January 12, 2026

Business by the Book

January 12

Genesis 18:13 And the LORD said unto Abraham, Wherefore did Sarah laugh, saying, Shall I of a surety bear a child, which am old?

All seven questions Abraham asked the Lord were closed end questions. Meaning they could only be answered with a yes or no. They could either be granted or denied. The Lord said yes, or granted, each of these questions. Closed end questions are the easiest to ask and the most problematic to answer. A politician once said “The most difficult question in the world to answer is one which requires a yes or a no.”  In fact many times upon hearing a politician interviewed, frustration sets in because they will not answer a simple yes or no question by saying yes or no. If they did, their position would be fixed and perhaps alienate possible contributors or voters. By staying neutral they maintain the possibility to benefit from both sides of an issue.

The other type of question that can be asked is an open ended question. This is a question that includes words like “why,” “how,” “what do you mean,” “can” or other words that move the one being asked the question to open up, explain further, perhaps give insight to unknown facts. These are more difficult to ask in that they require skill, tact, and preplanning. However, they are usually easier to answer in that most individuals would rather talk than listen anytime. The more the one you are negotiating with speaks, the more you will learn about their motives, desires, boundaries, and limitations.

An example of an open ended question can be found in today’s verse. Before the negotiation between the Lord and Abraham started there was a conversation about Sarah having a child in her old age. The Lord asked Wherefore did Sarah laugh, saying, Shall I of a surety bear a child, which am old? This question could not be answered by a simple yes or no. The only response we have to this question was Sarah’s. Then Sarah denied, saying, I laughed not; for she was afraid. And he said, Nay; but thou didst laugh. (verse 15)  She lied, and the Lord knew that she lied.

Open ended questions are used to learn additional information, to validate facts that have been previously offered, to create comfort, to connect on a common basis, to obtain otherwise unoffered details, and many other reasons. Closed end questions are powerful and need to be used sparingly. Asking for the sale, asking for a clearly delineated concession, and sometimes as a strategic show of intimidation are times to use closed end questions.

Dr. William Howe