Want to Feel Like a Man? Then Act Like One

by vanhoogy on May 15, 2012

by Brett on May 13, 2012

Since starting The Art of Manliness nearly five years ago, I’ve interacted with thousands of men from all over the world. One thing that I’ve learned over the years is that many grown men out there simply don’t feel like men. I’m not talking about “feeling like a man” in the cartoonish, hyper-masculine sense. Rather, I’m talking about “feeling like a man” in the sense of that quiet confidence that comes from moving from boyhood into mature masculinity.

Many of the guys I’ve talked to (particularly the ones in their 20s and 30s) have confessed to me that they still feel like a teenage boy walking around in a grown man’s body. Because they don’t feel like mature men, many of these young men are putting off adult responsibilities like careers, families, and civic involvement until they can look at themselves in the mirror and say: “I’m a man.” In the meantime, these young men drift insecurely through life, wondering when they’ll finally start feeling like grown men.

We’ve talked a lot on the site about why young men today are struggling with the transition from boyhood to mature masculinity–lack of a rite of passage and positive male mentors, a faulty definition of manhood, and sociological and economical shifts are just a few of the reasons we’ve discussed.

While all those things have certainly contributed to the enervated state of modern masculinity, I think an underlying problem is that young men today are simply following modern, conventional wisdom on how a person “becomes” who they want to be.

I’ll Do It When I Feel Like It

Conventional wisdom tells us that before we do something, we first need to feel like doing it or feel like the kind of person who would do that sort of thing. And in order to feel like doing something, the thinking goes, you need to get in the right mindset, “find yourself,” or discover your “deep inner truth.”

So young men following conventional wisdom drift through life waiting until they feel like a man before they take their place in the circle of men. They believe that at some magical moment in the future, they’ll feel like a grown man, and once that happens they’ll finally have the motivation to start doing manly things. Or they read books, meditate about masculinity, and attend weekend men’s retreats, hoping that they’ll start to feel like a man through pondering manhood. But they don’t seem to make much progress. Sure, they have their moments of inspiration, but when the retreat is over or the book is finished, they’re back to feeling insecure about their status as men.

But the problem with conventional wisdom on how a person “becomes” is that it doesn’t work. At least not very well. Nine times out of ten you won’t magically start feeling like a man by simply thinking about becoming a man. So how can you start feeling like the man you’ve always wanted to be? By following the advice given by both ancient philosophers and modern psychologists: to feel like a man, you have to act like a man.

Ancient and Modern Wisdom on Becoming

Several ancient cultures and religions taught the way to belief and personal identity was not through contemplation, but rather though action. They understood the power that our outward actions have on our inner psyche.

According to the Torah, when Moses stood atop Mount Sinai and presented his people the stone tablets with the Law of Jehovah inscribed upon them, the Hebrews spoke in unison “na’aseh v’nishma,” which meansWe will do and we will understand.Basically the Hebrews covenanted that they would live the Law first, in the hope that through living the law they would eventually come to understand it. Today, this statement represents a Jewish person’s commitment to live all the Law of Moses even if they don’t fully understand the reasons behind each commandment. Modern rabbis teach that na’aseh v’nishma is how one comes to understand God and His laws for man. By living the outward ordinances, a change happens within.

Esquire editor and self-proclaimed “Jew in the same sense that the Olive Garden is Italian food,” A.J. Jacobs put the principle of na’aseh v’nishma to the test in his hilarious memoir, A Year of Living Biblically: One Man’s Humble Quest to Follow the Bible as Literally as Possible. Jacobs didn’t just try to live the Ten Commandments perfectly for a year, but also the over 600 obscure laws found throughout the Bible, like not shaving the corners of your beard, blowing a shofar before prayer, and not sitting where a menstruating woman has sat (that one got him in trouble with his wife).

