Chapters 1-2

Question 1

What are the 7 types of questions?

Answer 1

Rapport-building = provide an opportunity for asker and listener to bond through understanding of another. They also break the ice for a substantive conversation about the business issues at hand.

Funnel = progressively break down a problem into manageable pieces, starting with a large, open-ended question and moving to increasingly specific and tactical questions.

Probing = questions about the causes, consequences, and scope. Effective at identifying root causes and best solutions.

Solution-oriented = form the basis for identifying options about how to move forward. Open, “we-oriented”, and offer to help others.

Leading = meant to lead the listener to agree with or adopt the perspective of the asker. This approach will not lead to a learning conversation.

Disguised statements = these are not real questions. They are statements that say you are close-minded on this issue. Causes many listeners to become defensive and avoid sharing their real thoughts. Underhanded and manipulative questions.

Cross-examination = will put most listeners on the defensive. Will move the conversation away from learning and toward a battle of messages.

Question 2

What does FAIR stand for

Answer 2

Facts
Access
Impacts
Respect

Question 3

What are the 3 types of MVS? What do they entail

Answer 3

Blue: protecting and acting for others

Red: Acting upon accomplish orientation, organization based on results

Green: Thinking carefully to accomplish and organize goals, premeditation

Question 4

3 types of noise

Answer 4

Physical
Physiological
Semantic