““Givers have a protective side. In negotiating with a client, I feel a lot of responsibility for my team, and it makes me more willing to draw a hard line.” Then, she developed a habit of articulating this responsibility to her clients: “When a client makes an unreasonable request, I explain that it’s going to stretch my team, or kill them working crazy hours. The client knows I will bend over backward to do what’s right for them, so when I do push back, it has a lot more impact: there’s a good reason for it.””
