A Lot of an executive's workday is spent Asking others for information--asking status updates from a staff leader, by way of
example, or questioning a counterpart at a tense negotiation. Yet unlike professionals such as litigators, journalists, and
doctors, that are taught how to ask questions as an essential part of their training, few executives consider questioning as a
skill that could be honed--or consider the way their own replies 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 hastens innovation and performance improvement, it builds awareness and trust among team
members. Plus it may mitigate business risk by uncovering unforeseen pitfalls and hazards.
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for many people, questioning comes readily. However, the majority of us do not ask enough questions, nor do we present our queries
in an optimal way.
The good news is that by asking questions, We naturally improve our emotional intelligence, which in turn makes us much better
questioners--a virtuous cycle. In this article, we draw on insights from behavioral science research to research how the way we
frame questions and choose to reply our counterparts can influence the outcome of conversations. We provide guidance for choosing
the ideal kind, tone, sequence, and framing of questions and for determining what and how much information to share to reap the
most benefit from our interactions, not just for ourselves but for our associations.
Don't Ask, Do Not Get
"Be a Fantastic listener," Dale Carnegie advised in his 1936 classic How to Win Friends and Influence People. Other man will enjoy
replying." Over 80 years later, most people still Fail to heed Carnegie's sage advice. When one of us (Alison) started studying
Discussions at Harvard Business School several years back, she quickly arrived In a foundational insight: Folks do not ask enough
questions. In Reality, one of The most common complaints people make after having a conversation, like an Interview, a first date,
or a job meeting, is"I wish [s/he] had requested me more Queries" and"I can not think [s/he] didn't ask me some questions"