Tag Archives: Appreciative Inquiry

Have You Agreed to Every Bad Deal You’ve Gotten?

Facebook COO Sheryl Sandberg wasn’t inclined to negotiate her proposed salary until she was emphatically urged by her late husband and brother-in-law.



In contrast, most respondents to Accenture’s 2016 online survey of 4,100 business executive women and men across 33 countries said they had asked for a pay increase.

Almost as many women as men asked for more salary, and the number of women who negotiated increased by 10% from earlier surveys.
These negotiation efforts were effective: Four out of five respondents who negotiated said they received a pay increase, confirming the mantra “Just Ask” while being prepared for “No.”

Linda Babcock

Linda Babcock

This result is more encouraging than Linda Babcock’s earlier finding that women tend not to ask for raises, and are less likely to receive salary increases when they do ask.

The Accenture study also found that nearly half of women and men respondents reported asking for a promotion to greater job responsibility, suggesting willingness to advocate for themselves to achieve monetary rewards.

Emily Amanatullah

Emily Amanatullah

Gender differences in negotiations reflect women’s “contextually contingent impression management strategies,argued University of Texas’s Emily Amanatullah and Michael Morris of Columbia University.
Translated, this means that women’s assertive bargaining behavior is judged as congruent with female gender roles in some contexts.

As a result, many women consider this “contextual variation” and potential “backlash” against perceived incongruity when negotiating.
They adjust bargaining behavior to manage social impressions in contexts where assertive bargaining behavior is seen as incongruent with female gender roles.

Michael Morris

Michael Morris

Women who advocated for themselves reduced assertive behaviors and competing tactics, resulting in poorer negotiation outcomes.
In contrast, women advocated for others achieved better outcomes because they did not reduce assertive behaviors or engage in “hedging.”

Margaret Neale

Margaret Neale

Negotiation is interdependent process – every bad deal you’ve gotten, you’ve agreed to,” argued Margaret Neale of Stanford Graduate School of Business.
If true, this outcome can be counteracted by adopting a mindset that “everything is negotiable.

Her empirical research informed her recommended structure to achieve more effective negotiation outcomes, summarized by the acronym APAP:

–          What are the Alternatives or fall-backs to negotiating?

–          What are the Aspirational goals for the best possible outcomes?

-How realistic are these goals?
-What’s the “walk-away bottom line“?

–          Assess: How much influence do you have?
– How might the benefits of negotiating outweigh the costs?

–          Prepare: What are your interests (not positions, or proposed outcome)?
– What are the other person’s interests?

–          Ask: Propose a solution that packages issues with benefits to the other, the group, and you
Share information.

–          Package:  Avoid issue-by-issue negotiation by trading among issues.
Use If-then statements for counter-proposals,
Bundle alternative proposals.

Deborah Kolb

Deborah Kolb

An alternate model of three types of negotiation maneuvers was proposed by Simmons College’s Deborah Kolb and Carol Frohlinger of Negotiating Women, Inc.:

Power Moves attract others to participate in negotiation discussions:

  • Offer incentives,
  • Raise the cost of not negotiating,
  • Enlist support.

      Process Moves structure the negotiation interaction:

  • Take control of the agenda,
  • Seed ideas.

    Appreciative Moves
     enable the negotiation conversation to continue:
  • Solicit new perspectives,
  • Enable the conversation to continue,
  • Help others “save face.
Carol Frohlinger

Carol Frohlinger

Kolb and Frohlinger advocated:

-Skill building (including mutual inquiry to co-construct solutions to replace traditional Distributive Exchange and Integrative Exchange models),

-Organizational development to overcome structural barriers to women’s advancement.
These interventions may also reduce unconscious bias that excludes women from developmental assignments and advancement.

A counterpoint argument is that women can control their self-development, but they have less control over their organization’s willingness to transform its culture, practices, and awareness of bias.

-*How likely are you to ask for a salary increase or promotion?

-*What factors do you consider before making a request for more money or an expanded role?

-*What is the best negotiation pitch you’ve heard for a job-related salary increase or role promotion?

-*How did the person overcome objections?

-*How did the person manage the relationship with the negotiating partner?

-*How do you ask for what you want at work?

-*What power tactics do you employ to influence your negotiation outcomes?

-*How do you prepare for negotiations and overcome objections during negotiations?



Powerful Questions, Anticipated Regret Can Change Behavior

One of the foundations of psychotherapy and executive coaching is the notion that provocative, well-timed, penetrating questions can provoke insight and initiative behavior change.

