What is forensic interviewing? How can it be applied to the enterprise sales and procurement process? In this episode of Negotiations Ninja, Michael Reddington—an interrogation, sales, and negotiation expert—will talk all about interrogations, listening, questioning and how they intersect with sales, negotiation, and procurement. Don't miss it!

Outline of This Episode

• [1:32] Learn about Michael Reddington + what he does
• [3:15] The baggage that comes with the term "interrogation"
• [5:18] The end goal of an interrogation conversation
• [7:06] Where does the interview process fit?
• [10:17] What questions to ask someone being evasive
• [15:53] The tension between working the deal and pushing it
• [18:11] Do certain questions elicit a better response?
• [23:13] Tools that Michael uses as a go-to
• [24:53] Are you building trust, rapport, or both?
• [28:08] Story-telling in the forensic interview process
• [32:12] How to connect with Michael Reddington

Resources & People Mentioned

• Influence by Robert Cialdini: https://www.amazon.com/Influence-Psychology-Persuasion-Robert-Cialdini/dp/006124189X
• Arthur Bryant's BBQ: https://www.arthurbryantsbbq.com/

Connect with Michael Reddington

• InQuasive: https://inquasive.com/
• Connect on LinkedIn: https://www.linkedin.com/in/michaelreddingtoncfi/

Connect With Mark

• Follow Negotiations Ninja on Twitter: @NegotiationPod
• Connect with Mark on LinkedIn
• Follow Negotiations Ninja on LinkedIn
• Connect on Instagram: @NegotiationPod

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