Pushback by Rezvani, Selena -- Read -- Imperial Library of Trantor

Index

Cover More Praise for Pushback Title Page Copyright Dedication Foreword Preface Chapter 1: Why Push Back?

Women Leaders Get There by Asking Women's Distaste for Negotiating The Cost of Not Asking for What We Want Pushback and Economic Power Young Women and Pushback Women and Negotiating—a Natural Fit A Four-Step Model of Negotiation Shoot for the Moon

Chapter 2: Find Your Pushback Style

Trust Your Gut Your Body of Knowledge Meet Your Inner Risk Taker Make a Plan and Make a Start Won't We Be Punished? Pushback and You Your Personal Pushback Style Do You See Pushback as a Challenge or a Threat? Go Get It!

Chapter 3: Prepare Psychologically

Who Do You Think You Are? Your Negotiating Roots The Locus of Control Good Girls Don't Ask The Relationship Trap How Do You Do Conflict? The Effect of Fact Finding on Emotion What Do You Want and Why? Know Your Power Find Invisible Guides Attitude's Role in Aptitude Role-Play Get in the Mood Channeling Your Own Emotions Look for the Dual Agenda Go For It!

Chapter 4: Do Your Homework

A Tiered Approach to Preparation Asking Is Also About Conceding … or Is It? Practice or Perish!

Chapter 5: Maneuvering Through the Conversation

Understand the Architecture of Deal Making Open the Conversation Assertively Set the Pace Think Co-Investment Court Your Counterpart Establish Your Credibility Anticipate Pushback Be a Relentless Problem Solver Appeal to Their Sense of Fairness Appeal to a Higher Power Say It Like They'd Say It Call on Your Conviction Exercise Silence Use Your Body Reach for Expansive, Deepening Questioning Calling on Delays De-escalate Deadlocks Conceding Managing Bullying and Belittling Close the Deal Never Undervalue Your Power

Chapter 6: Follow Up

Do Your Own Postmortem Initiate a Feedback Exchange Confirm the Terms Mulling a Decision Over Handling “No” Hear “No” as “Not Yet” Stay Oriented Toward the Positive Stay in the Game Don't Drop the Connection Don't Be Afraid to Toughen Up Keep Expanding the Pie It's a Small World After All Never Stop Building the Trust

Chapter 7: Push Back to Own Your Career

Overcoming Inertia See Yourself as a Change Agent Go Ahead, Be an Opportunist Be in the Service Business Leave Some Room to F%$* It All Up Mentors, Sponsors, and Sages Refusing, Rebuffing, and Saying “No” Move Ice Cubes, Not Icebergs A Model of Continual Improvement Because No One Else Will Do It for You …

Acknowledgments About the Author Index