People-Centric Skills, 2nd Edition

CHAPTER 2Reading Through People

DALTON ARRIVES AT the office of his client SoJo Technologies in San Francisco to assist the CFO in interviewing a suspected harasser and fraudster, Julianne Cranson. Julianne is a high-level sales executive who has always been one of the company's top producers but is suspected of numerous violations, including kickbacks, undocumented discounts to customers, fraudulent reporting of travel expense, and threatening employees. Dalton advises Kelli Jackson on how to approach Julianne and how to read her. Dalton has also coached Kelli on presenting to the audit committee and board and is planning a return visit for hands-on instruction for her team.

PEOPLE-CENTRIC SKILLS IN THIS CHAPTER

• Differences between audit interviews and fraud interviews
• Fraud interview techniques and questions
• Reading body language, tone, and voice inflection in any situation
• Listening and responding to plausible deniability

KEY WORDS

• Reading People
• Body Language
• Neurolinguistic Eye Cues
• Gesture Clusters
• Facial Expressions
• Plausible Deniability

Another day, another long flight. Orlando to San Francisco is a nice six-hour jaunt and, on a Sunday night, is not exciting. Dalton loves to travel inconspicuously and not say a word to anyone throughout the flight. This is his me time. Draped in his Adidas Firebird tracksuit (reminiscent of Run DMC), he boarded for the long trip. He was sad to leave the kids with Leslie; he always is. It never gets any easier. It only seems ...