With the Air Force colonels, though, I was worried about credibility, and I only had four hours—instead of my usual four months—to establish it. Deviating from my typical vulnerable style, I adopted a dominant tone in describing my qualifications. But the more I tried to dominate, the more the colonels resisted. I failed to win their respect, and I felt disappointed and embarrassed. I had another session with Air Force colonels coming up on my schedule, so I decided to try a different opening. Instead of talking confidently about my credentials, I opened with a more powerless, self-deprecating
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