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One Great Question is Worth More Than a Hundred Answers

One Great Question is Worth More Than a Hundred Answers

A great question can change the world. Questions like the one Einstein asked himself, “What would you see if you were traveling on a beam of light?” In The Inevitable: Understanding the 12 Technological Forces That Will Shape Our Future, Kevin Kelly writes, “Questioning is more powerful than answering.” He discusses how the technologies that generate questions will be more valued in the future than the technologies that generate answers. He comments,

“At the end of the day, a world of super smart ubiquitous answers encourage a quest for the perfect question. What makes a perfect question? Ironically, the best questions are not questions that lead to answers, because answers are on their way to becoming cheap and plentiful. A good question is worth a million good answers.”

I wholeheartedly agree with Kelly. So, what makes a great question? Let’s look at a list from Kelly.

Good questions are not concerned with a correct answer

For each discussion, I created metaphors to further our understanding of what makes a good question.

Metaphor: Answers are buried deep within our mind. While we might not find the right answer we are looking for, we will find better questions the deeper we dig.

Metaphor: Our mind is like a large building with a long winding corridor, where the corridor is like a series of questions within our mind. Each room along the corridor serves as a gap between our thoughts and questions. Where each room possesses either an answer or another question.

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A good question cannot be answered immediately

“Over time, the cloud, the machine, or AI will learn to articulate what is known and not known. While the answer machine can expand answers infinitely, our time to form the next question is very limited.” – Kevin Kelly

Metaphor: Unknown answers are like trees planted in our mind, where ideas are the branches and questions are the seeds of growth. The better the seed, the increased likelihood of ideas branching off one another.

Metaphor: Just as trees require time for growth, so do great questions. Yet, you must first plant the seed.

A good question challenges existing answers

Metaphor: A great question is like a rock, where existing answers are like a glass window. Innovation and new answers emerge by shattering the glass window with a rock.

Metaphor: An existing answer is like religion, where a great question is challenging the existing answer. We must challenge our current view of religion in order to seek an undivided answer.

A good question is one you badly want answered after you hear it, yet previously did not care

Metaphor: A great question is like following a white rabbit down a rabbit hole, where the question is the hole itself. You had no previous awareness of the existence of the hole, yet the further you fall, the greater your desire for an answer.

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Metaphor: Imagine seeing a door all your life, yet you have never opened the door because it lacked a door knob. A great question is like a door knob appearing out of thin air. By opening the door, you are made aware of an entirely new reality. You notice yet another door as you walk through it. However, it also lacks a door knob.

A good question is a probe, a what-if scenario

Metaphor: Life is like space, where we do not know exactly what is out there. Probing what-if questions are like a shuttle that carries us further into the unknown.

Metaphor: A great question is like an ocean. An ocean has a deepest part. Therefore, a question has a deepest part.

A good question is one that generates many other good questions

Metaphor: A great question is like a library full of books, where each book leads to even more great questions.

Metaphor: A great question is like the number Pi. Where Pi cannot be expressed as a common fraction (or an answer). Just as the digits of Pi can go on and on with no pattern, questions can generate a never-ending series of new questions.

A good question cannot be predicted

Metaphor: We cannot predict great questions. Just as Google cannot predict exactly what you will be doing, thinking, and feeling twenty years from now.

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Metaphor: Just as we cannot predict our next thought by asking what our next thought will be – we cannot predict great questions. If we could, they would be an answer, not a question.

A good question will be the sign of an educated mind

Metaphor: A fish swimming in clear water is like the mind of a child, where the clear water is like great questions uncluttered by answers. The mind of a child is like an educated mind.

Metaphor: A fish swimming in dirty water is like the mind of an adult, where the dirty water is like previous answers preventing questions from being asked. The adult mind is like an uneducated mind – a mind with the perception that it has all the answers.

A good question reframes its own answers

Metaphor: A great question is like the birth of a child. The birth does not reveal an answer, yet it does reveal something better… more fascinating questions.

Metaphor: A great question is like the pause between musical notes.

A good question might be the last job a machine will learn to do

“A good question is what humans are for.” – Kevin Kelly

Instead of using a metaphor here, let’s discuss a book by Douglas Adams called The Hitchhikers Guide to the Galaxy. To prevent massive spoilers, I will only use an example from Adams first book in the series.

