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The Art of a Conversation

It is a process of conveying information through verbal and nonverbal gestures. The initial conversation is traditionally utilized as a rapport-building stage. Let’s take it one step further by breaking down the initial interaction into a series that builds rapport, gains information and weakens the suspect’s stance.

Many times interviewing a suspect turns into a push-pull battle for truth, especially when the suspect aggressively approaches the interview. In this case, an officer spends a lot of time trying to control the suspect and little on building rapport. If the officer gives the suspect the floor, he can subtly and subconsciously work the suspect to his favor by utilizing some basic tools.

To start, we must find something in common. An old cliché is, “We like those who are like ourselves.” Therefore, search for some sort of commonality. Look at what he is wearing, tattoos, or other objects of interest. Although there is always something interesting to talk about, showing interest is the key. As we progress into the compatibility test, we simultaneously build rapport while working to persuade the suspect to tell the truth.

Mirroring
As the suspect is speaking, actively listen while “mirroring” his personal communication behaviors. Mirroring is the process of consciously modeling the suspect’s behaviors, such as speech pattern, posture, and other personal gestures. We swear if he swears, use our hands if he uses his, and raise our voice if he does. You will find as rapport strengthens, the suspect will begin opening his posture, which is more prone to the interviewer’s lead.

Pacing
While mirroring the verbal interaction, we subtly begin pacing nonverbal behavior. As the suspect changes posture, we subtly do the same. When the suspect leans back or forward in his chair, we will do the same. Keep in mind that this is done subtly and unnoticeably. Both mirroring and pacing send a subconscious message that brings us closer to passing the compatibility test.

Leading
Once we have mirrored and paced the interview to point where there is verbal and nonverbal agreement, we will turn the table and lead the suspect in our direction. Leading is a process where we gauge the listener’s cooperation from our nonverbal behaviors. When the time is right, change your posture for 30 seconds to see if there is a similar change in the suspect. If there is a similar change, then rapport is strong, but if not, go back and try again. It is time for questioning when true rapport is gained.

Confidence
There is one more piece to this puzzle. Although we have learned how to mirror the suspect, it is useless without confidence. The most important aspect of ANY interview is confidence. A suspect who notices weakness will deem the officer vulnerable to deception. The way you position yourself has great meaning in the way the strength of the case is interpreted. You must have confidence in your ability before you are able to project it.

Confidence starts with the projection and rate of your voice. The faster the rate of speech, the more interest and confidence it projects. With this, the most important aspect of communication is inflection. The raising and lowering of pitch generates acceptance or rejection. A person who knows his subject well is confident in what is said even without the words.

Finally, the key to controlling volume is to stress the important words and phrases while effectively using a pause, which is an important aspect in displaying confidence. An officer who states, “The most important part of this interview…is for you to be honest,” emphasizes the interview and the word honest.

Treating a conversation not as a necessity but as an opportunity will give officers an additional tool in gaining information. Mirroring, pacing, and leading are terrific ways to build rapport and ways to break down an aggressive subject and prepare him to open the flood gates. As an interviewer progresses into these stages, he must keep in mind that as he is looking for changes in behavior, the suspect is doing the same.

You must concentrate on subtle changes and not something that can appear demeaning to the suspect. If patient and time permit, the interviewer should work hard to build and maintain rapport during this interview and the next time they meet.

J.L. Sumpter, MS, is a detective / corporal with the Emmet County Sheriff’s Office and a freelance writer on police interviews and conversation management. He is a national public speaker and can be reached at sumpter@chartermi.net.