CHAPTER 2

Confidence Disguised as Competence

Shilpa and Ryan are team colleagues in a big global accounting firm. Although Shilpa is more qualified and experienced than Ryan, they are paid the same. Shilpa has been with the firm for five more years than Ryan has, but Ryan made such an impression during his job interview that he was hired at Shilpa’s level despite being less qualified. His appointment is hardly surprising, given Ryan’s interpersonal bravado. His self-regard is apparent not only during job interviews, but also in internal team assignments, client presentations, and networking events.

Ryan speaks more, and louder, than Shilpa does, and he is much more likely to interrupt other people in his enthusiasm to share his ideas, which he ...

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