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POWER OF ONE page 39
sentation for a very upscale,
influential women's group,
where one of the topics I dis-
cussed was body language.
"Three days after the sem-
inar, one of the women called
me and said, 'You just earned
me 10,000 extra dollars."
The problem was in her
head. She was, Ms. Glaser ex-
plained, "a head bobber."
A television executive, the
woman kept nodding during
raise negotiations with her
boss. She thought she was
just being communicative; he
took her gesture to mean she
would accept the proposed
salary.
After practicing, the exec-
utive was able to keep her
head steady. She hoped for a
raise up to $70,000. Instead,
her boss offered her $80,000.
In her book, Ms. Glaser
also advises women how to
purge their reports and mes-
sages of useless phrases and
words. Avoid pretentious gar-
ble like "Pursuant to your re-
quest," she says, and stick to
"As you requested"; "We met
and decided" is much more ef-
fective than "During the
course of our meeting, we de-
tided that ... "
Key words are preparation
and confidence. The next
time Susan Epstein wants a
raise, she should approach
her boss about a good time for
the two to speak. Then she
should present her case for a
raise because she has done a
good job at the company, not
because economic times are
tough or because her hus-
band lost his job. She knows
what's reasonable for her
field. She shouldn't fiddle
with her hair or bob her head.
Ms. Glaser stressed that
her tips aren't just for the ex-
ecutive. They can be used
when "talking to your man-
ager or at the PTA or to your
mechanic."
Ms. Glaser, who was con-
firmed at Shaarey Zedek,
said that much of her own
ability to communicate comes
from her parents, Bernie and
Dolly Brown.
Her father, who has since
retired, was a businessman
and Ms. Glaser's men-tor. "He
made me feel there wasn't
anything I couldn't do just be-
cause I was a girl." ❑
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IDF Chief Of Staff
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Washington (JTA) — With
the U.S. attack on Iraq as a
backdrop, the Israel Defense
Force chief of staff met with
top Pentagon officials here.
Lt. Gen. Ehud Barak
exchanged views with the
Americans on the situation
in Iraq, the balance of power
in the Middle East, the
threat of Islamic fundamen-
talism and the peace process,
according to Israeli Embassy
spokeswoman Ruth Yaron.
Neither Ms. Yaron nor a
Pentagon spokesman would
specify exactly what was
discussed, but they both
characterized the meetings
as positive.
Ms. Yaron said Gen. Barak
characterized the meetings
as "very warm, very friend-
ly, very attuned to Israel's
needs." She added that the
IDF chief felt the Americans
are "aware of Israel's value
as a democratic . stabilizing
force in the Middle East."
Gen. Barak met with his
official host, Gen. Colin
Powell, chairman of the
Joint Chiefs of Staff, in what
a Powell aide called "frank,
candid and productive
discussions."
The aide, Col. Bill
Smullen, a special assistant
to Gen. Powell, would not
specify what was discussed
in the meeting, saying only
that the two generals
covered "a wide variety of
issues."
The session lasted about
45 minutes after which Gen.
Barak met with members of
the Joint Chiefs of Staff in
"the tank," a secured
meeting room. Gen. Powell
then hosted a lunch for Gen.
Barak with members of the
joint staff.
Gen. Barak paid a courtesy
call on outgoing Defense
Secretary Dick Cheney,
whom he presented with a
letter from Israeli Prime
Minister Yitzhak Rabin ex-
pressing appreciation for
what Mr. Cheney did for
Israel during his tenure.