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In the Line of Fire: How to Handle Tough Questions...When It Counts
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 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 handle them brilliantly.
213 pages, Kindle Edition
First published June 21, 2005
132 people are currently reading
917 people want to read
About the author
Jerry Weissman
57 books12 followersJerry Weissman is a leading corporate presentations coach. His private client list reads like a who's who of the world's best companies, including the top brass at Yahoo!, Intel, Intuit, Cisco Systems, Microsoft, Dolby Labs and many others. He is the founder of Suasive, Inc.
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Displaying 1 - 30 of 34 reviews
April 29, 2021
This book is a very informative read for anyone who expects to be in a leadership role at anytime in their life. It is not just for the workplace, or business community. It is a great reference for individuals that may have to lead any kind of team, anyone appointed as a spokesperson for a group, a role as a parent, guardian, or in preparation for interviews. At some point all of us will be thrust into "the line of fire" and presented with tough questions. This handy guide will be an invaluable part of your professional development library, and essential tool in your leadership tool bag.
In a previous career I was a combat-trained medic and vividly recall one important principle taught in training for our own safety. While assisting battlefield casualties you must always "keep the patient between you and the line of fire," in the hostile fire zone. I believe the same concept applies to the tough questions we might receive in the non-combat environment of life. This book provides readers with great insight on how to keep them protected between the question and the questioner when we open the floor to the "line of fire."
The author relates that people ask challenging questions because they are kicking the tires, and you are the tires. Perhaps they just want to test your mettle. You will learn how to be ready and how to field the intent of questioners. When you have your confidence up, then you be able to "1. Open the floor. 2. Recognize the questioner. 3. Yield the floor. 4. Retake the floor."
This manuscript prepares us to mentally enter the belly of the beast with preparation through Martial Art discipline.
I believe that one of the most important skills in life is communication. In my present occupation it would appear that the leaders of the organization are petrified of conducting town hall meetings with employees. The higher they get, the more they seem as far away as the planet Pluto. Is it the fact that they expect an uncontrollable can of worms? Instead of seeing the importance of this forum, they would rather meet with 10 or less people at a time. At that pace it will take many years to meet with the 1700 employees in the organization. A larger forum provides an opportunity to diffuse many questions at once if the presenter is properly prepared by reading this book. If one person has a question, ten others probably have that same question. Small groups are great for focusing on a particular issue(s). Bosses can run, but they can't hide by using one-way forms of communication. A physician I once worked for used to say, "Never let the sun set on an abscess." It will lead to a systemic infection or worse.
Read this book to begin to get a handle on your worst fears of the public forum.
In a previous career I was a combat-trained medic and vividly recall one important principle taught in training for our own safety. While assisting battlefield casualties you must always "keep the patient between you and the line of fire," in the hostile fire zone. I believe the same concept applies to the tough questions we might receive in the non-combat environment of life. This book provides readers with great insight on how to keep them protected between the question and the questioner when we open the floor to the "line of fire."
The author relates that people ask challenging questions because they are kicking the tires, and you are the tires. Perhaps they just want to test your mettle. You will learn how to be ready and how to field the intent of questioners. When you have your confidence up, then you be able to "1. Open the floor. 2. Recognize the questioner. 3. Yield the floor. 4. Retake the floor."
This manuscript prepares us to mentally enter the belly of the beast with preparation through Martial Art discipline.
I believe that one of the most important skills in life is communication. In my present occupation it would appear that the leaders of the organization are petrified of conducting town hall meetings with employees. The higher they get, the more they seem as far away as the planet Pluto. Is it the fact that they expect an uncontrollable can of worms? Instead of seeing the importance of this forum, they would rather meet with 10 or less people at a time. At that pace it will take many years to meet with the 1700 employees in the organization. A larger forum provides an opportunity to diffuse many questions at once if the presenter is properly prepared by reading this book. If one person has a question, ten others probably have that same question. Small groups are great for focusing on a particular issue(s). Bosses can run, but they can't hide by using one-way forms of communication. A physician I once worked for used to say, "Never let the sun set on an abscess." It will lead to a systemic infection or worse.
Read this book to begin to get a handle on your worst fears of the public forum.
