Human behavior has been the subject of intense study ever since the first societies evolved. Romany gypsies, palmists, face readers and other practitioners of esoteric arts have used tenets of ‘cold reading’ to aid their interpretations. Corporate leaders who study and apply the basic tenets of behavioral psychology have been found to be better leaders. This essay aims to explain the basics of human interpersonal relationships as it applies to a corporate environment and is based on an observation of an interaction seen by me from a distance in an office building.
The setting was a typical glass-walled business lounge where people outside the lounge can see who all are inside but cannot hear the conversation. The protagonists were two corporate members, one slightly elder in mid to late forties and the other slightly younger. The slightly elder person was better dressed in a high end suit while the younger worker was dressed in a shirt and tie. The elder man sat in a slightly elevated position at the head sofa while the younger one sat on the side sofa.
By looking at just these two indications it was easy to judge that a Senior-Subordinate were in conversation. The clothes gave away the fact that the ‘suited’ man was the superior because normal corporate conventions demand that the higher echelons should be well dressed and dignified in appearance. The seating protocol with the elder person sitting in a superior position also indicated the seniority relativities between the two persons. It was obvious that the two were discussing a serious business matter from the look on their faces. The facial expressions were formal, grave and somber. The senior, hereinafter being termed as ‘Boss’ endeavors to maintain eye contact with the subordinate at all times.
The subordinate on the other hand, obviously in some sort of difficulty resorts to looking away at times and cast furtive glances towards the walls to check whether others were observing them or not. The Boss after consulting a file, now assumes the classic ‘teaching’ posture’ of wagging his index figure while talking to the subordinate. It was evident that the contents of the speech were not very pleasant for the subordinate to hear and that he did not really agree with it.
To signal his disapproval with the senior without really verbalizing, the subordinate crosses his arms, legs and assumes a wooden face. These are classic signs of ‘defensive posture’, a sign of someone ‘under attack’ who is withdrawing into his shell. Initially, the Boss not picking up the subtle cues being signaled by the subordinate, ups the ante by getting up, putting his hands on the hips, an ‘alpha male’ posture which we humans seem to have inherited from the great apes.
The Boss now takes the file and opens it, waving it in front of the subordinate. He reads the contents of the file and the subordinate now shifts his crossed arms open and commences unconsciously to wring his palms together. This ‘wringing’ action typifies someone who is being assailed for some private deed and is a sure sign that the Boss is discussing some event with which the subordinate was connected with.
From a distance it is not possible to read the contents, but I could make out that the file had a photograph of the subordinate pasted. The Boss looks decidedly agitated, now showing more movement, getting up from his seat, eyes furrowed with his voice pitch slightly raised. The Boss paces about in the room, all the time saying something, together with a lot of hand gesticulations and ‘finger wagging’. All these indications reflect the type of personality of the superior, a predilection to hyperactivity and excitability which is more commonly known as a ‘Type A’ personality and that the subordinate’s work was being dissected.
After about five minutes of monologue by the Boss and no change in posture or verbal response by the subordinate, the Boss realizes that he is not ‘getting through’. The nonverbal visual cues provided by the subordinate now register on his peripheral vision and the Boss changes tack. He sits down, smiles at the subordinate, lowers his voice and starts using open palm gesticulation replacing the ‘laying-down-the law’ finger wagging.
This is a classic ‘conciliatory’ gesture used by politicians and public speakers to signal ‘no harm’. The effect of this change is quickly evident, with the subordinate changing his posture. The legs uncross, the arms drop from their citadel and the subordinate now verbalizes, answering back in an even tone. The Boss listens, maintaining eye contact, hands placed neutrally with legs positioned slightly askew.
The entire posture of the Boss signals accommodation, which the subordinate picks up quickly and earnestly tries to explain his position. The Boss nods his head in agreement, interjecting once a while. At the end of the conversation, the Boss again delivers what seems like a summation address going by the changed posture of the subordinate who makes preparations for exiting the doorway by looking at the door.
The Boss on completing his closing remarks writes a few points in the file and asks the subordinate to sign the same who complies. The boss gives a reassuring smile, which is replied with a tentative return smile by the subordinate. After a brief handshake, the subordinate exits the room. It is evident from the observation of the entire conversation that the interaction was in fact a performance appraisal meeting of the subordinate initiated by the senior in an informal setting such as a business lounge to ease the ‘bite’ of the occasion.