Advertising
Advertising

Harvard Psychologists Suggest Simple Body-Language Tweaks That Instantly Boost Confidence

Harvard Psychologists Suggest Simple Body-Language Tweaks That Instantly Boost Confidence

What can  – in an instant – elevate your sense of power? The answer isn’t winning the lottery or getting that big promotion. It’s a “power pose” and research suggests it can effectively enhance your confidence.

A power pose is an open, expansive posture used to convey power in animals and humans alike. It’s the iconic pose of Wonder Woman and every Marvel comic book superhero out there. It’s also the pose of an Olympic gold medal winner, arms extended to the sky in a sweeping gesture of celebration.

Power poses represent confidence, security, and dominance. It’s the stance of success. Leaders have it, and the rest of us want it.

Advertising

The idea of a power pose was introduced by a group of researchers at Harvard in their 2010 study. They compared what they called “high-power” poses (aka power poses) to “low-power” poses, which are closed-off, contractive positions. Think cowering animals, the kid sitting humbly in the back of the classroom, or that downtrodden employee hunched over his desk.

In the study, the high- and low-power pose groups were told to hold two postures (high- or low-power poses, respectively) for 1-minute each before they completed a gambling task, provided a saliva sample, and answered some questions. Data showed that the power pose mattered. The high-power pose group experienced enhanced feelings of power and increased tolerance for risk, and those in the low-power pose group showed the opposite.

A simple tweak in body positioning, held for only a few minutes, influenced how people perceived themselves and the risks they were willing to take.

The effect of the power pose went beyond subjective feelings, however, all the way down to the biological level. Those in the high-power pose group experienced an elevation in testosterone and a decrease in cortisol. Why is this noteworthy? Because high testosterone and low cortisol are the markers of a powerful and effective leader – dominant and yet calm in the face of stress. Those in the low-power pose group showed the opposite pattern. Not only did they feel less powerful, but their hormone levels indicated lower dominance and higher activity to stress.

Advertising

How did a mere change in body position create such a difference? In her 2012 TED talk, one of the authors of the original study, Harvard social psychologist Amy Cuddy, argued that tweaks in body positioning can send a message to the brain that a person is more capable or powerful than they might assume. In essence, it’s faking it until you make it.

Cuddy also described a subsequent study whereby two groups of people – a high-power pose and low-power pose group – were subjected to a stressful job interview. Again the subjects assumed high-power poses or low-power poses for only a few minutes before the interview. Evaluators who were unaware of which interviewees had performed a high-power versus low-power pose concluded – across the board – that they would hire those in the high power pose group.

In this case, the power pose would have paid off – with a new job.

Advertising

Although a subsequent 2015 study didn’t replicate the biological findings, they still reported increased subjective feelings of power in those adopting power poses. And other research on “expansive postures” shows that it can influence different facets of behavior as well as how others respond to us.

Body language reflects not only how you feel about yourself, but also influences how others react to you.

Consider this – how do you respond when you see someone hunched over, arms hugging their midsection, head down? What about when you see a person stand tall, feet apart, chin up. We make immediate judgments of others based on body language and adjust our behavior towards them accordingly.

How do we use this knowledge to enhance our day-to-day life?

Advertising

It’s simple. Start your day with a power pose – or perhaps quickly go through a series of two power poses prior to a big meeting, a speaking event or other stressful situation. See if it enhances your confidence. Even if you don’t feel an immediate change, keep doing it as the posing may be influencing you in subtle ways you can’t detect. Over time, you may notice changes not only in your self-confidence but also how others react to you. The more confidence you convey, the more people will respond to you accordingly. And that’ll just help to drive up your confidence and feelings of dominance, sparking change in all facets of your life.

We all suffer from lack of confidence at some point in our lives. The power pose may be one way to not only “fake it till you make it,” but to fake it until you become the confident person you were always meant to be.

