In the Line of Fire, 3rd Edition
- By Jerry Weissman
- Published Dec 8, 2021 by Pearson FT Press.
eBook
- Your Price: $19.19
- List Price: $23.99
- Includes EPUB and PDF
- About eBook Formats
This eBook includes the following formats, accessible from your Account page after purchase:
EPUB
The open industry format known for its reflowable content and usability on supported mobile devices.
PDF
The popular standard, used most often with the free Acrobat® Reader® software.
This eBook requires no passwords or activation to read. We customize your eBook by discreetly watermarking it with your name, making it uniquely yours.
Also available in other formats.
Register your product to gain access to bonus material or receive a coupon.
Description
- Copyright 2022
- Pages: 240
- Edition: 3rd
- eBook
- ISBN-10: 0-13-693360-2
- ISBN-13: 978-0-13-693360-1
Answer the Toughest Questions Brilliantly...And Win Over Your Audience Every Time!
In this fully updated edition, the world's #1 presentation coach enables you to field any question from any audience and to respond with complete assurance.
Drawing on brand-new business case studies, Jerry Weissman shows you how to control the entire Q&A session and to avoid the defensive, evasive, or contentious answers that can ruin careers.
Whether you're a senior executive, job candidate, or anyone else in business, you're judged on how you handle high-pressure exchanges. Get this book and learn how to handle them successfully.
Part of the Jerry Weissman Presentation Trilogy! Also look for updated Editions of:
- Presenting to Win: The Art of Telling Your Story and Designing Your Slides
- The Power Presenter: Techniques, Style, and Strategy to Be Suasive
I've been asking tough questions for half a century and listening to variously brilliant, boring, evasive or illuminating answers. Jerry Weissman's book will help anyone--anyone--answer even the toughest questions.
--Mike Wallace, Sixty Minutes, CBS News
Sample Content
Sample Pages
Download the sample pages (includes Chapter 2)
Table of Contents
Foreword: Baptism Under Fire xvi
Introduction: Universal Challenges, Universal Solutions xviii
Chapter One: The High Stakes of Q&A 1
The Pricing of an IPO 1
The Making of a President 2
The Unmaking of a CEO 4
Chapter Two: Tough Questions 5
Why People Ask Tough Questions 5
Why Businesspeople Ask Tough Questions 10
Blood Sport 11
Chapter Three: Presenter Behavior/Audience Perception 15
Presenter Behavior: Defensive 16
Presenter Behavior: Contentious 18
Audience Perception 20
Chapter Four: Four Steps of Preparation 23
Research 24
Anticipate 25
Distill 27
Prepare Your Position 29
Chapter Five: The Q&A Cycle 31
Worst-Case Scenario 31
Maximum Control 32
Open the Floor 32
The Q&A Cycle 34
Yield the Floor 35
Chapter Six: You're Not Listening! 37
How to Lose Your Audience 38
How People Ask Questions 38
Ready, Fire, Aim 45
Chapter Seven: Active Listening 47
Yield the Floor 47
Subvocalization 56
Physical Listening 56
Yards After Catch 60
Chapter Eight: The Power of the Buffer 61
Retake the Floor 61
The General's Strategy 63
The Buffer 63
Buffers for the Seven Universal Issues 65
Industry- or Company-Specific Buffers 74
Chapter Nine: Structurally Challenging Questions 77
Negative Questions 78
Irrelevant Questions 80
Multiple Questions 81
Statements 86
Questions About Presented Content 89
Summary 91
Eight Buffer Benefits 91
Chapter Ten: Buy (Thinking) Time with Buffers 93
Paraphrase 93
Double Buffers 96
The Triple Fail-Safe 99
Buffer Options Summary 100
Key Word(s) Buffers in Action 102
The Making of a Master 109
Chapter Eleven: Slip, Slide, and Spin 113
Evasion 113
Valid Reasons to Decline an Answer 121
Chapter Twelve: The Quid Pro Quo Answer 123
Quid Pro Quo / Seven Universal Issues 124
Manage the Time 127
The First Three Steps of Q&A Cycle 129
Chapter Thirteen: Special Questions / Special Answers 131
Tangential 131
False Assumption 132
Unknown 135
Forward Looking 139
Downstream 139
Guilty as Charged 140
Point B and WIIFY 147
Topspin 148
Chapter Fourteen: Topspin 149
Topspin 150
The Suasive Q&A Cycle 155
Chapter Fifteen: Finishing Touches 173
Preparation 173
Verbalization 175
Chapter Sixteen: The Role Model 179
Summary 186
Endnotes 189
Appendix A: Video Links 201
Index 211