Susanna Hoffs was performing at a local club with The Bangles, which was to become the dominant all female rock band of the 1980s, garnering four platinum albums and two number one hit singles. Miles Copeland, the manager who had engineered the earlier success of another all girl band, the Go-Gos, approached them after the show to talk about representing the group.

Rather than act like she should be grateful for his interest, Susanna “took the position that he should want to work with them because they were going places.” It helped, of course, that, at the time, she “had no idea who Miles Copeland was, and therefore didn’t know she should be nervous.” Because of the confidence with which she approached that negotiation, she was able to work out a favorable deal with Miles to have him manage the group.

Confidence is the secret weapon in negotiating and exerting influence.