Communicate to Connect
The business of business is people…and the business of people is rapport. Police detectives have to build trust and rapport with gang members, murderers and child molesters to gain cooperation, facilitate communication and reach the truth. These same skills and principles can be applied to connect and communicate with people in your company, your business partners, suppliers, as well as during negotiations, due diligence investigations and compliance interviews.
There's Always More to the Story...
People can tell you a completely truthful account of an incident but still lie to you by omitting crucial details and information from their account. The language people use and their word selection provides insight into whether they are being truthful or deceptive, or leaving information out.