David Cooperrider

David Cooperrider

One example of a systematic approach to high-impact questioning is Appreciative Inquiry, developed by Case Western’s David Cooperrider and Diana Whitney, and it has been integrated into interpersonal conversations including counseling, coaching, and therapy.

University of Leeds’s Tracy Sandberg and Mark Conner demonstrated the impact of provocative questions when they asked women about anticipated regret if they ignored a preventive health assessment.

Tracy Sandberg

Tracy Sandberg

More than 4,250 women received an invitation for cervical screening and  information leaflet.
A sub-group also received a Theory of Planned Behavior questionnaire developed by University of Massachusetts’s Icek Ajzen.
Another sub-group received both the questionnaire and additional inquiries about their anticipated regrets if they didn’t participate in the screening.

Icek Ajzen

Icek Ajzen

Attendance rates were higher for those who completed the questionnaire about anticipated behavior, and significantly greater for those who also completed the regret questions.
This may be an example of FoMO – Fear of Missing Out, described by University of Essex’s Andrew K. Przybylski and Valerie Gladwell with Kou Murayama of UCLA and University of Rochester.

Andrew Przybylski

Andrew Przybylski

Likewise, “self- prophecy” questions about intention to cheat were associated with reduced cheating among college students, found University of California, Irvine’s Eric Spangenberg and Carl Obermiller of Seattle University.

The question–behavior effect was further demonstrated in a meta-analytic study by Spangenberg with SUNY’s Ioannis Kareklas, Berna Devezer of University of Idaho, and Washington State University’s David E. Sprott.

Eric Spangenberg

Eric Spangenberg

“When you ask a question, it…creates a spring-loaded intention,” and reminds of social norms and past shortcomings, posited Sprott.
It’s that disconnect between what we should do and what we know we have done that motivates us.”

David Sprott

David Sprott

Norm-reinforcing questions are often effective in encouraging proactive behavior aligned with recognized best practices, such as a Public Service Announcement endorsing pre-school vaccination:  Ninety-five percent of parents get their kids vaccinated before kindergarten.
Will you make sure your child is up to date?

William Miller

William Miller

These pointed questions are an “active ingredient” of  Motivational Interviewing developed by University of New Mexico’s William Miller and Stephen Rollnick of Cardiff University, and have been associated with heightened motivation to reduce alcohol and drug consumption.

These finding point to the power of carefully-designed questions to provoke deeper self-reflection and related behavior change.

-*What questions have you used to encourage behavior change?

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Extract More Value from Meetings with Effective Questions

Shane Snow

Shane Snow

Shane Snow, co-founder of Contently.com  advocates asking incisive questions to extract more value from meetings, mentors’ guidance, and chance encounters with thought leaders and influencers.

He notes that expert journalists, researchers, innovators, and therapists are trained to ask effective questions, and their common “best practices” include:

  • Listening more than talking
  • Asking open-ended questions to avoid suggesting responses: “Who?”, “What?”, “When?”, “Where?”, “How?”, “Why?”
    They use closed-ended questions sparingly: “Is?”, “Would?” and “Do?”
  • Posing one concise question at a time.
    They avoid multiple choice questions
  • Waiting for an answer without interjecting more questions or comments.
    They rarely interrupt themselves or others
  • Tolerating the other person’s silence for several seconds before talking
  • Directly, repeatedly probing for insightful, revealing replies
  • Nodding only when the response is intelligible, logical, and understandable
  • Interjecting questions or rephrasing the original question to redirect tangential responses
  • Cross-checking information and following up possible inconsistencies with more probing questions
Sakichi Toyoda

Sakichi Toyoda

Nearly a century earlier, Sakichi Toyoda, founder of Toyota Industries introduced an iterative problem-solving approach based on posing “Five Whys” to uncover the root cause of an issue.

The Lean StartupThis technique is now-widely applied in Lean Manufacturing, and is advocated by Eric Reis in The Lean Startup: How Today’s Entrepreneurs Use Continuous Innovation to Create Radically Successful Businesses .

‘”Five Whys” were reduced to “Three Whys” to uncover customer objections in sales situations, and was modified Judith Beck in cognitive therapy to identify underlying Core Beliefs that lead to negative automatic thoughts.

Judith Beck

Judith Beck

Beck softens the “Five Whys” by repeatedly asking “If that were true, what would it mean?”
Her model that suggest connections among:

Early experience->Core beliefs (schemas) ->Underlying assumptions (if/then – conditional) ->Automatic thoughts-> Physical Experiences->Self-Limiting Behaviors

Five Whys to Uncover Core Beliefs

Lois Frankel

Lois Frankel

Therapist and writer Lois Frankel illustrated the similarity of effective questions in psychotherapy sessions with those used to spur inquiry and innovative breakthroughs.
She advises interviewers and consultants to:

  • Use questions to define your purpose:
    What do you want to gain from this conversation?

