Advocacy and Inquiry: Key Components of Dialogue

What is the simplest way to move a conversation toward dialogue? Ask a Question!

Instead of making statements about what we believe, begin asking questions about what others believe.  As a conversation moves forward, continue to ask questions that relate directly and obviously to what the other person has been saying.

Dialogue: Its Component Parts

How do you balance advocacy and inquiry?

• Step back.
• Target your inquiry by asking questions to clarify what the other person believes.
• Examine the other person’s mental maps.
• Suspend your own assumptions.
• Learn before you try to influence.
• Advocate your opinions through carefully chosen questions and statements.

The Rewards

• Building rapport
• Building business relationships
• Extending your influence

Tips for Improvement >>