Index_S


S

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



Her Place at the Table. A Woman's Guide to Negotiating Five Key Challenges to Leadership Success
Her Place at the Table: A Womans Guide to Negotiating Five Key Challenges to Leadership Success
ISBN: 0470633751
EAN: 2147483647
Year: 2003
Pages: 64

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