“The best defense is a good offense” is an adage used in chess, sports, and military combat. It also applies in business. There are plenty of “high-stakes” moments in which people catch you off guard and make you feel defensive, whether by their choice of words or demeanor. A difficult client interrupts your pitch with a volley of unreasonable questions, a board member interrogates your investment case to the nth degree, or the boss dismisses your work on an important assignment out-of-hand.
How to Stay Cool When You’re Put on the Spot
You can’t always control your first reaction — but you can manage your second.
July 25, 2022
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Summary.
Work is full of difficult moments where people catch you off guard and make you feel defensive. It’s hard to predict when they’ll occur and how they’ll play out, but you can prepare for them. The author presents a four-step framework to give you an opportunity to respond thoughtfully and confidently in these high-stakes moments. First, take a moment to focus your mind after the initial shock. Second, question your assumptions. Third, depersonalize the interaction, and focus on what’s getting in the way. Finally, close the interaction with confidence.