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In the Line of Fire: How to Handle Tough Questions...When It Counts: How to Handle Tough Questions ...When It Counts

By Jerry Weissman

Published by FT Press

Published Date: Jun 23, 2005

Description

This is the eBook version of the printed book.

Jerry Weissman has made a career of coaching nearly 500 execs on their IPO roadshows, the most critical presentations of their lives. Now, he's written an indispensable guide to answering the toughest questions you'll ever face.  Using compelling examples from Presidential debates to stock analyst meetings, Weissman teaches how to respond with perfect assurance. Discover how to avoid the defensive, evasive, or  contentious answers that have destroyed political careers and ruin credibility. Learn to control your entire exchange with a hostile questioner: the question, answer, interactions with questioner and audience, timing, and above all, yourself. Whether an executive, politician, fundraiser, interviewee, teacher, student -- or even a family member at Thanksgiving dinner -- you're judged on how you handle these moments. Get this book: handle them brilliantly.

Table of Contents

Introduction: Agility versus Force.

    Challenging Questions

    Martial Arts

    Effective Management Perceived

    Baptism under Fire

    Case Studies: Bill Clinton; David versus Goliath; Bruce Lee; David Bellet; Mike Wallace

1. The Critical Dynamics of Q&A.

    Defensive, Evasive, or Contentious

    Presenter Behavior/Audience Perception

    Case Studies: The Classic Bob Newhart Episode; Trent Lott on Black Entertainment Television; Pedro Martinez; The NAFTA Debate; Two Weeks of an IPO Road show

2. Effective Management Implemented.

    Worst Case Scenario

    Maximum Control in Groups

    The Q&A Cycle

    How to Lose Your Audience in Five Seconds Flat

3. You're Not listening!

    Case Studies: 1992, 2000, and 2004 U.S. Presidential Debates

4. Active Listening (Martial Art: Concentration).

    The Roman Column

    Sub-vocalization

    Visual Listening

    You Still Don't Understand

    Yards After Catch

    Case Study: 1992 U.S. Presidential Debate in Retrospect

5. Retake the Floor (Martial Art: Self-defense).

    Paraphrase

    Challenging Questions

    The Buffer

    Key Words

    The Double Buffer

    The Power of "You"

    The Triple Fail-Safe

    Case Study: Colin Powell

6. Provide the Answer (Martial Art: Balance).

    Quid Pro Quo

    Manage the Answer

    Anticipate

    Recognize the Universal Issues

    How to Handle Special Questions

    Guilty as Charged Questions

    Point B and WIIFY

    Topspin

    Media Sound Bites

    Case Studies: George W. Bush; John F. Kerry; George H. Bush Revisited

7. Topspin in Action (Martial Art: Agility).

    Michael Dukakis Misses a Free Kick

    The Evolution of George W. Bush

    Lloyd Bentsen Topspins

    Ronald Reagan Topspins

8. Preparation (Martial Art: Discipline).

    Lessons Learned

    Case Studies: John F. Kennedy versus Richard M. Nixon, Al Gore versus Ross Perot

9. The Art of War (Martial Art: Self-Control).

    The Art of Agility

    Force: 1992

    Agility: 1996

    Agility and Force: 2000

    Agility and Force: 2004

    The Critical Impact of Debates

    Lessons Learned

    Case Studies: Al Gore debates Dan Quayle, Jack Kemp, and George W. Bush; George W. Bush debates John F. Kerry; The Presidential Debates: 1960 through 2004

10. The Role Model.

    Complete Control

    Case Study: General Norman Schwarzkopf

Endnotes.

Acknowledgments.

Index.

Purchase Info

ISBN-10: 0-13-306787-4

ISBN-13: 978-0-13-306787-3

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