In the Line of Fire, 3rd Edition

Book description

In this fully-updated edition of his classic In the Line of Fire, the world’s #1 presentation consultant helps you respond with perfect assurance to the toughest questions from the most hostile questioners as you stay in control and win your audience.

Jerry Weissman draws on brand-new case studies to show you how to control the entire exchange: the question, answer, interactions with questioner and audience, timing, and above all, yourself. Step by step, youll learn how to avoid the defensive, evasive, or contentious answers that destroy political careers and can ruin your credibility. Youll find insights you can use whether youre communicating via Zoom, presenting in person, or conversing one-on-one.

Whether you’re an executive, politician, fundraiser, interviewee, teacher, student, or anyone else, youre judged on how you handle tough questions and high-pressure moments. Get this book: handle them brilliantly.

Table of contents

  1. Cover Page
  2. Title Page
  3. Copyright Page
  4. Dedication
  5. Case Studies
  6. Contents
  7. Register Your Book
  8. Figure Credits
  9. Foreword: Baptism Under Fire
    1. The Grand Inquisitor
    2. Tough Questions
  10. Introduction: Universal Challenges, Universal Solutions
    1. Book Conventions
  11. Chapter One: The High Stakes of Q&A
    1. The Pricing of an IPO
    2. The Making of a President
    3. The Unmaking of a CEO
  12. Chapter Two: Tough Questions
    1. Why People Ask Tough Questions
    2. Why Businesspeople Ask Tough Questions
    3. Blood Sport
  13. Chapter Three: Presenter Behavior/Audience Perception
    1. Presenter Behavior: Defensive
    2. Presenter Behavior: Contentious
    3. Audience Perception
  14. Chapter Four: Four Steps of Preparation
    1. Research
    2. Anticipate
    3. Distill
    4. Prepare Your Position
  15. Chapter Five: The Q&A Cycle
    1. Worst-Case Scenario
    2. Maximum Control
    3. Open the Floor
    4. The Q&A Cycle
    5. Yield the Floor
  16. Chapter Six: You’re Not Listening!
    1. How to Lose Your Audience
    2. How People Ask Questions
    3. Ready, Fire, Aim
  17. Chapter Seven: Active Listening
    1. Yield the Floor
    2. Subvocalization
    3. Physical Listening
    4. Yards After Catch
  18. Chapter Eight: The Power of the Buffer
    1. Retake the Floor
    2. The General’s Strategy
    3. The Buffer
    4. Buffers for the Seven Universal Issues
    5. Industry- or Company-Specific Buffers
  19. Chapter Nine: Structurally Challenging Questions
    1. Negative Questions
    2. Irrelevant Questions
    3. Multiple Questions
    4. Statements
    5. Questions About Presented Content
    6. Summary
    7. Eight Buffer Benefits
  20. Chapter Ten: Buy (Thinking) Time with Buffers
    1. Paraphrase
    2. Double Buffers
    3. The Triple Fail-Safe
    4. Buffer Options Summary
    5. Key Word(s) Buffers in Action
    6. The Making of a Master
  21. Chapter Eleven: Slip, Slide, and Spin
    1. Evasion
    2. Valid Reasons to Decline an Answer
  22. Chapter Twelve: The Quid Pro Quo Answer
    1. Quid Pro Quo / Seven Universal Issues
    2. Manage the Time
    3. The First Three Steps of Q&A Cycle
  23. Chapter Thirteen: Special Questions / Special Answers
    1. Tangential
    2. False Assumption
    3. Unknown
    4. Forward Looking
    5. Downstream
    6. Guilty as Charged
    7. Point B and WIIFY
    8. Topspin
  24. Chapter Fourteen: Topspin
    1. Topspin
    2. The Suasive Q&A Cycle
  25. Chapter Fifteen: Finishing Touches
    1. Preparation
    2. Verbalization
  26. Chapter Sixteen: The Role Model
    1. Summary
  27. Endnotes
  28. Appendix A: Video Links
  29. Acknowledgments
  30. About the Author
  31. Index

Product information

  • Title: In the Line of Fire, 3rd Edition
  • Author(s): Jerry Weissman
  • Release date: December 2021
  • Publisher(s): Pearson
  • ISBN: 9780136933335