position avoids territorial division on the top of the table. The most successful strategic position from which a sales person can deliver a presentation to a new customer is by position B1 assuming A is the buyer. By simply moving the chair to position B1 you can relieve a tense atmosphere and increase the chances of a favourable negotiation.

figure 151 The comer position F'ttfUnp 152 The co-operative petition

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