沟通-问题
Communication Skills
A friend was once asked as he left a particularly gruesome Maths exam, whether the questions were difficult.
“不，”他说，“问题很简单，答案很难！’
这在数学中可能是正确的，但当涉及到交流、表达或影响时，提出正确的问题往往看起来像一门黑色艺术。
Choosing the right type of question通常是一个很好的起点。
那么有什么类型的问题呢？
你知道这类事情：开放的，封闭的，修辞的，引导的，假设的，直接的，间接的。
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封闭式问题
封闭式问题are pretty easy to recognize and to answer – after all, it’s a straight ‘yes’ or ‘no’ isn’t it? Well, maybe!
So
'Do you agree with this proposal?'
这是一个封闭的问题。
当你想限制讨论的时候，封闭式问题是有用的，但是它们不会给你太多的信息。如果你想展开一场讨论，开放式的问题更有用。
封闭式问题come into their own when you are trying to pin people down or clarify the situation.
But one of the problems with closed questions is when the 'asker' poses a closed question, hoping for an open answer! Read on.
Open questions
开放性问题通常是指任何类型的答案都是可能的。他们最有可能从为什么或如何开始。告诉我，给我描述和解释也很有用。
So
“你觉得这份文件怎么样？”
这是一个悬而未决的问题。
它更可能给你更多的回应，而不是一个封闭的。是否是你想要的回应是另一个问题！
通过巧妙地构思一个开放式问题，你可以使它更加集中，并利用它将对话引向特定的兴趣领域。“你们的付款条件到底是什么？’
只要有一点信心，愿意接受你得到的任何答案，一个开放的问题就能带来各种有用的信息。在这种情况下，认真倾听答案是非常重要的。
Rhetorical questions
The classic definition of a rhetorical question is one where the answer is so obvious no-one is expected to give it. So “Do I like chocolate?” – for those that know me this is rhetorical!
Of course, occasionally you may be the best person to answer a question you have posed, maybe to change the dynamic, to meet time constraints or simply because you know best! In which case the question is still rhetorical because you’re expecting to answer it yourself.
这是一种艺术，因为你必须用音调和停顿的长度来表示它是修辞性的。停顿仍然很重要，因为你希望观众考虑他们的观点，即使你无论如何都要回答。
反问句也可以用来戏剧性地增加你要表达的重要信息：
“你知道彼得·派珀摘了多少泡椒吗？好吧，我告诉你！他摘了一啄泡椒。”
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Leading questions
You probably know the classic leading question:
‘When did you stop beating your wife?’
该死的如果你有，该死的如果你没有！
这类问题在影响人们接受我们的观点时很有用。“这是公认的最佳做法，不是吗？’
最好谨慎使用，因为它们会间接地对其他人施加压力。
Hypothetical Question
‘So speaking hypothetically, if it was me that broke the photocopier, would I still have a job?’
这个假设性的问题有助于探询人们的想法，探索各种选择，而无需做出任何承诺。
探究性问题
When you think people know more than they’re saying, to check how much they do know or to clarify something a probing question comes into its own.
“你能再解释一下复印机吗？’
But use with care because they can easily make people feel they are being interrogated.
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Direct Questions
We often find that when we ask a delegate to introduce questions into their presentation they opt for a direct question. So there you are quietly sleeping in the front row when the presenter suddenly calls you by name and asks you a question.
'John, what do you think of the rising energy costs in the UK?'
好吧，这确实引起了你的注意，但感觉怎么样？你想让你的观众有这样的感受吗？
Direct Questions
If it is, great. If not you might want to ask an indirect question; that is one that is not directed at anyone in particular - anyone can answer.
那么，你如何看待英国不断上涨的能源成本？’
当你问的时候，让你的眼神在房间里四处游荡，如果它适合你的风格，你也可以用你的手把它递到房间里，手掌张开，伸出。
闭上嘴
Then, as is advisable, ' zip the lip' and wait for a response.
That is not to say that you shouldn't use direct questions, they can be useful when you know someone’s views already - maybe from an earlier presentation and you want to refer to them.
“约翰，你提到能源消耗是一个问题，所以我想成本上涨是你担心的问题？”
然后你可以扩展它，使之与其他人相关。
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101 uses of a (live) question
Ever noticed how some people manage to direct a discussion without saying much at all?
一个恰当的问题，其他人为他们做工作。因此，花一点时间思考正确的问题往往是值得的，而不是首先想到的问题。
我们已经讨论过开放讨论，提问是一种明显的方式。它们还有其他用途。
Have you ever sat through a meeting or presentation and not known why you are there? If so you are not alone. Imagine the hours wasted around the world because no one asks a question.
有针对性的问题
People often hold a meeting or make presentations with a view to finding out what others think about an issue but then are reluctant to ask. If you want to know, asking is the quickest route to finding out.
一个有针对性的问题也能给你宝贵的思考时间。你让观众做一些工作，同时你收集你的想法或记住你下一步想去哪里。
Speaking of which, questions make an excellent segue between different parts of a presentation. You can use them to set up the next slide or to give a change of direction.
很好，但我们该怎么办？嗯，看看其中的一些陷阱可能是个好主意。
Avoiding Pitfalls
这看起来很明显，但是当你问问题的时候，给点时间来回答。我们经常发现，无论是正式还是圆桌会议，时间在我们演讲时都会做出奇怪的事情。
你有没有问过一个问题，然后留下一个看起来像是年龄的答案，然后惊慌失措地跳进去自己回答？
当我们一跃而起去澄清、添加更多细节或回答它时，许多精彩的、适时的问题都被毁掉了。想想这个问题，离开你的嘴唇，穿过乙醚，落在听众的耳朵上，也许会有所帮助。
然后，他们必须解释这个问题，对照他们的世界经验来考虑，找到答案，把它表达成文字和说话！这甚至没有考虑到克服任何不情愿发言可能需要的时间。
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停顿的力量
停顿在任何时候都是很有力的，尤其是当你问了一个问题的时候。
然而，如果你面对的是一个漫长而震耳欲聋的沉默，有一些方法可以取笑那些太害羞或不舒服的人的回答。
有一件事可以尝试用不同的方式表达，并把它传达给那些看起来不仅清醒而且注意力集中的人，他们可能确实有话要说。
Too Many Questions
有时问问题似乎是个好主意，我们把三四个问题卷成一个问题。
Have you ever tried this? What was it like? What sort of information did you get and would you do it again?
问题是，你可能只能得到最后一个答案——这是他们唯一记得的答案。
所以，把问题移开，但要记住我们的一条小格言——连续三个问题会让人感觉像西班牙宗教法庭。
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