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8 Persuasive Interview Assignment
The first units of your interviewing course have focused primarily on getting and giving
information as accurately and completely as possible. You warned your students of the ever–
present danger of interviewer bias and the need to avoid leading and loaded questions except
the persuasive process by challenging an interviewer to establish a need, meet objections, and
present a solution adapted to them and their unique problem through solid evidence rather
than through claims and assertions.
Students often object to role playing interviews they see as rewarding them for their
acting skills rather than participants in realistic interviews. Relate examples of how
period out of the classroom and bring them in one at a time.
Require students to submit a detailed interview preparation report that requires them
to begin preparation well in advance of their interviews. This is a difficult and complex
interview assignment that requires much thought and preparation. Get students started on
planning as quickly as possible. The limited time allotted for these interviews means that
time is up for the solution phase, tell the interviewer to stop without a closing.
In Option B, the interviewer will take part in two interviews. During the first, the
interviewer will have _____ minutes to begin developing a need. During the second, the
interviewer will have _____ minutes to begin developing a solution. Interviewers will
not have adequate time to establish a complete need or a detailed solution. Grade
Instructions for interviewers
1. You have three options when selecting a case for this assignment: (a) select a persuasive
2. Complete a persuasive interview preparation report that includes the following: (a)
important personal characteristics and attitudes of the interviewee, (b) major
advantages of this persuasive situation for the interviewer, (c) major disadvantages of
3. Structure your persuasive interview according to the outline in your textbook. You must
5. Involve your interviewee in the opening, body of the interview, and closing. This is not a
6. Create realistic evidence and documentation to support your need and solution. What
evidence would be ideal to have for this interviewee and situation?
2. Take an active part throughout the interview.
3. Challenge evidence that appears to be unrealistic or irrelevant; ask for documentation
5. Your role in the interview will be worth _____ points.
Instructions for observers
2. The Persuasive Interview Critique Forms your instructor will provide list the criteria
essential for evaluating each interviewer and interviewee.
4. Provide specific suggestions for improvement.
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Persuasive Interview Preparation Report
Name _____________________
Thorough study of the interviewee, the problem, and the interview situation are essential
whenever you prepare for a persuasive interview. It enables you to adapt to this interviewee,
problem, and situation and to anticipate questions and objections. Fill out this report in detail
and present it to your instructor by __________.
What are critical interviewee characteristics and attitudes that might affect this interview?
What are the advantages of this situation?
What are the disadvantages of this situation?
2.
4.
List the sources/types of evidence you would use to establish each problem or reason.
2.
4.
List the audio/visual aids you will use to help establish the need.
2.
4.
List the criteria any solution must meet to satisfy the need you developed with this interviewee.
2.
4.
List the details of the solution designed to satisfy the need developed with this interviewee.
2.
4.
How does each detail of your solution meet the criteria you have listed that any solution should
meet?
1.
3.
1.
3.
4.
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Persuasive Interview Critique: Interviewer Form A
Name: _____________________
Opening 1 2 3 4 5 x ____ = ____
Meets objections 1 2 3 4 5 x ____ = ____
Closing 1 2 3 4 5 x ____ = ____
Adapts to this interviewee 1 2 3 4 5 x ____ = ____
Adapts to this situation 1 2 3 4 5 x ____ = ____
Involves the interviewee 1 2 3 4 5 x ____ = ____
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Persuasive Interview Critique: Interviewer Form B
Name ____________________
Opening: opening techniques, gains attention, _____
builds rapport
Closing: trial closing, contract/agreement, leave taking _____
Adapts to this interviewee _____
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Persuasive Interview Critique: Interviewee Form A
Name __________________________
Opening: Takes an active part 1 2 3 4 5 x ____ = ____
Need or desire:
Plays a realistic role 1 2 3 4 5 x ____ = ____
Forces interviewer to be systematic
when necessary 1 2 3 4 5 x ____ = ____
Solution:
Involved in selecting criteria 1 2 3 4 5 x ____ = ____
Asks for details 1 2 3 4 5 x ____ = ____
Comments
Grading scale: 0 no credit, 1 poor, 2 below average, 3 average, 4 above average, 5 excellent
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Persuasive Interview Critique: Interviewee Form B
Name ________________________
Opening: takes an active part _____
New or desire: plays a realistic role, uses questions
effectively, critical, inquisitive, forces interviewer
to be systematic when necessary _____
Communication skills: verbal, nonverbal, listening _____
Total grade _______