Question technology colloquially the use from open and closed questions is called to the purposeful discussion guidance. A question should be linguistically recognizable as such. Here the Intonation (stress, pitch and - process) represents the most important means.

Use

The goal of the applied question technology is it to begin and/or deepen an interview or a dialogue and if necessary the opposite thereby rhetorically to steer. By the skillful selection of the question form/the asking determines the degree of the influencing control (more or less directive communication).

A discussion guidance, which avails itself of the question technology, however no influence makes, is well-known in the market study as well as in the therapeutic range as nondirektive discussion guidance. Their opposite is the extremely manipulative question technology in the sales or in the Demagogie.

Even one

For the process of the question technology the following ranges are important:

• Reflection
• Special position
• Interest
• Relationship
• A character
• Drive.

The goal of clarifying these elements is located in the center of the question technology. For the thesis which asks, which leads, tries the interrogator information to procure itself, by combining and in the change skillfully with one another using the different question techniques partially.

Question categories

These two categories of the question technology summarize all question forms possible within the German language after the degree of its influence.

Open questions

When open (or opening) questions become such questions designation, which permit a free association to the opposite within its answer. They limit the interlocutor not, but request it to take part contentwise or personally.

The open W-questions begin with:

• How"…
• Which"…
• Why"…
• With which/how"…

Here dimensions of the open discussion guidance receive such as Empathie, appreciation and a focusing an outstanding meaning for the success of the questioning.

Closed questions

According to an older definition closed questions are only such, to which the opposite can answer either with or no.

Some examples of closed questions, which can be answered only with or no:

• Did you today already plan something for the
• Do we see ourselves then with the
• May I fetch
• Is it quite you at 19
• Does your wife participate

It gives beyond that also under the W-questions in such a way specified some, to which one can answer neither with the description of an experience, a feeling or a narration.

Closed W-questions

With the closed W-questions the answer default is likewise implied and from the front in here e.g. on a map reference, a name, which limits time or an indication of number of items:

• Where"…
• Who"…
• When"…
• How much"…

Paraphrasierung

A somewhat more extensive form of the closed question is the Paraphrasierung in such a way specified, with which the message is against-asked shortened on the affektiven portion (the emotional meaning) for a short confirmation by the opposite.

• Example:

Could I produce you correctly understood that it concerns to you above all, now as fast as possible again and therefore the date be shifted

Reflection

Rather if the cognitive portion of the statement is to be confirmed, reflection in such a way specified application finds, in which special contents are back-asked for short confirmation.

• Example:

They want to thus say that you the arrangement of my skilled work is too

Closed W-questions in practice

The six W-questions are for a journalist the questions, whose answer is to constitute the beginning of each good message in a newspaper or the messages and which also the basis of each search to form.

In the logical order of their answer are they:

• What
• Who is
• Where did it
• When did it
• How did it
• Why did it

Likewise for the accident admission of the police and fire-brigade are data concerning circumstances of central importance, which can be determined by such W-questions. Therefore each accident message should answer the most important W-questions if possible in the arrangement at least:

• Where did it
• What
• When did the accident
• Are the injuries/damage how
• Who

As the first the place should be always called, so that also assistance can be sent if the discussion should be interrupted.

Question forms

Questions, which are designated after a their goal or internal purchase, cannot be listed finally. Apart from a multiplicity of possible question goals also the respective popularity determines or other form within the Rhetorik their admittingness.

Some very well-known question types are (alphabetical):

• Conclusion question

Confirmation of the customer in form of a question demand. Example: When are we to (Open leading question)

• Alternative question

Decision free space is suggested by the default of two or several alternatives. Example: We have here the Farbpalette for this season. Do you prefer red, green or

• Attack question

By means of the contents (and possibly also the stress) the interlocutor under pressure is to be set for the question. Example: Do you want to press yourselves around this unpleasant

• Counter question

A confrontation or a specifying is called in by the return of a question. Example: How do you mean

• Initial question

At the beginning of a clarifying or a dialogue process a motivation is caused. Example: Which is the most important point for you

• Control or feedback question

Numbers, data, facts or opinions are reflected. Example: Did I understand you correctly that it concerns only the

• Opinion question

It deals with value conceptions and personal Vorannahmen of the interlocutor. Example: How do you stand to the

• Motive question

This question form inquires the drive interlocutor example: Which sense does the abolishment of the delimitation in this case

• Utilizable value question

Here the material advantage is inquired. Example: For what do you want to use the

• Reference question

As a reference person is called in or - thing, one presses its What do you orient in the long run your professional

• Rhetorical question

A question, which requires obviously no answer. It is actually thesis example: "„Wools we not all that our children become healthy "“

• Stimulation question

Praise or the proscription of a common opponent refers emotions into the topic. Example: Don't you know that this party already attacked also

• Leading question

With the help of one hypothetically in question default placed an answer into the mouth is put to the interlocutor. Example: Did you already consider yourselves a vacation date surely,

• Covers question

A question, whose actual (possibly for the asked one a not visible) goal is to be achieved by means of a detour. Example: Did you find a parking lot direct before the (An actual goal: Have do they a driving

See also

• Market study
• Transaction analysis
• Psychology of selling

Left

Sources:

• University of meal

Resuming:

• Mediaportal

Literature

• R. Geml/H. Lauer: The small marketing encyclopedia. 3. Edition, Duesseldorf 2004, ISBN 3-87881-183-7
• Y. Mueller: Better stupidly in demand than not in Berlin 2000
• Z. Schmidt: Questions with system. A manual. Hamburg 2001
• X. Weber: Who does not ask, which does not win. Frankfurt 1999

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