In the Line of Fire

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