Coming from a scientific and agnostic family, Jacobs saw many of the rituals and laws of his cultural heritage as strange and irrational. But after a year of trying to live according to the Bible, Jacobs felt his attitude shift about religious rituals and even the divine. While he didn’t convert from being a secular Jew into a full-on theist, Mr. Jacobs now considers himself a “reverent agnostic,” who believes “that whether or not there’s a God, there is such a thing as sacredness. Life is sacred.” Jacobs credits his attitude shift to living Biblical principles even when he wasn’t sure of the reason behind them; he acted first without understanding to become a more reverent person.

The Greek philosopher Aristotle taught something similar to na’aseh v’nishma in his Nicomachean Ethics. In the Nicomachean Ethics Aristotle lays out his idea of the “Good Life” and how to obtain it. For Aristotle the Good Life meant living a life of virtue. Unlike some Greek philosophers who believed that virtuous living came only from pondering upon the virtues, Aristotle believed that understanding wasn’t enough. To become virtuous, you had to act virtuous.

But the virtues we get by first exercising them, as also happens in the case of the arts as well. For the things we have to learn before we can do them, we learn by doing them, e.g., men become builders by building and lyreplayers by playing the lyre; so too we become just by doing just acts, temperate by doing temperate acts, brave by doing brave acts.

Virtues don’t come through simply thinking about them. You have to “exercise them.” Aristotle’s promise is this: if you want a virtue, act as if you already have it and then it will be yours. Change comes through action. Act first, then become.

The Patron Saint of Manliness, Teddy Roosevelt, also lived by this principle of acting in order to become. He said:

There were all kinds of things I was afraid of at first, ranging from grizzly bears to “mean” horses and gun-fighters; but by acting as if I was not afraid I gradually ceased to be afraid.

Teddy wanted to be fearless even though he wasn’t. Instead of sitting around and thinking his way into courage, TR put himself into dangerous and uncomfortable situations and acted courageously. Eventually he became the man who led the charge up San Juan Hill and journeyed down an unexplored river in the Amazon. He took action in order to become the man he wanted to be.

Modern psychologists have a theory on why acting-to-become is such an effective way of changing who you are and how you feel about yourself: cognitive dissonance. When there’s a conflict between your self-perception and how you’re actually behaving, you experience dissonance or tension, and your brain moves to close the gap by shifting how you feel about yourself to match how you’re acting.

In her book, The Defining Decade: Why Your Twenties Matter and How to Make the Most of Them Now, adult developmental psychologist Meg Jay recounts an exchange she had with a 27 year old male client named Sam who had been drifting along for most of his adult life while living in his parents’ basement:

“It’s weird,” Sam said. “The older I get, the less I feel like a man.”

“I’m not sure you’re giving yourself much to feel like a man about,” I offered.

Sam had it all backward. The way he saw it, he couldn’t join the world until he felt like a man, but he wasn’t going to feel like a man until he joined the world.

Dr. Jay goes on to share how Sam’s attitude about himself started to change once he began doing grown man things like starting a career, establishing a committed romantic relationship, and moving out of his parents’ basement and into his own place. Sam started to act like a man and consequently he began to feel like one. He gave himself something to feel like a man about.

Here’s the bottom line: If you don’t feel like a man, you simply need to start behaving like the man you want to become and eventually you’ll start feeling like you’re that man. Act as if. Fake it until you make it. Your brain will eventually align your attitude/belief about yourself with your new behavior.

Your Act Like a Man to Feel Like a Man Roadmap

If you’re ready to start feeling like the man you’ve always wanted to be, today’s the day you begin that journey. Like any journey, it’s nice to have a map:

1. Figure out what sort of man you want to be. Please don’t misunderstand. I’m not saying that contemplating manliness is a waste of time. Far from it. As we argued in Manliness Doesn’t Just Happen, contemplating masculinity and manliness is an essential step in becoming an honorable man. It’s not enough to know you need to act, you also need to know what actions to take. What should we start doing? Where do we hope our actions will lead us? So begin at the end. What sort of man do you want to become? Maybe you have a personal hero or a grandfather or a mentor who personifies your ideal version of manhood. Once you know what kind of man you want to be, study and contemplate how that sort of man would live his life. What would he do when facing adversity? What would his daily routine be like? How would he dress? How does he treat his significant other? Form a Cabinet of Invisible Counselors to guide you on your journey.

