O Poder Mágico das Perguntas Abertas por Patricia Müller Buzolin*
Autor: inprove | Publicado: 2016-05-25T10:16:00-07:00



Qual a diferença entre
perguntas abertas e fechadas? E por que elas fazem tanta diferença quando
estamos buscando respostas profundas durante nossa jornada de desenvolvimento? 



Essas duas questões irão
guiar esse artigo que tem como objetivo ajudar coaches e mentores a aumentar
suas capacidade de ajudar outros na sua jornada de autoconhecimento e
transformação.



Tenho certeza que cada um
de vocês, que está lendo esse texto agora, já experimentou os resultados na sua
própria vida desses dois tipos de perguntas. A pergunta aberta é aquela que
aumenta o fluxo de endorfina no seu corpo, que que leva você a novas ideias,
planos, que aumenta seu nível de curiosidade e faz com que você atinja um novo
nível de pensamento. Apesar dessa ser uma habilidade que algumas pessoas já
possuem, é possível desenvolvê-la. Procure lembrar-se da última conversa que
você teve com alguém capaz de despertar em você esse fluxo. O que essa conversa
despertou em você? Que perguntas foram feitas? Usualmente, as perguntas abertas
“esticam nossa mente” e são tocar naquilo que realmente tem significado para
nós.



Já as perguntas fechadas
são perguntas que nos levam ao passado, nos levam a explicar porque não conseguimos
fazer algo, justificar nosso comportamento, racionalizar nossas opções,
pensamentos e resultados. Normalmente, quando alguém nos faz perguntas fechadas
a pessoa tem uma agenda própria, está querendo nos ensinar algo, nos
direcionar. Lembre de uma conversa que foi conduzida com perguntas fechadas.
Como você se sentiu? Que resultados obteve dessa conversa? 



É muito importante
aprendermos como abrir qualquer pergunta que formulamos, assim seremos capazes
de estimular em nossos interlocutores um fluxo enorme de ideias. O grande poder
mágico das perguntas abertas é que elas são capazes de gerar conscientização,
movendo o indivíduo à exploração e busca de soluções criativas. 



Enquanto as perguntas
fechadas resultam em respostas sim/não, isto ou aquilo finalizando a conversa,
as perguntas abertas encorajam as pessoas a reflexão profunda, convidando-as a
relaxar e olhar profundamente para elas mesmas e acessando suas próprias
perspectivas. Elas provocam um estado mental de descoberta, insight,
comprometimento e ação, ao invés de voltar-se para o que não funciona ou não
funcionou no passado. O principal poder das perguntas abertas é que elas levam
as pessoas a descobrirem suas próprias respostas e tornarem-se 100%
responsáveis por suas escolhas e ações. Como mentores quando os mentees
procuram aconselhamento e vocês respondem com perguntas abertas vocês estarão
auxiliando-os no empoderamento pela sua jornada de carreira o que é um dos
principais objetivos de uma programa de mentoring, ajudar os profissionais potenciais
a responsabilizarem-se pela direção de suas carreiras.



Transformando perguntas abertas em ainda mais
abertas:



Quanto mais perto do 10
suas perguntas estão, maior o potencial de gerar reflexão e mudanças para seu
mentee. Veja o exemplo abaixo:





Créditos: Flávia de Paula - Regência Consultoria (flavia@regenciaconsultoria.com.br)





Negativa: Por que você não tem tempo suficiente? (leva a
justificar, explicar o problema)



Fechada: Há alguma maneira de criar mais tempo? (sim/não)



Aberta: Como posso criar mais tempo para mim?



Mais aberta ainda: Quais são as maneiras que eu poderia criar mais
tempo para mim? (plural)



Focada: Quais poderiam ser as melhores formas de criar mais tempo para mim?



Perguntas Sistêmicas: Como posso maximizar o uso do tempo, todos os dias de minha vida?





