RALPH  KENYON
EXTRAPOLATOR

This page was updated by Ralph Kenyon on 2017-08-20 at 00:18 and has been accessed 11084 times at 107 hits per month.

Five Functions of Questions

1981

 

  1. To cause attention.

    Introduces preparatory conditions for potential transactions. Usually a "ritual" question.

  2. To get information
  3. To give information
  4. To start thinking
  5. To bring to conclusion

 

Source: Gerald I Nierenberg, The Art of Negotiating