In the Line of Fire: How to Handle Tough Questions...When It Counts: How to Handle Tough Questions ...When It Counts [NOOK Book]

Overview

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 ...
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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

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Overview

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.
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Product Details

  • ISBN-13: 9780133065299
  • Publisher: Pearson Education
  • Publication date: 7/7/2005
  • Sold by: Barnes & Noble
  • Format: eBook
  • Edition number: 1
  • Pages: 216
  • File size: 2 MB

Meet the Author

JERRY WEISSMAN, the world's #1 corporate presentations coach, founded and leads Power Presentations, Ltd. in Foster City, CA. His private clients include executives at hundreds of the world's top companies, including Yahoo!, Intel, Cisco Systems, Intuit, Dolby Laboratories, and Microsoft.

Weissman coached Cisco's executives before their immensely successful IPO road show; afterward, the firm's chairman attributed at least two to three dollars of Cisco's offering price to Weissman's work. Since then, he has prepared executives for nearly 500 IPO road shows, helping them raise hundreds of billions of dollars.

Weissman is author of the global bestseller Presenting to Win: The Art of Telling Your Story (Financial Times Prentice Hall, 2003).

In this book, you'll find many examples of Q&A sessions and political debates in the public arena. The original videos of these sessions are available on a DVD that you can obtain by visiting powerltd.com .


© Copyright Pearson Education. All rights reserved.

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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.

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Customer Reviews

Average Rating 3.5
( 8 )
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Sort by: Showing all of 8 Customer Reviews
  • Posted May 9, 2009

    I Also Recommend:

    You are in control

    In the Line of Fire is all about you... to control the Q&A session, to control yourself, to control the follow. Therefore, you learn to manage effectively.

    Although the vast majority of examples were about public servants' debates, you can easily realize that if you can understand and apply their techniques to your life situations you can succeed. After all, the techniques are learnable

    I recommend this book highly especially after reading more compelling titles such as Presenting to Win and the Power Presenter. The first is the best of the trilogy

    I learned a lot and you can too...

    1 out of 1 people found this review helpful.

    Was this review helpful? Yes  No   Report this review
  • Anonymous

    Posted May 3, 2013

    Good analysis

    First of all I would say this book deserves four stars but I gave it an extra to counter the previous review that had not even read it.

    This book looks at the dynamics of question and answer sessions and has some great insights and ideas. It is very nuanced and my only criticism is that some of the lines he draws would still be hard for me to find on my own. But I learned a lot.

    Was this review helpful? Yes  No   Report this review
  • Posted December 22, 2011

    more from this reviewer

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    0 out of 7 people found this review helpful.

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    Posted April 30, 2011

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    Posted July 15, 2011

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    Posted August 6, 2011

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    Posted April 6, 2013

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    Posted June 6, 2011

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