2. Start doing the things that sort of man would do. Even if you don’t feel like it. Once you know what sort of things your ideal man would do, start doing them, and here’s the most important part, do them even if you don’t feel like it. Some of the stuff you’ll have to do will be hard, some it may make you feel uncomfortable, and some of it will make you feel like a phony. Ignore those feelings. That’s just the Resistance, as Steven Pressfield would say. Know that with time, your new manful actions will transform the way you feel about yourself. You will begin to see yourself as a man.

3. Virile agitur for the rest of your life. Even when you go through a rite of passage that really transforms you and puts you on the right path, you can’t rest on your laurels. Becoming a man is not a one time decision or event: it’s something you have to choose every day. It’s like shaving; just because you do it once doesn’t mean you’re done; you still have to wake up and do it again in the morning. Virile agitur is a Latin phrase which means, “The manly thing is being done.” Is being done. Always and forever ongoing. Take that as your motto for manhood.

 

{ 0 comments }

How to Haggle Like Your Old Man

by vanhoogy on May 10, 2012

Editor’s Note: This is a guest post by Tyler Tervooren of Advanced Riskology.

 

“It’s learning how to negotiate to keep both sides happy – whether it’s for a multi-million dollar contract or just which show to watch on TV, that determines the quality and enjoyment of our lives.” – Leigh Steinberg

My old man was a master haggler; he could strike a deal with darn near anyone for darn near anything. To say I learned a lot about making deals while growing up would be an understatement. From buying a TV at the department store to negotiating over a used car in the local classifieds, my dad always ended up with a great deal, and he usually took me along to witness it first hand.

Today, haggling is one of my favorite hobbies, and it has nothing to do with being cheap or trying to “win.” I simply enjoy the exchange between two sharp men that turns a mediocre deal into a great one for both parties.

Depending on where you are in the world, negotiation is either a part of everyday life or an uncomfortable practice that’s consciously avoided whenever possible.

But here’s a truth that many of us, especially those of us living in the Western World, don’t always consider: whether or not you realize it, every interaction you have with another person is a negotiation. From picking a romantic date with your wife to finding an agreeable price for some tchotchke gift with the local thingamajig salesman, we’re navigating a world of back and forth negotiation.

If you accept and embrace that, you can become much better at it, getting what you want from your life and feeling more fulfilled. If you reject it, your other choice is to take what’s given you and hope that it matches what you want. I learned from Dad long ago that the first option comes with better odds.

To become a better negotiator and, subsequently, create a better life for you and your family, the first hurdle to get over is breaking down all the myths we’ve come to believe about haggling. Things like:

  • Haggling is too argumentative. Only if you’re doing it wrong! Effective haggling doesn’t look or feel anything like an argument, and there’s little or no friction involved. In fact, done just right, it feels like an everyday conversation that you’d have with a friend. Good haggling actually builds respect between two people rather than diminishes it.
  • Haggling is for poor people and cheapskates. Ask any wealthy person if they got where they are by taking every deal that came their way at face value. Of course they didn’t! They knew exactly what they wanted and decided how much they were willing to give up to get it. Billionaire CEOs haggle with each other every day over multi-million dollar deals. You only look like a cheapskate when you become petty, not when you work hard to get a great deal on something that’s important to you.
  • Haggling is inappropriate. Yes, arguing over the price of a Coke at a 7-11 is probably inappropriate and it definitely makes you look like a cheapskate, but sincerely asking for consideration when you’re pursuing something valuable to you is never inappropriate and no one thinks less of you for doing it.
  • Haggling isn’t worth the time or savings. A good negotiation definitely takes time to complete, but it’s almost always worth the outcome. Some of my most successful haggles have resulted in as much as 50% savings on big-ticket items. I don’t usually even bother to negotiate unless I think I can save $100/hour or more for the work.
  • I don’t have the aggressive personality it takes to haggle. Good haggling is simply an exchange between two people trying to find a win/win deal. You do not need to be aggressive to do it effectively. In fact, if you’re the domineering type, that’ll often work against you more than it will work for you.

