From Publishers Weekly
Despite a title that draws on an insult and a simplistic premise—that there are "pink" and "blue" styles of self-presentation—Lichtenberg's latest contribution to fem-biz lit offers an intellectually and emotionally challenging prescription. The "pitch" in question involves "using your influence, skills and powers of persuasion to gain support and to get people to do what you want them to do," and her method for learning to pitch comes complete with self-diagnostic exercises and the usual instructive anecdotes. Lichtenberg's woman must know who she is and what she wants, identify helpers and obstacles, unlearn self-defeating behaviors and learn to create a "Me, Inc. Mindset." Her strategies range from "visioning" personal goals to figuring out how to "dress for the client." Women, Lichtenberg says, consistently undervalue themselves in real dollars, and she offers concrete tips for salary negotiations. Throughout, Lichtenberg offers encouragement and empathy, and anecdotes from her transition from corporate life to writing (and leading seminars). For those who can't quite believe in themselves, "I'm a big believer in faking it." The results are flexible enough to be applied to a variety of situations and specific enough (including how to choose PowerPoint colors) to feel directed—and empowering.
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Lichtenberg (It's Not Business, It's Personal, 2001) explores a new kind of style-persuasion categorization--pinks versus blues or stripes of both colors--to demonstrate how women (and yes, men, too) can use their natural powers of influence for success. What is with these gender tones? Quite simply, pink represents those who connect with you before doing business, like Oprah or Bill Clinton, whereas blue is assigned to those concerned with getting the job done, a la Martha Stewart or Margaret Thatcher. And, yes, her entire argument is devoted to helping the pinks win, whether it is looking at the differences (for instance, people versus symbol preferences, importance of relationships) or demonstrating the real pitch, from homework and heart work to packaging and delivering. Along the way, sidebars (e.g., "Tips from TV") and exercises ("give yourself feedback") turn what could be "professional" prose into a reality show. Barbara Jacobs
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