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Planning Tough Interviews 217

Table 6.3 Creating an adult role

Aspect What you should do

Dress and emblems You must dress and appear professional. Do not wear your bow tie
or Hush Puppies. Take great care over the first impression you will
create with the subject

Interview room The room should be clinically clean and tidy (see page [xref])

Introduction You should appear calm. Introduce yourself and your colleagues
and offer to shake hands. Direct the subject to the chair in which
you would like him to sit

Language Your language should be professional and polite. Avoid childish
chit-chat and humour. Try to get on the same wavelength as the
subject

Body language You should adopt an assertive, professional posture. Do not slouch
in your chair

Documents to which you will You should make sure these are carefully arranged, so that their
refer which we call the ‘key presentation is professional. Fumbling with documents will make
points’ you appear incompetent and childish

To get to the deep truth it is usually essential that an equal transaction is created, with you
in the role of a nurturing parent and the suspect accepting the role of an adaptive child. You
will find that innocent and truthful subjects will be far more opposed to imposed changes in
role than liars.

Pay attention to transactional roles

CREATING RAPPORT

Your chances of getting to the deep truth are much greater if you consciously tune to the same
wavelength and channels of communication as the subject. Thus before every important in-
terview you should have thoroughly researched his background and know what makes him
tick or tock.

For rapport building purposes, the population can be classed as introverts or extroverts
and further categorized as in Table 6.4.

Table 6.4 shows how rapport can be established. However, in tough interviews you will still
have to go through the roles of critical and nurturing parent to get to the deep truth.