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IN THE LINE OF FIRE. HOW TO HANDLE TOUGH QUESTIONS..WEISSMAN J.wydawnictwo: PEARSON , rok wydania 2005, wydanie Icena netto: Answer even the toughest, most hostile questions brilliantly! You're standing in front of an audience...and you've just been asked the question you'd been dreading - or, worse, a question you never expected. What do you do? Jerry Weissman has made a career of preparing executives for that moment. He's coached 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 can ruin your 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 you're an executive, politician, fundraiser, interviewee, teacher, or student - you're judged on how you handle these moments. Get this book: handle them brilliantly. The world's number 1 presentation coach shows how to get ready and stay in control - from start to finish! 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. 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. Hardback, 216 pages
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