In the book, the number 42 is revealed to be the answer to the ultimate question of life, the universe, and everything calculated by a gigantic supercomputer named Deep Thought. The answer was generated over a period of 7.5 million years to compute and check the answer. The computer responded that the answer seemed meaningless because the beings who instructed it never knew what the question was. The same beings then asked Deep Thought to produce the ultimate question, for which the supercomputer said it could not. However, Deep Thought said it would help design an even more powerful computer that can.

Finally, let me leave you with one last question. This is my great question and it fascinates me.

“What would you see if you could shine a light on the gap between your thoughts?” – Dr. Jamie Schwandt

Featured photo credit: unsplash via unsplash.com

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Published on September 23, 2020

6 Effective Negotiation Skills to Master

6 Effective Negotiation Skills to Master

I don’t know about you, but many times when I hear the word negotiate I think of lawyers working out a business deal or having to do battle with a car salesman to try to get a lower price. Since I am in recruiting, the term “negotiation” comes up when someone is attempting to get a higher compensation package.

If we think about it, we tend to negotiate almost every day in a wide variety of things we do. Getting a handle on the important negotiation skills can be incredibly beneficial in many parts of our lives. Let’s take a look at 6 effective negotiation skills to master.

What is Negotiation?

First, let’s take a look at what negotiation is. Put simply, negotiation is a method by which people settle their differences. It is a process in which compromise or agreement can be reached without argument or dispute.

Anytime two people or sides disagree on something, they are almost always looking for the best possible outcome for their side. This could be from an individual’s perspective or someone representing an organization.

In reality, it’s rare that one side gets everything they want and the other side gets nothing that they are seeking. Seeking to reach a common ground of sorts where both sides feel like they are getting most of what they want is the key to being successful and maintaining the relationship.

Places We Negotiate

I’ve mentioned that we negotiate in just about all phases of our life. For those of you who are shaking your head no, I invite you to think about the following:

1. Work/Business

This one is the most obvious and it’s what naturally comes to mind when we think of the word “negotiate”.

When you first started at your current job, you might have asked for a higher salary. It could be that you delivered a huge new client to your company and used this as leverage in your most recent evaluation for more compensation. If you work with vendors (and just about every company does), maybe you worked them to a lower price or better contract terms.

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In recruiting, I negotiate with candidates and hiring managers all the time to land the best talent I can find. It’s very common to accept additional work with the (sometimes spoken, sometimes unspoken) agreement that it will benefit your career in the future.

Recently, I took over a project that was my boss was working on so that I would be able to attend a conference later in the year. And so it goes, we do this all day long at work.

2. Personal

I don’t know about you, but I negotiate with my spouse all the time. I’ll cook dinner with the understanding that she does the dishes. Who wants to mow the lawn and who wants to vacuum and dust the house?

I think we should save 10% for retirement, but she thinks 5% is plenty. Therefore, we save 8%. And don’t even get me started with my kids. My older daughter can borrow my car as soon as she finishes her chores. My younger daughter can go hang out with her friends when her homework is done.

Then, there are all those interactions in our personal lives outside our homes. The carpenter wants to charge me $12,000 to build a new deck. I think $10,000 is plenty so we agree on $11,000. I ask my neighbor if I can borrow his snowblower in the winter if I invite him over the next time I grill steak. And so on.

3. Ourselves

You didn’t expect this one, did you? We negotiate with ourselves all day long.

I’ll make sure I don’t skip my workout tomorrow since I’m going to have that extra piece of pizza. My spouse has been quiet the last few days, is it worth me asking her about, or should I leave it alone? I think the car place charged me for some repairs that weren’t needed, should I say something or just let it go? I know my friend has been having some personal challenges, should I check in with him? We’ve been friends for a long time, I’m sure he’d come to me if he needed help. I’ve got the #4 pick in this year’s Fantasy Football draft, should I choose a running back or a wide receiver?

Think about that non-stop voice inside your head. It always seems to be chattering away about something and many times, it’s us negotiating with ourselves. I’ll finish up that report that the boss needs before I turn on the football game.

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Why Negotiation Skills Are So Important

Put simply, negotiation skills are important because we all interact with other people, and not only other people but other organizations and groups of people as well.

We all rarely want the same thing or outcome. Most of the time a vendor is looking at getting you to pay a higher price for something than you want to spend. Therefore, it’s important to negotiate to some middle ground that works well for both sides.

My wife and I disagree on how much to save for retirement. If we weren’t married it wouldn’t be an issue. We’d each contribute how much we wanted to on our retirement funds. We choose to be married, so we have to come to some agreement that we both feel comfortable with. We have to compromise. Therefore, we have to negotiate.

