Creating Personal Presence

15Learn to Think on Your Feet Under Pressure

I’ve noticed two things about men who get big salaries.They are almost invariably men who, in conversationor in conference, are adaptable. They quickly get theother fellow’s view. They are more eager to do this thanto express their own ideas. Also, they state their ownpoint of view convincingly.

—JOHN HALLOCK

First, you hear yourself talking. Then all of a sudden you have an out-of-body experience, in which you’re floating above yourself, hearing yourself babble on but unable to help yourself. Then this third voice shows up somewhere above your head, hearing both the first you babbling and the second you analyzing. The third voice says, “Self, snap it back together. You two are going to miss a beat. ...