Mastering the art of confidence and power dynamics is essential for climbing the corporate ladder and earning a spot in the C-suite.

In today’s competitive workplace, your body language, behavior, and communication can either set you apart as a leader or hold you back.

This guide unveils key strategies for projecting confidence and authority in business settings.

1. Speak With Declarative Sentences

Declarative sentences communicate certitude and conviction.

Questions communicate doubt and low confidence.

If you are confident about something, avoid questions and use declarative sentences instead.

Examples:

(Talking about severance packages)
HR representative (question): Don’t you think it could be a good idea if we offered 3 months’ pay instead of 2 weeks?

This is rather weak, especially considering the HR representative has a good degree of authority in discussing employees’ termination.

Better:

HR (declarative): Industry standard is 2 months. I propose we offer 3 months as a gesture of goodwill.

To power-protect, you’d say:

HR (balanced): Industry standard is 2 months. I propose 3 months as a gesture of goodwill.
We lower the chances of legal troubles, and keep a good reputation. <— Provides a rationale.
What do you think <— Offers him to disagree

🎗️ 👉🏼 Own uncertainty when certitude isn’t possible

Faking certitude is weak
It sub-communicates fragile ego, people-pleasing tendencies, and undermines your long-term authority.

Focus on gaining long-term credibility instead.
When you’re an expert and confident speaker owning incertitude enhances your credibility.

1.2. Stand Up For Your Stakeholders

For example:

Head of Accounts: But what if our customers will feel cheated?

A more dominant and honorable man:

Head of Accounts: As the voice of the customers, I oppose that. We make some money now, and ruin our reputation for ever.

2. Limit Speech Weakeners

Speech weakeners include:

• “Maybe this isn’t important, but what if…” ➡️ “What if…”
• “We sort of did…” ➡️ “We did”
• “Somewhat I tried… “ ➡️ “I tested it”

You can of course use these strategically and we dig deeper in Power University.

Exceptions for academics

In general, with smart people, critical thinkers, and in academic circles, more tentative language such as ‘tends to be’, ‘it seems like’ or ‘the data seem to point towards’ makes you more credible.

See more in:

• High confidence speaking

3. Cut Preambles, Go Straight to The Point

A preamble is a concoction of words and nonwords used before getting to the main point.

As a rule of thumb:

Preambles serve to soften your message, and the more words you use, the “softer” your message will be.

An example of using too many preambles, adapted from Lois Frankl:

Time-waster: You know, I was thinking about this issue.
I’ve been talking to my colleagues, too. A lot of us share the same concerns (…)
Anyway, we’ve been brainstorming and we came up with an idea. I’m not saying it’s a silver bullet, but it may work.
The idea involves…

Compare:

Confident: We brainstormed and came up with…

Again if consciously adopted, pre-ambles can be powerful tools.
As for most things, it’s about your goals, and calibrating accordingly.

4. Use Logic or Data

In Stealing the Coner Office career consultant Brendan Reid explains that pitching your idea with passion and fervor is the typical rookie’s mistake.

Executive materials instead position themselves as neutral and rational operators above ideas and opinions.

That’s an effective approach because workplaces, on average, revere logic, rationality, and data.
Being seen as a guy who speaks based on data, facts, and logic makes you influential.

P.S.:
Our brains are hardwired to look more at HOW we say things, than the logic behind it.
We teach how to become a man who commands respect and authority in Power University:

4.2. Showcase Logic and/or Data

Anchor your proposal with logic and data rather than intuition.

Support intuition with logic as well.
A keyboard-less phone is not revolutionary for revolutionary sake, but for its sales-boosting simplicity and convenience.

Good keywords:

• “I looked at our competitors“
• “I ran some numbers“
• “I thought about this long and hard, and… “

5. End With Your Suggestion (& Avoid “Laundry Listing”)

A laundry list is a list of options with no preferred option and no guidance

Poor communicator: We could use outside consultants or internal staff.
Or we can organize a team to investigate options <— There is no guidance or solution

Compare:

Effective communicator: I see two different alternatives (…)
I’ve looked and compared options (add details), and I recommend internal resources. <—Guidance
Let me know if you agree, and I’ll proceed <— Solution

6. Think, Then Speak (Or Think Out Loud Smart)

Organized thoughts sound more authoritative.

However, good ‘thinking out loud’ displays IQ.
This is how to do it:

• Shares the pros
• Share the cons <— These 2 sound smart and balanced
• Share your preference <— This is declarative and value-adding

🔎 Example:

CEO: Do you think it’s best to warn shareholders about the anticipated loss, or should we wait until the numbers are final
SVP: Hmmm… If we wait, we might sound more credible with actual figures. If we tell them now we’ll have to deal with lots of questions we can’t answer. But then again, shareholders would appreciate a heads up… <— This is true, but it confuses more than clarify and add less value

You don’t necessarily need to give him a “yes or no”, but you want to use the opportunity to sound smart and strategic.
For example:

You: An early warning raises questions, <— Con
but it also increases trust. <— Pro
Since we value honesty and transparency, I’d raise the warning <— Guidance

CEO: How would you do that?

You: (slight smile) Well, you’re really good at this <— Use opportunity flattering
But I can prepare a draft statement and send it to you within the next half hour, then meet you again to discuss <— Grabs opportunity to improve your boss’ relationship

6.2. When You’re Done, Stop (& Avoid Trailing Voice Mails)

Example:

Voice Trailer: Okay, well, I guess that’s everything. Uhmm, call me if you have any questions… That’s it, I think. Okay… Byee, See you

Instead:

1. Share your main concern
2. Tell them to reach out if needed
3. Hang up

7. Display Social Power (Awareness & Skills)

As per basic social power dynamics.

