Influencing Through Use of the Socratic Method
Influencing through the use of the Socratic Method can be an effective means to business excellence. The Socratic Method is a process of hypothesis elimination. This process is a constructive approach to CI (Continual Improvement) as more clearly defined hypotheses are found by steadily identifying and eliminating those that lead to contradictions. The Socratic Method challenges assumptions and fosters critical thinking. It is the participation in the process which creates a deeper understanding of a final hypothesis. That which is more fully understood becomes more meaningful.
Using the Socratic method of questioning to guide another’s thought process can be a more powerful way to influence behavior than mere direction. Let’s use an example: There are a set of new directives which have been explained yet are being ignored or minimally adhered to in the workplace. Your objective would be to create a higher compliance rate with minimal drawbacks. One solution might be to initiate consequences for failure to comply. While negative repercussions may elevate some compliance, this type of solution would also elevate dissatisfaction, which we already know is not conducive to high quality productivity. Perhaps a positive reward system would seem a better solution. There would still be potential for dissatisfaction; attempts to comply that fall short of reward would be deflating and result in lack of effort. It may create an unhealthy competition or divisions in the workplace. Both of these ‘solutions’ would incur costs to implement, create potential problems and fall short of encouraging excellence.
Instead, you could use the Socratic Method of engaged questioning to create a deeper comprehension of the directives’ importance and worth. Guiding the thought process through questioning to examining and ultimately conclusion, will have a profound influence on the participants, as the conclusion becomes their own. Compliance will be second nature as the directives are now fully understood and their value more appreciated.
When influencing through the Socratic method, unexpected benefits can arise as well. During the critical thought and intense examination process there may even be flaws discovered and improvements that could be implemented to the original directives. Adding value to both the directives and the people is the crux of business excellence.