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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 5

Maneuvering Through the Conversation

Your argument is clear. The background research on your counterpart is complete. Mentally, you are flying high. Does any of this really matter once you're in the room on game day?

Extreme mountain climbing guides stress one key point with their clients about the ascent up a rugged mountain: safety lies in careful preparation. By contrast, inexperienced, and often younger, climbers will explain that success boils down to game day: one's step-by-step performance during the actual ascent and descent of the mountain. We see a similar pattern when a home is being built. An architect drafts minutely detailed plans, upholding that careful planning and precision is the main way to realize success. Yet builders ...

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