Asking productive questions is a key element to an effective negotiating strategy in business, politics, and card rooms.—where I have spent a fair share of my spare time.
Children frequently blurt out whatever questions come into their heads, unnerving adults by their brash simplicity and clarity. More often than not, they ask basic questions designed to understand facts, and context or to challenge parental authority: They easily inquire, “Why are you asking?” and “What do you mean?” These queries are among the most powerful probes.
At virtually every negotiating table, gaining leverage and making deals is dependent in large measure by proficiency in the use of the PEP Principle. Job seekers, especially senior level candidates are equally well-served to pay close attention to this principle, as errors are generally more costly in direct proportion to one’s age, experience, and perceived sophistication.
Put the PEP Principle to Work
Probe, evaluate, and perform accordingly—PEP—combines the use of appropriate questions for specific situations, with analysis of answers from different vantage points. PEP calls for logic and common sense in the development of information. It also emphasizes the use of practical strategies to gage the relevance and credibility of responses. Lawyers are known to be faithful to this principle, on behalf of clients; not so much on their own behalf in the career transition process.
The keys to mastering the PEP principle, as a job seeker, reside in the career journey. “Seamless presentation of the major decisions along the way unlock opportunities for the broadest range of new adventures, ” says Wendeen Eolis, CEO of EOLIS. In a new interactive seminar series open to the public as well as one-one one collaborative aching sessions for senior level lawyers and leading executives, Wendeen explores the power of the PEP Principle at every stage of the search process. For further information on interactive workshops and coaching options contact at emead@eolis.com.
