In his book on cross-examination, Francis Wellman, one of the nineteenth century’s most well-recognized attorneys, discussed the attributes of a good cross-examiner. Although observed more than one hundred years ago, these attributes reflect an ideal that we can apply to managers today. They share the status of “professional questioner” along with attorneys.
Wellman’s attributes have been adapted specifically for managers of today and for anyone who relies on avenues of inquiry to excel at their job:
• Attention to following up. This attribute is vital for managers.
• Ability to judge character. This attribute enables the manager to choose effective ...