Reading Body Language in Job Interviews
When interviewing potential employees, tear down their fortress.
You may occasionally interview a candidate in his office.Perhaps it's an internal candidate, or going to theperson's workplace is more convenient. Analyzing acandidate's desk can help you determine his personal style. Aninsecure person will often sit behind a huge wooden desk that actsas a barricade. Try to tempt the person to move out from behind hisfortress to a sofa or chair in an open area.
One way to do this is to ask the candidate to join you for lunchor coffee in the cafeteria. If this doesn't work, put yourbriefcase on the desk before you start talking. This will infringeon the person's protective space and probably make him nervous.The idea is to disrupt his secure position, which he will maintainas long as he is sitting behind his fortress. A person is moreprone to give you guarded answers to your question in thisposition. It may be appropriate to move on to your next candidateif you can't get the person to move.
Excerpted from Attracting & Rewarding OutstandingEmployees
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