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Questions and Answers
Who is the author of the quote 'You can tell whether a man is clever by his answers. You can tell a man is wise by his questions.'?
The consultant in the story was successful in getting the contract with the mid-sized manufacturing firm.
False
What is the initial symptom mentioned in the story about the patient?
The doctor in the story is a young psychiatry resident at UCLA.
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The manufacturing firm initially had a cold reception to the consultant's proposal.
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What is the philosophy that the author tried to imbue in his patients?
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People who cannot take no for an answer usually have a backup plan.
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What did Pepsi offer to help finance in the movie theater chain?
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The author worked with terminally ill patients as a doctor.
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What was Walter's approach to dealing with the 'no' from the movie theater chain?
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What was the consultant's attitude during the meeting with the mid-sized manufacturing firm?
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The doctor in the story worked on the pediatric ward at UCLA.
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What is the main difference between people who can take no for an answer and those who can't in the business world?
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The consultant in the story was able to compromise with the manufacturing firm and find a win-win solution.
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Study Notes
Taking "No" for an Answer
- "No" is a difficult answer to take, but it's essential to learn from it and move forward.
- A self-confident consultant failed to secure a deal with a mid-sized manufacturing firm due to his defensive and uncompromising attitude.
Wisdom and Knowledge
- Knowledge speaks, but wisdom listens, as said by Jimi Hendrix.
- The ability to take "no" for an answer is a key difference between wisdom and knowledge.
Dealing with Bad News
- Receiving bad news, such as a cancer diagnosis, is one of the toughest pieces of news anyone can receive.
- As a young psychiatry resident, the author taught patients to "hope for the best; plan for the worst" and face the prospect of survival or death together.
Backup Plans
- People who can deal with "no" have a prepared backup plan, unlike those who can't take "no" for an answer.
- Having a backup plan is not about being negative, but about being realistic.
Turning "No" into a Positive
- Walter Dunn, a successful executive, turned a "no" into a positive by listening respectfully to the other side and finding a creative solution to meet the client's needs.
- Walter's backup plan consisted of asking smart "listening" questions, remaining poised, and finding an alternative solution that benefited both parties.
Usable Insight and Action Steps
- The better your backup plan, the easier it will be to take "no" for an answer.
- Action steps include thinking about past reactions to "no," preparing backup plans, and considering the other person's perspective to turn things around.
Taking "No" for an Answer
- "No" is a difficult answer to take, but it's essential to learn from it and move forward.
- A self-confident consultant failed to secure a deal with a mid-sized manufacturing firm due to his defensive and uncompromising attitude.
Wisdom and Knowledge
- Knowledge speaks, but wisdom listens, as said by Jimi Hendrix.
- The ability to take "no" for an answer is a key difference between wisdom and knowledge.
Dealing with Bad News
- Receiving bad news, such as a cancer diagnosis, is one of the toughest pieces of news anyone can receive.
- As a young psychiatry resident, the author taught patients to "hope for the best; plan for the worst" and face the prospect of survival or death together.
Backup Plans
- People who can deal with "no" have a prepared backup plan, unlike those who can't take "no" for an answer.
- Having a backup plan is not about being negative, but about being realistic.
Turning "No" into a Positive
- Walter Dunn, a successful executive, turned a "no" into a positive by listening respectfully to the other side and finding a creative solution to meet the client's needs.
- Walter's backup plan consisted of asking smart "listening" questions, remaining poised, and finding an alternative solution that benefited both parties.
Usable Insight and Action Steps
- The better your backup plan, the easier it will be to take "no" for an answer.
- Action steps include thinking about past reactions to "no," preparing backup plans, and considering the other person's perspective to turn things around.
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Description
This quiz assesses your understanding of effective communication skills in a business setting, including active listening and responding to questions. It's based on a story about a consultant who failed to impress a manufacturing firm due to his defensive behavior.
