Ever watched a nail-biting penalty shootout at the end of a football game? Those deciding moments quite aptly mirror high-stakes meetings in the corporate world.
In an unforgettable match between Italy and Spain, Giorgio Chiellini, Italy's captain, audaciously exploited a small misunderstanding to take command of the situation and secure a psychological advantage upon the opponents.
I must confess: not being a football fan, that penalty shootout was the only thing I saw in all the European Championship, but this is another story…
However, how can one use the same winning attitude in a corporate setup that demands decorum? The answer lies in revamping our understanding of 'owning the space.'
While we can't lift a colleague or client in jest like Chiellini, we can learn subtler actions from Argentina's goalkeeper, Emiliano Martínez in the 2022 World Cup final. Striding confidently onto the field, Martínez deftly took charge of the penalty area and initiated handshakes with opponents - simple gestures symbolic of robust leadership.
Now, how about using these small rituals in high-stakes corporate meetings and negotiations? Here are some steps to exert your authority, right from the get-go:
Warm welcome
Extend a warm welcome to both your team members and counterparts as they step into the meeting room. Being the first one to greet both your team members and counterparts will affirm your intention to set a pleasant atmosphere. Even if it’s obvious, it’s still a way to say that the meeting is going to run on your terms.Cordial effort
Ensure that you pay attention to everybody’s name and pronounce everyone’s names accurately. It portrays a genuine interest in their presence, states your intention to nurture a climate of mutual respect, and ultimately elevates your profile.Be in charge of the intros
Avoid the risk that you or any of your teammates is taken by surprise. Unless you are absolutely sure that everybody knows each other, kickstart the session with a short round of introductions. You go first: announce it, say what information you will share about yourself, briefly share it, and then hand over to one of your teammates by repeating the format.Control the playground
Designate the person responsible for recording meeting minutes ahead of time, and let everybody know it in the beginning, outlining the sharing and approval process post-meeting.
These actions can shape how your team and partners perceive you as the one who dictates the pace and, ultimately, the outcome of the meeting.
Remember, asserting your authority can dramatically influence the dynamics of a negotiation and increase collaboration. Just like in football, owning your space can make or break the outcome.
Resources
Assert your presence with confidence: tune into Viv Groskop’s “How to Own the Room”, a podcast where successful and inspirational women share secrets of owning the room. Available also on Spotify and Google Podcasts.
For effective tips to assert your influence in a virtual setting, check out this Fast Company article.
In the small-”a” agile model, these strategies reflect the “Knowledge of situations” / “Learning from experience” practice.