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Much of an executive workday is spent Asking others for advice --asking status updates from a team leader, for example, 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 how their own replies to questions can 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 ideas, it fuels innovation and performance improvement, it builds rapport and trust among staff members. Plus it

can mitigate business risk by discovering unforeseen pitfalls and dangers.

For many folks, questioning comes readily. Their natural inquisitiveness, emotional intelligence, and ability to see people put

the perfect question on the tip of the tongue. However, the majority of us do not ask enough questions, nor do we present our

queries in an optimal way.

We obviously enhance our emotional intelligence, which then causes us much better questioners--a virtuous cycle. In this article,

we draw insights from behavioral science research to explore how the way we frame questions and choose to reply our counterparts

may help determine the results of conversations. We offer advice for choosing the best kind, tone, arrangement, and framing of

questions and for deciding 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, Do Not Get

"Be a Fantastic listener," Dale Carnegie informed "Ask questions the Other person will enjoy replying." More than 80 years later,

most folks still Fail to heed Carnegie's sage advice. Discussions at Harvard Business School many years back, she immediately

arrived At a foundational insight: Folks do not ask enough questions. In fact, among The most frequent complaints people make

after having a conversation, like an Interview, a first date, or even a job interview, is"I wish [s/he] had asked me more

Questions" and"I can not think [s/he] did not ask me some questions."