Questioning technique

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The question technique is colloquially the use of open and closed questions for targeted conversation .

target

A question should be linguistically recognizable as such , because unrecognized questions are demonstrably the main cause of missing answers. Here, the intonation is (emphasis, pitch and course) the most important means. Also important are mimic elements (lifting the eyebrows) and above all gestural expressions (tilt or slight protrusion of the head, raising arms, showing the palms). For written questions, this can be achieved by using one or more (Spanish) question marks . Equally important are the use of question words (“who, how, what, where, when, why, why, why”) and the sentence structure (in German, for example, a question is marked in the main clause by placing the predicate in front of the subject : “I can - can I?").

The aim of the applied questioning technique is to start or deepen an interview or a dialogue and, if necessary, to guide the other person communicatively. By skillfully choosing the form of the question, the questioner determines the degree of influence (more or less directive communication). Conducting a conversation that uses the questioning technique but does not intend to influence it is known in market research as well as in the therapeutic field as non-directive conversation , even if it does not use the questioning technique but other strategies. Its opposite is the manipulative questioning technique in sales talks and in demagogy .

Questionnaires as differently standardized written methods are based on these techniques, some of them can also be implemented in writing (form of questions and, if applicable, given alternative answers).

Levels

The following areas are important for the process of questioning technique: reflection, discussion, individual character, effect, opportunity, availability, subject, position, point of view, nature, interest, technology, relationship, character, responsibility, origin, direction, goal, drive, obstacles, Processes and deviation.

The clarification of these elements is the focus of the questioning technique. According to the thesis who asks, leads , the questioner tries to obtain information by using the various questioning techniques. T. combined and used alternately with each other. According to the thesis who asks, wins , questions basically serve to gain information. This is widely recognized in modern linguistics, although more recent work by Glen Hilbert and, independently, Fried von Wittgen have taken different approaches. According to the thesis who asks, says, a separate treatment of questions compared to other sentences is generally rejected.

Questioning techniques

Four questioning techniques are distinguished in psychological counseling and conversation therapy:

  • Linear questions (serve as orientation for the questioner)
  • Circular questions (are formulated in the subjunctive and relate to the respondent's environment), e.g. B: "What would X say if you asked him ...?"
  • Strategic questions (serve to influence the respondent and already contain a desired answer → rhetorical question )
  • Reflexive questions (invite the respondent to mental experimentation and are formulated in the subjunctive)

All of these questions can be formulated both openly and closed.

Question categories

In formal terms, a distinction must be made between open and closed questions. These two question categories summarize all possible question forms in language according to the degree of their influence.

Open questions

Open questions allow a wide range of answers. You learn the wishes and opinions of the interlocutor. However, up to a certain point you first give the initiative to your partner. As a rule, open questions promote the relationship between the conversation partners. With so-called frequent speakers, however, open questions should be used with caution. Open-ended questions are particularly suitable at the beginning of a conversation. Examples:

  • Whose ... idea was it to try this way?
  • Who ... gave you the most insightful information about X?
  • Who ... do you find likeable?
  • Who ... can you trust?
  • How many ... well-known people did you meet in the field department?
  • How many times / how often … a week do you go shopping?
  • How long ... did you work for your previous employer?
  • How far ... do you want to go?
  • How ... do you imagine your job?
  • What ... ideas and wishes do you have?
  • What ... do you want to achieve?
  • When ... can you start?
  • Wessenthalben / For what sake ... are you settling this matter?
  • What for / for what / why / why / why / why (question about / the reason / motive / intention / purpose) ... have you left your job?
  • Why / why / why / why (question about the cause / the reason) ... does friction generate heat?
  • What (question about preference / preferential treatment) ... are you interested in? or also: ... have you decided on your vacation?
  • What (question about the meaning) ... do you take me for? or also: ... is this word in German?
  • What ... do you enjoy?
  • Whereby ... do you feel uncomfortable?
  • What ... can I help you with?
  • Where ... were you on vacation?
  • Where ... did you want to go before I stopped you?
  • Where does this melody come from?
  • How do the offers differ?
  • What ... is this product made of?
  • What do you want to reach into?
  • Where is the whole procedure going?
  • What ... do you want to talk to your boss about?
  • What ... do I have to look under if I want to find the entry?
  • What ... did you bet on?
  • What ... are you most likely to protest against?
  • What ... exactly is the job offer?
  • Where between ... you can't decide exactly?
  • Why ... would we have to go rightly?
  • Where along ... can I still sail risk-free?
  • What ... do you want ?
  • How ... did you find out about my presence?
  • What ... can you make a decent living?
  • What ... do you have the most scruples about?
  • What are you ...
  • Where to ... do we want to climb?
  • Where should we go?
  • To what extent ... did you feel confirmed by X the other day?
  • To what extent ... did you identify with your previous work?

