Introduction to Effective Questioning (EQ)
Abstract
This chapter focuses on the interdependence among global partnerships that require Leader-Negotiators (L-Ns) to increase their competitive edge through Contextual Intelligence (CI). CI is two-dimensional. Dimension 1 involves the quality of the L-N's interdependent business networks. Dimension 2 involves how effective L-Ns soften specialization barriers and reinforce a porous integration of the three organizational zones. The chapter suggests that asking sophisticated questions improves CI via team competence, three-zone integration, and breaking down politeness barriers. To do this, L-Ns must promote an Effective Questioning (EQ) culture via the six EQ principles.
Keywords
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