TEchNOLOGy TRaNSFER MODEL - Javna agencija
TEchNOLOGy TRaNSFER MODEL - Javna agencija
TEchNOLOGy TRaNSFER MODEL - Javna agencija
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3<br />
BUSINESS CULTURE<br />
Raising questions effectively in a facilitated process is also closely related to active listening and perception of verbal (eye contact,<br />
posture, motions, body language) and para-verbal messages (speed of the speech and breathing, rhythm, the height of the voice,<br />
breaks etc.).<br />
We should avoid asking problem questions<br />
(questions focusing on problems, barriers and objections):<br />
What is the problem?<br />
How long have you had this problem?<br />
Why don’t you do something?<br />
How long have you been dealing with this problem?<br />
Why haven’t you solved it yet?<br />
Who is to blame?<br />
What is wrong with you?<br />
Why are you avoiding answering the question?<br />
What are your objections?<br />
In order to collect as much information as possible it is important to ask OPEN – ENDED QUESTIONS:<br />
WHAT, WHO, WHERE, HOW, WHAT FOR, WITH WHAT EFFECT...<br />
Coaching questions<br />
POSITIVE AND GOAL ORIENTED<br />
• What would you like to accomplish?<br />
• How will you accomplish that?<br />
• Have you ever accomplished something similar?<br />
• What solutions, resources are there already available?<br />
• What kind of plan do you suggest / would you like to make?<br />
• Where should we start? What is the first step?<br />
• What is next?<br />
UNCLEAR, SUGGESTIVE »MILTON« QUESTIONS<br />
• What will you gain from that?<br />
• What is (in this) most important for you?<br />
• What should be taken into account/ not disregarded?<br />
• How can this easily be done/ accomplished?<br />
• Which basis would be the easiest for you to reach a decision on?<br />
• Anything else?<br />
SPECIFIC AND VERY PRECISE META QUESTIONS<br />
• What exactly do you mean by ... ?<br />
• When exactly do you wish to ... ?<br />
• How exactly do you imagine when ... ?<br />
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