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Nothing But the Truth by Maryann Karinch

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5 Managing the Exchange

Remember not only to say the right thing in the right place, but far more difficult still, to leave unsaid the wrong thing at the tempting moment.

—Benjamin Franklin

In every interview, negotiation, or investigation, when you are after information for a purpose, you need to manage the conversation. In general, it won’t be advantageous for your control over the direction to be obvious to the other person, though; the guidance in this chapter helps you do it subtly.

Begin by giving your source credit for having the ability to navigate a conversation, even if she’s a 19-year-old applying for her first full-time job. Approach the situation as though you are playing chess: You begin the game with the same number of pieces, ...

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