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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.
Introduction: Agility versus Force.
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
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).
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
Recognize the Universal Issues
How to Handle Special Questions
Guilty as Charged Questions
Point B and WIIFY
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).
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
Agility and Force: 2000
Agility and Force: 2004
The Critical Impact of Debates
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.
Case Study: General Norman Schwarzkopf