InterviewingInterviewing

Tommy Sneed, ManagerCriminal Tax Investigations

Tennessee Department of RevenueSpecial Investigations

Interview DefinedInterview Defined

An interview is a

with an agenda.

Interview DefinedInterview Defined

The “agenda” is

to obtain information

to assist in forming

a mental PICTURE

of truth.

Interview Vs. InterrogationInterview Vs. Interrogation

Interview Non-Accusatory Conversational

Dialogue Gathering

Information Time is Limited Take Notes

Interrogation Accusatory Conversational

Dominance Seeking Admission

or Confession Time is not Limited No Notes

An Important KeyAn Important Key

“Everyone wants to give every information to everyone!”

-Avinoam Sapir

People Like to TalkPeople Like to Talk……

Good interviewers remove obstacles that prevent this natural occurrence.

People are not afraid to answer questions. They are afraid to ask them.

“A conversation with Ruth”

Information Gathering Information Gathering InterviewInterviewElement 1Element 1

PPreparation identify the reason for the interview determine the person to interview and the order of

interviews perform necessary research outline questions Imaging

“Chance favors the prepared mind” -- Pasteur

Information Gathering Information Gathering InterviewInterviewElement 2Element 2

IIntroduction

Establish the purpose of the interview

Develop rapport/altruism The most important aspect of a

conversation.

Information Gathering Information Gathering InterviewInterviewElement 3Element 3

CCapture the Pure Version Participation Ratio = Interviewer: 5% - Subject: 95%

Open-ended questions No Interruptions Draw out complete responses through “encouragement

phrases.” Employ Controlled Silence

Even a fool is thought wise if he keeps silent, and discerning if he holds his tongue. Proverbs 17:28 Better to remain silent and be thought a fool than to speak out and remove all doubt.--Abraham

Lincoln

An Important KeyAn Important Key

The individual you are interviewing does not know what you know!

“The Jonathan Experiment”

ListeningListening

“90% of the game is half mental.”

--Yogi Yogi BerraBerra

Listening

A good listener tries to understand thoroughly what the other person is saying. In the end he may disagree sharply, but before he disagrees, he wants to know exactly what it is he is disagreeing with.

--Kenneth A. Wells, Guide to Good Leadership

The 3 Levels of ListeningThe 3 Levels of Listening LEVEL 3LEVEL 3

Daydreaming Not paying attention Forming rebuttals to what is being said Fighting internal distractions Hearing words only - not listening for

meaning Hardly any recall of what is said

The 3 Levels of ListeningThe 3 Levels of Listening

LEVEL 2LEVEL 2 Starting to listen to words, but very little

processing of meaning Can now repeat words of speaker, but not

meaning Not remembering what was said

The 3 Levels of ListeningThe 3 Levels of Listening

LEVEL 1LEVEL 1 Open to speakers point of view Truly interested in what is said Understanding content before forming

opinions Remember what was said This is also known as empathetic listening

Barriers to Effective ListeningBarriers to Effective Listening

Experiences Biases

Training Expectations

Interests Feelings

Barriers filter and distort communication

Information Gathering Information Gathering InterviewInterviewElement 4Element 4

TTap Information Volunteered

Obtain details about the information provided

“Squeeze the sponge”

Explore any mention of conversations, people, places, documents, chronology, and basis (who, what when, where, why, how)

Information Gathering Information Gathering InterviewInterviewElement 5Element 5

UUncover Information Not Provided

Obtain information in areas not volunteered by the subject.

“Fill the Gaps”

Information Gathering Information Gathering InterviewInterviewElement 6Element 6

RRecap

Obtain a commitment to important assertions Summarize key points

Leave door open for further questioning

“Beer Seizures”

Information Gathering Information Gathering InterviewInterviewElement 7Element 7

EEnd

Spend time making notes (notes should be limited during the Listening Phase of the interview)

Transcribe your notes

Verify the information

PICTUREPICTURE PPreparation

Identify the reason for the interview

IIntroduction

Establish the purpose Develop rapport/altruism

CCapture the Pure Version

Open-ended questions TTap Information Volunteered

Obtain details about the information provided UUncover Information Not Provided

Obtain information in areas not volunteered

RRecap

EEnd

Conduct an InterviewConduct an Interview

PICTUREPICTURE PPreparation

Identify the reason for the interview

IIntroduction

Establish the purpose Develop rapport/altruism

CCapture the Pure Version

Open-ended questions TTap Information Volunteered

Obtain details about the information provided UUncover Information Not Provided

Obtain information in areas not volunteered

RRecap

EEnd

An Important KeyAn Important Key

Don’t pretend to understand.

Profile of a Successful Profile of a Successful InterviewerInterviewer

Social Eclectic Intuitive Knowledgeable

Profile of a Successful Profile of a Successful InterviewerInterviewer

Attitude

Objective Cordial and Polite Even-Tempered Sincere Interested Understanding Develops Rapport

You should be in a good mood or fake it!

Profile of a Successful Profile of a Successful InterviewerInterviewer

Tone of Voice

Medium, Conversational Avoid displaying disbelief, shock, anger,

disgust, and skepticism Smooth Speech, Controlled, Confident Modeling

Voice Tone, Pace of Speech, Language

“

Profile of a Successful Profile of a Successful InterviewerInterviewer

Posture

Upright Frontally Aligned Leaning Forward on Occasion Open, No Crossed Arms Avoid Slouching Conscience of Modeling Effect

Profile of a Successful Profile of a Successful InterviewerInterviewer

Eye Contact

Should be maintained when you ask the subject questions or when they answer.

Avoid Staring, casual breaks of eye contact are essential.

Quotable QuoteQuotable Quote

Display empathy, but don’t be empathetic.

-- Daniel Marsano

Professional SkepticismProfessional Skepticism

““Skepticism” Believing or showing the belief that

people are motivated chiefly by base or selfish concerns

callously calculating Negative or pessimistic Expressing jaded or scornful

skepticism or negativity

Professional Professional SkepticismSkepticism

The method of suspended judgment, systematic doubt, or criticism characteristic of skeptics. -- WebsterWebster

Unsatisfied Curiosity -- Tommy SneedTommy Sneed

Tell me - Show me- Convince me. -- Art Art HayesHayes

Characteristics ofCharacteristics ofProfessional Professional SkepticismSkepticism

Is the explanation reasonable? Verify statements Ask about exceptions Assess credibility (individuals & evidence) Ask difficult questions Be Professionally Skeptical not Cynical Seek Clarification not confrontation

DOES YOUR DOG BITE?DOES YOUR DOG BITE?

Quotable QuoteQuotable Quote

It doesn’t do any good to beat a dead horse; but it doesn’t hurt anything either.

-- Unknown

Key ResourcesKey Resources

In Search of Truth…An Analytical Approach to the Interview Process by Daniel T. Marsano

Criminal Interrogation and Confessions, Third Edition, by Fred E. Inbau, John E. Reid, and Joseph P. Buckley

The Reid Technique of Interviewing and Interrogation® www.Reid.com