5 Benefits of Using Reciprocity in Investigation Interviews
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The document discusses the importance of reciprocity in investigative interviews, emphasizing its role in building rapport, trust, and credibility between interviewers and subjects. It outlines key strategies for effectively implementing reciprocity, including active listening and the use of emotional and material gestures to enhance the interview process. The overall takeaway is that successful interviews require flexible planning, understanding of the dynamics involved, and a focus on mutual benefit to elicit truthful information.
5 Benefits of Using Reciprocity in Investigation Interviews
- 1. Five Benefits of Using Reciprocity in Investigation Interviews Mark A. Anderson Director of Training and Development Anderson Investigative Associates
- 2. Presenter bio Mark A. Anderson Director of Training and Development, AIA Special Agent, DOJ/OIG, Inspector General Criminal Investigator Academy Detailed to FLETC/DHS, Behavioral Science Division Former Senior Special Agent, DOJ, FBI, and NRC New York State OIG Deputy Inspector General and Director of Internal Audit Director of Security, Pyramid Corporation Forensic Chemist, New York State Police
- 3. Anderson Investigative Associates Let’s Keep In Touch: Website www.Andersoninvestigative.com Facebook Anderson Investigative Associates LinkedIn https://www.linkedin.com/in/mark-a-anderson-a46a1658 Twitter Mark A. Anderson@AIA_training
- 4. What is our Goal in Interviewing? Our primary purpose is to have an interaction to elicit the maximum amount of truthful statements! We need to obtain the greatest quality and quantity of information from this interaction.
- 5. Non-Confrontational Interviewing The High-Value Detainee Interrogation Group (HIG) recently reports: “the most effective practices for eliciting accurate information and actionable intelligence are non-coercive, rapport- based, information-gathering interviewing and interrogation methods.”
- 6. Progression of an Effective Interview Anderson Investigative Associates (1) Introduction (2) Rapport (3) Questions (4) Summary (5) Close
- 7. What is our Goal in Interviewing? To accomplish our goal there are a multitude of tools to use that are interview situational dependent. One of those tools is the implementation of reciprocity in our interactions/interviews.
- 8. Deployment of Interview Tools Reciprocity by itself without a fully developed interview plan likely will not be successful. It must be implemented in conjunction with other essential tools. What are some that we say are important, but research clearly demonstrates are lacking?
- 9. Deployment of Interview Tools - Rapport - Credibility - Integrity - Effective Questioning - Reciprocity - Persuasion - Curiosity - Planning - Presentation - Confidence Essential tools we recognize, but often lacking:
- 10. Reciprocity “There is one word which may serve as a rule of practice for all one’s life: Reciprocity.” –Confucius
- 11. Reciprocity “Always go to other people’s funerals; otherwise they won’t go to yours.” — Yogi Berra
- 12. So What is Reciprocity rec·i·proc·i·ty: ˌresəˈpräsədē/; noun 1. the practice of exchanging things with others for mutual benefit, especially privileges granted by one country or organization to another.
- 13. Improve Rapport Building Trust Credibility/ Integrity RECIPROCITY Commonality -Return on Investment: - Greater Q and Q of Information The Relationship of Reciprocity to the Process of Interviewing
- 14. Interview Planning: When to Do? Planning and Strategizing Must Occur: •Before •During •After the interview. The direction and focus will change but the planning will equip you for those unexpected eventualities. Avenues for reciprocity should be strategized prior to interview, and modified as necessary during the interaction.
- 15. Employment of Reciprocity TruthfulInformation Rapport and Reciprocity High Low Minimal Rapport No Commonality Lack of Credibility Establish No Trust Minimal Return on Investment Maximize Rapport Find Commonality Establish Credibility Generate Trust Return on Investment
- 16. Poll Question According to recent research in the arena of subject interviews, what do those wrongdoers say is the number one reason (over 60%) that they confess during interview? A. Room arrangement B. Credibility of the interviewer C. Questioning Technique D. Evidence Possessed
- 17. Why Does Reciprocity Work? Obligation to return the favor. Unique property of human culture, transcends all societies. It is deeply implanted via socialization. The degree depends on how the individual was raised and what they learned.
- 18. Trained and Conditioned to Work Society trains us to comply. There is a need to live up to the rule. Knowledge that those who don’t will be labeled as? Moocher Ingrate Welcher
- 19. Three Characteristics of the Rule These are instructive of how to use reciprocity: The Rule is Overpowering The Rule Enforces Uninvited Debts The Rule Can Trigger Unfair Exchanges
- 20. The Rule is Overpowering Liking who you are dealing with gains compliance, but reciprocity overshadows “liking.” The obligation is seldom verbalized, but its intrinsic effect causes action. The relationship and results occur whether material or emotional in nature.
- 21. The Rule Enforces Uninvited Debts Obligation to repay is essence of the Rule. Also obligation is to give and obligation to receive. This allows items to be given with no request. Its hard to say no to a gift. Strong cultural pressure to reciprocate a gift, even an unwanted one.
- 22. The Rule Can Trigger Unfair Exchanges The Rule can be exploited for profit. It is designed for “like begets like.” But great flexibility with what you “demand” back. The indebting first favor and the debt- canceling return favor are determined by the same person. We have been conditioned to be uncomfortable when beholden.
- 23. The Rule Can Trigger Unfair Exchanges The Second reason favor is returned—it is the genuine distaste for individuals who fail to conform to the rule. The reality of Internal discomfort and External shame produce a heavy psychological cost.
