In this episode of HBR IdeaCast, Harvard Business School professors Alison Wood Brooks and Leslie John discuss the surprising impact of questions in the business world. They point out that people often underestimate how much asking questions can enhance information sharing, build rapport, and boost persuasion. The conversation covers various questioning techniques, such as using pessimistic assumptions to uncover the truth, the role of follow-up questions in deepening connections and insights, and the need to tailor questioning approaches based on the situation—whether it’s a cooperative or competitive environment. The professors also highlight the importance of being prepared, including anticipating tough questions and crafting thoughtful responses, as well as the role of active listening in fostering effective communication.
