Her Place at the Table: A Womans Guide to Negotiating Five Key Challenges to Leadership Success

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Sabotage, 4950

Safety net: group exchanges as, 169; negotiating, intelligence for, 22, 27, 55; peer allies as, 180; for risk taking, 193

Salary parity: building mutual respect from negotiating for, 7879

Sanford Bernstein, 64

Scrutiny: micromanaging and, 8283; need for backers and, 6165, 9495; preparedness for, 62; prevalence of, 14, 6162; resource symbolism and, 113; strategic delegation and, 87. See also Credibility; Tests and testing

"Seal of approval," 72. See also Backers

Second-generation gender effects, 13

Securities Exchange Commission (SEC), 230

Self-confidence: in one's accomplishments, 209210; testing and undermining of, 13. See also Overconfidence

Self-promotion: to claim value, 211, 228237; failure in, as obstacle to making a difference, 8, 207209, 257 nn .7. See also Value, claiming; Visibility

Short-term results: leveraging, for additional resource allocation, 139144, 147; long- term vision and, 121122; strategic objectives and, 215216

Silo effect, 222, 226

Six Sigma, 137

Skeptics, winning over, with positive stories, 105106

Skill sets: perception versus possession of, 1013; testing, through engagement, 3637. See also Competence; Expertise

Small wins: learning from, 193; leveraging, for resource allocation, 139144, 147; making a difference through, 211, 214, 233. See also Incremental approach; Successes

Smith Barney, Sallie Krawcheck at, 9, 64, 255 n .1

Space allocations , 196

Spillover effects, 171, 184

Sports Illustrated for Kids , 4

Stakeholders, in resource requests : appealing to, 118, 127134, 146; in case study, 132134; differential appeals to, 130132; focusing on key interests of, 128129; partnering with, as allies of convenience, 134139, 146147; structuring early warnings for, 129130

Stakes, raising the, 184186, 203204

Staples: background on, 212; catalog operation of, 235; Jeanne Lewis at, 212213, 218220, 225228, 234236; Office Depot merger planning of, 225226; online enterprise of, 234236

Staples.com, 234236

Staples Direct, 235

Steinem, G., 131

Stemberg, T., 219, 225

Stewart, M., 152

Storytelling: in case study, 107; creating a campaign of, 106; importance of, 102103; seeding, to mobilize support, 73, 102107, 110; through swing-people, 103105; to win over skeptics, 105106

Strategic objectives and needs: connecting the dots for, 215216; constant change of, 215217; engaging, to make a difference, 210, 213220, 238; focus on, 213214; foregrounding, 215; incremental approach to meeting, 214220; linking one's position to, 9698; linking resource requests to, 112, 117118, 119127, 145146; reframing, 217218; testing for congruence in, 216217

Strategic responsibilities: in case study, 9394; that correlate with results, 9091; delegating versus keeping, 8688; that enhance visibility, 9193; importance of, 8688, 94; securing, 73, 8694, 109; that signal authority, 8890

Subordinates . See Team members and subordinates

Success by Six, 106, 218

Successes, leveraging: to attract resources, 118, 139144, 147; incremental, 140142; of pilots, 141142; in resource allocation case study, 143144; with tangible results, 142143. See also Small wins

Sun Microsystems, 13

Support: intelligence gathering on potential, 19; necessity of top management's visible, 1516, 72, 9495; negotiating for buy-in and, 149200; negotiating with backers for, 61110; over- reliance on senior leadership's, 158160; testing potential relationships for, 3840, 43

"Susan Vega" case study. See Financial services consultant case study

Swing people, seeding stories with, 103105

Symbolism: of appointment, making a case for, 100; of resources, 112113, 116118, 144145

Synergies, promoting, 210211, 218, 222224, 225227, 235236

Systemic problems: engaging, 177178; promoting synergies in, 222224