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Negotiating in the Leadership Zone by Ken Sylvester

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Chapter 5

Using Effective Questioning Strategically

Abstract

This chapter introduces a thinking framework to enhance Leader-Negotiator (L-N) effectiveness called Effective Questioning (EQ). EQ provides L-Ns with mental agendas that minimize making mistakes and—repetition of the same mistakes. The framework consists of six (6) structures of thinking and nine (9) assumptions that result in thinking errors. Most thinking errors begin from assumptions connected to data collection and how data are classified. Errors in data classification misdirect problem-solving, decision-making, and plan implementation.

Keywords

Assumptions; Classification of information; Data collection; Leadership; Management; Perceptions; Problem-solving; Thinking errors

EQ provides ...

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