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467: Jack Schafer | Getting People to Reveal the Truth Part One
The Jordan Harbinger Show
Elicitation Sandwich in Conversation
In effective conversation, the placement of elicitation is crucial, often referred to as the 'elicitation sandwich.' This strategy highlights two key principles: primacy and recency, where people tend to remember the first and last things they hear. To optimize memory retention, the elicitation should be strategically placed in the middle of the conversation. For instance, when asked about their vacation, individuals typically recall only the start and end, neglecting the middle. Thus, an effective approach involves beginning with small talk, transitioning to the main objective where the elicitation tool is used, and concluding with more small talk to reinforce memory and engagement.
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