Management Tip of the Day: Use Questions to Build Your Case

Are you having trouble viewing this email? If so, click here to see it in a web browser. HOME   |   TIPS   |   BLOGS   |   THE MAGAZINE   |   BOOKS   |   STORE RSS   |   Mobile MARCH 1, 2013 Use Questions to Build Your Case When making a case for something, you'll have an easier time convincing people that you're right if you start by asking questions. This will give you the chance to understand their points of view and strengthen your own. But not all questions are created equally. Know when to use what type of query: Convergent: What, where, who, and when questions get a person to clarify what she is thinking. Use them when time is of the essence and you need specifics. Divergent or expansive: Why and what if questions ask a person to expand on what he is thinking. Use them when you need someone to see the larger context of your argument. Integrating: If...then what questions attempt to find common ground between opposing positions. Use them to build trust and encourage compromise, which is important when the stakes are high for both sides. Today's Management Tip was adapted from "To Have the Most Impact, Ask the Right Questions" by Chris Musselwhite and Tammie Plouffe. Read the full post and join the discussion » Share Today's Tip: FEATURED PRODUCT Creative Conspiracy: The New Rules of Breakthrough Collaboration Ebook Now Available Think of your to-do list at work. Chances are the most important tasks require you to work with others — and the success of those endeavors depends on the effectiveness of your collaboration. According to management expert Leigh Thompson, collaboration that is conscious, planned, and focused on generating new ideas builds excitement and produces what she calls a "creative conspiracy." Teams that conspire to organize themselves, motivate one another, and combine their talents to meet creative challenges are the hallmark of the most successful organizations. Creative Conspiracy challenges managers to adopt an unconventional approach to leading teams that, done right, will lead to the creative success of every team — and every organization. ADVERTISEMENT Follow the Tip: PREVIOUS TIPS Win Over Your New Boss Master a New Skill Learn To Be Charismatic Write Your First Draft Fast Balance Creative Free Time with Structure Managers: It's OK to Keep Your Door Closed When Delegating, Let Go of the How Persuasion Doesn't Require Manipulation Give Your Slides Some White Space Learn From Your Rivals All Previous Tips BEST SELLERS HBR's 10 Must Reads: The Essentials HBR's 10 Must Reads Boxed Set HBR Guide to Persuasive Presentations HBR Guide to Better Business Writing HBR Guide to Getting the Right Work Done Introducing Mobile ManageMentor Powered by the proven content of Harvard ManageMentor™ iTunes >> Android >> UNSUBSCRIBE   |   UPDATE YOUR PROFILE   |   MORE EMAIL NEWSLETTERS   |   PRIVACY POLICY Was this email forwarded to you? If so, sign up to start receiving your own copy. ABOUT THIS MAILING LIST You have received this message because you subscribed to the "Management Tip of the Day" email newsletter from Harvard Business Review. If at any point you wish to remove yourself from this list, change your email address, or sign up for other email newsletters and alerts, please visit the Harvard Business Review Email Newsletter Preference Center. OPT OUT If you do not wish to receive any email messages from Harvard Business Review, click here. ADVERTISE WITH HBR This enewsletter is read by thousands of decision makers every day. Learn more about connecting your brand with this audience. Copyright © 2013 Harvard Business School Publishing, an affiliate of Harvard Business School. All rights reserved. Harvard Business Publishing | 60 Harvard Way | Boston, MA 02163 Customer Service: 800-545-7685 (+1-617-783-7600 outside the U.S. and Canada)