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Using strategic questioning to guide the conversation from "summary" of Manual de persuasão do FBI by Marvin Karlins ,Jack Shafer
To get the person you're speaking with to reveal more information, it's crucial to ask the right questions. These questions should be strategic in nature, designed to lead the conversation in a direction that will benefit you. By asking targeted questions, you can guide the discussion in a way that elicits the information you need to achieve your goal. One key aspect of strategic questioning is to avoid asking closed-ended questions that can be answered with a simple "yes" or "no." Instead, opt for open-ended questions that encourage the other person to elaborate on their thoughts and feelings. This approach can help you gain deeper insights and a better understanding of the person's perspective. It's also important to ask probing questions that challenge assumptions and push the person to think more deeply about their responses. By asking thought-provoking questions, you can uncover hidden motivations, beliefs, and emotions that may not be immediately apparent. This can help you gain a more comprehensive understanding of the person's mindset and ultimately influence their decision-making process. Furthermore, strategic questioning involves active listening to the person's responses and using those responses to guide your next set of questions. By paying close attention to what the person is saying, you can tailor your questions to address specific points of interest or concern. This demonstrates that you are engaged in the conversation and genuinely interested in what the person has to say.- Using strategic questioning to guide the conversation is a powerful tool for persuading others and achieving your objectives. By asking the right questions, listening attentively, and responding thoughtfully, you can steer the discussion in a direction that leads to a successful outcome.
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