    • Help
    • Advice
    • Information
    • Commitment
    • New ideas
    • Clarification of opinions or attitudes
    • Decision
      Overcoming your strengths
    • What is the “real” problem? Engineers and business people answer this question using a “Root Cause Analysis”
      • What are the options?
      • What are the likely consequences?
      • What results will justify the invested time, effort or money?
      • Ask specific questions:
        • What could we do differently?
        • Why is this important?
        • How can we best meet our objective?
        • What do you want to happen?
          • What don’t you want to happen?
          • What is the best thing that could happen?
          • What is the worst thing that could happen?
          • How will you react if you don’t follow this course of action?

Frankel advises to

  • Maintain eye contact:
  • Focus full attention on the interviewee
  • Repeat and summarize important points to verify accurate understanding
  • Listen for:
  • Content (facts)
  • Intent (feelings)
  • The way these are expressed (process).
    Warren Berger

    Warren Berger

    Journalist Warren Berger applied refined questioning in Design Thinking processes to produce innovative solutions in Glimmer: How Design Can Transform Your World .

    He advocates continued exploration of meaningful “big” questions in his blog, A More Beautiful Question.

-*What effective questioning practices have you found most helpful in achieving business results?

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Effective Questions as Change and Innovation Catalyst

James Thurber

James Thurber

American humorist and cartoonist James Thurber reassured his readers that “It is better to know some of the questions than all of the answers,” a dictum supported by philosophers, mindfulness meditation practitioners, psychotherapists, scientists, artists, and creative others.

Given the importance of questioning, many resources are available to refine skill in inquiry:  Understanding others’ questions, framing high-impact queries, responding to others, and using questions to catalyze individual and organizational change.

QBQJohn Miller’s sales-oriented QBQ! The Question Behind the Question: Practicing Personal Accountability at Work and in Life advocates understanding the intent of statements phased as questions by crafting “What?” and “How?” questions instead of defense-provoking “Why?”

His approach is applicable in organizational management and change situations, and argues for increasing personal accountability while decreasing blame by focusing on the underlying work concerns like achieving revenue targets, deliverable timelines, customer satisfaction goals, cost savings.

The Art of Powerful QuestionsLike Miller, Eric Vogt, Juanita Brown, David Isaacs advocate “What?” questions in The Art of Powerful Questions: Catalyzing Insight, Innovation, and Action.

This team asserts that high-impact questions in business situations are valuable because they

• Evoke the listener’s curiosity, imagination, creative problem-solving, new possibilities
• Stimulate reflective conversation
• Provoke thoughtful consideration of diverse perspectives, contributions
• Clarify underlying assumptions
• Generates energy, progress, improvement
• Focus attention on issues and alternatives
• Memorably resonate with meaning
• Articulate progress toward shared understanding
• Suggest more questions

Dennis Matthies

Dennis Matthies, Chief Questioning Officer of Training organization Vervago supplies the “how” of questioning by helping business participants refine skill in formulating seven types of “precision” analytic questions, drawing on formal logic and critical thinking disciplines:

  • Assumption Questions, including existence, uniqueness, measurement, possibility, value, audience, time constancy, category, similarity
  • Basic Critical Questions (BCQ), including data, source
  • Questions of Clarification, including ambiguity/vagueness, “pivot table” segmentation for granular analysis
  • Go/No Go Questions, including “meeting basics and participation”, participant motivation analysis, inquiry focus

Vervago advocates “precision” responses to questions by:

  • Referring to the question
  • Answering briefly
  • Anticipating and addressing underlying concerns embedded in the question.
David Cooperrider

David Cooperrider

David Cooperrider of Case Western Reserve University broadened the vision of effective questioning’s potential impact when he developed Appreciative Inquiry (AI) as an affirmative approach collaborative organizational change.

This approach reduces resistance by focusing on desired change instead of the perceived problem, outlined in his book, with Diana Whitney, Appreciative Inquiry: A Positive Revolution in Change.

Appreciative InquiryAI’s “4Ds” of organizational change share some similarities with Design Thinking Processes:

  • Discovery Phase – Appreciating strengths and best practices of the current situation
  • Dream Phase – Envisioning the value and benefits of a proposed change
  • Design Phase – Defining processes and organizational structures that can deploy demonstrated strengths while moving toward a defined change state
  • Destiny Phase – Strengthen the organizational system’s capacity to sustain ongoing positive change

-*How do you use questions to clarify direction and initiate change?

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