Asking Questions to Gain, Clarify and Check Information

There are many reasons why you need to ask questions, but until you structure your information you cannot apply it with volition. If you cannot apply it with volition, you will never use this skill to maximum value. This article will address three reasons you need to ask questions, whether in daily life or in negotiation environment.

These three reasons are:

1. To gain Information

2. To clarify and verify Information, and

3. To checking for understanding and level of interest.

Strange as it may seem, you tend to be negotiating with someone most of your day, whether you are negotiating with yourself or with others. The word "negotiation" should not be compartmentalized into the conflict resolution category.

Let's get right into why asking questions is so important, and starting with an obvious reason

1. Gaining Information

Mostly, gaining information is a good thing. It's not just about gaining added information, but also about filling in gaps in existing information. However, there are times when gaining new information may not be such a positive occurrence. If the stakes are really high, any added information that is negative could be devastating and completely block any chance of a resolution in, for example, a negotiation,

Continuing with the reference to negotiation, any added information needs to be put forward with agreement points along the way. This reduces the impact that the new information will have should it be negative.

Questions such as "What if?" need to be a constant part of this process.

2. Clarifying or Verifying Information

Clarifying questions are usually aimed at answering Wx5 +H, ie who, what, when, where, why, and how? If you don't ask such questions, you could be left at a disadvantage.

For example:

· Who is actually responsible for this?

· What are the options?

· When do you estimate that the job will be completed?

· Where is the stock to be stored?

· Why has this information not been distributed to everyone?

· How has this been handled in the past?

Verifying takes on a different form of questioning from the above:

· You will make sure that everyone knows the deadline, won't you?

· Everyone does know what aspect of the job they are responsible for, don't they?

· Does everyone know where the stock will be stored?

3. Checking for Understanding and Level of Interest

Simply because people are part of a project, does not meant that they are really interested in it and know what to do. You don't know until you ask, and then more questions may be needed to probe further.

For example:

· I know this is not your area of expertise, but tell me what you find interesting in being part of the project? [Make sure you don't ask a restrictive or closed-ended question]

Also check that that the person/people you are dealing with do actually know about the subject/product you are inquiring about. Ask a question that has a specialist knowledge aspect within it and have them respond to it.

For example:

You were checking out a new tax agent/accountant, you could ask:

· "I'd like to sell a house I own - either my home or an investment property. From a capital gains perspective, which one will be better for me?"

The answer to this question would be, to sell your home, as there's no capital gain on this transaction, but there is on an investment property (in Australia).

You get what I mean, don't you?

Gloria M Hamilten is a recognized authority in disciplines within Personal Development and People Skills for Business Professionals, such as Time Management, Negotiation Skills, Developing High-Performance Teams, Assertion Skills, Building International Rapport, Conflict Management and Resolution, Presentation and Platform Skills, and in Neuro-Linguistic Programming.

She has her own training business, and conducts courses for Organizations, Sporting groups and Tertiary Educational Institutions in Australia. Her professional experience covers over 30 years of study, research, one-on-one coaching, group coaching, presentations and workshops. Her clientele includes children as well as adults.

Gloria Hamilten has authored the eBook: "Practical Self-Hypnosis for Success" and many Reports and online articles. Her websites provide a wealth of informative articles and resources on everything within these genres.