Featured photo credit: Viktor Hanacek via picjumbo.com

More by this author

5 Ways Forgiveness Can Benefit Your Life Joking Aside, Sarcasm May Enhance Creativity 7 Ways Emotions Cause You To Overeat 7 Ways Your Emotions Cause You to Overeat Researchers Find An Unexpected Benefit of Caffeine: Honesty language hacks for better health 3 Language Hacks To Promote Better Health

Trending in Communication

1 5 Powerful Self-Care Ideas for When Life Is Stressful 2 30 Refreshing Routines to Boost Your Morning Motivation 3 Feeling Like a Failure? 10 Simple Things to Help You Rise Again 4 What Motivates You to Succeed in Life and Keep Moving Forward? 5 6 Effective Negotiation Skills to Master

Read Next

Advertising
Advertising
Advertising

Published on September 23, 2020

6 Effective Negotiation Skills to Master

6 Effective Negotiation Skills to Master

I don’t know about you, but many times when I hear the word negotiate I think of lawyers working out a business deal or having to do battle with a car salesman to try to get a lower price. Since I am in recruiting, the term “negotiation” comes up when someone is attempting to get a higher compensation package.

If we think about it, we tend to negotiate almost every day in a wide variety of things we do. Getting a handle on the important negotiation skills can be incredibly beneficial in many parts of our lives. Let’s take a look at 6 effective negotiation skills to master.

What is Negotiation?

First, let’s take a look at what negotiation is. Put simply, negotiation is a method by which people settle their differences. It is a process in which compromise or agreement can be reached without argument or dispute.

Anytime two people or sides disagree on something, they are almost always looking for the best possible outcome for their side. This could be from an individual’s perspective or someone representing an organization.

In reality, it’s rare that one side gets everything they want and the other side gets nothing that they are seeking. Seeking to reach a common ground of sorts where both sides feel like they are getting most of what they want is the key to being successful and maintaining the relationship.

Places We Negotiate

I’ve mentioned that we negotiate in just about all phases of our life. For those of you who are shaking your head no, I invite you to think about the following:

1. Work/Business

This one is the most obvious and it’s what naturally comes to mind when we think of the word “negotiate”.

When you first started at your current job, you might have asked for a higher salary. It could be that you delivered a huge new client to your company and used this as leverage in your most recent evaluation for more compensation. If you work with vendors (and just about every company does), maybe you worked them to a lower price or better contract terms.

Advertising

In recruiting, I negotiate with candidates and hiring managers all the time to land the best talent I can find. It’s very common to accept additional work with the (sometimes spoken, sometimes unspoken) agreement that it will benefit your career in the future.

Recently, I took over a project that was my boss was working on so that I would be able to attend a conference later in the year. And so it goes, we do this all day long at work.

2. Personal

I don’t know about you, but I negotiate with my spouse all the time. I’ll cook dinner with the understanding that she does the dishes. Who wants to mow the lawn and who wants to vacuum and dust the house?

I think we should save 10% for retirement, but she thinks 5% is plenty. Therefore, we save 8%. And don’t even get me started with my kids. My older daughter can borrow my car as soon as she finishes her chores. My younger daughter can go hang out with her friends when her homework is done.

Then, there are all those interactions in our personal lives outside our homes. The carpenter wants to charge me $12,000 to build a new deck. I think $10,000 is plenty so we agree on $11,000. I ask my neighbor if I can borrow his snowblower in the winter if I invite him over the next time I grill steak. And so on.

3. Ourselves

You didn’t expect this one, did you? We negotiate with ourselves all day long.

I’ll make sure I don’t skip my workout tomorrow since I’m going to have that extra piece of pizza. My spouse has been quiet the last few days, is it worth me asking her about, or should I leave it alone? I think the car place charged me for some repairs that weren’t needed, should I say something or just let it go? I know my friend has been having some personal challenges, should I check in with him? We’ve been friends for a long time, I’m sure he’d come to me if he needed help. I’ve got the #4 pick in this year’s Fantasy Football draft, should I choose a running back or a wide receiver?

Think about that non-stop voice inside your head. It always seems to be chattering away about something and many times, it’s us negotiating with ourselves. I’ll finish up that report that the boss needs before I turn on the football game.

Advertising

Why Negotiation Skills Are So Important

Put simply, negotiation skills are important because we all interact with other people, and not only other people but other organizations and groups of people as well.

We all rarely want the same thing or outcome. Most of the time a vendor is looking at getting you to pay a higher price for something than you want to spend. Therefore, it’s important to negotiate to some middle ground that works well for both sides.

My wife and I disagree on how much to save for retirement. If we weren’t married it wouldn’t be an issue. We’d each contribute how much we wanted to on our retirement funds. We choose to be married, so we have to come to some agreement that we both feel comfortable with. We have to compromise. Therefore, we have to negotiate.

If we each lived on a planet by ourselves, we would be free to do just about anything we wanted to. We wouldn’t have to compromise with anyone because we wouldn’t interact with anyone. We would make every choice unilaterally the way we wanted to.