If we each lived on a planet by ourselves, we would be free to do just about anything we wanted to. We wouldn’t have to compromise with anyone because we wouldn’t interact with anyone. We would make every choice unilaterally the way we wanted to.

As we all know, this isn’t how things are. We are constantly interacting with other people and organizations, each one with their own agenda’s, viewpoints, and opinions. Therefore, we have to be able to work together.

6 Negotiation Skills to Master

Having strong negotiation skills helps us create win-win situations with others, allowing us to get most of what we want in conjunction with others around us.

Now, let’s look at 6 effective negotiation skills to master.

1. Preparation

Preparation is a key place to start with when getting ready to negotiate. Being prepared means having a clear vision of what you want and how you’d go about achieving it. It means knowing what the end goal looks like and also what you are willing to give to get it.

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It also means knowing who you are negotiating with and what areas they might be willing to compromise on. You should also know what your “bottom line” is. By “bottom line” I mean what is the most you are willing to give up to get what you want.

For instance, several years ago, I decided it was time to get a newer car. I say newer because I wanted a “new to me” car, not a brand new car. I did my research and figured out what type of car I wanted. I decided on what must-have items on the car I wanted, the highest amount of miles that would already be on it, the colors I was willing to get it in, and the highest amount of money I was willing to pay.

After visiting numerous car dealerships I was able to negotiate buying a car. I knew what I was willing to give up (amount of money) and what I was willing to accept, things like the color, amount of miles, etc. I came prepared. This is critical.

2. Clear Communication

The next key skill you need to be an effective negotiator is clear communication. You have to be able to clearly articulate what you want to the other party. This means both clear verbal and written communication.

If you can’t clearly tell the other person what you want, how do you expect to get it? Have you ever worked through something with a vendor or someone else only to learn of a surprise right at the end that wasn’t talked about before? This is not what you would call clear communication. It’s essential to be able to share a coherent and logical vision with the person you are working with.

3. Active Listening

Let’s do a quick review of active listening. This is when you are completely focused on the speaker, understand their message, comprehend the information, and respond appropriately. This is a necessary ingredient to be able to negotiate successfully. You must be able to fully focus on the other person’s wants to completely understand them.

If you aren’t giving them your full attention, you may miss some major points or details. This leads to frustration down the road on both sides. Ensure you are employing your active listening skills when in arbitration mode.

4. Teamwork and Collaboration

To be able to get to a place of common ground and a win-win scenario, you have to have a sense of teamwork and collaboration.

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If you are only thinking about yourself and what you want without giving much care to what the other person is wanting, you are bound to wind up without a solution. The other person may get frustrated and give up if they see you are unwilling to meet them halfway or care little for what they want.

When you collaborate, you are working together to help each other get what is most important to you. The other upside to negotiating with a sense of teamwork and collaboration is that it helps create a sense of trust, which, in turn, helps provide positive energy for working to a successful conclusion.

5. Problem Solving

Problem-solving is another key negotiation skill. When you are working with the other person to get the deal done many times you’ll face new challenges along the way.

Maybe you want a new vendor to provide training on the software they are selling you but they say it’s going to cost an additional $20,000 to provide this service. If you don’t have the additional $20,000 in the budget to spend on the software but you feel the training is critical, how are you going to solve that problem?

From what I’ve seen, most vendors aren’t willing to provide additional services without getting paid for them. This is where problem-solving skills will help continue the discussions. You might suggest to the vendor that your company will also be looking to replace their financial software next year, and you’d be happy to ensure they get one of the first seats at the table when the time comes if they could perhaps lower the pricing on their training.

There’s a solution to most challenges, but it takes problem-solving skills to work through them effectively.

6. Decision-Making Ability

Finally, having strong decision-making ability will help you seal the deal when you get to a place where everyone feels like they are getting what works for them. Each step of the way you can cross off the list when you get what you are looking for and decide to move onto the next item. Then, once you have all of your must-have boxes checked and the other side feels good about things, it’s time to shake hands and sign on the dotted line. Powerful decision-making ability will help you get to the finish line together.

Conclusion

There you have it, 6 effective negotiation skills to master to lead a more fulfilling life. Once we realize that we negotiate in one form or another almost every day in every phase of our lives, we realize how critical a skill it is.

Possessing strong negotiation skills will help you in nearly every one of your relationships at both the workplace and in your personal life. If you feel your arbitration tools could use some sharpening, try some of the 6 effective negotiation skills to master that we’ve talked about.

More Tips to Improve Your Negotiation Skills

Featured photo credit: Windows via unsplash.com

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