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2：EFFECTIVE QUESTION ING

http://www.sina.com.cn 2003/11/14 01:28 中图读者俱乐部

　有效地提问

PROVERB谚语

　　There is no such a thing as a stupid question.

　　愚蠢的问题从来就不存在。

　　The important thing is never to stop questioning.

　　Albert Einstein

　　重要的是永远不要停止提问。

　　爱因斯坦

　　The fool wonders, the wise man asks.

　　Benjamin Disraeli

　　愚人困惑，智者提问。

　　狄士雷利

　　You can tell whether a man is clever by his answers. You can tell whether a man is wise by his questions.

　　Naguib Mahfouz

　　通过一个人的回答你能看出来他是否聪明。通过一个人的问题你能看出来他是否智慧。

　　马缶兹

COMPARATIVE DIALOGUE比较式对话

　　Dialogue 1:“What’s Up?”“怎么了？”

　　Scene 1: Closed-Question Example

　　Don: Hi, Suzie. What’s up?

　　Suzie: Well, I’mshavingsa problem with Jo again.

　　Don: Is she arguing with people again?

　　Suzie: Yes, she’sshavingsa difficult time getting along with the other people.

　　Don: Does she get to work on time?

　　Suzie: She gets to work on time. That’s not the problem.(Suzie appears somewhat frustrated and confused with Don’s question.)

　　Don: Does she work hard?

　　Suzie: She workes hard. That’s not the problem, either.

　　Don: So, it’s a personality problem?

　　Suzie: Well, some of the time. I mean, everybody has a hard time with Jo.

　　Don: Do you get along ... how about Sam?Suzie: Not really anybody. Anytime she has to do something for somebody else, you know, she can’t follow through, she has a hard time.

　　Don: Does she follow your orders?

　　Suzie: (surprised) Not as much as I’d like.

　　Don: Are you being clear when you give her orders, Suzie?

　　Suzie: ... I try to be ... I ...

　　Don: Sometimes you’re pretty vague?

　　Suzie: Probably that’s right. I probably expect her to do things on her own a little bit more than she’s able. She needs more direction ...

　　Don: Do you think you maybe need to be little bit more clear?

　　Suzie: Probably, but I wonder if she has a hard time hearing people.

　　场景1:封闭式问题

　　杜恩:你好，苏茜，有什么事吗？

　　苏茜:呃，我和乔之间又发生了矛盾。

　　杜恩:她又和别人吵架了吗？

　　苏茜:嗯，她和其他人难以相处。

　　杜恩:她上班准时吗？

　　苏茜:准时。那不是问题所在。(苏茜对杜恩的问话感到困惑。)

　　杜恩:她工作努力吗？

　　苏茜:努力。那也不是问题的所在。

　　杜恩:那是她的脾气的问题吗？

　　苏茜:呃，有些情况下。我的意思是想说，所有人都和乔难以相处。

　　杜恩:你呢？她和萨姆怎样？

　　苏茜:也不是和所有人都这样。每一次乔为别人做点事情，她总是做不好，她的日子很不好过。

　　杜恩:她听你的命令吗？

　　苏茜: (吃惊)也不是我说什么她就做什么。

　　杜恩:是不是你给她的命令不够清楚？

　　苏茜:我尽量……

　　杜恩:有时很模糊？

　　苏茜:可能是。有时我可能想让她独立地做事，这可能有点超出她的实际能力。她需要更多指导……

　　杜恩:以后下命令的时候你是不是需要说得清楚一点？

　　苏茜:可能需要，但她是不是听还是个问题。

　　Scene 2: Open-Question Example

　　Don: Hi, Suzie, what would you like to share?

　　Suzie: Hi, Don. I’mshavingsa problem with Jo, you know, the woman I hired to work for me.

　　Don: Oh, yeah. Could you tell me generally what’s been going on?

　　Suzie: Well, Jo’s just beenshavingsa hard time working with everybody, everybody on our staff. Jo talks incessantly and takes a lot of time. People are very busy and have to stop and listen to her. And, to give her instructions, I have to do it over and over again. It’s taking a great deal of time, and people find it offensive. You think she should control her behavior, don’t you?

