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Much of an executive workday is spent Asking others for advice --requesting status updates from a team leader, by way of instance,
Much of an executive workday is spent Asking others for advice --requesting status updates from a team leader, by way of instance,
or questioning a counterpart in a tense negotiation. Yet unlike professionals such as litigators, journalists, and doctors, that
are taught how to ask questions as an important part of their instruction, few executives consider questioning as a skill which
could be honed--or believe the way their own answers to queries could make conversations more productive.
That is a missed opportunity. Questioning is A uniquely powerful tool for unlocking value in organizations: It spurs learning and
the exchange of thoughts, it hastens innovation and performance improvement, it builds awareness and trust among staff members.
Plus it can mitigate business risk by discovering unforeseen pitfalls and dangers.
For some folks, questioning comes easily. Their natural inquisitiveness, emotional intelligence, and ability to see people place
the ideal question on the tip of the tongue. But most of us do not ask enough questions, nor do we pose our queries in an optimal
manner.
The good news is that by asking questions, We naturally enhance our emotional intelligence, which then makes 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 answer our counterparts may help determine the outcome of conversations. We provide advice for
selecting the best type, tone, sequence, and framing of questions and for deciding what and how much information to share to reap
the maximum benefit from our interactions, not just for ourselves but also for our organizations.
Don't Ask, Do Not Get
"Be a good listener," Dale Carnegie advised in his 1936 classic How to Win Friends and Influence People. "Ask questions the Other
man will enjoy answering." Over 80 Decades later, most folks still When one of us (Alison) began studying Conversations at Harvard
Business School several years back, she quickly arrived At a foundational penetration: Folks do not ask enough questions. In fact,
among The most common complaints people make after having a conversation, like an Interview, a first date, or a work interview,
is"I wish [s/he] had asked me more Questions" and"I can not believe [s/he] didn't ask me some questions"