Throughout my interrogation career I was fascinated with understanding why people would regularly choose to share sensitive information, under vulnerable circumstances, in the face of consequences - and why they would shake my hand at the end of our conversations. The initial answer is they had the opportunity to save face and protect their self-images. My experience in the interrogation room, interactions with senior executives, and wide-ranging research led me to two key realizations that opened the door to a much deeper understanding:
1) The best leaders and the best interrogators capitalize on the same two core skills: vision and influence.
2) The cognitive process that leads suspects to commit to saying “I did it”, employees to commit to saying “I’ll do it” and prospects to commit to saying “I’ll buy it” are essentially identical.
These realizations led me to launch InQuasive, Inc., develop the Disciplined Listening Method, and dedicate my career to teaching leaders how to reduce missed opportunities and increase commitments to action in all of their high-impact conversations with the application of strategic, ethical observation and persuasion techniques.
Companies, leadership organizations and universities engage me to deliver customized educational engagements that teach the skills, techniques and perspectives necessary to uncover critical information that had previously alluded them, and maximize the power of their observations, during their leadership conversations, negotiations, business development conversations, candidate interviews and beyond.
I've been fortunate to have the opportunity to facilitate over 1,500 engagements and educate over 15,000 people from over 50 countries, as well as being featured in over 100 articles and interviews. My book "The Disciplined Listening Method: How a Certified Forensic Interviewer Unlocks Hidden Value in Every Conversation" was published in 2022 on Per Capita Press.
Visit www.InQuasive.com to learn more about our training programs and advisory work.
Visit www.michaelreddington.com to learn more about my keynote presentations and explore my media library.
Visit www.disciplinedlistening.com to preview my book "The Disciplined Listening Method: How a Certified Forensic Interviewer Unlocks Hidden Value in Every Conversation."
