Audio and/or Video Recording is ProhibitedThank you for your cooperation

Wicklander-Zulawski

Thank you for your cooperation

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Interviewing Suspects as Partof a Supply Chain Investigations

September 12, 2017

Professional Close

Develop Admission

Obtain Admission

Reduce Resistance

Establish Credibility

Show Understanding

Introduction & Intro Statement

Rationalize

(3rd Person)

Test for Submission (YOU)

Assumptive Question

Follow-Up Question

Support Admission

Develop Admission

Other Issues

Specific Issue

Handle Denials

Emphatic Explanatory

Backing Out of an Interview

Ratio

nalize

Resistance

Acceptance

Statement Witness

Changes and Updates to Interviewing

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Current Trends

• Litigation

• Techniques

• Communication Methods

• General Loss

• Audio Recording

• False Confessions

• Media/Social

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Litigation

• Banner vs Health 2014

• Audio Recording

• Terminology Changes

Constructing theWZ Method

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1 - VERIFY BACKGROUND

• Establish their behavior norm

• Plants a seed you know a lot about them

• Calms your nerves

2 - DEVELOP RAPPORT

• Ask them to tell you a little about themselves

• They will tell you things about themselves that you can use as rationalizations

3 - WHO WE ARE & WHAT WE DO

• Continues to develop rapport

• Establishes your credibility

• Introduces the employee theft topic

• Starts the process of minimizing

4 - HOW LOSSES OCCUR

• Lets them know we know.

• Their behavior may tell us what else they have done

• Establishes credibility that you know how associates steal

5 - HOW WE INVESTIGATE

• Lets them know how we know

• Establishes credibility in the investigation

• Takes away hope

RATIONALIZATIONS

• Make it easy to admit

• Allow them to save face

• Gives them reasons or excuses

• Minimize what they have done

• Promote the benefits of cooperation

• Give back hope

6 - SUMMARY OF RATIONALIZATIONS

• List rationalizations, i.e. peer pressure, impulse, financial

• Their behavior may tell you which one they are most receptive to

7 - FIRST RATIONALIZATION

• First rationalization based on:– Behavior displayed during summary

– Information gathered during rapport

– Case Facts and subjects background

• State Rationalization i.e. Peer Pressure.

• Create a story that helps the suspect understand peer pressure

• State the moral of the story

• Link back to the investigation

8 - CHANGE PERSPECTIVE

• Role Reversal

• Putting the subject in your place

• Allows the subject to make the same decision they hope you will make with them

9 - SECOND RATIONALIZATION

• If personal information is known about the suspect that may relate to the reason for the theft, a rationalization that mirrors their personal situation should be used

• Follow examples from first rationalization

10 - ADDRESS HOPE

• Sometimes a person thinks that by saying nothing the problem will go away

• Let’s them know the company can resolve the situation even if they decide to say nothing

• And they control how individuals outside the room will view them

11 - CREATE URGENCY

• “That’s why we need to get this resolved today.”

12 - PROTECT EVIDENCE

“Now I know sometimes people wonder why we don’t just show them what we have. I don’t do that for very specific reasons. When I walk out of here I am going to be asked ‘what kind of person is he?’ The only way I know is if you tell me things I already know without being prompted.”

13 - TEST FOR SUBMISSION

• Personalize your rationalization by saying “You” and calling them by their first name

• Their behavior will let you know if they are ready to admit

14 - ASSUMPTIVE QUESTION

• Used only if the Interrogator believes the subject is ready to make an admission

• “Bob what’s the most amount of money you took in any single day?”

15 - FOLLOW UP QUESTION

• Used when the subject hesitates before answering the assumptive question

• Asked in the form of an exaggeration

• “It wasn’t $10,000.00 was it?”

16 - SUPPORT ADMISSION

• Lets the subject know he has confessed and supports the admission

• “That’s great, from the investigation I didn’t think it was quite that much”

17 - DEVELOP ADMISSION

• Answer the investigative questions of who, what, when, where, how and why

• Substantiate all admissions

• Identify where to find other evidence

18 - WRITTEN STATEMENT

• Minimize written confession “Letter of explanation”

• Guide them through the statement without dictating

L. Wayne Hoover, CFISenior Partner

whoover@w-z.com630.240.7172www.w-z.com

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