by Michael Reddington | Jul 5, 2015 | Negotiation
Believe it or not the process for interrogating someone suspected of stealing $10 from a till and the process for interrogating someone who is suspected of embezzling millions of dollars are remarkably similar. The dollar value of the investigation does not drive the...
by Michael Reddington | Jul 4, 2015 | Evaluating Behavior
Behavior shifts do not occur in a vacuum. When two people are interacting and one or both of them experience a change in any emotion, that emotional change often manifests itself with a corresponding change in behavior. It is common for behavioral analysts to derive...
by Michael Reddington | Jul 3, 2015 | Leadership
One of the most common questions clients ask me after I’ve completed an interrogation is, “How do you feel?” I usually surprise them when I respond with, “Tired.” Having a conversation with another person is a complicated affair. You have to simultaneously...
by Michael Reddington | Jul 3, 2015 | Sales Training
Negotiate – Sell – Interrogate. Perhaps astonishingly, they are all one in the same. Great negotiators sell beneficial agreements; great sales professionals sell the perfect product or solution; and great interrogators sell the truth. All three processes involve at...
by Michael Reddington | Jul 2, 2015 | Negotiation
Preparation breeds confidence. Confidence reduces stress. Reduced stress allows us to think clearly, perform better and achieve more. High stakes interactions force you to juggle multiple cognitive tasks. Internally, you have to balance your fears, goals and...
