Our level of confidence can play a big role in the outcome of a negotiation. If we feel confident and strong, then we will be able to advocate more convincingly for what we want. Yet, all too often we go into a negotiation fraught with jitters and self-doubt.
One way to overcome our nervousness is to imagine that we are advocating on behalf of others, rather than ourselves. Research shows that the confidence level of most people rises significantly when they negotiate for something that benefits others, such as a co-worker or family member. So rather than think of the situation as a negotiation, train yourself to view it as an opportunity to advocate on someone else’s behalf. This change of mindset will allow you to leave the jitters behind and focus on the mutual benefits of coming to agreement with the other party.
Go forth with confidence and negotiate!