How to Ask the Best Probing Questions by Terry J. Fadem
(FT Press Delivers Elements)

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Synopsis

This is the eBook version of the printed book.

This Element is an excerpt from The Art of Asking: Ask Better Questions, Get Better Answers (9780137144242) by Terry J. Fadem. Available in print and digital formats.

 

Ask the probing questions that get you past deceit, defensiveness, half-truths, secrecy, and misdirection.

 

Probing is aggressive follow-up questioning. However, you are not just interested in keeping a continuous discussion going. Probes are used to look for something other than what the discussion, paper, or message has provided. You probe when you encounter potential deceit, defensive behavior, half-truths, challenges, misdirected answers, and dead experts.

 

About Terry J. Fadem

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T. J. (Terry) Fadem, author of The Art of Asking, is a veteran manager with 25 years of experience ranging from supervising steel workers and managing in a major corporation to working with start-up companies. His business venture teams have been profiled in books and periodicals, and he speaks and consults frequently on strategic management issues. He is currently managing director, Corporate Alliances at the School of Medicine at the University of Pennsylvania, and a member of the Core Team of the Mack Center for Technological Innovation at The Wharton School.
 
Published March 15, 2010 by FT Press. 16 pages
Genres: Business & Economics. Non-fiction

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