　　Don: How do you feel about her, Suzie?

　　Suzie: Well, she’s a nice woman and she means well, but I have a hard time listening to her. She seems to talk so much about everything. I have lots to do and don’t have time to sit and listen to her all the time.

　　Don: So far, Suzie, it seems that one of the important things is that she isn’t getting along too well with others. She talks a lot and is intrusive. You have a hard time liking her. I guess that you feel she needs to control. Am I correct?

　　Suzie: Yes, that’s exactly accurate. (she smiles.)

　　Don: Now, could you give me a specific example of one situationswheresshe caused this type of reaction?

　　Suzie: Okay, she was assigned work with the R-and-D department, in which she had to do some purchase plans with the supervisor. She had her own ideas for the project. She wanted to change the design of the product, but she ended up arguing with the supervisor and caused a lot of dissension between the two groups.

　　Don: So, I am getting the picture, but before we go further, let’s focus on what she is already doing right. I hear you saying you really respect Jo’s ability. Could we stop for a moment and review the positives in the situation?

　　Suzie: Well, first of all, I really respect Jo’s talents. It’s quite a challenge to work with her, though. As I think about it, I probably haven’t sat down with her to tell her much I appreciate her strengths and contributions. I think Jo seems to need positive feedback.

　　场景2:开放式问题

　　杜恩:你好，苏茜，有什么想要谈谈吗？

　　苏茜:你好，杜恩，我雇了个叫乔的女职工，我和她之间有点矛盾。

　　杜恩:呃，你能告诉我事情的大致情况吗？

　　苏茜:乔和任何人--每一个职工--都难以相处。她说起话来口若悬河，经常耽误别人的时间。大家都很忙，却还得停下手中的活，去听她说话。我每次给她派活，都得一遍一遍的重复该怎么做。这样很耽误时间，大家都觉得很反感。你认为她应该控制自己的行为，对吗？

　　杜恩:你是怎么评价她的，苏茜？

　　苏茜:呃，她人不错，但是我不愿听她啰嗦。她好像对任何事情都有话说。我可没那么多时间坐下来听她说话，我还有很多事情要做。

　　杜恩:说到现在，苏茜，我觉得最关键的事情是乔和其他人难以相处。她说话太多，很烦人。你对她很反感。对吗？

　　苏茜:是的，完全正确。(她笑了。)

　　杜恩:那你能举个具体的例子，说明一下她的这种行为吗？

　　苏茜:好，有一次，她配合调查发展部做工作，她需要和那个部门的监管一起制定一个销售计划，乔对那个项目有自己的想法，她想要改变商品的包装设计，便和监管吵了起来，结果搞得我们两个部门之间闹别扭。

　　杜恩:现在，我明白大致的情况了，在我们继续讨论这些之前，咱们能不能集中谈谈她做的正确的事情。我听你说你很尊重乔的能力。你能讲讲这个积极方面的事情吗？

　　苏茜:呃，首先一点，我真的很尊重乔的能力。和她在一起工作，很具有挑战性。现在想一想，我以前可能没有和她坐下来好好谈一谈，告诉她我欣赏她的优点以及她做出的贡献，看起来乔可能需要一些积极的反馈。

SKILL交流技巧

　　There are basically two types of questions-open and closed questions.

　　Open questions are those that can’t be answered in a few words.They encourage others to talk and provide you with maximum information. Typically, open questions begin with what, how, why, or could, for example,“Could you tell me what bring you here today?”

　　Closed questions can be answered in a few words or sentences. They have the advantage of focusing on a topic and obtaining information, but the burden of guiding the talk remains on the speaker. Closed questions often begin with is, are, or do, for example,“Are you living with your family?”

　　Speakers can employ different kinds of questions to achieve their disired purpose.

