letting him “have the floor” and go first. The question “What do
you want?” strongly affects the drivers of rank and autonomy.
Expectation, the other factor, may be a little depressing (a
question contains more ambiguity than an answer), but that’s OK.
Your goal is to raise the overall TERA Quotient, and by asking
questions you do just that.
Build Your New Habit Here
WHEN THIS HAPPENS...
Write out the moment, the person and perhaps the feelings that are
your trigger.
The trigger for this habit is when you or he or the conversation
feels a little stuck. You may be circling through options and none
of them feel quite right or exciting or engaging. It can also be when
he is procrastinating on taking action (or you are), and you’re not
sure why. Or it can be any time you’re in a slightly fraught
conversation with someone—someone on your team, your boss, a
customer, a vendor. Perhaps the conversation goes off the rails
and hasn’t really got started and you’re wondering how to get
things back on track.
INSTEAD OF...
Write out the old habit you want to stop doing.
The trap of the old habit is that you think you know what they
want. And sometimes, they think they know what they want. So the