Chapter 4

Deception and the Interview

Abstract

Success in influencing the behavior of interviewees is in convincing them to answer questions honestly, and that begins with your attempt to understand and to some extent satisfy the needs underlying interviewees’ behavior. Anticipating and satisfying needs are central to successful interviewing. If you fail to anticipate the interviewee’s needs, tension will develop, and unless the interviewee’s basic needs are fulfilled, the interview will be little more than a waste of time. Building a relationship with the person you are interviewing will determine your success. By attempting to gain a deeper understanding of the interviewee’s needs, the investigator uncovers possible evasiveness and distress. ...

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