Confidence isn’t something you buy. It’s a sense of certainty about things. You know you can do the work, you’re sure you’ll ace the test, or you know that promotion will happen.
Psychology Today says, “Confidence can be described as a belief in one’s self and one’s ability to succeed.” It comes from Latin and roughly means “with faith.” It describes a belief, all things being equal, you will succeed.
Too little confidence avoids challenges. Too much confidence falls short of expectations. Confidence sometimes fails you. It’s tough to ask someone for a date, deliver a lecture, or lead a successful negotiation.
4 psychological tricks:
- Start early. You must exercise a negotiation attitude. You should dress for the occasion, but feeling good inside is more important. Negotiations require mental and physical alertness.
You should exercise that morning, eat a healthy breakfast, and avoid caffeine. You must find the right frame of mind by reviewing when you were successful or visualizing the coming negotiation with a positive result. You want to hit the ground leading.
- Prepare the pitch. If you assume negotiators are reasonable people who, like you, want to reach a positive solution, success may depend on your preparation. The negotiator with the best hand is likely to win so you need comprehensive information to convince and persuade.
You must prepare the tools to make the presentation well. You can reduce the hassle of handouts and command more attention if you build great presentations using Beautiful.AI. This tool lets you pick a template and load your text and data before it takes over and generates a finished, creative, and effective slide presentation on its own.
- Focus with laser clarity. You must know what you want out of the negotiation and make that clear to all the parties involved. The vision and objective must burn with the clarity of a laser beam
That vision must see its boundaries, too. There are boundaries to your authority. All negotiators have limits in mind, fall-back positions, and non-negotiables. You should play these cards close to the vest and return to the center again repeatedly.
- Fairness is subjective. Some issues are non-negotiable; they have been set by law. Most equity issues are determined by regulation. It may not seem fair your pay isn’t fair, but if the employer meets its obligations for equal opportunity, there is nothing to negotiate.
If you are inflexible about what you consider fair, you make the negotiation a confrontation raising tensions and anger. Negotiation seeks middle ground on a level playing field. To succeed, it needs able and willing people. If you are not willing, you only increase your anxiety.
Leading with confidence
Confidence helps you show up. It helps you open your mouth and follow-through. And, it helps you take the lead in the conversation. Confidence will “Defuse threats, ultimatums, lies, and other hardball tactics” (Harvard University Power of Negotiation Program). Building confidence with psychological “tricks” like these straightens your backbone and broadens your smile.