They consist in repeating with a questioning intonation part of the statement just said by the interlocutor, to enable him to see it from a different perspective. These questions allow, without contradicting the interlocutor and not refuting his words, to create in the conversation new elements that change the meaning. You can not always ask "why?". Question why? often causes defensive reactions, searches for imaginary causality. Ask mirror questions! This is a very effective technique. Questions for consideration.
The purpose of these questions is to create an atmosphere of mutual understanding. They force the interlocutor to reflect and comment on what was said.
- Do you think that ...?
- Did I understand correctly your point of view that ...? Questions - suggestions.
Allowed without visible pressure to convey the right thoughts to the interlocutor.
- Do you also think that ...?
- Do you also hold the opinion that ...? Test questions.
It is useful to ask them during any conversation, to understand if the interlocutor is listening to you or his thoughts somewhere far away. In addition, the questions asked by the partner help keep his attention.
- What do you think about it?
- Can I assume that this dispelled your doubts? Confirming questions.
Are asked to find mutual understanding. If the interviewee agrees with you three times, he will automatically agree with you for the fourth time. If you come to the talks, it is very useful to start a conversation with something in which you will find a common language. For example, with the weather. Banal talk about the weather helps create an atmosphere of goodwill and mutual consent. The topic is neutral and therefore safe, so the agreement with the interlocutor does not cause resistance. If you have found a common language on one issue, you have already established mutual understanding and it will be much easier for you to reach an understanding and in the process of discussing subsequent problems. In any conversation, always insert supporting questions and focus on what unites you, not on what separates you.
- Are you also glad that ...?
- If I'm not mistaken, do you think that ...
A well-posed question is a good start. The interlocutor has a state of positive expectation, interest.
- If I offer you a way with which you can earn more money without risking anything, will it interest you?
Their goal is to end the conversation. It's better to ask a couple of confirmative questions first, beaming at the same time smiling:
- Could I convince you, in the benefit of our proposal for your enterprise?
- Did you find out how easy this device is to operate?
And then go to the final question:
- Do you want to receive delivery or self-delivery?
- What did you decide to stop on A or B?
Questions are casuistic
Casuistry (from. casus - case) - a kind of reasoning related to the consideration of cases (incidents) in their connection with the general principles of law, morality, theology. Usually, the method of reasoning and question on the casuistic scheme is this: bringing the precedent to the general case. In the usual usage of casuistry is understood as dexterity, resourcefulness, sophistication in speech. For example, a question that for a long time, during the centuries was discussed quite seriously: Is there a soul in a woman? & Quot ;. Nothing less than the sagacious scholars, theologians and theologians, answering this question, sought the answer in the precedents described in the Holy Scripture, beginning with the creation of the first woman of Eve from the rib of Adam, noting that in the text of the Bible explicitly it says how, by creating Adam, God breathed into him the soul. But, they argued, the Bible does not contain an indication of any precedent, where it would be said about such an act in relation to Eve. Hence, they concluded, the woman does not have a soul. And only the Vatican Council, which took place in the XIX century, put an end to this highly academic debate: by voting (with the majority in one voice!) It was once and for all "established" that the woman has a soul.
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