Art of Asking, The

Series
Financial Times
Author
Terry J. Fadem  
Publisher
Pearson
Cover
Softcover
Edition
1
Language
English
Total pages
224
Pub.-date
December 2008
ISBN13
9780137144242
ISBN
0137144245
Related Titles


Product detail

Product Price CHF Available  
9780137144242
Art of Asking, The
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Description

We've all encountered the corporate inquisitor: the manager whose questions seem primarily intended to terrify the victim, not solve the problem. The goal of your questions ought to be to solve the problem and to build a more effective, collaborative organization in which everyone learns from experience, and nobody's too intimidated to tell the truth. To succeed on both points, you need to ask the right questions in the right ways. This book will teach you how to do precisely that. You'll first evaluate your current "question-asking" skills; then systematically improve them. Terry Fadem helps you determine which questions to ask (and which to skip)... how to provide context that helps people give you the information you need... how to avoid asking questions that guarantee an obvious, useless answer... how to use positioning, posturing, and body language to ask questions more effectively... how to start asking the innovative or neglected questions that uncover real issues, problems, and solutions. Fadem helps you adopt the attributes of a good questioner... understand your goal for each question... use your personal style more effectively... ask tough questions, elicit dissent, react to surprises, overcome evasions, and utilize each type of question most effectively. Becoming a more effective 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.

Features

Ask the right questions in the right ways and get the answers you need to become a more powerful, effective leader!

 

  • Uncover the real issues, get to the real point, and find the best solutions.
  • Use effective questioning to encourage collaboration and candor, not spread terror!
  • Handle the most challenging questioning scenarios, from asking tough questions to eliciting dissent, overcoming evasions to planning effective follow-ups.
  • Table of Contents

    Preface: Corporate Inquisitions  xii

    Introduction: Questioning Is the Skill of Management  1

    Common Errors: How to Recognize and Correct Them  15

    Neglected Questions  33

    Misuses of Management Skills: Inquisitions Are Not the Only Abuse of Questioning  43

    Questioning: Improve Your Skills  53

    Signs and Signals  77

    Types of Questions  85

    Use of Skills  117

    Listening  173

    Conclusions  179

    Epilogue  185

    Definitions  187

    References  191

    Questioning as a Spectator Sport: Where to Go to Watch and Learn the Game  195

    Endnotes  199

    Back Cover

    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

    Author

    T.J. (Terry) Fadem is a veteran manager with 25 years of experience ranging from supervising steel workers (J&L Steel) to managing in a major corporation (DuPont) to working with start-up companies. His business venture teams have been profiled in books and periodicals, and he has also been a frequent speaker and consultant on strategic management issues. Fadem is currently the managing director, Corporate Alliances at the School of Medicine at the University of Pennsylvania where he is also a member of the Core Team of the Mack Center for Technological Innovation at the Wharton School. In addition, Fadem is president of the Biomedical Research and Education Foundation.