Listen well to get at the truth

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An article from the Harvard Business Review courtesy of Niki (Veronica) Fielding’s  new newsletter Owlthena, validated one of my favorite approaches to reporting: Keep prepared questions to a minimum and just ‘follow the trail’ of where the conversation leads.

It works only when there is no time limit, and when you have the freedom to circle back to the subject again, but it’s pretty exciting to start at square one as if you know almost nothing. When you let one question lead to another, both you and your subject may be surprised at the discoveries.

HBR says: Follow-up questions seem to have special power. They signal to your conversation partner that you are listening, care, and want to know more. People interacting with a partner who asks lots of follow-up questions tend to feel respected and heard.

It also works for me to say, at the beginning, anything can be off the record:

HBR: People also tend to be more forthcoming when given an escape hatch or “out” in a conversation. For example, if they are told that they can change their answers at any point, they tend to open up more—even though they rarely end up making changes. 

The article came to me in Niki’s new Owlthena newsletter, “What’s Hot Wednesday,” an assembly of business studies that I would not have seen. The one from HBR was by Alison Wood Brooks and Leslie K. John. (Feminist thought: is it a coincidence that this intensive study on listening was done by women?)

One caution about this approach: Many busy people don’t want to give you the time to meander down uncharted lanes. Keep the prepared questions in your pocket.

 

 

 

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