Best of IdeaCast: To Build Stronger Teams, Ask Better Questions
HBR IdeaCast
Deep Dive
What are the main benefits of asking good questions in business?
Asking questions facilitates information exchange, increases interpersonal liking by showing empathy and interest, and enhances persuasion by understanding the other party's needs. These benefits are often underestimated.
Why do people often underestimate the power of asking questions?
People don't intuitively connect question-asking with outcomes like increased liking, persuasion, or information exchange, leading to fewer questions being asked despite their abundant benefits.
How can asking questions help in competitive situations, such as negotiations?
In competitive scenarios, structuring questions to make it easy for the other party to disclose sensitive information can be effective. For example, asking pessimistically (e.g., 'You might be late, right?') makes it easier for the other party to confirm the truth.
What is the difference in effectiveness between open-ended and closed questions?
Open-ended questions are ideal for brainstorming or understanding someone's interests, while closed questions are better for competitive situations where the goal is to extract specific, truthful information.
Why are follow-up questions particularly powerful?
Follow-up questions demonstrate active listening, show care, and encourage further disclosure, making the asker appear empathetic and intelligent. They are almost always beneficial in conversations.
When is it better to ask tough questions first in a conversation?
In competitive situations where the goal is information elicitation, starting with the most sensitive questions can lead to greater disclosure. However, in cooperative environments aimed at building relationships, easing into sensitive topics is more effective.
How does tone affect the way questions are received?
A casual, nonchalant tone can make sensitive questions easier for the other party to answer, reducing their discomfort and increasing the likelihood of truthful disclosure.
What challenges arise when asking questions in group settings?
In groups, dynamics can be influenced by factors like gender, age, and status. Dominant personalities may dominate the conversation, potentially neglecting diverse perspectives. Breaking norms by asking questions can be engaging but risky.
How can managers prepare for difficult questions from their teams?
Managers should anticipate potential difficult questions, prepare concise responses, and practice dodging or deflecting if necessary. Humor and honesty can also be effective strategies in such situations.
Why is listening crucial to effective question-asking?
Listening enables better question-asking by allowing the asker to understand the context and follow up appropriately. It also helps in answering questions effectively, as it shows genuine interest and engagement.
- Asking questions facilitates information exchange.
- Questioning increases interpersonal liking and persuasion.
- People underestimate the value of asking questions.
Shownotes Transcript