February 19, 2023
So worth the read, very effective aswell i had the opportunity to use it right in the middle and it got me out of an tough situation i couldnt have gotten through without this.
Such a strong recommend.
I am critical at the last two chapters (40 pages roughly) being just "in action" stories without content, however i wouldnt curse this book to miss a star
Such a strong recommend.
I am critical at the last two chapters (40 pages roughly) being just "in action" stories without content, however i wouldnt curse this book to miss a star
July 15, 2017
Skimmable.
June 25, 2023
Dated but still entertaining. The intro takes a bit too long before getting to the means on handling questions
April 21, 2013
If you tremble in your shoes even thinking about speaking in front of an audience, this isn't the book for you; nothing in it will tell you how to conquer stage fright. But if you're an executive or someone who's climbing the career ladder, you're bound to come face to face with the need to talk to a group - whether it's in a small corporate meeting or a gathering of hundreds of shareholders. And when that involves fielding questions from the audience (or a nosy newspaper reporter), saying the wrong thing in an ineffective manner can ruin your credibility and even derail your career in no time flat.
I should mention that this isn't a new book; but it's a subject I'm interested in. Although I've never been on what I'd call the firing line of question-and-answer sessions (meaning the questions are rough, tough and downright mean-spirited), I've certainly done my share of fielding queries from participants in the employee development workshops I've conducted over the years. Add to that the fact that one of the topics I've dealt with in my seminars is how to handle yourself on a podium like a pro, and I'm always happy to soak up a more information on the subject. So since the author comes with a boatload of credentials and I got the book free at Amazon.com through Freebooksifter.com, what did I really have to lose?
As it turns out, maybe four hours of my time. Although the book is long on examples - particularly taken from the mistakes (and lessons learned from them) during Presidential debates - it seems short on real how-tos.
I don't mean the author doesn't know what he's talking about; in fact, his strategies - such as likening the skills required to successfully navigate past questions you never want to be asked to success in martial arts - make perfect sense. The basic steps, he says, are those of achieving Black Belt status: Concentration, self-defense, balance, agility, discipline and self-control. He also offers nuggets such as "You must reply to any question from any audience member" and "If your answer isn't honest, you don't have a prayer" and "Never react to tough questions with anger."
But the devil is in the details, and I admit to getting a bit lost in them here. The author makes the whole thing sound like a great plan, and I have no doubt he's right (as evidenced by the examples he provides). But after I'd finished the book I was sure of only one thing - that without the benefit of a professional coach helping me polish all the skills and techniques I need to stay in control of the question-and-answer game, I'd never be able to figure out how to pull it off all by myself.
In fact, the most concrete tidbit of help I read here is the same thing I used to pass on to my workshop participants on the subject of dealing with questions: Make a list of all the queries you don't want to hear, then do the research needed to nail down the best answers and practice, practice, practice delivering them. Hey, maybe I could write a book too!
I should mention that this isn't a new book; but it's a subject I'm interested in. Although I've never been on what I'd call the firing line of question-and-answer sessions (meaning the questions are rough, tough and downright mean-spirited), I've certainly done my share of fielding queries from participants in the employee development workshops I've conducted over the years. Add to that the fact that one of the topics I've dealt with in my seminars is how to handle yourself on a podium like a pro, and I'm always happy to soak up a more information on the subject. So since the author comes with a boatload of credentials and I got the book free at Amazon.com through Freebooksifter.com, what did I really have to lose?
As it turns out, maybe four hours of my time. Although the book is long on examples - particularly taken from the mistakes (and lessons learned from them) during Presidential debates - it seems short on real how-tos.
I don't mean the author doesn't know what he's talking about; in fact, his strategies - such as likening the skills required to successfully navigate past questions you never want to be asked to success in martial arts - make perfect sense. The basic steps, he says, are those of achieving Black Belt status: Concentration, self-defense, balance, agility, discipline and self-control. He also offers nuggets such as "You must reply to any question from any audience member" and "If your answer isn't honest, you don't have a prayer" and "Never react to tough questions with anger."
But the devil is in the details, and I admit to getting a bit lost in them here. The author makes the whole thing sound like a great plan, and I have no doubt he's right (as evidenced by the examples he provides). But after I'd finished the book I was sure of only one thing - that without the benefit of a professional coach helping me polish all the skills and techniques I need to stay in control of the question-and-answer game, I'd never be able to figure out how to pull it off all by myself.
