Precision funnel

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The word precision funnel denotes a rhetorical device. An attempt is made by asking questions, sharpen a fairly general statement on a concrete statement (see also concrete ). The aim is to make a statement more tangible in order to be able to react to it in a substantial way.

In order to understand the purpose of this conversation technique, one must be clear why generalizations make a factual discussion difficult:

  • Vague quantities cannot be refuted. The statement: “Sometimes you have already left your socks lying around” cannot be refuted by pointing out that there are currently no socks.
  • Abstract statements cannot be refuted. The statement: "You are untidy" cannot be refuted because it is not clear how you can specifically observe whether someone is untidy (see empirical evidence ). In the following it is therefore not possible to determine whether someone has become more orderly, because the success criterion was not described in such a concrete way that it could be checked by observation.

Generalizations as a rhetorical device can be used deliberately as a manipulation technique, but they can also be used unintentionally. The precision funnel can therefore be seen as a means against deliberate manipulation, but also as a means to solve an unintended communication blockage. Accordingly, the technology can be used in professional negotiations as well as privately. Inferring a generally valid rule from a few observations is also problematic from an epistemological point of view (see induction problem ). Marshall B. Rosenberg assumes that static fixings often lead to conflicts and therefore recommends an action-oriented process-like language (see non-violent communication ).

Individual evidence

  1. ^ A b André Moritz, Felix Rimbach: Soft Skills for Young Professionals. Everything you need for your career . Gabal Verlag , Offenbach 2006, ISBN 3-89749-630-5 , p. 514 ( limited preview in Google Book search).
  2. ^ A b Thomas Wilhelm, Carola Zinner: Manipulationtechniken- live . Rudolf Haufe, Planegg 2006, ISBN 3-448-07547-7 , p. 22 ( limited preview in Google Book search).