Ask the Right Questions in the Right Ways...And Get the Answers You Need to Succeed!
Discover the core questions that every manager needs to master...how to avoid the mistakes business questioners make most often...ten simple rules for asking every question more effectively. Learn how to ask tough questions and take control of tough situations...use questions to promote innovation, drive change, identify hidden problems, and get failing projects back on track.
Ask better questions, get better answers, achieve better results!
“Required reading for every leader who wishes to see his or herorganization flourish and career progress.”
Garry A. Neil, MD, Corporate Vice President, Johnson & Johnson
“Asking, listening, understanding the real meaning of the answers, and taking actions based on facts are really the essence of managing. This book has helped me in connecting the dots in my understanding (and lack thereof) of why things really did not work the way I expected them to.”
Pradip Banerjee, PhD, Chairman and Chief Executive Officer, Xybion; retired partner, Accenture
“The framework and techniques provide outstanding ideas for executives to both gain better information and develop the analytical skills of their teams.”
Terry Hisey, Vice Chairman and US Life Sciences Leader, Deloitte
We’ve all met the corporate inquisitor: the individual whose questions seem primarily intended to terrify the victim. The right goal is to solve the problem--and to build a more effective, collaborative organization where everyone learns from experience, and nobody’s too intimidated to tell the truth.
That means asking the right questions in the right ways. This book will teach you how to do precisely that. Terry J. Fadem shows how to choose the right questions and avoid questions that guarantee obvious, useless answers...how to help people give you the information you need...how to use body language to ask questions more effectively...how to ask the innovative or neglected questions that uncover real issues and solutions.
You’ll learn how to adopt the attributes of a good questioner...set a goal for every question...use your personal style more effectively...ask tough questions, elicit dissent, react to surprises, overcome evasions, and more. Becoming a better questioner may be the most powerful thing you can do right now to improve your managerial effectiveness--and this book gives you all the insights, tools, and techniques you’ll need to get there.
Evaluate your current “questioning” skills...
...then systematically improve them
Choose better questions...
...and ask them the right way
Ask tough questions more effectively
Get at the truth, uncover the real problem, and solve it
Master the crucial nonverbal aspects of asking questions
Finding your best style and the right body language
Table of Contents
- Praise for The Art of Asking
- About the Author
- Preface: Corporate Inquisitions
- Introduction: Questioning Is the Skill of Management
Common Errors: How to Recognize and Correct Them
- 5. What Are the Common Errors?
- 6. Do You Have Habit Questions?
- 7. Does Your Question Lack Context?
- 8. Do You Put the Answer in the Question?
- 9. Positioning: “Just a Country Lawyer...”
- 10. Posturing: When the Questioner Suddenly Becomes Larger
- 11. A “Casual” Question?
- 12. Do You Speak “Jargonese”?
- 13. Avoidance: If I Close My Eyes, Will the Elephant in the Room Disappear?
- 14. No Question: Managing by “Wall”
- 15. If I Ask a Foolish Question, I’ll Look Foolish
- 16. Unasked Questions: If You Already Know the Answer, It Is Unnecessary to Ask the Question
- 17. Someone Else (of Higher Authority or Greater Experience) Will Ask
- 18. Saved Questions: I Will Save My Question for Another More Appropriate Time
- 19. My Question Will Make Waves and Making Waves Is Bad
- 20. Normalization of a Defect
- Misuses of Management Skills: Inquisitions Are Not the Only Abuse of Questioning
Questioning: Improve Your Skills
- 24. What Are the Attributes of a Person Who Asks Good Questions?
- 25. Are You Prepared to Ask?
- 26. What’s the Purpose of Your Question?
- 27. Words: Are Some Words More Important Than Others?
- 28. What Are the “Right” Questions?
- 29. Is Everything We Ask Important?
- 30. The Manner of Asking a Question: Style
- 31. What Was That You Said?
- 32. Can You Use a Raised Voice?
- 33. What Is Your Personal Style for Asking Questions?
- 34. Who Is Asking the Question?
- 35. Who Are You as a Manager?
- Signs and Signals
Types of Questions
- 39. Direct Questions
- 40. Indirect Questions
- 41. Open Questions
- 42. Closed Questions
- 43. Stupid Questions
- 44. Filtering Questions
- 45. Double-Direct Questions
- 46. Hypothetical Questions (If, What If, Suppose)
- 47. Provocative Questions
- 48. Rhetorical Questions
- 49. Reflective Questions
- 50. Leading Questions
- 51. The Pause as a Question
- 52. Silent Questions
- 53. One-Word Questions
- 54. Clarifying Questions
- 55. Divergent Questions
- 56. Convergent Questions
- 57. Redirecting Questions
- 58. Negative Questions
- 59. Either/Or Questions
- 60. Loaded Questions
- 61. Trick Questions
- 62. Dual-Answer Closed Questions
- 63. General Reference Questions to Keep Handy
Use of Skills
- 64. Do You Have a Plan?
- 65. Follow-Ups and Probes
- 66. Follow-Up Questions
- 67. Probing Strategies
- 68. Does the Manager Need to Control the Conversation?
- 69. Strategies for Asking Tough Questions
- 70. Mounting Challenges
- 71. Eliciting Dissent
- 72. Are You Prepared for Any Answer? What About a Surprise?
- 73. The Use of Leading Questions
- 74. Looking for Reasons
- 75. Are You Asking for an Opinion?
- 76. How Do You Evaluate New Ideas?
- 77. Looking for Trouble?
- 78. Strategies for the Setting
- 79. Are You Prepared for Answers?
- 80. Are You Prepared for Nonanswers?
- 81. Have You Asked About the Fatal Flaw?
- Questioning as a Spectator Sport: Where to Go to Watch and Learn the Game
- Financial Times Press
- The Art of Asking?
- Inside Back Cover
- Title: The Art of Asking: Ask Better Questions, Get Better Answers
- Release date: December 2008
- Publisher(s): Pearson
- ISBN: 9780137149049