Here’s a great way to get people to tell you what they don’t want to.
Adam Grant’s reference-checking questions for recruitment
give them forced choices between two undesirable qualities… I’m curious about whether this candidate is more likely to be… Too assertive or not assertive enough? … Overly detail-oriented or not detail-oriented enough?…
Chances are if you’re trying to work out what a client or stakeholder really wants, then this binary choice idea can work for you:
- is this about retention or sales?
- is this something you think is a great idea or something your boss thinks is a great idea?
- is this a long-term or short-term priority?
Here’s another one: label what you hear or see, and they will give you more information.
By the by, here’s four steps to gaining the upper hand in negotiation: specifically go to step three and pay attention to calibrated questions.
Let me know how you use this!