Interviewing Tommy Sneed, Manager Criminal Tax Investigations Tennessee Department of Revenue Special Investigations Tomato Farm, Lipscomb University, TN Comptroller, Youth Minister, TN Comptroller, TN Care, Revenue. Wife, Teresa, and three boys, Jonathan (8), Zachary (4½), and Benjamin (2½).

An interview is a with an agenda. Interview Defined An interview is a with an agenda.

Interview Defined The “agenda” is to obtain information to assist in forming a mental PICTURE of truth.

Interview Vs. Interrogation 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 Key “Everyone wants to give every information to everyone!” -Avinoam Sapir First Audit - Journal Vouchers “She is totally incompetent”

“A conversation with Ruth” People 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 Interview Element 1 Preparation 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 James Nesmeth had a dream of improving his golf game and he developed a unique method of achieving his goal. Average was mid-90’s. Then he stopped playing for seven years. The first time he stepped foot on a golf course after his seven year hiatus from the game, he shot a 74. Major James Nesmeth was a prisoner of war in North Vietnam. He was imprisoned in a cage 4½ high and 5 feet long. Visualization.

Information Gathering Interview Element 2 Introduction Establish the purpose of the interview Develop rapport/altruism The most important aspect of a conversation.

Information Gathering Interview Element 3 Capture 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 Key The individual you are interviewing does not know what you know! “The Jonathan Experiment” First Audit - Journal Vouchers “She is totally incompetent”

“90% of the game is half mental.” Listening “90% of the game is half mental.” --Yogi Berra

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 Listening 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 Listening 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 Listening 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 Listening Experiences Biases Training Expectations Interests Feelings Barriers filter and distort communication

Information Gathering Interview Element 4 Tap 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 Interview Element 5 Uncover Information Not Provided Obtain information in areas not volunteered by the subject. “Fill the Gaps”

Information Gathering Interview Element 6 Recap Obtain a commitment to important assertions Summarize key points Leave door open for further questioning “Beer Seizures”

Information Gathering Interview Element 7 End Spend time making notes (notes should be limited during the Listening Phase of the interview) Transcribe your notes Verify the information

PICTURE Recap End Preparation Introduction Capture the Pure Version Identify the reason for the interview Introduction Establish the purpose Develop rapport/altruism Capture the Pure Version Open-ended questions Tap Information Volunteered Obtain details about the information provided Uncover Information Not Provided Obtain information in areas not volunteered Recap End

Conduct an Interview

PICTURE Recap End Preparation Introduction Capture the Pure Version Identify the reason for the interview Introduction Establish the purpose Develop rapport/altruism Capture the Pure Version Open-ended questions Tap Information Volunteered Obtain details about the information provided Uncover Information Not Provided Obtain information in areas not volunteered Recap End

An Important Key Don’t pretend to understand.

Profile of a Successful Interviewer Social Eclectic Intuitive Knowledgeable

Profile of a Successful Interviewer 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 Interviewer 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 Interviewer Posture Upright Frontally Aligned Leaning Forward on Occasion Open, No Crossed Arms Avoid Slouching Conscience of Modeling Effect

Profile of a Successful Interviewer Eye Contact Should be maintained when you ask the subject questions or when they answer. Avoid Staring, casual breaks of eye contact are essential.

Display empathy, but don’t be empathetic. Quotable Quote Display empathy, but don’t be empathetic. -- Daniel Marsano

Professional 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 Skepticism The method of suspended judgment, systematic doubt, or criticism characteristic of skeptics. -- Webster Unsatisfied Curiosity -- Tommy Sneed Tell me - Show me- Convince me. -- Art Hayes

Characteristics of Professional Skepticism 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 2000 work hours per year. 300 shops times 4 hours. Exception: Addie personally picks up the check for Jones.

DOES YOUR DOG BITE?

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

Key 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