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Perfecting Your Pitch How to Succeed in Business and in Life by Finding Words That Work

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ISBN-10: 1594632014

ISBN-13: 9781594632013

Edition: 2013

Authors: Ronald M. Shapiro, Jeff Barker

List price: $25.95
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A New York Times bestselling author reveals how to find the right words for every situationWhether you are making a budget request, interviewing for a job, ending a relationship, or talking to children about divorce, the crux of success in those and other crucial situations is planned, effective communication. And yet, it is the tool people most often fail to use. In Perfecting Your Pitch, expert consultant and negotiator Ronald M. Shapiro presents his system of scripting, outlined efficiently as the Three D’s: Draft, Devil’s Advocate, Deliver.Using real-life examples, Shapiro walks readers step-by-step through the process of creating an effective message, preparing for counterarguments,…    
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Book details

List price: $25.95
Copyright year: 2013
Publisher: Penguin Publishing Group
Publication date: 11/29/2013
Binding: Hardcover
Pages: 272
Size: 6.50" wide x 9.25" long x 1.50" tall
Weight: 1.078
Language: English

Introduction: Perfecting Your Pitch-the Script's the Thing
The Three Ds: Draft, Devil's Advocate, Deliver
The Three Ds
Devil's Advocate
Model Scripts
Selling Seinfeld
About the Scripts
Sales Challenges
Selling but Holding Your Price
Creating an Objection Planner for Sales Teams
Preparing for Varying Scenarios-Contingency Planning
Fund-raising to Receive a Large Donation
Managerial Challenges
Making a Budget Request
Denying a Budget Request
Discharging an Employee Who Is Also Your Friend
Denying a Subordinate's Request for Leave
Offering Constructive Criticism
Turning Down a Job Applicant
Problems Employees Face
Inquiring about Your Status following1 a Job Interview
Asking for a Raise
Confronting Sexual Harassment
Disputing a Negative Evaluation-a Script Serves a Dual Purpose
Dealing with a Boss Who Is a Bully
Obtaining Help to Curtail a Coworker's Personal Attacks
Media Matters
Avoiding the Ill-Advised Tweet
Preparing for a Media Interview
Asking a Potential Spouse for a Prenuptial Agreement
Talking to Your Kids about Sex
Talking to Your Kids about a National Tragedy
Nudging an Adult Child Out of the House
Managing a Budget between Spouses
Telling Your Kids You Are Getting Divorced
Settling Family Inheritance Squabbles
Taking the Car Keys Away from an Elderly Loved One
Asking a Roommate to Move Out
Breaking Up with a Girlfriend or Boyfriend
Making Amends
Rejecting a Friend's or Relative's Request for a Loan
Intervening with an Addicted Person
Communicating Condolences to the Bereaved
Talking to Someone Who Is Terminally Ill
Obtaining a Service or Product below Market Price
Receiving Reimbursement or Replacement for a Defective Product
Making an Offer on a House below Asking Price
Negotiating Early Termination of a Lease
Getting an Upgrade
Protecting against Overzealous Contractors
Gaining Admission to an Exclusive Group
Epilogue: A Case Study in Avoiding Excuses