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LSQ Formula: Listening, summarizing, questioning


The art of asking questions starts with listening . You do not only listen with your ears, but with your whole body. By your posture you show the other person that you are interested in what he has to say.

Points of attention:

- open attitude
- eye contact
- nodding and 'humming'
- take notes
- non-verbal 'accompanying' (reducing distance, taking a distance, mirroring gestures).

A good listener attentively watches what the other person has to say.

Points of attention are:

- the words (what does someone say literally?)
- the way the other speaks the words (tone, volume, power)
- the body language (attitude, sign language, facial expression)

To summarise

If the other person has completed his argument, you summarize it in your own words . By summarizing , you check whether you have understood the message correctly. If this is not the case, you give the other person the opportunity to complete or correct. Summaries provide a conversation structure.

Example summary:

"If I have understood you correctly, you think that ..."
"So you say that ..."


Search for clues to ask for . Be alert to vagueness, subjective statements, assumptions, general truths and formulations with 'must' or 'ability'. These language patterns often conceal valuable information. Notice what the other person says and what he does not say. That way you get more information.

Examples: "My employees are happy." "The management is satisfied."
- Questioning: How do you know that?

"I have to persevere , I have to be strong, I have to finish this policy plan on time."
- Questioning: What happens if you do not?

"I can't do this." I can't saddle department X with this. "
- Question: What keeps you?

"Nothing goes well." "Everywhere people are bothering me".
- Question: Can you not mention any exception?

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