The hard facts of success

SINKING into a comfy seat could make you a soft touch at high-level business meetings, a study has found.

New research shows that physical sensations have a major impact on social behaviour.

Psychologists carried out a series of tests that involved holding light and heavy clipboards, handling rough and smooth jigsaw puzzle pieces, and sitting in soft and hard chairs. They found that job candidates were seen as more serious and better qualified when their CVs were read on a heavy clipboard.

In another US experiment, people placed on hard, cushionless chairs were less willing to compromise in price negotiations than those sitting comfortably.