Pushback: How Smart Women Ask—and Stand Up—for What They Want

Chapter 4

Do Your Homework

A funny thing happens when women arrive at the negotiating table having done their homework. They tend to come in to the room with a different confidence, sit with a little more authority, and argue their case unapologetically. When we take the time to gather key data before an important meeting, we supply ourselves with a well-equipped bench from which we can access tools as we need them, reacting with finesse and flexibility and pivoting as required. It's hard for that action not to have a positive, cascading effect on every aspect of our performance.

Consider what professional improvisers know. Whether comedians or musicians, these performers have to ad lib their way through a scene or song all the time. Although ...