2 management - School of International Business and ...

Günter Lehmann
– the questions should be tailored to the ability to comprehend of the subject,
– a clear relationship frame must be defined in which the questions are placed,
– avoid adding addenda and explanations and reasoning for the questions.
2. Reasoned use of questions
From my own experience, the questioning techniques shown in Fig. 2 are recommended.
Questioning techniques Description Example Effect
Open Questions Asking questions: Who,
what, how, where, which,
through what, why, how
many?
Close Questions Questioning limits the
possibilities of answers
to yes, no or 'don't know'
Hypothetical questions Questioning describes
future scenarios, examines
possible alternatives
and consequences
Discrimination questions Questions are detailed
and concrete assessments
and allow for
estimates
Circular questions Questions focused on
information about third
persons in their absence
3. Dealing with defensive behavior
What have you done so
quickly to adapt to this
new task?
Do you choose version
A?
"If we suppose that Case
B happens, what would
be the consequences?"
"Which of the three
recommended versions is
closest to you?"
"In corporate circles, one
says that environmental
protection is too expensive.
Do you agree?"
Stimulation and motivation
of the partner, gain
information
Allows for decisions or
brief statements, slows
the flow of speech
Extension of the current
range of thought, and
including new possible
solutions
Support the ability to
argue and decide
Provides insight into
how far subjective perceptions
of the individual
agree with the actual
opinion of others
Defensive behavior can arise in subjects if taboo themes or very personal topics are broached.
This hides the fear that with their answers, the subjects will lose prestige or inappropriately reveal
themselves to the interviewer. Should the questions be unavoidable, they should be structured in
such a way that the subject can protect face. This includes, for example
– mentioning in passing that others also have this opinion, or are burdened with the conflict,
– embed the questions in the declaration that the facts discussed are »normal«,
– using circular questions.
Figure 2 | Description of chosen questioning techniques
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