TAD – Advanced Questioning Techniques for building win-win relationships

SILENCE IS AN AN ANSWER, but it is not always the one we wish to get from our interlocutor.

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Every question that we know how to ask with the right method is instead an arrow that hits the centre of the target: it respects the right time, framing, without useless dispersion, the real topics of interest. How often, listening to a conversation, do we happen to notice that the person asking the question does not take the opportunity to pick up on important and particularly significant words spoken by his interlocutor.
Valuable information, words that would help improve the quality of the dialogue, are thus lost, often replaced by useless digressions. A consciously asked question, capable of demonstrating true attention to the other, generates mutual interest, ‘builds bridges’, creates the preconditions for transforming an ordinary conversation into an important opportunity to meet.

It is essential to try to clarify the words we exchange rather than interpret them. The same word, in fact, beyond the culturally shared semantics, can have a different emotional and cognitive meaning for each of us.
The system of values, emotions and motivations that drive people’s actions is intimately linked to the profound meaning we attribute to words: being able to discover all this helps to avoid insidious misunderstandings and contributes to widening the possibilities of a healthy and constructive confrontation.
Every question asked spontaneously is useful to better understand ‘the other’, but for a question to become a ‘strategic question’, it is necessary to acquire competence on the different types of questions.
Having a method, a technique, makes it possible to develop, in fact, an important skill: knowing when to use a question for “exploratory” purposes, with the aim of expanding the information and knowledge exchanged, and when to “tighten up”, with the intention of verifying the level of mutual understanding.

This methodology is encapsulated in the ‘Advanced Questioning Technique‘. Through the Advanced Questioning Technique (TAD) and appropriate training, which can also draw on direct (on-the-job) experience, it is possible to develop a greater and more precise ability to observe relational dynamics and significantly enhance one’s negotiation skills. TAD also amplifies our dialectical skills, helping us to realise a more open and profound dialogue in the service of empathy and relational sensitivity, skills that prove invaluable in negotiation, therapy and forensics. This innovative methodology is exclusively distributed by I&G Management, already known for its methods of analysing emotional behaviour. The TAD methodology acquired by our clients has already found application in interview management within the human resources departments of major multinational companies, in the medical field and in international negotiations.

‘To ask is lawful, to answer is courteous’, goes a famous proverb.
But we can unhinge this mechanism. Through an attitude that is both sensitive and strategic in asking questions, we can persuade our interlocutor to open the door of the relationship to us.
Every question dropped equals a missed opportunity for communicative exchange with our interlocutor.
An opinion shared by Jostein Gaarder in his book Is There Anybody?, when he states: “An answer is the stretch of road you have left behind.
Only a question can point further.”
Mastering a proper technique and using it ethically and professionally makes us competent and effective people in the world of relationships.
‘Know thyself’ is the path Socrates pointed out for wisdom.
But to know oneself, it is necessary to learn to know others, to understand their values, to accept their diversity and all the complexity that comes with this vision. Questions are a valuable and powerful tool in this direction.