O'Reilly logo

Negotiating in the Leadership Zone by Ken Sylvester

Stay ahead with the world's most comprehensive technology and business learning platform.

With Safari, you learn the way you learn best. Get unlimited access to videos, live online training, learning paths, books, tutorials, and more.

Start Free Trial

No credit card required

Chapter 4

Introduction to Effective Questioning (EQ)

Abstract

This chapter focuses on the interdependence among global partnerships that require Leader-Negotiators (L-Ns) to increase their competitive edge through Contextual Intelligence (CI). CI is two-dimensional. Dimension 1 involves the quality of the L-N's interdependent business networks. Dimension 2 involves how effective L-Ns soften specialization barriers and reinforce a porous integration of the three organizational zones. The chapter suggests that asking sophisticated questions improves CI via team competence, three-zone integration, and breaking down politeness barriers. To do this, L-Ns must promote an Effective Questioning (EQ) culture via the six EQ principles.

Keywords

Assumptions; ...

With Safari, you learn the way you learn best. Get unlimited access to videos, live online training, learning paths, books, interactive tutorials, and more.

Start Free Trial

No credit card required