Here, dimensions of open conversation such as empathy , appreciation and focus are of outstanding importance for the success of the survey . The closed question can be found as a counterpart to this question.

Open W-questions in practice

W questions are questions that a W-word start, so with a question word with the first letter W is.

The six W questions of a journalist are the questions whose answers form the basis of any research . Then there is the seventh W , the question of where the source comes from .

In the logical order in which they were answered, they are:

  • What happened
  • Who is involved
  • Where did it happen?
  • When did it happen?
  • How did it happen
  • Why did it happen?

Open W-questions for the facts to be determined are also of central importance for the accident recording of the rescue service , police and fire brigade . Therefore, every accident report should answer at least the following four questions and pay particular attention to the last point:

  • Where did it happen?
  • What happened
  • How many injured are there?
  • What kind of injuries / damages are present?
  • Wait for questions!

The place should always be mentioned first so that help can be sent even if the conversation should be interrupted. The following sentence is also easy to remember: Who harmed whom, when and where; why was what done how? What happened where, how many have what injuries?

Closed questions

In the case of closed questions, the answer options are given (e.g. “yes / no / don't know”) or defined, either by the question itself or by explicitly naming the answers available for selection. This type of question is used in marketing and research (e.g. opinion polls ). The opposite of the closed question is the open question.

  • "Would you agree with that?"
  • "Do we agree so far?"
  • "Can we hold onto this like that?"
  • "Do we want to take the next step?"
  • "Is that how we want to implement it?"
  • "Have I expressed myself clearly so far?"
  • "Are you aware of the many advantages so far?"
  • "Do you agree?"

Reflective questions

Reflective questions are questions that are used to avoid misunderstandings, e.g. B: "The house has already been sold, you say?"

Decision questions

According to an older definition, closed questions are only decision-making questions ; H. Questions to which the other person can answer either yes or no .

Some examples of closed questions that i. d. Can usually only be answered with yes or no (or perhaps or the like) or only allow a very specific answer:

  • "Have you already planned something for the evening today?"
  • "Will we see you at reception then?"
  • "May I pick you up?"
  • "Is it okay with you at 7 p.m.?"
  • "Is it too late already?"
  • "Did all participants show up?"

Alternative questions

The alternative question is the combination of two (or rarely more) options. It can, but does not have to, combine grammatically complete decision questions; however, decision-making questions are combined accordingly in each case.

An alternative question only gives the respondent the option of answering one of the options offered (but not with yes or no ).

Abbreviated forms:

  • Should we go by bike or by bus?
    (stands for: should we go by bike? Or should we go by bus? Answer e.g .: by bike / the former or by bus / the latter )
  • Would you like to go to the theater or a concert ?
    (stands for: Would you like to go to the theater? Or do you want to go to a concert? Answer e.g.: to the theater or to a concert )

Connection of two complete decision questions:

  • Do you feel like it or don't you?
    (Answer e.g .: I feel like it or I don't feel like it )
  • Did Humphrey Bogart's last film appear while he was still alive or did it only hit cinemas later?
    (Answer e.g .: during his lifetime / He appeared during his lifetime or later )

If none of the options apply, the question is often answered colloquially with neither nor , while the high-level correct expression is neither one nor the other . Correspondingly, if both options are applicable, the slang answer is both and , in high-level language, both one and the other . Finally, if the choice is different, one usually says sometimes this, sometimes that, or more correctly in some cases one, in other cases the other . The answer technique deals with these different possibilities.

Paraphrase

A somewhat more extensive form of the closed question is the so-called paraphrasing , in which the message is shortened to the content of the matter in your own words. The aim is to check understanding and, if necessary, to add or correct the content. Example: Did I understand you correctly that you are primarily concerned with being able to produce again as quickly as possible and that the date should therefore be postponed?

Verbalization

Verbalization is only apparently a closed question. In talk therapy , verbalization is understood to be the reproduction of the emotional content of a statement or a conversation. The aim is to test the emotional understanding and to use empathy to break down existing inhibiting feelings in order to lead the client to a further deepening of self-observation. Example: "So are you afraid of being excluded from your circle of friends if you change?"

