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Conducting Tough Interviews 273

These questions and statements are particularly relevant in Phases C and D.
You must politely accuse the liar

WAR STORIES AND GOLDEN NUGGETS

War stories (akin to Biblical parables!) are especially useful in making soft accusations.

Example : ‘There was a case just like this a few years ago, involving a senior manager just like
you. He got caught up in something and got into trouble over his head. He had been a good
employee for many years but all of a sudden, through no fault of his own, it all got too much
and he took money, which I am sure he intended to repay. Then things went from bad to
worse – do you know what happened to him?’

The subject’s reaction to a story such as this can be very revealing (see Table 7.37).

Table 7.37 Most likely reactions to war stories

Reactions indicating innocence Reactions indicating guilt

Will listen carefully, but will not hear the story as Will normally take the story very personally
being applicable to him

Will usually appear relaxed and show a confident May show non-verbal signs of anxiety
interest

May ask: ‘Are you accusing me? ’

If the subject’s reaction is indicative of guilt, you may make a direct accusation.

Example : ‘The problem is, I believe the same thing is happening to you.’

When planning tough interviews, you may wish to consider developing one or more war
stories to fit important elements of the deception theory.

People like stories and relate to them

ASSUMPTIVE QUESTIONS OR CLOSED ALTERNATIVES

These, which can be open or closed, are constructed around an assumption which you may
or may not be able to prove (Table 7.38).

In planning tough interviews, you should review the deception theory and list the main
assumptions and plan questions to cover them. These can be asked at any stage, but are par-
ticularly relevant when the subject is at or near the pivotal point. Wherever possible try to
phrase assumptive questions with one soft alternative.

Example : ‘Did you accept a personal payment from ABC Limited because you believed you
had earned it, or was there some other reason?’