In fact, the most concrete tidbit of help I read here is the same thing I used to pass on to my workshop participants on the subject of dealing with questions: Make a list of all the queries you don't want to hear, then do the research needed to nail down the best answers and practice, practice, practice delivering them. Hey, maybe I could write a book too!
December 24, 2014
In the eighth season of the Simpsons, nuclear power plant owner C. Montgomery Burns visits Springfield Elementary to speak to the Junior Achievers Club. Following a brief speech, he invites questions from his audience. After silence from the children, Principal Skinner asks "which do you think is more important? Hard work or stick-to-itiveness?" Burns flashes Skinner a deadpan look, turns back to the children and asks "Are there any REAL questions?"
Anyone who gives presentations that include Q&A sessions on a regular basis has at some time wanted to respond to a stupid question in a similar fashion. In animation, humor like that leads to another decade on television and a long run of syndication. In the real world it ends your career as a presenter...and maybe even your career.
Fortunately, with In the Line of Fire, Jerry Weissman gives us a combat manual for dealing with all questions; from the stupid, to the irrelevant, to the difficult one you dreaded. For Weissman, the key factor in conducting a Q&A session is all about control. You can never control the questions you are asked, but you can control the entire process if you follow his advice.
Drawing on his years of experience as a presentation coach, Weissman tells you how to control every step in the process. Due to his material, his examples draw heavily on the worlds of business and politics, but primarily the latter. Success in political Q&A sessions can be translated to a business setting, but page after page of specific political situations left this reader wanting some specific examples from business settings. (By the way, the companion DVD has footage of many of these examples and is a great compliment to the book).
But this minor complaint in no way detracts from the overall value of the book. The final two chapters-one on political debates from 1992-2004 and one a case study on Norman Schwarzkopf-will be of particular interest to political junkies and are worth the price of the book themselves.
Tactics learned from In the Line of Fire will work their way into my next presentation. If you don't want to get the book, so be it. But when you get the question you always dreaded, just ask if there are any REAL questions. See if that works.
Anyone who gives presentations that include Q&A sessions on a regular basis has at some time wanted to respond to a stupid question in a similar fashion. In animation, humor like that leads to another decade on television and a long run of syndication. In the real world it ends your career as a presenter...and maybe even your career.
Fortunately, with In the Line of Fire, Jerry Weissman gives us a combat manual for dealing with all questions; from the stupid, to the irrelevant, to the difficult one you dreaded. For Weissman, the key factor in conducting a Q&A session is all about control. You can never control the questions you are asked, but you can control the entire process if you follow his advice.
Drawing on his years of experience as a presentation coach, Weissman tells you how to control every step in the process. Due to his material, his examples draw heavily on the worlds of business and politics, but primarily the latter. Success in political Q&A sessions can be translated to a business setting, but page after page of specific political situations left this reader wanting some specific examples from business settings. (By the way, the companion DVD has footage of many of these examples and is a great compliment to the book).
But this minor complaint in no way detracts from the overall value of the book. The final two chapters-one on political debates from 1992-2004 and one a case study on Norman Schwarzkopf-will be of particular interest to political junkies and are worth the price of the book themselves.
Tactics learned from In the Line of Fire will work their way into my next presentation. If you don't want to get the book, so be it. But when you get the question you always dreaded, just ask if there are any REAL questions. See if that works.
September 10, 2015
While “In the Line of Fire” is primarily directed to business executives needing to learn how to competently field questions at business and investor meetings, or to salespeople selling products or seeking customers or to others who might find themselves meeting the press, this book is valuable in learning how to read presidential hopefuls and politicians in general when they answer questions or, in many cases, don't answer them. Weissman picks apart numerous past presidential debates to illustrate where and how the candidates succeeded or failed. Thus, political junkies may find this book an interesting read as well, especially now that the presidential campaigning season is upon us.
If learning “How to Handle Tough Questions … When It Counts”, as the subtitle states, is what you need, then this is definitely the book for you. It’s an excellent “how-to” book that will open your eyes to the fact that answering questions competently is not something that you can just wing.