The experienced client automatically reacts to the apparently closed question with a deepening: "yes, especially if ...". The not yet so experienced client, who may still answer with a “yes”, receives a further open question, for example: “Can you give an example?”.

Rhetorical questions

Rhetorical questions are bogus questions. They are always a hidden invitation to agree with your own opinion. The questioner does not expect an (informative) answer to a rhetorical question, but rather the reinforcing effect of his statement.

Question forms

Questions that are named according to their goal or internal reference cannot be conclusively categorized. In addition to a multitude of possible question objectives, the popularity of one or the other form of rhetoric also determines its popularity.

Some question forms (alphabetical)
Question form description example
Final question Request confirmation from the customer in the form of a question. When should we deliver?
Alternative question By specifying two or more alternatives, freedom of decision is suggested. We have the color palette for this season here. Do you prefer red, green or yellow?
Question of attack The content (and emphasis) of the question is intended to put the interlocutor under pressure. Do you want to avoid this unpleasant topic?
Answer question The answer is already contained in the question. You prefer red, don't you?
Command question An order is given to the interlocutor through the content and emphasis of the question. Will you eat up
Double question Two or more questions are grouped into one question. Are you brave or generous?
Counter question By returning a question, a confrontation or clarification is requested. What do you mean?
Violence issue The content (and possibly the emphasis) of the question is intended to put the interlocutor under pressure. Do you want to avoid this unpleasant topic?
Initial question At the beginning of a clarification or dialogue process, a motivation is created. What is the most important point for you today?
Control question Numbers, data, facts or views are reflected on. Did I understand you correctly that it's all about price?
Opinion question It addresses the values ​​and assumptions of the interlocutor. How do you feel about the matter?
Monetary issue This question form is intended to explore the price of an object. What does this cost?
Motive question This type of question is intended to explore the other person's drive. What is the point of abolishing the limit in this case?
Motivation question This type of question should motivate the interlocutor. How did you come up with this great idea?
Utility question The objective advantage is asked here. What do you want to use the truck for?
Reference question The other person is pressured by asking a reference person or thing. How do you ultimately orient your professional activities?
Rhetorical question A question that obviously doesn't need an answer. It is actually a thesis . Don't we all want our children to grow up healthy?
Scaling question A question that concretizes and compares a general statement. How would you place yourself on a scale from 1 (minimum) to 10 (maximum)?
Scanned question A question that is asked repeatedly and simultaneously by several people. Are we the people? Are we the people?
Stimulus question Praise or condemnation of a common opponent brings emotions into the subject. Don't you know that this party has attacked us too?
Leading question With the help of a hypothetically questioned specification, an answer is put in the mouth of the interlocutor. You have probably already thought about a vacation date, haven't you?
Hidden question A question whose actual goal (possibly not recognizable for the respondent) should be reached via a detour. Did you find a parking space in front of the house? (Actual goal: do you have a driver's license?)
Wonder question A question from systemic therapy ( systemic coaching ) to concretise unclear wishes of the client. Suppose a miracle had happened overnight and your wishes had come true: How would you know this?
Target question A question the aim of which should be reached directly. Where, please, are you going to the main train station?

Question formulation / choice of words

If the objective is objective and transparent communication, questions should be formulated in such a way that the addressee can easily answer them. This applies in particular to general population surveys :

  • Use of simple terms that are as clear as possible
  • appropriately short formulations, simple sentence structure
  • concrete instead of abstract and hypothetical questions
  • simple instead of double stimuli , no double negations
  • no insinuations and leading questions
  • Questions that can also be answered: knowledge, will, effort, understanding the question, question must apply to the respondent
  • clear temporal reference
  • exhaustive and disjoint questions
  • no distorting question context
  • Clear definition of potentially unclear or ambiguous terms, if these are necessary

The fact that the way a question is phrased influences the answer is also known as the wording effect .

See also

literature

Web links

Individual evidence

  1. ↑ Walther von La Roche : Introduction to practical journalism. 18th edition. Econ, Berlin 2008.
  2. ↑ Question Wording - For formulating questionnaire questions. (PDF) Retrieved December 9, 2019 .
  3. ^ Christian Becker-Carus , Mike Wendt: General Psychology. An introduction. 2nd Edition. Springer Verlag, Berlin / Heidelberg 2017, ISBN 978-3-662-53006-1 , p. 20.