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Want to Lead? Learn to Ask the Right Questions
Management expert Daniel Pink on how to influence others by asking the right questions.

Have you ever walked away from a sales meeting wondering what you could have said differently to a potential client? Or do you feel as though you’re only wasting your breath trying to convince your employees to believe in a new initiative or direction? Are you tired of telling your children to clean up their rooms? Convincing others can’t come from you—it has to come from them. How does this happen? Learn to ask the right questions.
Daniel Pink is a management expert and the author of five bestselling business books, including Drive. He stopped by Big Think's studio to talk about his latest book To Sell is Human: The Surprising Truth About Moving Others.
“The key here is that we tend to think that persuasion or motivation is something that one person does to another,” says Pink. “What the social science tells us very clearly is that it’s really something that people do for themselves. And your job as a persuader, as a motivator, is to reset the context and surface people’s own reasons for doing something. Because it works a lot better.”
How does one do that? Pink gives the following hypothetical example: If your child’s room is a pigsty, ask him two questions that will get to the bottom of how to change his behavior. The first question: “From 1 to 10, how ready are you to clean your room?” If the answer is low, like a 2, then ask the counter-intuitive follow-up question:“Why a 2? Why not a 1?” The child will then start to articulate his own reasons for why he's not that messy, essentially giving reasons for doing something. But if the answer is indeed a 1, then there may be external factors that the child needs help with.
“When people have their own reasons for doing something – not yours,” Pink says, “they believe those reasons more deeply and adhere to the behavior more strongly.”
For more on Pink’s insights into how to motivate others into action, watch the clip from Big Think’s interview:
2 new ways to find aliens, according to a Nobel Prize winner
Physicist Frank Wilczek proposes new methods of searching for extraterrestrial life.
Alien spaceships.
- Nobel Prize-winning physicist Frank Wilczek thinks we are not searching for aliens correctly.
- Instead of sending out and listening for signals, he proposes two new methods of looking for extraterrestrials.
- Spotting anomalies in planet temperature and atmosphere could yield clues of alien life, says the physicist.
1. Atmosphere chemistry
<p>Like we found out with our own effect on the Earth's atmosphere, making a <a href="https://ozonewatch.gsfc.nasa.gov/facts/hole_SH.html" target="_blank">hole in the ozone layer</a>, the gases around a planet can be impacted by its inhabitants. "Atmospheres are especially significant in the search for alien life," <a href="https://www.wsj.com/articles/looking-for-signs-of-alien-technology-11581605907" target="_blank">writes Wilczek</a> "because they might be affected by biological processes, the way that photosynthesis on Earth produces nearly all of our planet's atmospheric oxygen."</p><p>But while astrobiology can provide invaluable clues, so can looking for the signs of alien technology, which can also be manifested in the atmosphere. An advanced alien civilization might be colonizing other planets, turning their atmospheres to resemble the home planets. This makes sense considering our own plans to terraform other planets like Mars to allow us to breathe there. Elon Musk even <a href="https://www.space.com/elon-musk-serious-nuke-mars-terraforming.html" target="_blank">wants to nuke the red planet.</a></p>The Most Beautiful Equation: How Wilczek Got His Nobel
<div class="rm-shortcode" data-media_id="ijBZzuI2" data-player_id="FvQKszTI" data-rm-shortcode-id="061a3de613c45f42b05432a2949e7caa"> <div id="botr_ijBZzuI2_FvQKszTI_div" class="jwplayer-media" data-jwplayer-video-src="https://content.jwplatform.com/players/ijBZzuI2-FvQKszTI.js"> <img src="https://cdn.jwplayer.com/thumbs/ijBZzuI2-1920.jpg" class="jwplayer-media-preview" /> </div> <script src="https://content.jwplatform.com/players/ijBZzuI2-FvQKszTI.js"></script> </div>2. Planet temperatures
<p>Wilczek also floats another idea - what if an alien civilization created a greenhouse effect to raise the temperature of a planet? For example, if extraterrestrials were currently researching Earth, they would likely notice the increased levels of carbon dioxide that are <a href="https://www.epa.gov/ghgemissions/overview-greenhouse-gases" target="_blank">heating up</a> our atmosphere. Similarly, we can looks for such signs around the exoplanets.</p><p>An advanced civilization might also be heating up planets to raise their temperatures to uncover resources and make them more habitable. Unfreezing water might be one great reason to turn up the thermostat. </p><p>Unusually high temperatures can also be caused by alien manufacturing and the use of artificial energy sources like nuclear fission or fusion, suggests the scientist. Structures like the hypothetical <a href="https://bigthink.com/paul-ratner/this-mind-bending-scale-predicts-the-power-of-advanced-civilizations" target="_self">Dyson spheres</a>, which could be used to harvest energy from stars, can be particularly noticeable. </p>Wilczek: Why 'Change without Change' Is One of the Fundamental Principles of the ...
<div class="rm-shortcode" data-media_id="KrUgLGWm" data-player_id="FvQKszTI" data-rm-shortcode-id="cc13c3c65924439c1992935c61ab8977"> <div id="botr_KrUgLGWm_FvQKszTI_div" class="jwplayer-media" data-jwplayer-video-src="https://content.jwplatform.com/players/KrUgLGWm-FvQKszTI.js"> <img src="https://cdn.jwplayer.com/thumbs/KrUgLGWm-1920.jpg" class="jwplayer-media-preview" /> </div> <script src="https://content.jwplatform.com/players/KrUgLGWm-FvQKszTI.js"></script> </div>As we approach death, our dreams offer comfort and reconciliation
As patients approached death, many had dreams and visions of deceased loved ones.
One of the most devastating elements of the coronavirus pandemic has been the inability to personally care for loved ones who have fallen ill.
Surprising new feature of human evolution discovered
Research reveals a new evolutionary feature that separates humans from other primates.
Human evolution.
- Researchers find a new feature of human evolution.
- Humans have evolved to use less water per day than other primates.
- The nose is one of the factors that allows humans to be water efficient.
A model of water turnover for humans and chimpanzees who have similar fat free mass and body water pools.
Credit: Current Biology
Skepticism: Why critical thinking makes you smarter
Being skeptical isn't just about being contrarian. It's about asking the right questions of ourselves and others to gain understanding.