Algumas ideias para
potencializar suas perguntas:



<!--[if !supportLists]-->1)&nbsp;&nbsp;
<!--[endif]-->Usar a palavra
PODERIA em suas questões: 

<!--[if !supportLists]-->·&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;
<!--[endif]-->Como você pode
aprender mais? Como você PODERIA aprender ainda mais?

<!--[if !supportLists]-->·&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;
<!--[endif]-->Como você
PODERIA encontrar ainda mais valor nessa atividade?

<!--[if !supportLists]-->·&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;
<!--[endif]-->Quem PODERIA
te apoiar nessa atividade?



2)Fazer
perguntas no PLURAL:

<!--[if !supportLists]-->·&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;
<!--[endif]-->Quais são as possíveis
maneiras de aprender mais?

<!--[if !supportLists]-->·&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;
<!--[endif]-->Quais são os
resultados que você quer obter dessa experiência?

<!--[if !supportLists]-->·&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;
<!--[endif]-->Quais são as
outras formas de aprender sobre isso no futuro?



3)Adicionar
palavras como: a melhor, a mais importante.

<!--[if !supportLists]-->·&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;
<!--[endif]-->Quais são
algumas das melhores coisas que você pode aprender dessa experiência?

<!--[if !supportLists]-->·&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;
<!--[endif]-->Quais são as
coisas mais importantes para considerar ao escolher esse caminho de carreira?



4)
Explore os verbos que criam movimento: desenvolver, inspirar, crescer,
aprender, criar.

<!--[if !supportLists]-->·&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;
<!--[endif]-->Quais são as
melhores maneiras de desenvolver essas competências?

<!--[if !supportLists]-->·&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;
<!--[endif]-->Como você
poderia começar a aprender ainda mais sobre esse método de perguntas?



5)
Explorar o sistema de pensamento.&nbsp;
Exemplos de um sistema mais amplo: Sua vida inteira, seu corpo, sua
família, seus vizinhos, sua cidade, seu país, uma escala numérica (1-10). A
ideia aqui é criar um expectro de mínimo e máximo resultado utilizando um sistema.


<!--[if !supportLists]-->·&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;
<!--[endif]-->Qual seria o
melhor resultado se você pudesse fazer uma escala de alternativas de 1 a 10,
sendo 10 a melhor?

<!--[if !supportLists]-->·&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;
<!--[endif]-->Vamos supor
que você poderia ler o livro de sua vida e que você pudesse explorar cada
capítulo desse livro. Como você poderia usar esse livro para melhor entender o
propósito de sua vida como um todo? Como poderia viver melhor esse propósito
todos os dias?


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Vamos praticar? Que tal
registrar aqui as perguntas que você fizer na próxima conversa com um de seus subordinados?&nbsp;



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<!--StartFragment-->



<!--EndFragment-->

Agora volte ao exercício:
Transformando as perguntas abertas em ainda mais abertas e reescreva novas
versões de suas perguntas.&nbsp;



Texto inspirado no
capítulo 4: “Turning on the Tap: The Magic of Open-Ended Questions.”do Livro
Step-by-Step Coaching – Marityn Atkinson, PhD e Rae T Chois. 

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* Professional Coach Certified (PCC)
pela International Coach Federation (ICF), atua como Coaching Executivo,
Coaching de Carreira e Coaching em Empresas Familiares há 11 anos, acumulando
cerca de 1000h Graduada em psicologia pela PUCRS, pós-graduada em administração
e estratégia empresarial pela FGV-SP (CEAG). Formação em Dinâmica dos Grupos
pela Sociedade Brasileira de Dinâmica de Grupos (SBDG). Possui curso de
extensão em RH na DePaul University, Chicago. Coach Sênior pelo ICI -
Integrated Coaching Institute. Erickson Certified Professional Coach (Canadá),
Accredited Coach Training Program (ICF) . Certificada em instrumentos de
mapeamento de perfil como MBTI, Hogan Assessment Systems e TMP – Team
Management Profile.