Expression of Mutual Interest Elicitation Technique: This often opens up conversation since people feel more comfortable when you share something in common. It can also be used later in your conversation.

 

Simple Flattery Elicitation Technique: Flattery speaks to a person’s ego and to his natural desire to be recognized and appreciated. She can show off a bit. Simple flattery often coaxes her into a conversation that otherwise might not have taken place. This is the easiest technique to see through if someone is insincere. So, beware! 

 

Quid pro Quo Elicitation Technique: If you share with me, I’ll share with you. Volunteer information that the other person may not know, but values, in the hope of learning something in return. You need to be prepared to answer some questions as this technique often brings them up. 

 

Naive Mentality Elicitation Technique: Coming across as naive often leads a knowledgeable person to inform and instruct. Naive does not mean stupid. In elicitation, you’re most effective if you have done enough homework to know the industry vocabulary and acronyms…but you don’t know as much as she does, so that’s why she’ll want to help you.

 

Opposing Stand Elicitation Technique: To use this technique, purposely take the opposite view from the person you’re talking to. It can provoke some incredible sharing!

 

Provocative Statement Elicitation Technique: This technique is meant to be disarming and deflecting. It usually promotes more conversation and sharing even from the most deadbeat.

 

Unbelieving Attitude Elicitation Technique: This is a playful technique, one of my favorites. Indicate disbelief to prompt him to offer information to defend his position. These are the attitudes that promote sharing, “I can’t believe you did this.” “I can’t imagine how you could do this…”

 

Erroneous Statement Elicitation Technique: I use this technique as a test of how knowledgeable a person is. When I have been told someone is an expert, and as I interview them, I suspect he’s not, I use this technique. I will blurt out a purposefully erroneous statement to see how quickly (or if) he corrects me.

 

Presumptive Statement Elicitation Technique: State a fact that can be true or false. This builds on the human ego’s need to be right (and correct you). It works since he assumes you know what you’re talking about. Sometimes you do and sometimes you don’t, or you’re guessing. 

 

Complaining Elicitation Technique: Many people just love to complain. Some more than others. I usually complain about something or someone I want to know more about. It usually works. This often makes the other person more defensive and she’ll tell me more to assuage my complaint. 

 

Bracketing Elicitation Technique: This is used later in your conversation, when you’ve received most of the information you’re looking for. Yet there are details you lack. Bracketing is often used to learn specific quantitative information like pricing, revenue, annual growth, margin, salary or age. Through successive conversation narrow the range until you get close enough. 

 

Silence Elicitation Technique: Silence is my favorite elicitation technique. It’s a sign of respect since people often need time to think before they speak. Give them time to collect their thoughts. When you probe more deeply on a subject, it’s a great time to be patient and silent, particularly with introverts. Silence is especially effective with extroverts who are less comfortable with it and feel the need to speak. 

 

Conclusion

Make people feel good by the end of your conversation. One key intention I hold is for the other person to feel better at the end of our conversation than she did when we said, “Hello”.

 

Keep in mind Dr. Maya Angelou’s sage advice when you hold a conversation.

I’ve learned that people will forget what you said, people will forget what you did, but people will never forget how you made them feel.

 

Additional Sources for Elicitation:

Loosen Their Lips: How to Capture the Information You Seek During a Conversation

 

Elicitation Webinar for the Council of Competitive Intelligence Fellows with Laurie Young of Lone Star Analysis

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Elicitation: The Art of Conversation (slides from the webinar with a few extras)

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