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Just Ask Leadership: Why Great Managers Always Ask the Right Questions 1st Edition

by Gary B. Cohen (Author)
4.1 4.1 out of 5 stars 42 ratings
See all formats and editions

John T. Chain, Jr., rose from a second lieutenant to four-star general and led our national missile defense program.

Mike Harper led ConAgra Foods from $636 million to $20 billion in 20 years and increased its stocks value 150 times over.

Ask Gary Cohen what these remarkable leaders have in common and his answer will be straightforward: They use questions to generate fresh ideas, inspire committed action, and build an army of forward-thinking leaders.

In Just Ask Leadership, Cohen steers you away from the all-too-common idea that if you don’t assert yourself with strong statements, you will not be respected. On the contrary, statistics prove that 95 percent of employees prefer to be asked questions rather than be told what to do. Involving employees and colleagues in decision making processes builds an environment rich with energy, excitement, and innovative problem solving.

Just Ask Leadership outlines not only specific questions to ask in certain contexts, but also how to implement question-based leadership as a whole. Learn how to

  • Spend more time on long-term goals―and less on short-term crises
  • Build a culture of accountability
  • Create unity and trust throughout your workforce
  • Steer decision making to the most appropriate parties
  • Develop rapport while instilling respect

    When you ask questions, you show respect ―and you are respected in turn. It is that simple.

    A combination of Cohen’s proven expertise and interviews with nearly 100 highly effective leaders, Just Ask Leadership explains how to harness the power of questions to make your organization more competitive, more profitable, and a better place to work.

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Previous page
  1. ISBN-10
    0071621776
  2. ISBN-13
    978-0071621779
  3. Edition
    1st
  4. Publisher
    McGraw-Hill Education
  5. Publication date
    August 6, 2009
  6. Language
    English
  7. Dimensions
    5.7 x 0.88 x 8.9 inches
  8. Print length
    208 pages
  9. See all details
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Editorial Reviews

From the Back Cover

How do you become a great leader?
The answer’s simple: Just Ask.

The world is filled with people who have all the right answers. What it needs are more people who have all the right questions. Leadership guru Gary Cohen explains how to empower yourself and your people by presenting open-ended questions designed to engage and inspire. Just Ask Leadership provides the insight and skills you need to strategically “question” your organization to greatness.

“Gary’s book can raise everyone’s awareness of the social and intellectual power of asking rather than telling.”
―Tom Pritzker, CEO, Hyatt Corporation

“A thoroughly engaging, well-researched book that has changed the way I run my business.”
―Kayle Neeley, CEO, EZ Payroll & Staffing, and former Vice President, Norwegian Cruise Line

“Gary’s concept of Just Ask Leadership is new and illuminating. It is what we do as leaders.”
―Matt Wisk, President, My Points, Inc.

“For innovative thinking and getting a new slant on an old problem, Gary Cohen is incomparable.”
―Marcy Syms, CEO, Syms Corporation

“Gary’s approach applies to schools as well as businesses. Administrators can empower teachers and teachers can empower students simply by asking thoughtful, open-ended questions.”
―Arne Duncan, U.S. Secretary of Education

About the Author

Gary Cohen, president and cofounder of ACI Telecentrics, Inc., expanded the company from two people to 2,200 employees, took the company public, and reached $32 million in revenues at the company’s peak. ACI grew at an average compounded rate of over 50 percent for almost 13 years. Currently, he is partner and founder of CO2 Partners, LLC, in Minneapolis, where he works as an executive coach and consultant.
Eric Vrooman is a freelance writer living in Minneapolis. He has taught creative writing at Tulane University and Gustavus Adolphus College.

