the risk of perfect answers

(c) [email protected] www.power2improve.com

The risk of


Gustaaf Vocking MSc MBAØ MScEconometrics

Ø ExecutiveMBA

Ø FinancialriskmanagerF.vanLanschot Bankiers

Ø OperationalriskmanagerAegon Bank

Ø InternationalManagementCoach/Consultant/Trainerü EYEMEAü KPMGü KeynotespeakerFlemming Europe

Ø Leadership/Communications/Brain skills

Ø MBAlecturerLeadership,Entrepreneurship, Change

Ø Managers/Professionals/Experts

Ø >10.000helped, >15yearsofexperience


Why do they say


Incentive Randoms1. Afraid to lose job2. Wants to avoid problems3. Wants to maintain

knowledgeable image4. Needs time for family

matters5. Suffers health problems6. Risks a promotion when

saying “yes”


Culture

Ø Power Distance

Ø Individualism/Collectivism

Ø Masculinity/Femininity

Ø Uncertainty Avoidance

Ø Long/Short Term Orientation

Ø Indulgence/Restraint

http://geert-hofstede.com/


Culture random 1



Culture random 2



Culture Random 3



Culture Random 4



Culture Random 5



Culture Random 6



Culture Clash?



Don’t sell drills, find the needs


Best practicesü Ask questionsü Build & maintain relationshipsü Be

ü Niceü Sincereü Authentic

ü Observeü Contentü Processü Relationshipü Personal programs

ü Addressü Say “I”ü State factsü Make requests (not demands)


Questions?


Questions?ü Open

ü Half openü Multiple options

ü Closedü Yes/No


Better questions to pose


Magic Wand Question for resultsü If you could wish for

anything, what would be the result, stated in simple words that your 8 year old nephew would understand?

ü How will you know the desired result has been achieved?


Cooperation Question for results

üWhat is good cooperation for you?

üWhat would you like to contribute?

üWhat would you like to learn?

üHow can I help you?


Questions to better steer your brain

ØWhat do I like about this?

ØWhat can I learn about this?

ØWhat can I influence?ØHow do I know?ØWhat if (s)he/they

is/are right?ØHow are we

similar/different?


Why do they say


Why do they…

Behavior

Motivation

PermissionAbilityPoiesz 1999


A question…

Howcan weimprove dataquality for risk

managementpurposes?

ManagementBoard


The problem with perfect answers

100%


The problem with perfect answers

100%

Whatisthevalueofaperfectanswertothewrongquestion?


Once upon a time…


The power of good enough answers

80%


The power of good enough answers

Whatisthevalueofagoodanswertotherightquestion?


Questions for better answers

üWhat do youwant toachieve?

üWhy is thatimportant toyou?


Saving time and frustrationü Built a relationship firstü Know Goal…ü …and playingfieldü Share your hunchü Share half workü Grow your people skillsü Treat people how…

they want to be treated (not how you want to be treated)


Questions?

@GustaafVocking

GustaafVocking

[email protected]

the risk of perfect answers

Education