If learning “How to Handle Tough Questions … When It Counts”, as the subtitle states, is what you need, then this is definitely the book for you. It’s an excellent “how-to” book that will open your eyes to the fact that answering questions competently is not something that you can just wing.
Read
April 24, 2008If You Ever Find Yourself In the Line of Fire...: In the Line of Fire focuses on the process and dynamics of answering questions in front of important audiences. It provides excellent mechanics to prepare for formal Q&A sessions as well as ad hoc situations. The book is rich in anecdotes - although it may go a bit too far analyzing U.S. Presidential election debates over the past 30 years.
The process and tactics presented in the book complement the more simplistic (yet effective!) guidelines provided in Great Demo! (ISBN 059534559X). In the Line of Fire is an excellent resource for the advancing presenter/demo practitioner and the seasoned veteran.
This is one of a series of books by Jerry Weissman on presentation skills and methods, including Presenting to Win (ISBN 0131875108) - which I also recommend.
The process and tactics presented in the book complement the more simplistic (yet effective!) guidelines provided in Great Demo! (ISBN 059534559X). In the Line of Fire is an excellent resource for the advancing presenter/demo practitioner and the seasoned veteran.
This is one of a series of books by Jerry Weissman on presentation skills and methods, including Presenting to Win (ISBN 0131875108) - which I also recommend.
August 2, 2014
Using examples from classic political debates(and occasional hypothetical business scenarios), Weissman identifies his formula for confronting and answering challenging questions:
Essentially,
1.) Receive question
2.) Provide a buffer (through internally identifying the essence of the question, and stating it externally for clarification--he provides three options for this)
3.) Answer question
4.) Provide a "Topspin"--or a strong return to the "What's in it for the audience/what do they need to hear".
Through these practices, the speaker ideally maintains control, navigates challenging and/or sensitive topics, and emphasizes their personal key talking points to conclude a solid presentation. Excellent read for those interested in communicating well--Certainly requires practice, but important concept to be cognizant of.
Essentially,
1.) Receive question
2.) Provide a buffer (through internally identifying the essence of the question, and stating it externally for clarification--he provides three options for this)
3.) Answer question
4.) Provide a "Topspin"--or a strong return to the "What's in it for the audience/what do they need to hear".
Through these practices, the speaker ideally maintains control, navigates challenging and/or sensitive topics, and emphasizes their personal key talking points to conclude a solid presentation. Excellent read for those interested in communicating well--Certainly requires practice, but important concept to be cognizant of.
February 28, 2010
I answer questions well, innately. It is not easy for me to explain this talent.
This book explains how to answer touch questions when it counts. The author develops his own endearing jargon, uses detailed examples, and gives presenters an effective framework. Using the martial arts meme "agility counters force," this book effectively relays the tools you need to practice this skill.
For those of us gifted at answering tough questions, this book is more essential. To become a master of something, you need to consciously practice it. Natural gifting can be the bane of conscious practice because one can skip the learning and jump to the practice. We must learn what we do to become a master. Reading this book is an excellent way to start that learning.
This book explains how to answer touch questions when it counts. The author develops his own endearing jargon, uses detailed examples, and gives presenters an effective framework. Using the martial arts meme "agility counters force," this book effectively relays the tools you need to practice this skill.
For those of us gifted at answering tough questions, this book is more essential. To become a master of something, you need to consciously practice it. Natural gifting can be the bane of conscious practice because one can skip the learning and jump to the practice. We must learn what we do to become a master. Reading this book is an excellent way to start that learning.
August 4, 2014
Desde Leader Summaries recomendamos la lectura del libro En la línea de fuego, de Jerry Weissman.
Las personas interesadas en las siguientes temáticas lo encontrarán práctico y útil: habilidades directivas, hablar en público y hacer presentaciones.
En el siguiente enlace tienes el resumen del libro En la línea de fuego, Técnicas para hablar en público y enfrentarse a cualquier pregunta por muy impertinente que sea: En la línea de fuego
Las personas interesadas en las siguientes temáticas lo encontrarán práctico y útil: habilidades directivas, hablar en público y hacer presentaciones.
