March 2014

Motivation: Treat Them the Way They Want to Be Treated

November 28, 2017March 25, 2014 by Ellen Naylor

I am most fascinated by what motivates people to share, and how to figure this out quickly, especially during a telephone conversation where you don’t have the benefit of body language. Contrary to what I have been taught: “Do not treat others like you would want to be treated.” Treat them the way THEY want to be treated.
I have applied Johari’s model to classifying those we talk to in the collection process. It’s helpful to be aware of their pre-disposition towards sharing versus what they know. My classifications are: Egocentric; Deeply Knowledgeable; Intellectual and Helpers.

Learn Elicitation Skills at AIIP in Baltimore, Apr 2: 8 – Noon

November 28, 2017March 14, 2014 by Ellen Naylor

AIIP holds its annual conference from April 2 – 6 this year in Baltimore, Maryland at the Hyatt Regency in the Inner Harbor. I will be giving a half day workshop from 8 am – Noon on April 2. The topic is elicitation skills with my corporate spin rather than the military intelligence angle. The talk is entitled, “How to Use Conversation to Optimize Data Collection.”