Leadership Toolbox: Powerful Questioning

Isn't it nice when you're working out a problem and by simply talking to another person, you arrive at a conclusion that seems to make perfect sense?  I'm always surprised with this process that at one point things were unclear without an answer and then through a simple activity without adding any new data, it all comes together so clearly.  Why didn't I think of that before?!  What happened to help me arrive at this conclusion which was there all along?

The concept of shifting our perspective in order to figure something out isn't mind blowing.  We've all experienced this since it's a primary element of problem solving.  But there's an effective tool we can use to help promote this and lead others to new perspectives.

It's called "powerful questioning" and has been listed by the International Coach Federation as one of the eleven core competencies for those in the coaching profession.  The technique is simple as it is effective; by using open-ended questions that reveal different perspectives and challenge assumptions, insights and discoveries can be made.  Refraining from inserting opinions (if you're like me, this might be the hardest part) and only summarizing answers and following up with more questions is key.  Keeping focused on moving forward toward examining the problem rather than asking to look backward and justify can keep positive momentum and generate creative thinking.

This technique can also be used to persuade others into arriving at an idea you've already worked out (in case you need buy-in).  The best way to get someone to agree with you is to make it seem like they thought of it in the first place!  This takes a bit more planning and can be done by starting with the problem - remember, only questions unless you absolutely have to make a statement to move things forward.  Framing the questions to help them discover the relationship between the problem, desired outcome, and solution is how to structure the questioning.  This isn't made to be a manipulative tactic, only a way to help bring people to more deeply understand your way of thinking, which is critical in terms of driving change.

So next time you're discussing an issue or idea with another, try to keep the opinions in check and progress the conversation with only questions.  You might be surprised with how easy it is to get so many different perspectives and ideas.

International Coaching Federation (n.d.). Core competencies. Retrieved from http://www.coachfederation.org/credential/landing.cfm?ItemNumber=2206&navItemNumber=576