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Pushback: How Smart Women Ask—and Stand Up—for What They Want by Lois P. Frankel, Selena Rezvani

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Chapter 3

Prepare Psychologically

A timeless story involves a woman who's getting ready for the hardest negotiation of her career. She owns a company that is likely to be acquired and the only way she'll go through with the acquisition is if the bulk of her workforce can keep their jobs. The acquiring company is pushing back on that request.

Just prior to the negotiation, she steps into a room nearby to go over her notes one last time. As she paces back and forth, scanning her notes and gesturing emphatically, a man comes in and asks her what she's doing. Surprised, she says, “I'm preparing for an important meeting—a negotiation—that starts in a few minutes.”

The man said, “Very interesting. Tell me, do you ever get nervous before a negotiation?” ...

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