Note: an f after a page number indicates a figure; a t indicates a table.
A
Agenda
of CEOs, 29–30
types, 81
Alpha personality syndrome, 14–16
traits, 15
variations, 15
Arguments. See Food fights
Art of War, The (Sun Tzu), 7
Authority attitude chart, 23f
Authority figures
attitude chart, 23f
and presenters, 21–22
as problem, 22–23
B
Business meetings
bad news, 110–111
bottom line first, 102–105
closing, 113–114
collaboration, 115
data dump model versus executive model, 105f
differences from day-to-day meetings, 100t
follow-up, 114
introduction to, 97–98
opening and context, 101
processing styles, 108–110, 109f
return on investment, 106
rule of three, 112
stories versus data, 112–113, 113f
timing (10/30 rule), 106–107, 106f
types, 99t
C
Career advice
aims, 170
empathy, 172–173
family, 171
goals, 170–170
passion, 169–170
personal growth, 174–175
team building, 173–174
Career challenges
balance myth, 163
communication, 166–168
personal price, 162–163
responsibility, 159–161
spouse, 164–165
stress, 161
vision, 168
Caring
authenticity, 136–137
balance, 135
confidence, 138
planning, 135–136
preparation, 134–135
supportiveness, 137
Content versus delivery, 77
D
Data dump model versus executive model, 105f
Decision makers leaving meetings
executive advice, 59
paying attention, 60
reading the room, 57–59
Delivery style
introduction to, 117
pocket myth, 124
sitting, 125
style hierarchy, 118, 119f, 120–125; see also Style hierarchy
visual aids, 126–130
Discussion
building trust, 72–74
engagement, 74
executive advice, 74
and listening, 71–72
Disengagement
competing interests, 47–49
executive advice, 49
process check, 49
sponsor’s help, 50
E
Empathy, lack of, in executives, 20–21
Executive advice
on decision makers leaving the room, 59
on discussion, 74
on disengagement, 49
on food fights, 54
on side talk, 68
on time cuts, 43
on topic changes, 64
Executive presence, 25f
characteristics of, 24–25
importance of, 25
Executive presentations versus day-to-day meetings, 100t
Executives
alpha personality syndrome, 14–16
as authority figures, 21–24, 23f
empathy, lack of, 20–21
job security, 16–17
opportunities, 27–28
power culture, 18
Type A personality, 14
F
Facilitation skills, 84–85
Flexibility, 40–42
Food fights
executive advice, 54
executive presence, 55–56
issues of, 53
personality types, 51–52
role of presenter in, 52
sponsor’s support in, 55
timing in, 54–55
Framework for business meetings, 100–101, 101f
I
Improvisation
neurobiology of, 91
and success, 91–93
and topic changes, 61–64
Influences
mentors. See Mentors
parents, 145–146
J
Job security, for executives, 16–17
L
Legacy
company, 178–179
employees, 179–180
family, 177–178
Listening
active, 86–88
and building trust, 72–74
control versus connection, 90
difficulty of, 72
importance of, in discussion, 71–72
M
Meeting productivity, 39–40
Mentors
beacons, 149–150
criticism, 153–154
giving back, 156–157
hard lessons, 152–153
perspective, 148–149
potential, 146–148
role models, 154–155
support system, 155–156
tricks of the trade, 151
P
Power culture, 18
PowerPoint slides, 63, 77, 83, 126–129
Presentation skills, 82–83
Process mode versus presentation mode, 57, 84, 91
Q
Question behind the question, 88–89
R
Reading the room, 57–59
READ strategy, 84
Real Glass Ceiling, The (Savage, Adrian), 18
Rules of the game, 9–12
faulty view of audience, 11–12
mistaken assumptions, 10–11
S
Seven deadly challenges, 33–35, 36–38
Side talk
approaches, 69
executive advice, 68
poise, 67–68
Storytelling versus data, 1, 112–113, 113f
Style hierarchy
eye contact, 120–121
facial animation, 121–122
gestures, 123–124
movement, 124–125
pausing, 122
stance, 125
vocal variety, 122–123
Success
active listening, 86–88
audience analysis, 81–82
balance of elements, 83–84
coaching, 95
dry run, 95
executive presence, 80
facilitation skills, 84–85
improvisation, 91–93
introduction, 79–80
preparation and homework, 80–81
presentation skills, 82–83
process interventions, 85–86
READ strategy, 84
reviews of presentation, 96
sponsor, role in, 93–94
T
Time cut
executive advice, 43
flexibility needed, 40–42
and meeting productivity, 39–40
and options, 45
Topic change
executive advice, 64
improvisation, 61–64
sponsor’s help, 65
Type A personality, 14
V
Visual aids, 126–130. See also PowerPoint slides
W
Whole brain research, 109–110
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