2024 Leadership Development Course-Are You Asking the Right Questions

Are You Asking the Right Questions

Pdf Summary

In the article "Are You Asking the Right Questions?" by Linda L. Putnam, featured in the Harvard Business School Publishing newsletter, the focus is on enhancing negotiation outcomes through strategic questioning. The central argument is that ineffective questioning can lead to defensive dialogue and stalled negotiations. Instead, asking the right form and type of questions can facilitate mutual gains and understanding.<br /><br />The article illustrates this with an example of Alice, a director at a training institute, and Gary, a marketing consultant, who are negotiating a revenue-sharing plan for an advanced IT course. Though both parties are eager to proceed, their negotiation devolves into a defensive exchange due to closed and leading questions. These types of questions often lock parties into a verbal tug-of-war, hindering cooperation and discovery of shared goals.<br /><br />Putnam emphasizes the advantages of using open-ended questions that prompt expansive thinking and encourage the revelation of true interests and priorities. For example, queries about what the advanced course aims to achieve and who it targets can open up pathways for mutual understanding. Additionally, employing "circular questions"—which explore the broader context and interconnections—enables negotiators to gather critical information about each other's positions and potential constraints.<br /><br />The use of strategic questions helps delineate underlying concerns, build trust, and foster creativity in finding solutions. Instead of arguing over positions, parties can use well-timed questions to redirect discussions toward cooperative dialogue, promoting more innovative and agreeable settlement terms.<br /><br />The article concludes that question-based dialogues are more productive than debates, as they enable shared insights and lay the groundwork for creating win-win solutions in negotiations.

Keywords

strategic questioning

negotiation outcomes

mutual gains

open-ended questions

circular questions

defensive dialogue

trust building

cooperative dialogue

win-win solutions

Harvard Business School