If your
prospect stands with his feet wide apart and his arms folded
conspicuously across his high-held chest, he probably has a habit of
bluffing. His widely spread feet indicate that he has to prop himself in
that physical posture; so it is unnatural to him. Similarly he has had
to prop himself in his mental posture. _Push your ideas hard and he will
lose his mental balance;_ just as he would lose his physical balance if
you were to jolt him. He is obliged to prop himself. He is bluffing. You
can make him quit. The folded arms and expanded chest of the bluffer
mean no more than the high-arched back of a cat. Stroke "Tom"
soothingly, and he stops bristling. Stroke the human bluffer tactfully
with persuasion, and he will not act pugnacious for long.
[Sidenote: The Balanced Body]
But if, when making a statement, your prospect stands or walks about
easily with his feet close together; if he balances his body without
difficulty or artificial postures--it is certain that he has a good
deal of determination in his make-up.
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