As we all know, this isn’t how things are. We are constantly interacting with other people and organizations, each one with their own agenda’s, viewpoints, and opinions. Therefore, we have to be able to work together.

6 Negotiation Skills to Master

Having strong negotiation skills helps us create win-win situations with others, allowing us to get most of what we want in conjunction with others around us.

Now, let’s look at 6 effective negotiation skills to master.

1. Preparation

Preparation is a key place to start with when getting ready to negotiate. Being prepared means having a clear vision of what you want and how you’d go about achieving it. It means knowing what the end goal looks like and also what you are willing to give to get it.

Advertising

It also means knowing who you are negotiating with and what areas they might be willing to compromise on. You should also know what your “bottom line” is. By “bottom line” I mean what is the most you are willing to give up to get what you want.

For instance, several years ago, I decided it was time to get a newer car. I say newer because I wanted a “new to me” car, not a brand new car. I did my research and figured out what type of car I wanted. I decided on what must-have items on the car I wanted, the highest amount of miles that would already be on it, the colors I was willing to get it in, and the highest amount of money I was willing to pay.

After visiting numerous car dealerships I was able to negotiate buying a car. I knew what I was willing to give up (amount of money) and what I was willing to accept, things like the color, amount of miles, etc. I came prepared. This is critical.

2. Clear Communication

The next key skill you need to be an effective negotiator is clear communication. You have to be able to clearly articulate what you want to the other party. This means both clear verbal and written communication.

If you can’t clearly tell the other person what you want, how do you expect to get it? Have you ever worked through something with a vendor or someone else only to learn of a surprise right at the end that wasn’t talked about before? This is not what you would call clear communication. It’s essential to be able to share a coherent and logical vision with the person you are working with.

3. Active Listening

Let’s do a quick review of active listening. This is when you are completely focused on the speaker, understand their message, comprehend the information, and respond appropriately. This is a necessary ingredient to be able to negotiate successfully. You must be able to fully focus on the other person’s wants to completely understand them.

If you aren’t giving them your full attention, you may miss some major points or details. This leads to frustration down the road on both sides. Ensure you are employing your active listening skills when in arbitration mode.

4. Teamwork and Collaboration

To be able to get to a place of common ground and a win-win scenario, you have to have a sense of teamwork and collaboration.

Advertising

If you are only thinking about yourself and what you want without giving much care to what the other person is wanting, you are bound to wind up without a solution. The other person may get frustrated and give up if they see you are unwilling to meet them halfway or care little for what they want.

When you collaborate, you are working together to help each other get what is most important to you. The other upside to negotiating with a sense of teamwork and collaboration is that it helps create a sense of trust, which, in turn, helps provide positive energy for working to a successful conclusion.

5. Problem Solving

Problem-solving is another key negotiation skill. When you are working with the other person to get the deal done many times you’ll face new challenges along the way.

Maybe you want a new vendor to provide training on the software they are selling you but they say it’s going to cost an additional $20,000 to provide this service. If you don’t have the additional $20,000 in the budget to spend on the software but you feel the training is critical, how are you going to solve that problem?

From what I’ve seen, most vendors aren’t willing to provide additional services without getting paid for them. This is where problem-solving skills will help continue the discussions. You might suggest to the vendor that your company will also be looking to replace their financial software next year, and you’d be happy to ensure they get one of the first seats at the table when the time comes if they could perhaps lower the pricing on their training.

There’s a solution to most challenges, but it takes problem-solving skills to work through them effectively.

6. Decision-Making Ability

Finally, having strong decision-making ability will help you seal the deal when you get to a place where everyone feels like they are getting what works for them. Each step of the way you can cross off the list when you get what you are looking for and decide to move onto the next item. Then, once you have all of your must-have boxes checked and the other side feels good about things, it’s time to shake hands and sign on the dotted line. Powerful decision-making ability will help you get to the finish line together.

Conclusion

There you have it, 6 effective negotiation skills to master to lead a more fulfilling life. Once we realize that we negotiate in one form or another almost every day in every phase of our lives, we realize how critical a skill it is.

Possessing strong negotiation skills will help you in nearly every one of your relationships at both the workplace and in your personal life. If you feel your arbitration tools could use some sharpening, try some of the 6 effective negotiation skills to master that we’ve talked about.

More Tips to Improve Your Negotiation Skills

Featured photo credit: Windows via unsplash.com

Read Next