- 24. Reciprocal Concessions A Second Method to Employ pertaining to Reciprocity Beyond favor resulting in a return favor; here, obligation to make a concession when a concession has been given to us. “Rejection-then-retreat” – initial position exaggerated enough to allow for concessions, yet is not too outlandish to be seen as illegitimate.
- 25. Reciprocal Concessions Offering a concession from a more extreme to a less extreme option often earns support from the subject. This support includes: Create Responsibility by the subject to make sure the agreed upon action happens. Greater Satisfaction with the process and the result allowing for positive future interactions.
- 26. Reciprocal Concessions From an interviewing perspective, the employment of this approach should benefit rapport development, including likeability between the parties. The increased commonality and satisfaction should produce greater compliance.
- 27. Interviewing Studies Show Recent studies done amongst white collar crime/fraud investigators in the United States and Western Europe reflect: Some consistent positives: Interviewers generally displayed ethical interviewing standards. Interviewers frequently used open questioning techniques. Anderson Investigative Associates
- 28. Interviewing Studies Show Negatively, recent studies done amongst white collar crime/fraud investigators in the United States and Western Europe reflect: Insufficient planning and preparation for interviews. Shortfalls in rapport building. Inadequate listening skills. “Woefully” insufficient management of operations.
- 29. Interviewing Studies Show Less than satisfactory performance: – Explained Purpose of the Interview. -25% – Failed to explain interview was opportunity to tell their side of the story. – 90% – Failed to explain routine or route map of the interview. – 95% Improving performance in these areas can serve to establish and develop rapport, reciprocity, and credibility, and therefore trust. These are not a big secret.
- 30. Interviewing Studies Show Large percentage of interviews are characterized by: – An absence of contingency strategies for potential defenses raised by the interviewee. – An inadequate knowledge of the case and the legal points (elements) to prove. – An unstructured and haphazard order of questioning. – Evidential documents and items not being on hand during the interview, and organized. These all affect the appearance of credibility which compromises the deployment of reciprocity!
- 31. Two Types of Reciprocity *Reciprocity can be broken down into two distinct areas: • Material Reciprocity – a physical item given with perceived value • Emotional Reciprocity – a verbal or non-verbal gesture given *With either, it doesn’t have to be material, but it does have to be of value to the receiver. • It is something that conveys, interest, care, etc. • It works because we are psychologically conditioned to respond. *The premise of reciprocity is fair play.
- 32. Two Types of Reciprocity Emotional Reciprocity Coffee/Drink Donut Lunch A Coat A Phone Call Material Reciprocity Reciprocity A Compliment A Thank You A Handshake An Affirming Nod Using Names
- 33. With every positive, avoid the negative! If the premise of reciprocity is fair play: - Good begets good - Bad begets bad If you are judgmental, rude, yelling, don’t be surprised when you get the same. You earned it. Essential to be consistent too. Jekyll and Hyde approach, minimizes credibility, thereby destroying reciprocity.
- 34. Employ the Socratic Method - Ask Questions - Listen Better – Active Listening - Seek to Understand - Find Topics to Agree Upon - Seek Commonalities All of these help establish quality rapport, building trust, increasing credibility and ultimately laying the ground work for reciprocity
- 35. The interviewer must listen to the witnesses’ answers in order to further develop their questions. This is an evolving process. It is difficult to achieve this when all your attention is on your prepared questions. Be focused and flexible. Absorb the information, process it, and understand it. Stay engaged in the interview. Listen to what is being said, and how does it fit into what was previously said or that is known from the investigation. If the witness said it: it’s important: you have to find its relevance. Learn to Active Listen
- 36. Why Rapport? Conditions interviewee to talk Establishes baseline of behavior Begins immediately Establishes trust Finds commonality Increases likeability Generates credibility
- 37. Why Rapport? People like to talk to people like themselves. Rapport affords us the opportunity to build commonality. It moves us from being an adversary to being more likeable.
- 38. Reciprocity “The basis of social relationships is reciprocity: if you cooperate with others, others will cooperate with you.” –Carroll Quigley
- 39. Be Prepared to Answer for What You Do The interview is often the cornerstone of an investigation. It is frequently the single most weighed piece of evidence considered in a hearing/trial. You should be able to defend your actions and strategies related to your conduct in all interviews.
- 40. Preparation Although each interview is different, we prepare for them in the same fashion. In the end, whether at a trial or hearing, your presentation and consistency will help to establish your credibility and impartiality to the subject and later, to a jury or deciding official. Employing reciprocity strengthens this.
- 41. Reciprocity and telephonic interviews -We want to employ it on the phone, - Need to maximize listening, - Employ use of sub-vocals, - Ensure positive listening environment on your end, - Ensure understanding of what is being said, - Consider starting the conversation on speaker and then pick up handset to close distance and intimacy of call. Telephonic Interviews
- 42. What have we covered today? 1. The value of reciprocity to investigative interviews. 2. Our ability to build credibility using reciprocity. 3. Reciprocity’s positive effect on building rapport. 4. The importance of active listening to reciprocity. 5. Our ability to establish commonality via reciprocity. Reciprocity Summary
- 43. Our Gift to You The Essentials of Effective Interviewing. More and more we are seeing individuals caught up in the step process of interviewing. If I get through these 5, 9, 12 steps I will have an admission or confession. This isn’t reality, because the interview process is very dynamic and requires our effective planning and ability to adjust and adapt. This paper addresses what our approach should be to encounter this dynamic process.
- 44. Questions?
- 45. Thank-you for participating If you have any questions, please feel free to email them to: Mark A. Anderson, Director of Training and Development manderson@andersoninvestigative.com (912) 882-5857 Joe Gerard, CEO, i-Sight Software j.gerard@i-sight.com