Because perception is the key variable, forward leans, relaxed posture, decreased distance, increased touching—both real and symbolic, and enhanced attention all seem to provide positive messages in a...

Because perception is the key variable, forward leans, relaxed posture, decreased distance, increased touching—both real and symbolic, and enhanced attention all seem to provide positive messages in a transaction (Hackman & Johnson, 2000). By doing the opposite, negative messages are perceived.