Definitions

Definitions are offered to clarify the skill of asking questions. The objective is to remove doubt about the intent of any of these words found in the text. The words used in this short dictionary and in the text constitute a type of jargon around the skill of asking questions, using common words.

abuse of managerial power

Use of a managerial or supervisory position to ask a question that would be generally unacceptable among equals. (Can you lie to me about the forecast?)

avoidance

The practice of ignoring questions in spite of the fact that they might be required by the situation. (Sales are down, but volume is up.)

casual question

A question asked among family, friends, peers, or acquaintances. There is no such thing as a casual business question asked by a manager.

clarifying question

A closed question aimed at defining specific information.

closed question

An interrogative usually of the what, who, where, and when variety that requires a specific answer. It is the type of question most often used in examinations (cross-examinations and probes).

compound or nested question

One question containing two or more points that need to be addressed in the answer.

constrictive question

A question that cuts off discussion or implies that the conversation should be terminated.

context

The environment that provides a questioner and the respondent with a general understanding of the use of the question and the answer.

convergent question

A closed question designed to focus on reducing the scope of a discussion. Convergent questions can be filtering, clarifying, or either/or types of questions, to name a few.

defensive qualifier

A phrase defending the need for the question, or excusing the questioner for asking it, immediately before asking.

direct question

A clear, unambiguous, understandable interrogative focused on a specific respondent and generally of the who, what, when, where, how, and how much variety.

divergent question

Usually asked as an open question, or even a hypothetical question, it is an interrogative asked for the purpose of expanding a discussion beyond the current boundaries.

double-direct question

A compound question containing two items that can be responded to even though the interrogative is about one of them. It is usually asked as a leading question.

dual-answer question

A closed question where a yes or no answer might mean the same thing.

fatal flaw

The one thing that if it were to happen or if it were not to happen is either required for success of the business or would spell doom. A business usually has only one fatal flaw, if it has any.

filtering question

An interrogative asked to specifically exclude information from the answer.

habit question

A favorite question or the question (or questions) asked by a manager so often that most people are aware of what will be asked before hearing the question.

hypothetical question

Asked often in the form of what if or suppose, it is generally an open question used to diverge in a discussion.

indirect question

The who of this interrogative is unclear, as is sometimes the subject being spoken to. These are usually in the form of why, I wonder, and tell me.

jargon

Language that requires translation to be understood by others. It is usually equivocating in some way.

leading question

An interrogative designed to offer a conclusion or answer in the question for a respondent to follow.

loaded question

An interrogative that includes a presumption or offers an assumption that may have negative implications for the respondent.

modern management

A style of management that was founded by Frederick Winslow Taylor. Managers, according to Taylor’s definition, are “nonproducers.”

negative question

An interrogative asked with negative wording such as why can’t we, or a question that has a negative pretense.

negative nested questions

Negative and positive questions asked together in such a way as to render the answer meaningless in advance.

neglected question

An unasked question, also sometimes known as a pregnant question.

nested question

See compound question.

normalization of a defect

A problem that appears so often that it is considered normal.

objective

A goal that is measurable and can be reached in a finite period of time.

open question

An interrogative that does not limit the response to a single type of answer. It permits the greatest latitude in an answer.

OTE

Overtaken by events. Can also be referred to as “OBE”—overcome by events.

positioning

That part of a question, usually the preamble, which defines the inquisitor.

posturing

That part of a question, usually the preamble, in which the inquisitor tries to appear superior to the respondent.

prejudicial question

A question that contains a biased opinion or remark.

provocative question

A challenge issued to the respondent(s).

question

A word, comment, phrase, facial expression, or physical gesture intended to elicit an expected response. It is an interrogative interaction.

questioners

The individual asking the question, the interrogator. There are many different types of questioners. Here are some of the primary types of questioners: examiner (and cross-examiner), explorer, analyzer, inquisitor, inspector, scrutinizer, checker, interrogator, pollster, researcher, hunter, interpellator, interviewer, tester, indagator, groper, ransacker, grabbler, and questioner.

redirecting question

An interrogative that returns a respondent to a previous question, statement, or issue.

respondents

Respondents may be considered to be examinee, replier, answerer, or relater.

rhetorical question

Although asked in the form of a question, a rhetorical question is intended to be a statement, asked in an interrogative format for effect.

right question

A question that is appropriate for the circumstance and that produces the desired results.

spinning

A form of intellectual flatulence whereby a question is answered in a way that alters reality to suggest that the respondent’s characterization should be accepted when, in fact, it resembles a view of the world more closely held by dung beetles in a cow pasture—meaning that the answer that is spun is pure crap.

Socratic management

A business-operating style in which managers work from the premise that they are ignorant.

Socratic method

Asking questions as the way in which a person (a teacher, for example) enables another to draw his or her own conclusions, or to learn what it is the teacher (Socrates) is attempting to communicate. It is a “do not tell, ask” approach.

strategy

A plan for reaching a specific objective.

stupid question

There is no such thing as a stupid question.