Weight is linked to importance, so that people carrying heavy objects deem interview candidates as more serious and social problems as more pressing. Texture is linked to difficulty and harshness. Touching rough sandpaper makes social interactions seem more adversarial, while smooth wood makes them seem friendlier. Finally, hardness is associated with rigidity and stability. When sitting on a hard chair, negotiators take tougher stances but if they sit on a soft one instead, they become more flexible.
These influences are not trivial they can sway how people react in important ways, including how much money they part with, how cooperative they are with strangers, or how they judge an interview candidate.
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