Find Many Paths to Success

 

“If you come to a negotiation table saying you have the final truth, that you know nothing but the truth and that is final, you will get nothing.” – Harri Holkeri

No matter whom you’re crafting a deal with, one of the most fatal negotiation mistakes I’ve learned to avoid the hard way is to get yourself wrapped up in just one possible outcome. If you don’t get it, there’s nowhere else to go. Why limit yourself to such a narrow definition of success?

A great negotiation should be fluid and evolve as you and your partner (notice how I said partner, not adversary) get to know each other’s goals. Setting your sights on only one scenario ruins any chance that your haggle will develop a natural flow that fits both parties.

This is sort of like creating your imaginary perfect girlfriend long before you ever meet someone and comparing any woman you meet to this illusion. One of them is fun to think about but always ends in frustration. The other is the key to happiness, but doesn’t fit the exact mold you’ve created in your mind. You’ll never find the perfect match, woman or otherwise, if you limit yourself to just one set of circumstances.

Always look for multiple outcomes.

“It is a bad bargain, where both are losers.” – Ancient proverb

I was just a kid in 1994 when the World Series was canceled because the players and owners couldn’t play together nicely.

Owners wanted to institute salary caps to spare themselves from ridiculous bidding wars and players wanted contracts that weren’t subject to renegotiation every season. For months, neither side would consider the other’s argument and the result was hundreds of canceled games and, as I recall, some really pissed off little leaguers.

When the two sides finally came together, they did so begrudgingly and the deal they reached suffered tremendously because of it. The owners ended up losing hundreds of millions of dollars and the players saw an average salary decrease of 5%. A lose/lose deal if I ever saw one.

When you come to the table with as many different options for success as possible, good deals come faster and easier.

Never Speak First

“Let us never negotiate out of fear. But, let us never fear to negotiate.” – John F. Kennedy

Just a few days ago, I was hanging out with a friend when he remembered the garage sale drill press in the basement I’d bought a few years ago and never used. We started talking about it and all the great projects I should have known at the time I would never use it on (I spent a few years trying to convince myself I was into woodworking to no avail), when he mentioned that he had just the project he needed it for and offered to buy it.

I was excited at the prospect of getting paid to get rid of something that reminded me of a failed hobby, so I immediately blurted out, “Hey, if you’ve got $20, it’s all yours.” I don’t even remember how much I paid for it, but Paul must have thought it was a pretty good offer because he practically had the money out of his wallet before I could finish the sentence.

Now, between two pals, this is no problem. I was getting rid of a bad memory and Paul was getting a great deal, but it’s a good example of a big negotiation faux pas—never say the first number.

Never say the first number.

If possible, always defer to the other party when finding the starting number because it gives you a lot of information to work with in determining the best strategy going forward. It’s like having the home team advantage at a baseball game (this’ll be my last baseball reference, I promise). If the first number isn’t close to what you’re looking for, you can immediately decide to either not waste anymore time negotiating or come up with a strategy that draws the deal away from the dollar amount and towards something else valuable to the other party.

This trick I learned from my old man earned me $10,000 a year during my first salary negotiation. Going into it, I’d undervalued myself, but by insisting I couldn’t make the first offer, I ended up negotiating a number much higher than I’d originally expected.

In my example with Paul, I probably left a fair bit of money on the table by making the first move. It was obvious he was ready to pay more if I’d asked for it. No sweat for a friend, but certainly a disappointment otherwise.

