If you don’t get the email, please check your spam folder. For job candidates, asking questions such as “What am I not asking you that I should?” can signal competence, build rapport, and unlock key pieces of information about the position.
In an organizational context, people too often err on the side of privacy—and underappreciate the benefits of transparency.
In one study, in which parents were asked what they deemed “the most important thing for children to prepare them in life,” about 60% of them chose “to think for themselves” from a list of response options. When a question asker begins with a highly sensitive question—such as “Have you ever had a fantasy of doing something terrible to someone?”—subsequent questions, such as “Have you ever called in sick to work when you were perfectly healthy?” feel, by comparison, less intrusive, and thus we tend to be more forthcoming. Their natural inquisitiveness, emotional intelligence, and ability to read people put the ideal question on the tip of their tongue. Asking tough questions first can make people more willing to open up. Several techniques can enhance the power and efficacy of queries: Favor follow-up questions, know when to keep questions open-ended, get the sequence right, use the right tone, and pay attention to group dynamics. Often your interlocutor will have more information or thoughts, and bring them to the table — if you can be patient.
You want the other person’s full attention; a query posed in a busy office, a bustling street or a crowded restaurant will be competing with other triggers and distractions. Emails that have no timetable are more likely to get ignored.”. Just as the way we ask questions can facilitate trust and the sharing of information—so, too, can the way we answer them.
Consider the following tactics. A wealth of research in survey design has shown the dangers of narrowing respondents’ options.
Yet unlike professionals such as litigators, journalists, and doctors, who are taught how to ask questions as an essential part of their training, few executives think of questioning as a skill that can be honed—or consider how their own answers to questions could make conversations more productive. There are many reasons. Be wary of this by articulating your question in the most basic, non-biased way possible.
People may be egocentric—eager to impress others with their own thoughts, stories, and ideas (and not even think to ask questions). However, when the same questions were asked in the opposite order, the answers were less closely correlated. Not only is the willingness to answer questions affected simply by the presence of others, but members of a group tend to follow one another’s lead. So bite the bullet and be direct. Questioning is a powerful tool for unlocking value in companies: It spurs learning and the exchange of ideas, it fuels innovation and better performance, and it builds trust among team members. Being one on a list of other respondents? Open conversation. That’s a missed opportunity.
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