Recently a gentleman I was doing business with called to set up a meeting regarding how we could better partner together. He also let me know that a counterpart of his would be accompanying us in the meeting.

I prepared for the meeting, had my materials ready for the two men and felt confident and excited about our discussion. As they walked into my office, I was surprised to see they had invited another individual I had not met nor had any idea would be part of our discussion. I was accommodating and still felt ready to begin the meeting.

However, once the door was shut, the mood changed.

I quickly felt defensive, which is a rare, uncomfortable feeling for me during a meeting. I was still holding on to optimism until we sat down and they began talking. The meeting I prepared for had nothing to do with the gentlemen’s agenda. I felt cornered into acquiescing to their requests.

Instead of cowering or giving in, though, I sat up straight, made eye contact and asked the right questions. I then noticed the three amigos sheepishly stumbling over their words, backtracking and biting their tongues. I walked them out after the conclusion of our discussion with a smile on my face and a firm handshake, thanking them for their time.

They were sure they could manipulate “young, female me”; however, it didn’t take. They not only lost a partnership with me, they embarrassed themselves.

In professional relationships, no matter the circumstance, maintaining proper etiquette and carrying yourself confidently is vital. Etiquette is not about proving you are smarter, more worldly or classier than others — it is simply about feeling comfortable and making others feel comfortable in all situations.

On my end, I did all I could to ensure the men felt comfortable during the meeting; their unsuccessful venture was their own doing. Even when I became aware of their new agenda, I maintained composure, eye contact, a smile and a professional demeanor.

Remember, keeping your composure, regardless of how you feel during a meeting, keeps others unsure of your next move — it keeps them on their toes. The potential business partners strutted in with ego, and thankfully, ego doesn’t impress. True confidence is what carries a lasting, positive impression.