Article PDF: 2.3.4 Using Questions

Price: $0.87

Four rules for the use of questions in predicting and guiding our own and others reactions.

Playbook Articles are available only to members, but you can purchase article downloads.

This article describes one of the most common strategic mistakes: our failure to realize others continually adjust their behavior based upon our behavior. Our choices of actions affect the future choices of others. Our expectations must be realistic. Einstein said that insanity is doing the same thing over and over again and expecting different results. Most people are not insane. This is what makes competitive environments so dynamic. Yes, people tend to do what they have done in the past, but when it isn't working, they will usually stop. We just don't know when. If we act without considering people's potential actions, most of our actions will be wasted.