 

It Ain’t All About Money

“Flattery is the infantry of negotiation.” – Lord Chandos

Use the words haggling, bargaining, or negotiating in a conversation, and just about everyone will assume you’re talking about money. For a great haggler this certainly doesn’t have to be the case. In fact, the more you draw your negotiation away from numbers, the more likely, it seems, you’ll end up with one that’s closer to what you want.

Draw the negotiation away from money and you’ll get closer and closer to the dollar figure you want.

Numbers are very linear, so we’re hardwired to pick one and stick to it as much as possible. But numbers don’t stand alone; they’re usually influenced by some type of emotional attachment you have to whatever you’re bargaining over. A number itself is irrelevant. What matters is knowing why someone picked the one they did and then finding ways to meet that person’s needs in ways that make the number less important, giving it more room to budge.

Was that a little hard to follow? Let me give an example from my own life of what I’m taking about.

I have a lovely girlfriend. She owns a bakery in Portland and always brings home delicious leftovers. Since she has a passion for food and spends most of her days preparing it for other people, she likes to go out and be waited on. A lot. In the past, this was a friction point between us because I hated spending so much money dining.

For the longest time, I thought the only way to satisfy her was to go out for lots of expensive meals when really all she wanted was someone to pay attention to her (ahem…that’d be me) and make her feel like she was being treated to something special. Once I realized that, the regular $50 and $100 dinners weren’t important any more. Price meant nothing to her; the experience is what she cared about. I could cook her a meal at home and she’d love it. If we wanted to go out, I could pack a picnic and head to a park for lunch and she’d be over the moon.

It took me awhile to realize this (What can I say? You won’t see me writing a guest article about romance any time soon), but once I did, finding the perfect alternative to a wallet-busting dinner out has been easy.

Price is rarely the final deciding factor in a negotiation. It gets a lot of attention because it’s the easiest metric to focus on, but if you take the time to find the intangibles that your counterpart really values, your haggling job gets a whole lot easier.

 

If Someone Loses, You Did it Wrong

“Any business arrangement that is not profitable to the other person will, in the end, prove unprofitable to you. The bargain that yields mutual satisfaction is the only one that is apt to be repeated.” – Henry R. Luce

I used to manage projects for a large construction firm. Late one afternoon, I was strolling through one of my projects across town, checking out the progress for the day and making sure we were still on schedule. The doorframes were all supposed to be installed, so I was paying particularly close attention to them. Sure enough, they were all there—just what I expected from the top-rate installer we’d hired.

I was about to leave when I got the strange feeling that something just wasn’t quite right. I wandered around for 10 minutes and then I realized it—every single doorframe was the wrong color. Every one of them! $100,000 worth of custom metalwork—totally wrong.

In lots of situations like this, here’s how the conversation would go between the project manager and the doorframe supplier (expletives removed for common decency):

PM: All your frames are the wrong color. You need to take them down, get new ones, and reinstall them.

Door Guy: Sure thing, boss. That’ll be $100,000. How would you like to pay?

PM: Umm, no. You $*%&$# this up. You’re going to fix it at no cost, and we’ll bill you for any delays to the project.

Door Guy: But that’s going to cost us a fortune, and we’ll never finish in time! This could bankrupt us!

PM: Not my problem. I want the right frames, and you can pay the owner and all the other trades for the time they lose thanks to your #$&% up. See you tomorrow.

I was mad as hell, and I could have said just that to the supplier, and it’s what they’d have had to do. In the end, the project would have been just right, but literally everyone involved would have been upset about it, and I’d probably still be dealing with papers from the court case that would have ensued afterwards.

Luckily, I learned a valuable lesson from my old man about being a hard ass dealmaker:

Don’t try to be the victor. Avoid zero-sum games where someone else has to lose in order for you to win. If you negotiate like that, you’ll probably win a few, but you’ll lose just as many and kill a lot of good relationships along the way. Instead, find a way for everyone to win.

Avoid zero-sum games. Try to find a way for everyone to win.

