Effective Elicitation Techniques
1. Provocative Statement: highly disarming, it can get people talking and shift the perception of who is leading the conversation
2. Quid pro Quo: something for something. Share information to gain information.
3. Quotation of Reported Facts: places the subject matter in the public domain
4. Word Repetition: shows you are listening and can guide the conversation in a specific direction
5. Flattery: will get you everywhere. Best when a female is speaking with a male source.
6. Feigned Disbelief: can place you firmly on the same side as your source
7. Feigned Naivete: means that if someone feels like they can talk down to you, don’t fight it; use it to your or your client’s advantage
8. Bracketing Techniques: provide a wide but realistic range of data to find specific details