Conversation techniques to obtain information

There are different conversation techniques that can give us information. These techniques for obtaining information range from conversation to interrogation. Thus, the different techniques are defined according to the degree of invasion they require.

While conversation does not require any degree of invasion, interrogation is the most invasive technique. But between these two extremes, there are three other techniques: elicitation, interview and call. debriefing.

Specifically, we are going to focus on elicitation. This technique is very non-invasive, so it is very close to the conversation. But what is elicitation? Elicitation consists of provoking a response or reaction through logical processes. That is, elicitation is a conversation technique that focuses on eliciting responses through the use of logic. Well seen, elicitation is a form of manipulation or persuasion.

Why does elicitation work?

Elicitation works because it combines relationships with conversation techniques. In other words, It takes advantage of the trust placed by people to, through conversation techniques, obtain the desired information Without them noticing. In this way, the first step in using elicitation is to build a relationship of trust with the person from whom you want to obtain information. Once this step is done, it is time to start conversation techniques.

By definition, elicitation is not spontaneous. To use it, you need to follow a plan. A start is to know the person from whom you want to obtain information. For example, knowing their gender, job, age, having a photograph, knowing their social and economic position, their hobbies, habits and knowing who makes up their social circle. Some relevant information, in addition to what has been said, are the person’s motivations and the most salient characteristics of their character.

You also have to know some aspects of psychology. Specifically, about how memory works. The first and last things spoken are what we remember best, as well as what we manage to relate to what we already knew. So that, It is vital to try to ensure that the information we want is given to us when it is least remembered..

This way, the other person is much more likely to forget that you gave that information. Likewise, the most important technique in any conversation must also be used. This is active listeningthe forgotten skill.

Conversation techniques

These conversation techniques usually have a fairly simple framework. It begins with a greeting, listens, asks questions, summarizes what was said and closes. From this simple structure, conversation techniques must be implementedof which we describe some below:

Provocative statements: This technique consists of making statements that provoke a reaction. They must be put between the ropes so that they are forced to decide. In this way they will reveal their feelings or opinions. For example, imagine that we want to know how negotiations between two parties are going:

-Relations between the two political parties are being tense. They seem to be far from reaching an agreement.

-No, quite the opposite. The negotiations are on the right track; They are close to signing an agreement.

Quid pro quo: This technique is based on a human tendency to need. When we receive something from another person, we feel obligated to give something back. The following example is about knowing the complaints of a co-worker:

-At work I feel underestimated. I guess it will pass, but I’m not happy about it at all.

-I understand what you mean. The other day the boss threw my work in the trash in front of me.

Disbelief: This technique is used to obtain more details. Questioning a statement will cause them to try to give you more information about it so that you believe them. This example shows how to get more details about a class assignment:

-I’ve almost finished my class work.

-I don’t think so, I’m still working on the introduction and there’s still plenty of time.

-It’s true, yesterday I finished the conclusions.

-Then it will be a small job.

-No, it has three parts. I start with…

Flattery: This technique is more of an addition. Something that you can add to other techniques to make it easier for them to give you information. In the following example, a teacher is flattered to know how to do an exercise:

-Professor, you always explain yourself so well. The bad thing is that it is very difficult for me to understand the exercises. If you would be so kind as to explain it to me again.

In case you haven’t noticed, in all of these examples the information has been obtained without asking a single question. That is the basis of these conversation techniques, getting information without asking for it. Nevertheless, Although it seems simple, it requires a lot of practice. It is not easy to introduce these techniques into a conversation, so it is best to do good planning and training.

You might be interested…