Open Question

What is an Open Question?

An open question is a question with a wide scope of answer – usually a W-question (who, what, how, why). It opens the conversation, provides information, and invites the other person to talk.

Open Question in Detail

The open question is the counterpart to the closed question and one of the most important tools in negotiation and conversation management. Because it cannot be answered with yes or no, it prompts the other person to answer in detail – and thereby provides valuable information about interests, motives, concerns, and room to maneuver. Typical open questions begin with What, How, Why, For what purpose, or In what way (for example: “What is especially important to you here?”, “How do you envision the solution?”). In the exploratory phase of a negotiation, open questions are central: they uncover the interests behind positions and create the basis for integrative solutions. A special form are calibrated questions, which get the other side to think or to work on the solution. It is important to combine open questions with active listening – only then do they work. Those who ask openly a lot and skillfully receive more information than the other side and keep the lead in the conversation. They are supplemented by closed questions to nail down results.

In practice, the open question is the most important tool for getting information in negotiations: it cannot be answered with yes or no but invites the other person to tell you in detail – for example with questions about the how, why, or what. This makes interests, priorities, and motives visible that lie behind the positions. Those who ask openly and then listen attentively often learn more than the other person wanted to reveal, and at the same time gain time and conversation leadership. Its counterpart is the closed question, which fixes things down and creates commitment. It is proven practice to open the conversation with open questions and only later secure things with closed questions. Open questions are thus the basis of informed, interest-oriented negotiating and a core of every good questioning technique.

What is an Open Question for?

The open question opens the conversation and provides information: it invites the other person to talk and uncovers interests, motives, and room to maneuver. It is especially central in the exploratory phase – combined with active listening and supplemented by closed questions to nail things down.

Open Question – Examples in Practice

A negotiator asks: “What is most important to you in the solution?” A buyer opens with “How does this price come about?” Someone uncovers an interest with “Why is the deadline so important to you?”

Open Question: Key Features at a Glance

• Definition: a wide scope of answer (W-question)
• Effect: opens up, provides information
• Uncovers: interests and motives
• Use: above all in the exploratory phase
• Basis: active listening

Related Terms

• Closed Question
• Questioning Technique
• Leading Question
• Forced Empathy
• Interests Instead of Positions

Would you like to learn more with open questions? We support you with our “Negotiate Better – Achieve More” seminar (Intensive).

Open Question: Frequently Asked Questions

What is an open question?

A question with a wide scope of answer – usually a W-question – that opens the conversation and invites the other person to talk.

What are open questions for in negotiations?

They provide information and uncover the interests and motives behind positions – the basis for integrative, value-creating solutions.

What is the difference from the closed question?

The open question cannot be answered with yes or no and opens the conversation. The closed question narrows the answer and nails down results.

How do you phrase open questions?

With W-words such as What, How, Why, For what purpose, or In what way – for example “What is especially important to you here?” – always combined with active listening.