En el siguiente enlace tienes el resumen del libro En la línea de fuego, Técnicas para hablar en público y enfrentarse a cualquier pregunta por muy impertinente que sea: En la línea de fuego
March 4, 2013
While the book is effectively geared towards fielding tough questions in politics, there's no doubt in my mind that the techniques described in this book would be beneficial in any situation where you are asked tough questions. It's a quick read and flows nicely. I immediately understood the examples used in this book. I feel that it's given me a lot to think about when I'm challenged on any subject.
February 19, 2015
This is the last book in Weissman's original trilogy. It is intended to help you handle Q&A, and like the other two books, it pretty much concentrates on its topic. Actually I was surprised to find not much overlap between the three books.
The material in this book is admittedly a little thin and stretched out, so maybe that's the book with the least bang for the buck, but then, he is completely right, the topic is important and the advice he gives is sound.
The material in this book is admittedly a little thin and stretched out, so maybe that's the book with the least bang for the buck, but then, he is completely right, the topic is important and the advice he gives is sound.
October 21, 2015
Solid book. Author's basic premise is that the presentation is just as important as the message. And, it's true. The author follows several political campaigns and debates to demonstrate his points. Obviously, there's more going on than can be represented in the polling numbers. Yet, there's a grain of truth to the entire premise.
At 175 pages, it's a quick read and very useful for anyone looking to tighten up their interpersonal skills.
At 175 pages, it's a quick read and very useful for anyone looking to tighten up their interpersonal skills.
March 9, 2012
This is a very short book that gives some great tips on handling Q &A after presentations. I will use some of the information. He does an interesting job of using examples from fairly recent presidential debates and press conferences to illustrate his techniques. This is certainly worth a look for anyone who is in sales or inservice.
October 4, 2014
What's great about this read is that it's not only informative, but practical. The author discusses countless concepts that enhance communication when it comes to Q&A sessions, whether formal or informal. He also offers advice on how the situation could have been handled differently and illustrates these points clearly with real-life examples.
September 6, 2015
Offered some practical tips for Q&A. For example, use buffer when the question is hostile or challenging to set a level groud before answering it. Listen with concentration and make sure you understand what the question is really about. Be truethful when you don't understand it and ask the questioner to clarify.
August 12, 2011
I didn't encounter any ground-breaking information in this one. Not to say I didn't learn anything, just not anything revolutionary.
I did enjoy the examples shared in the book. They were well chosen and helped me to learn how to apply the techniques in the book.
I did enjoy the examples shared in the book. They were well chosen and helped me to learn how to apply the techniques in the book.
January 12, 2012
I liked the stories but was surprised that Jerry Weissman only selected men as examples. Surely there were women speakers that he could have cited. Could it be that women answer questions better than men?
January 27, 2016
I expected it's the book about negotiation and communication skills but 90% of the details are about American presidency debating. In a consequence, I know more about political debating than gaining knowledge about how to answer tough questions.
August 25, 2016
Actually Very Useful
Unless you've had a mentor that has helped you with answering questions thoughtfully, or been on a debate team, you're probably going to enjoy this book. Some really useful tips baked into his overarching framework that I'm going to spend time practicing.
Unless you've had a mentor that has helped you with answering questions thoughtfully, or been on a debate team, you're probably going to enjoy this book. Some really useful tips baked into his overarching framework that I'm going to spend time practicing.
March 15, 2011
Lots of useful information, not what I expected.
June 19, 2011
I recommend this book for anyone who has to participate in Q & A sessions, and also for anyone who enjoys politics.
March 1, 2012
A very good book that describes all of the subtle nuances of great debaters. While written for people in business, this book is great for people in any field. A very good read.
April 24, 2012
Loses it a bit in places.
Worth reading
Worth reading
July 9, 2012
There were some common sense, helpful tips here. No examples of strong women. Since it was written in 2005, some of the examples that were current seem dated.
July 29, 2013
Just nothing in it for me. Well, to be honest, very little. CEO, politician,etc. may have some interest.
Read
December 7, 2013False
May 28, 2014
I consider In the Line of Fire to be a companion to Weissman's Presenting to Win. A great book for anyone who needs to answer tough questions and essential to the executive presenter.
February 16, 2015
This is an excellent book with very good guidelines for dealing with tough questions. It provides very good examples, definitely worth reading.
Displaying 1 - 30 of 34 reviews