Product details

  • Publisher ‏ : ‎ McGraw-Hill Education; 1st edition (August 6, 2009)
  • Language ‏ : ‎ English
  • Hardcover ‏ : ‎ 208 pages
  • ISBN-10 ‏ : ‎ 0071621776
  • ISBN-13 ‏ : ‎ 978-0071621779
  • Item Weight ‏ : ‎ 14 ounces
  • Dimensions ‏ : ‎ 5.7 x 0.88 x 8.9 inches
  • Customer Reviews:
    4.1 4.1 out of 5 stars 42 ratings

About the author

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Gary B. Cohen

Gary B. Cohen

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Gary B. Cohen

Founder and Executive Coach, CO2 Partners LLC

Like many successful entrepreneurs, Gary Cohen co-founded a call-center company in 1987 with just $4,000 and a limitless supply of enthusiasm. Not knowing what they didn't know, Gary and his business partner hired a consultant to guide them through the start-up phase. What a shock! The consultant charged more money than the two partners were making together. They bit the bullet and swallowed, and the rest is history. ACI Telecentrics, Inc. grew from 2 to 2,200 employees.

Of course, ACI's success was not entirely the result of the consultant's advice. Gary attributes the bulk of it to question-based leadership - not being afraid to ask when he didn't have all the answers. In the process of learning to ask, he empowered coworkers to make decisions and created new ranks of leaders throughout the organization.

Now, after eighteen years of leading his company in an industry that went from "go-go-go" to "no-go," Gary coaches other executives based on his experience throughout the entire corporate lifecycle. And his new company, CO2 Partners (based in Minneapolis), has become another fast-growing success.

City Business, a Minneapolis/St. Paul publication, recognized Gary as one of its "40 Under 40" award winners for business accomplishments and community contributions. Gary has served on the board of nine different organizations, ranging from non-profits to financial institutions. And, he's frequently asked to contribute to articles on leadership, executive, and talent development. In the past year, he has been quoted in USA Today, The Washington Post, Business Week, The Wall Street Journal Europe & Asia Editions, Chief Learning Officer, Investor's Business Daily, Training Magazine, and many other HR, training and industrial publications.

Gary received his undergraduate degree from the University of Minnesota and attended Harvard Business School Owner/President Management Program. He also participated in several leadership programs (including the Covey Leadership Center and Disney University) and was nominated as a Crown Fellow at the Aspen Institute.

Customer reviews

4.1 out of 5 stars
4.1 out of 5
42 global ratings

Top reviews from the United States

Michael Odom
5.0 out of 5 stars The Challenge
Reviewed in the United States on January 9, 2010
Verified Purchase
All good leaders understand the importance of aligning their team toward a shared vision/mission. We also know the power of motivating the team to stretch toward that future with intensity. Where many of us struggle, including me is how we maximize our effectiveness. We find ourselves working long hours because our team continues to count on us for direction. There are lots of reasons why we came to manage this way, but the bottom line is that we are in the habit of telling our team what they should do.

As you read through Just Ask Leadership you quickly come to the obvious conclusion that asking the right questions will help your team learn to answer their own questions, and give them more ownership of the results, which will help improve our effectiveness.

The real question is how do you change? Reading the examples and questions listed help, but the bottom line is that you have to commit to changing, and practice asking good questions. You also have to realize your leadership team has probably adopted a similar approach, so what questions can you ask to help them change as well?

Clearly I have some work to do, but it seems clear that releasing the power of my team through asking is the right model.
4 people found this helpful
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Thomas M. Loarie
4.0 out of 5 stars Ask When in Doubt, Ask When Not in Doubt: Question Your Certainty
Reviewed in the United States on April 6, 2012
"Just Ask Leadership' by author, executive coach, and former executive, Gary Cohen, focuses on the Socratic method of asking and answering questions as a key behavior contributing to leadership success. Questions empower, inspire, and challenge - others are coaxed to solutions of their own making which can provide new insights, broaden options, and open possibilities for increased productivity and creativity.

While 95% of leaders prefer to be asked questions, only 42% walk the talk, with 58% routinely giving instructions (the answers). The `telling" of what to do limits available options and stifles creativity. And all of us - leaders or not - do not know everything. To know and to lead, WE NEED TO ASK QUESTIONS!

