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Coaching for Leaders
627: How to Influence Through Your Questions, with Kwame Christian
Apr 24, 2023
Kwame Christian, best-selling author and CEO of the American Negotiation Institute, shares his insights on using questions as powerful tools for influence. He emphasizes three key types of questions: rapport, information, and persuasion, highlighting the need for trust in conversations. The discussion delves into the importance of open-ended questions to uncover deeper issues and facilitate collaborative dialogue. Kwame also touches on the creation of Negotiable, an online community aimed at enhancing negotiation skills, emphasizing personal growth and effective communication.
39:23
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Quick takeaways
- Building rapport through genuine interest and curiosity establishes a foundation for influencing outcomes in conversations.
- Gathering information requires nuance, openness, and gradual specificity to gain deeper understanding and lay the groundwork for effective persuasion.
Deep dives
The Power of Intentional Questions
Kwame Christian returns to the Coaching for Leaders podcast to discuss the importance of intentional questions as a means of influence. He explains that questions can be used not only for discovery but also for building relationships and influencing outcomes. By adopting a mindset of curiosity and collaboration, leaders can create a foundation of trust in their conversations. Christian introduces a three-step approach: rapport, information, and persuasion. Building rapport involves creating positive momentum and demonstrating genuine interest in the other person. The information step focuses on gathering deeper insights about the person's perspective, needs, and emotional state. Lastly, persuasion is achieved through well-crafted questions that challenge perspectives and shift thinking. Christian emphasizes the importance of humility, collaboration, and the ethical use of persuasive questions in achieving win-win outcomes.
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