A Lot of an executive's workday is spent Asking others for information--requesting status updates from a team leader, by way of
instance, or questioning a counterpart in a tense negotiation. Yet unlike professionals like litigators, journalists, and
physicians, who are taught how to ask questions as an important part of their instruction, few executives consider questioning as
a skill that could be honed--or consider how their own answers to questions can make conversations more effective.
That is a missed opportunity. Questioning is A uniquely powerful tool for unlocking value in organizations: It spurs learning and
also the exchange of thoughts, it fuels innovation and performance improvement, it builds rapport and trust among team members.
Plus it can mitigate business risk by discovering unforeseen pitfalls and dangers.
For some folks, questioning comes readily. But most of us do not ask enough questions, nor do we present our queries in an optimal
manner.
We obviously improve our emotional intelligence, which then causes us much better questioners--a virtuous cycle. In this article,
we draw on insights from behavioral science research to explore how the way we frame questions and decide to reply our
counterparts can influence the results of conversations. We offer advice for selecting the ideal type, tone, arrangement, and
framing of questions and for determining what and how much information to share to reap the most benefit from our interactions,
not only for ourselves but for our associations.
Do not Ask, Don't Get
"Be a good listener," Dale Carnegie informed "Ask questions the Other man will enjoy replying." Over 80 Decades later, most folks
still When one of us (Alison) started studying Discussions at Harvard Business School many years ago, she quickly arrived In a
foundational penetration: Folks do not ask enough questions. In fact, among The most frequent complaints people make after having
a dialog, such as an Interview, a first date, or even a job meeting, is"I wish [s/he] had requested me more Questions" and"I can't
think [s/he] did not ask me any questions."
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