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Harvard Business Manager

Harvard Business Manager

Die Macht der Fragen

Beim Fragenstellen geht es um viel mehr als nur um den Austausch von Informationen. Ein geschickt geführter Dialog kann entscheidend sein – zum Beispiel für den Erfolg bei Verhandlungen. Was Manager beachten sollten.

Von Alison Wood Brooks, Leslie K. John

Führungskräfte verbringen viel Zeit damit, von anderen Menschen Informationen einzuholen – beispielsweise einen Teamleiter nach dem Stand des laufenden Projekts zu fragen oder in einer wichtigen Verhandlung ihrem Gegenüber Fragen zu stellen. Im Gegensatz zu anderen Berufen wie Anwälten, Journalisten oder Ärzten, bei denen Fragenstellen ein wesentlicher Bestandteil der Ausbildung ist, halten nur wenige Führungskräfte Fragen für etwas, dem man besondere Aufmerksamkeit schenken muss. Und nur wenige sind sich bewusst, in welchem Ausmaß sie mit ihren eigenen Antworten Einfluss auf einen konstruktiven Ausgang des Gesprächs nehmen können.

Das sind verpasste Chancen. Fragenstellen ist ein einzigartiges, ungeheuer mächtiges

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