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Negotiation at Work by IRA G. ASHERMAN

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VII. Questioning Techniques

 

Defining Questions

Objectives:

To identify different types of questions

Time:

45 minutes

Group Size:

2 to 3

Materials:

A copy of the Questioning Continuum overhead and Defining Questions for each person.

Trainer’s Notes:

If you have conducted previous interviewing programs, use that questioning format.

Procedure:

 

Step I

Deliver a brief lecture on different types of questions. Allow 10 minutes.

 

Use the attached overhead to illustrate your lecture. Make the following points:

 

• Different questions can have a different impact on the quality of communication between two parties.

 

• As you move from closed questions to the more open-ended ones, encourage people to share information. Closed ...

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