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There are several reasons why standing up works. Here they are:
When two people are conversing, one sitting and one standing, the one standing is in the most powerful position to have control – there are exceptions; people with high status positions are typically not dominated by a standing subordinate; sometimes high status people who choose to be ruthless with their need to dominate leave a person standing just to assert their position power.
You are asserting control of your “turf” — what happens in your office has an impact on your effectiveness; you have the right and the obligation to control what happens there.
When you are standing, your visitor is less likely to sit down without an invitation to do so — your asserting control results in most visitors waiting on you for directions; if you don’t sit down and ask your visitor to do so, he/she probably won’t.
Standing conversations tend to be shorter than sitting conversations — when people are standing, there is a sense that there’s an urgency – something to go back to or someplace to go; also, more assertiveness and social finesse are required of you to get sitting visitors to stand up and leave.
When standing, it is easier to initiate a casual move toward your door or cubicle entrance to signal the visit is ending — your move toward the door or cubicle entrance is a socially acceptable behavior; most people will respond and not feel abused by your action.
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