Have you ever been tricked by a trick question?

Worded correctly, questions do more than get answers.  They get results – by spurring people to action, building consensus and clearing up confusion.

 Poorly worded questions, on the other hand, block idea exchange, sap enthusiasm and even foster resentment.

 Effective questions

 Here are examples of positive questions and when to use them:

• Open/direct questions uncover who, what, when, where, why or how.  Use them to encourage others to share opinions and take ownership of a problem.  Example: “How can we complete this project on time?”
• Planted-answer questions imply the specific direction you want the person’s answer to take.  Use them to gain buy-in.  Example: “Don’t you think this outline needs more work?”
• Off-the-hook questions allow people to refuse a request without losing face.  Use them to signal that others have a choice.  Example: “I know you’ve put in a lot of overtime this week, but would it be possible for you to stay a little late tonight?”

Ineffective questions

 Try to avoid these morale-sappers:

• Disagreeable questions reduce self-confidence.  Often framed as a “challenge,” they’re really an attack.  Example: “None of your other ideas have worked out.  What makes you think this one will?”
• No-way-out questions drive people into corners and encourage defensive responses.  Example: “As I see it, this is the only solution.  How can you possibly disagree?”
• Trick questions are traps to get others to agree with you because they’re left with little or no choice.  Example: “Should we follow my plan or put in some long hours to revamp it?”

Source:  Common Sense Leadership, by Roger Fulton.  Published by Ten Speed Press.  ISBN 0-89815-743-9