So, what did we end up doing about all those doorframes?

We stopped the project for a day, sat down with the door supplier and the owner, and worked out a deal that allowed them to repaint the frames rather than toss them out, gave a reasonable discount to the owner, and saved the project schedule so that we all looked good.

Today, when you walk into that office building, the color of the doorframes isn’t exactly right, but there are only a few people who know it, and none of them care. Three months after that fiasco, we had another multi-million dollar contract with the same client. They liked how we handled their project. And guess who supplied the doors?

Less is More—Know When to Shut Up

 

“We don’t point a pistol at our own forehead. That is not the way to conduct negotiations.” – Benjamin Netanyahu

My old man is the strong, silent type. I learned early on that Dad doesn’t talk a lot, but when he does, it’s probably important. This quality came in handy when it was time to do business because one of the most powerful ways to negotiate is to simply say nothing.

Whether you’re making an offer or receiving one, getting your point across and keeping quiet is one of the strongest ways to sway a bargain in your favor. Why? Because we hate awkward silence and will do anything to avoid it if we can, like negotiate against ourselves because we’re afraid we’re losing the deal.

Know when to shut up, and never negotiate against yourself.

Just got the salesman to quote you a price on that new thingamajig? Try acknowledging it by saying nothing but, “Hmmm,” and furrowing your brow like you’re contemplating it. Then just sit quietly until they feel compelled to speak again.

There are really only two likely responses you’ll get to that reaction:

  1. They’ll repeat themselves and prompt you again to tell them what you think.
  2. They’ll fumble over themselves a little bit before sweetening the deal.

This tactic works brilliantly. I know because I’m a sucker for it. If I’m bargaining for something and my offer is met by silence, I’m always afraid I’ve caused some sort of offense and rush to fix it by adjusting the offer.

This sometimes works on me even when I know it’s being used as a tactic; it’s that powerful. That’s why it’s so important to remember not to negotiate against yourself. Never change your offer until it’s been met by a counteroffer. If you’re sitting in awkward silence, don’t just concede because you want to feel comfortable. Instead, ask if they understood your offer and restate it again just in case. If you’re being met by nothing but stalling and you’re willing to negotiate more, you can actually invite a counteroffer—literally ask them to counter you.

It’s okay to invite competition because that’s always better than negotiating against yourself. If you’re going to give up some ground, make them ask for it rather than just handing it over.

***

Whether you’re trying to save some scratch on a new refrigerator or you just want to find an agreeable way to get your parents to watch your kids for the night, remember that every exchange with another human being is—in some way, shape, or form—a negotiation, a sort of dance from separate corners of a room to an agreeable spot in the middle.

I learned a lot from my old man about the art of the haggle, but there was one important thing I had to learn on my own:

In life, you rarely get anything you don’t ask for. If you want something, you’d better do your part to get it. If you ask nicely, and you ask fairly, most people will go a long way to meet you in the middle.

Happy haggling.

________________________________________________________________________________

Tyler Tervooren writes for an audience of intrepid risk takers at Advanced Riskology. Download his free negotiation worksheet for AoM readers or follow him on Twitter: @tylertervooren.

{ 0 comments }

Listen Up! Part II: 15 Techniques to Improve Our Listening

by vanhoogy May 8, 2012

Editor’s note: This is a guest post from Tony Valdes. Welcome back to our three-part series on becoming better listeners. In the previous installment, we established that listening is a desirable ability to have as men. But how can we practically begin to exercise this ability and develop it in ourselves? There are active steps [...]

Read the full article →

Listen Up! Part I: Learning the Manly Skill of Paying Attention

by vanhoogy May 6, 2012

Editor’s note: This is a guest post from Tony Valdes. As part of earning my bachelor’s degree in rhetoric and communications I elected to take SPC 3350, a college course titled “Listening,” taught by the forebodingly named Dr. Paine. I’ll admit that I was skeptical when I sat down on the first day of class. [...]

Read the full article →