The Business Exchange Bath & Somerset Issue 9: Autumn 2018 | Page 19

BUSINESS ADVICE EVERYONE’S A LAWYER “Are we nearly there yet?” or indeed “Why haven’t you tidied your room?” Right from when we can first formulate words we are asking questions, sometimes with a view to seeking answers and sometimes just to make a point. Or as is often the case with my children, just because they are bored. We never stop asking questions at home, when learning or at the office. Having the ability to understand how questions work and the skill properly to frame a question to elicit the information you need is hugely valuable. When done well, questioning can exude focus and control, yet also empathy and the willingness to listen. Legal advocates are expected to be experts in the art of questioning and some of the skills you hear demonstrated in a courtroom can assist you in everyday life. Take the “leading question”, for example. This is a question that has the answer within the question and is likely to get a “yes” or “no” answer. Such questions can exert control over the listener, which may or may not be a good thing. So the young lawyer out on a date who likes their claret should not ask outright “Do you like claret?”, or indeed “Which claret do you prefer?” Rather they should first ask “What would you prefer to drink?”. This demonstrates a willingness to consult, and is more likely to put their date at ease. The date is then much more likely to answer “yes” to a subsequent leading question. These skills easily translate to the courtroom and office environments. A key skill in questioning is to know what information you want to obtain before you ask the question. For example, it is no good asking your date coyly “What do you do on Fridays?” if what you actually want to know is what they are doing next Friday, or asking your manager “did you read that article about negotiation skills?” when what you really want to know is “May I enrol on that negotiation course to help my professional development?.” In the same way an employer interviewing someone against a key skill needs to formulate questions that direct the interviewee to give them the necessary information to assess this skill. This is often attempted with the ‘give me an example of when you...’ style of question. In this case, it’s usually best not to ask what they are doing next Friday. e: [email protected] t: 01225 326753 twitter: @StoneKingLLP Peter Woodhouse is an employment law expert and heads up the Business Sector at national law firm Stone King - but he asks, ‘aren’t we all lawyers?’ In each issue of TBE Peter reflects on a legal skill that most of us use every day. This time he explores: advocacy. Peter Woodhouse, partner and head of business at Stone King THE BUSINESS EXCHANGE 2018 19