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Conducting Tough Interviews 275

repeat it. For example, ‘I believe you have taken bribes and passed business to X Limited’, or,
‘you have told me that your product turns water into wine and I don’t believe you’.

You may soften the accusation through a rationalization statement.

Example :
• ‘I can understand why this happened and we must sort it out together, but there is no

doubt that you …’
• ‘The evidence is overwhelming that you took the money: I can understand how it

happened, but it has now got out of control and we have to sort it out.’

There is no doubt that accusations stir up anxiety, and the reaction to them tells you a great
deal. If they are not denied with a strong negative response or a FPSPT denial (see page [xref]),
the chances are you are correct and you should proceed on that basis. When accusations are
repeated, the reaction of the guilty suspect will usually soften, whereas that of an innocent
person will stay consistently strong or harden (see Chapter [xref]).

Reactions to accusations are critical

INNOCENCE, BARGAINING AND ACCEPTANCE

If Phase C has gone to plan, you will either have concluded that the suspect is innocent or
brought him to the pivotal point. If you are convinced of his innocence, you should say so and,
if necessary, apologize. You should explain why it was necessary to ask probing and difficult
questions. In most cases, the subject will understand and accept the apology and no perma-
nent harm will have been done, especially if you ask him out for a game of golf.

It is much more likely that the suspect will be brought to the pivotal point where he is
deciding whether or not to tell some or all of the truth. He will usually:

• become passive, very thoughtful and possibly tearful;
• will look downwards, with closed or fluttering eyes;
• sigh deeply;
• slump in his chair, possible in a foetal position;
• his legs may move forward, away from his chair;
• often appear to get smaller.

He may ask questions such as:

• ‘I didn’t do this, but if I admit it, can we get this over …?’
• ‘Can we speak off the record?’
• ‘What would happen if …?’
• ‘Would it be possible for me just to resign …?’
• ‘Couldn’t I just withdraw the claim …?’
• ‘Would the police have to be involved …?’

These are all acceptance signals and you know the suspect is at the pivotal point (see Figure
7.2). You must then switch to the transactional role of a nurturing parent.