"Just Ask" is organized around five objectives: Improve Vision; Ensure Accountability; Build Unity and Cooperation; Create Better Decisions; and Motivate to Action. Questions and illustrative stories useful for reaching each objective are provided. The stories come from some of the country's most effective leaders, over 100 in all - religious leaders, Fortune 500 CEOs, small business owners, military commanders, heads of non-profits, and more.

Some of the questions featured as aids to reaching the stated objective include:

Improve Vision - gaining insight from all levels of the Organization
* What are my values?
* How can wer outrun our competition?
* Are my coworkers aware of the value of their work?
Ensure Accountability - increasing Team and Organization-Wide Performance
* Who is to blame -the employee or the job description?
* What am I afraid of losing?
Build Unity and Cooperation - Creating a Culture of Trust
* How can I be more present?
* Can I trust?
* Why are leaders leaving the organization?
Create Better Decisions - Getting the Right Answers by Asking the Right Questions
* Context, Clarity, Objectivity
o Whose decision is it?
o How can I avoid wishy-washy answers?
o We've always done it that way, but why?
Motivate to Action - Asking for Success
* How do I generate a sense of urgency?
* What leverage haven't I used?

Life is full of uncertainty. We all know that when we are in doubt, we need to ask. Cohen urges also that when we are not in doubt, we need to also ask - "learn to doubt your certainty." This book was written not just for those in business, it will help in all facets of life - as a husband, a father, a parent, and a steward in your community or church.
4 people found this helpful
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Jared Dryer
5.0 out of 5 stars Great leadership book
Reviewed in the United States on April 30, 2023
Verified Purchase
This book is really good and gives a good perspective on leadership and how to improve your interactions with your team. This is a must for any leader who wants to be more impactful!
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Carol M. Liege
5.0 out of 5 stars Every CEO Should Read This!
Reviewed in the United States on May 10, 2013
Verified Purchase
I love a story Gary tells about a four-star general whose young daughter asked him what he did at work. When he was an officer, he told her "I answer questions." When he got to be a general, he said, "I ask questions." It reminded me of a time I was a consultant to a group of retired four-stars in Washington. They asked for lots of information and recommendations, then responded with decisions or had more questions that sent me back to the drawing board. One of them, a great guy with an illustrious career record, bragged that he wasn't very bright but he knew how to surround himself with people smarter than he was. His favorite "management" story was about a time he did a stint at the Pentagon and had seven colonels with Ph.D.s working for him. He'd ask them for information and recommendations, and if they argued with the decisions he made, he'd say, "You may be smarter than I am, but I'm the boss." He was widely respected by people who worked for him, and had many for friends many years later.
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John Gibbs
3.0 out of 5 stars A long list of questions for leaders to ask
Reviewed in the United States on August 19, 2010
Verified Purchase
Questions can help us to see ourselves, coworkers and organisations more clearly, according to Gary Cohen in this book. The author describes the concept of "question-based leadership", in which, instead of giving instructions, a leader leads by asking the right questions, thereby empowering his or her followers or "coworkers" to exercise creativity and become more productive.

It is an interesting premise; however, instead of expanding on the premise, the book consists of numerous questions, each with a brief explanation. The questions are structured into chapters on vision, accountability, building unity and cooperation, decision-making and motivation. It is important to avoid "gotcha" questions and questions which are merely asked to make a point because the questioner already knows the answer.

In my view the book contains some interesting leadership advice. It takes a distinctively egalitarian and respectful approach towards a leader's subordinates. It emphasises the importance of devolving responsibility. But ultimately the list-of-questions style, although it may work for leaders, does not in my opinion work very well for creating a readable well-ordered book.
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Top reviews from other countries

Mandar Harke
4.0 out of 5 stars Nice way of putting the leading the way
Reviewed in India on December 26, 2017
Verified Purchase
Nice way of putting the leading the way. question asking ability in terms of the answer is very nice way. Like the book.
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