Table of Contents
Introduction: Perfecting Your Pitch-the Script's the Thing 1
Part I The Three Ds: Draft, Devil's Advocate, Deliver
Chapter 1 The Three Ds 11
Chapter 2 Draft 19
Chapter 3 Devil's Advocate 27
Chapter 4 Deliver 37
Part II Model Scripts
Selling Seinfeld 51
About the Scripts 55
Chapter 5 Sales Challenges 59
Selling but Holding Your Price 59
Creating an Objection Planner for Sales Teams 64
Preparing for Varying Scenarios-Contingency Planning 70
Fund-raising to Receive a Large Donation 74
Chapter 6 Managerial Challenges 79
Making a Budget Request 79
Denying a Budget Request 84
Discharging an Employee Who Is Also Your Friend 87
Denying a Subordinate's Request for Leave 90
Offering Constructive Criticism 94
Turning Down a Job Applicant 98
Chapter 7 Problems Employees Face 103
Inquiring about Your Status following1 a Job Interview 103
Asking for a Raise 107
Confronting Sexual Harassment 110
Disputing a Negative Evaluation-a Script Serves a Dual Purpose 114
Dealing with a Boss Who Is a Bully 118
Obtaining Help to Curtail a Coworker's Personal Attacks 123
Chapter 8 Media Matters 129
Avoiding the Ill-Advised Tweet 129
Preparing for a Media Interview 132
Chapter 9 Family 137
Asking a Potential Spouse for a Prenuptial Agreement 137
Talking to Your Kids about Sex 142
Talking to Your Kids about a National Tragedy 147
Nudging an Adult Child Out of the House 151
Managing a Budget between Spouses 155
Telling Your Kids You Are Getting Divorced 159
Settling Family Inheritance Squabbles 164
Taking the Car Keys Away from an Elderly Loved One 167
Chapter 10 Friends 173
Asking a Roommate to Move Out 173
Breaking Up with a Girlfriend or Boyfriend 177
Making Amends 180
Rejecting a Friend's or Relative's Request for a Loan 182
Intervening with an Addicted Person 186
Communicating Condolences to the Bereaved 191
Talking to Someone Who Is Terminally Ill 195
Chapter 11 Consumers 201
Obtaining a Service or Product below Market Price 201
Receiving Reimbursement or Replacement for a Defective Product 205
Making an Offer on a House below Asking Price 211
Negotiating Early Termination of a Lease 214
Getting an Upgrade 227
Protecting against Overzealous Contractors 221
Gaining Admission to an Exclusive Group 224
Epilogue: A Case Study in Avoiding Excuses 229
Acknowledgments 239
Notes 243
Index 249
