The Manager's Pocket Guide to Influence with Integrity: Power, Principles, and Persuasion

ASK THE RIGHT QUESTIONS

Management guru Peter Drucker points out that exceptional leaders know how to ask questions—the right questions. Exceptional persuaders also ask questions, of themselves and of those they attempt to influence.

Here are questions designed to hone your persuasion skills. Think of how you typically behave in an influence situation and answer “yes” or “no” accordingly.

1.	Do I begin by listing all the benefits?	yes	no
2.	Do I overpromise?	yes	no
3.	Do I talk more than I listen?	yes	no
4.	Do I say “I’m sorry” fairly often?	yes	no
5.	Do I dislike new experiences?	yes	no
6.	Do I believe in all my ideas equally?	yes	no
7.	Do I present ideas because it’s my job to do so?	yes	no