Changing behaviours takes time, commitment, and practice. In fact, 21
attempts are needed to change a behaviour. Start now.In today’s highly competitive world, you need simple strategies to provide
the extra oomph!to get you where you want to be. It’s no longer enough to be
good at what you do, you have to be seen to be good. Take stock of your cur-
rent self and evaluate what you’re doing well, and where there’s room for
improvement. Consider your behaviour and the impact it makes. Once you’re
aware of these things, you can make the necessary adaptations.Opening or closing your fingers
Short, sharp gestures hold more authority than open hands waving in the air.
By keeping your fingers closed and your hands below chin level when gestur-
ing, you look confident, in control, and you command attention. Holding your
hands above the chin line, with your fingers splayed, looks out of control and
less authoritative.If you want to appear caring, approachable, or subservient, keep your hands
below chin level, and gesture with open fingers.Carrying only what’s necessary
Keep your accessories slim and compact. Bulging briefcases indicate that
you’re the worker bee and not the one making the strategic decisions. They
give the impression that, although you may be buzzing away very hard,
you’re not in control of your time. Less is more.Chapter 14: Interviewing, Influencing, and Playing Politics 243
Building confidence
If you want to be perceived as confident, you
have to demonstrate confident behaviour. First
you have to know what confident behaviour
looks, sounds, and feels like. To clarify your con-
cept of confident behaviour, try this:
Describe what is important to you about
behaving confidently.
Describe some of the mannerisms that
demonstrate confident behaviour.Describe someone who you believe demon-
strates confident behaviour.Describe how that person acts, including
specific gestures, fluidity of movement, eye
contact, and facial expressions.Say what you’re currently doing that is sim-
ilar to that person ‘s behaviour.
Define how your behaviours differ.Identify what you have to do to adjust your
behaviour to more closely resemble that
person’s.
List the benefits of behaving with confidence.