Confidence is a great way to operate. Whether you are dealing with a negotiation for your largest contract yet or arguing with your 13 year old, you must be confident in your position.
I love the term position of strength. I think this is a term that is worth remembering whenever you are dealing with circumstances that involve jockeying for position. I have been in relatively tame positions where I was above my head and was definitely not working from a position of strength. I have been in very strenuous situations that I have that position of strength and was able to prove my point and win.
In each circumstance you want to make sure you are prepared for whatever the situation is going to bring to you. I have had many discussions with people arguing a point that they were not qualified to argue. They obviously read an article that morning or developed their talking points as we went along. It is very difficult to deal with people like that and even harder to prove your point when you are dealing from that position.
You must do your best to make sure that you have searched out opposing views and researched the facts of your situation before you argue or negotiate for what you want. It is not enough to simply show up with an attitude. You must show up with as many weapons and facts at your disposal so you are not caught off guard. This is the only way you will win and look good in doing so.
I am sure most of you know this, but it is worth reinforcing. I enjoy being in a position where I have all the facts and the person I am negotiating or talking with is obviously ill prepared. It shows that you care about the situation and have done your homework. Those people are the ones who get the results they were looking for in the end.