This is what we focus on here at TPM and Power University ensures you gain respect and status in any environment.

But just as an example:

Principle:

⚖️ Higher-status touches lower-status
🟰 Don’t touch back your boss, but return touch to your colleagues

8. Sidestep Personal Issues, Re-Focus On Work

There is a growing trend of ‘bringing your whole self at work’ and being ‘radically candid‘.

And while that’s admirable and makes for great workplaces, the truth is that they’re exceptions.
And, sometimes, traps.

Some bosses will appreciate you being candid and being your true self.
But most, won’t.
In doubt, share with friends, brother-in-arms, or therapists.
But not your bosses.

If you need a justification, keep it vague:

Boss: You have been going home early several times lately, and you missed a deadline twice. Is everything OK?
You: Thank you for being upfront, I appreciate it. I’m going through some challenging personal situation indeed.
But doing great work is a top priority for me, and I can handle both.
Now, about the work…

9. Assume Permission Granted

Junior and less competent employees must ask for permission.
More senior and competent people who take responsibility for their work, don’t.

So constantly seeking permission self-frame you as junior and incompetent, thread-expands that reality, and keeps you at the lower levels.

Consider these different levels of subordination:

• Very low power: Sorry to disturb you. I wanted to ask if you could allow me to…

• Low power: Would it be all right if…

• Neutral: May I work from home tomorrow?

• High power: I will be working from home tomorrow. OK with you?

• Very high power: I just wanted to let you know that…

• Highest power: (says nothing, works from home)

In any performance-based organization, you should reach this last step already when you’re in a first-level manager position.

10. Speak With The “I Got This” Format

Sometimes higher-ups will ask for opinions as a test.

Some other times, they’re really wondering.

But a confident answer will always boost your status and influence.
And, sometimes, will open doors to new possibilities.

In one of Pat Heim‘s examples, a manufacturing firm sought to restructure operations.
The head of operations asked two different people in the team if they had any idea how to go about it:

I’m not sure reply: Hmmm, I suppose we could try giving this to the work cells to solve, though I’m not sure they can. If they don’t, we can have engineering to look at it. If those two approaches don’t work, I suppose we could call in a consultant.

The second one:

I got this reply: We can get that done.
I can form a cross-functional team with cells and engineering to take care of it.
And if they struggle, I look for an external addition and keep an eye.
Shall I proceed?

Take a guess at who got the opportunity to lead the restructuring?

11. Introduce Yourself With Full Name & Surname + Title

Have you ever heard of “Bill” as the founder of Microsoft?

Or “Elizabeth” for Elizabeth Warren?

Me neither.
Because those are powerful people, and powerful people go by their full names.

If you have a strong title, you can also use it to build your authority. If someone does not use your power title when introducing you, you can say it as soon as you are introduced:

Speaker: This is Matt, Matt works at JPMorgan
Matthew: (towards the colleague) thank you Jim, (turns towards the new person,) Hi, I’m Matt Smith, SVP, and I run bond trading operations

You can also correct others:

Interviewer: Today we have with us Lucio. Lucio is a blogger and he will talk to us about power dynamics

Lucio: Thank you Mark. Indeed, my name is Lucio Buffalmano (gives full name), I’m a social scientist <– higher authority job title
and I focus on advancing power dynamics as a new and groundbreaking approach to personal self-development.
I’m excited to talk to you today <– ends on a friendly tone

12. Control Your Locations to Subtly Display Power

Have you ever seen a royal’s palace looking cheap?

Probably not.

Because old kings knew the basic rule of displaying power: impress your guests.

The Routledge Handbook on Persuasion states that power and status can be communicated through the size
and location of a person’s office. Large corner offices are considered prestigious. And the appearance of that office also speaks about you (Teven & Comadena, 1996).

Some tips to maximize your environments:

• Neat office, good looking, but professional to sub-communicate you focus on results
• Plush hotels
• Delicious restaurant where you’re treated like royalty

🔴 If you’re invited, avoid picking the most expensive place
It looks like cheap scrounging.
🙋🏼‍♂️I’ll never forget the prospect who proposed the most expensive place, just to tell us they didn’t need our services 🦃

13. Don’t Gossip – Or Gossip Like A Baller

Principle:

⚖️ Low status gossips. High status is gossiped about
🟰 Share information drily, as if to show disdain towards gossiping.

🔎 Example:

(after Don disappeared for 3 weeks)
Don: You wanted to see me?

Roger: About 3 weeks ago (pause)
I hope you were looking for a job in California. Because you’ll need one <— Instead of asking like most would, he delivers a threat-joke

Little later:

Don: Any conflicts?

Roger: Mona hasn’t been pleasant since my engagement <— Shares the gossip as a joke side-note

Don: (Smiles) With the deal. But… Congratulations <— Nonverbal reaction with restrained voice. No more questions about it

Roger: Thank you
(pause) <— Displays that he’s unharried and calm
Very few conficlits (…) <— Quickly back to business
Well, now you can go back to your office and figure how much I made on this <— Business talk over, he can go

Little later Don refuses to even comment politics.

👉🏼 Notice pauses, controlled demeanor, and cutting to the chase.

We helped thousands of men exude confidence and power both at work and in life at Power University