　　我们通常问的问题可以分为两种--开放式问题和封闭式问题。

　　开放式问题是指那些用三言两语难以回答的问题。这种问题鼓励别人谈话，最大限度地向你提供信息。这些开放式的问题通常以what, how, why, could开头，例如:“Could you tell me what bring you here today (您有何贵干)？”

　　封闭式问题可以用三言两语进行解答。它们的优点是能够针对某个特定的主题获取信息。但是仍然要求问题的提出者继续控制谈话。封闭式问题通常以is, are, do开头，例如:“Are you living with your family (你和父母住在一起吗)？”

FURTHER ANALYSIS深入分析

　　Statement:

　　“I was really upset by my parents. They entered my room when I was gone and searched the whole place. They suspect me of taking drugs.”

　　Response with open questions:

　　“Could you tell me what led your parents to the suspicion?”

　　Response with closed questions:

　　“How many times does that happen?”

　　有人说:

　　“我对我父母做的事情很恼火。我不在家的时候，他们搜我的房间，他们怀疑我吸毒。”

　　以开放式问题做出反应:

　　“你能告诉我你的父母为什么怀疑你吗？”

　　以封闭式问题做出反应:

　　“这种事情发生过多少次了？”

　　The effective questioner, like the effective news writer, can benefit from this famous verse by Rudyard Kipling:

　　I keep six honest serving-men.

　　They taught me all I know.

　　Their names are what and why and when and how andswheresand who.

　　The interrogatives what, where, when, who, how, and why are used broadly throughout the process of communication because they lay a foundation of acquiring knowledge.

　　像高明的记者一样，高明的提问者就能够从凯普灵的诗文中获得启迪:

　　我有六个忠实的仆人。

　　他们教会了我一切。

　　他们的名字是what,why, when, how, where, who。

　　在交流的过程中，这六个疑问代词得到广泛地应用，因为它们是获得知识的基础。

　　Take the course of an interview for example, closed and open questions may both be used, in any combination. Closed questions can be answered with a simple“yes”or“no”or in a few brief words. Following are examples of closed questions:

　　How old are you?

　　Where do you live?

　　What schools did you attend?

　　Did you graduate in the top-ranking of your class?

　　Would you accept the salary offered?

　　What starting salary do you expect?

　　以一场面试的过程为例，封闭式问题和开放式问题可以联合使用。封闭式问题可以用yes或no或其他简单的语言回答。下面是封闭式问题的例子:

　　你年龄多大?

　　你住在哪儿?

　　你是哪个学校毕业的？

　　你的毕业成绩名列前茅吗？

　　你能接受我们提出的薪水待遇吗？

　　一开始你想要多少薪水？

　　Open questions are broader in nature than closed questions and less restricting or structured; hence, they offer the interviewee more freedom with regard to the choice and scope of an answer. Following are examples of open questions:

　　Tell me about yourself.

　　How do you judge success?

　　Why did you choose to interview for this particular job?

　　What are your career goals?

　　Describe a time you failed.

　　What do you mean?

　　Would you explain that further?

　　Could you give me an example?

　　开放式问题在本质上要比封闭式问题更加广泛和不受限制，也给参加面试者更多回答的选择自由。下面这些问题是开放式问题:

　　告诉我一些关于你的事？

　　你是怎样看待成功的？

　　你工作的目标是什么？

　　描述一下你的一次失败经历？

　　你的意思是什么？

　　你能再进一步解释一下吗？

　　你能给我举个例子吗？

SELF-TEST自测题

　　Answering the following questions with True or False

　　1. The fewer the questions asked, the better the research.

　　2. Divergent questions are questions that lead us down the wrong path.

　　3. Irrelevant questions can do nothing for our research.

　　4. Probing questions lead us to the periphery.

　　5. The questioning test is nothing more than an essential question.

　　6. Irreverent questions are offlimits to students.

　　7. Sorting and sifting questions allow us to manage our information.

　　8. With unanswerable questions we may never find the truth, but they help us to illuminate.

　　9. Provocative questions could stimulate creativity.

　　10. Clarification questions allow us to clarify meaning, to make out the horizon in a fog.

　　In the above 10 items, an effective questioner would most likely answer false to item 7 & 8, and true to the rest of the statements. The more accurate your answer corresponds with this, the more effective your questioning ability will be.

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