Combating fear with courage is an idea that’s produced results for people I coach. Fear haunts most people going into negotiations. Fear of outcome, conflict, and failure are among the most common fears. These freeze people into inaction. I call it the dis-ease state.

Fear is an us vs. them mindset. You say to yourself, “The client is so angry! What will happen to me?” The flip side of fear is compassion. Look to see if there is pain behind the client’s anger. Ask yourself, “How can I relieve the client’s pain?” In the long run, you get relief too.

Do an Accomplishment Grid, which is a list of your most notable achievements and what strengths got you there. By the end of the fifth accomplishment, you will be feeling high! Every time I lost my job, it was this grid that boosted my confidence and landed me a better job.

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