In the Line of Fire, 3rd edition

Foreword: Baptism Under Fire xviIntroduction: Universal Challenges, Universal Solutions xviiiChapter One: The High Stakes of Q&A 1The Pricing of an IPO 1The Making of a President 2The Unmaking of a CEO 4Chapter Two: Tough Questions 5Why People Ask Tough Questions 5Why Businesspeople Ask Tough Questions 10Blood Sport 11Chapter Three: Presenter Behavior/Audience Perception 15Presenter Behavior: Defensive 16Presenter Behavior: Contentious 18Audience Perception 20Chapter Four: Four Steps of Preparation 23Research 24Anticipate 25Distill 27Prepare Your Position 29Chapter Five: The Q&A Cycle 31Worst-Case Scenario 31Maximum Control 32Open the Floor 32The Q&A Cycle 34Yield the Floor 35Chapter Six: You're Not Listening! 37How to Lose Your Audience 38How People Ask Questions 38Ready, Fire, Aim 45Chapter Seven: Active Listening 47Yield the Floor 47Subvocalization 56Physical Listening 56Yards After Catch 60Chapter Eight: The Power of the Buffer 61Retake the Floor 61The General's Strategy 63The Buffer 63Buffers for the Seven Universal Issues 65Industry- or Company-Specific Buffers 74Chapter Nine: Structurally Challenging Questions 77Negative Questions 78Irrelevant Questions 80Multiple Questions 81Statements 86Questions About Presented Content 89Summary 91Eight Buffer Benefits 91Chapter Ten: Buy (Thinking) Time with Buffers 93Paraphrase 93Double Buffers 96The Triple Fail-Safe 99Buffer Options Summary 100Key Word(s) Buffers in Action 102The Making of a Master 109Chapter Eleven: Slip, Slide, and Spin 113Evasion 113Valid Reasons to Decline an Answer 121Chapter Twelve: The Quid Pro Quo Answer 123Quid Pro Quo / Seven Universal Issues 124Manage the Time 127The First Three Steps of Q&A Cycle 129Chapter Thirteen: Special Questions / Special Answers 131Tangential 131False Assumption 132Unknown 135Forward Looking 139Downstream 139Guilty as Charged 140Point B and WIIFY 147Topspin 148Chapter Fourteen: Topspin 149Topspin 150The Suasive Q&A Cycle 155Chapter Fifteen: Finishing Touches 173Preparation 173Verbalization 175Chapter Sixteen: The Role Model 179Summary 186Endnotes 189Appendix A: Video Links 201Index 211