The Elements of Negotiation

ELEMENT 6Use of Feet

When you want to deliver a message while standing up (something I always prefer), it is essential to have an air of composure when using your legs and feet and always to have them under control.

It is no good when men rock backward and forward (they often tend to do this, I do not know why) or when women twist their legs round into some odd shape. It reflects nervousness and insecurity, making you immobile at the same time. Point your feet forward, neither inward nor outward. When you stand, are you upright and determined or are you slouched and unsure of yourself?

At the introduction, your position should be balanced, with your legs slightly spread out and loose at the knees. After a few minutes you may start moving. As with mannerisms, you can use your feet to support your presentation. Every time you move on to a new section of your speech, you can mark this by making a movement.

When you want to emphasize a point, consciously move toward your audience without confronting them head-on, but respecting their need for personal space. This grabs their attention.

When you invite questions, you may move slightly backward. If you are talking at a gathering seated in a semi-circle, you should attempt to ease yourself into the center. For some people, this can be really difficult the first time, but it comes quite naturally the third or fourth time. This signifies self-confidence, involvement, and interest.

You may question the relevance of this advice in a seated ...