How can I manage my bias and seek input to encourage an authentic give and take?
A common complaint of leaders is: "They asked for our opinion but have obviously already made up their mind...what a waste."
A large part of your success as a manager, team lead or executive is dependent on building high-trust, highly productive relationships with people within and outside of your team.
Frequently you are involved in solving problems, advocating unpopular solutions and resolving conflicts. Balancing both advocacy and inquiry is a critical skill.
ADVOCACY · the act of supporting a cause or principle.
INQUIRY · seeking or requesting truth, information, or knowledge.
In a recent Momentum Managing for Results leadership training, participants
were asked to use advocacy and inquiry in a conversation with a team member.
These high performing sales and services leaders were shocked to observe
their problem solving conversation was more an interrogation or lecture than
one of uncovering the best solutions.
As a leader use inquiry if you really are after dialogue and shared buy-in.
1. Explain how your questions help to clarify your concerns and assumptions.
"I am asking this question to understand your methodology."
2. Ask others to explain their thought process without interrogating or making
people defensive.
"Help me understand your thinking."
