The Hidden Art of Interviewing People
How to Get Them to Tell You the Truth
(Sprache: Englisch)
There is growing interest in the use of Neuro Linguistic Programming (NLP) as a Qualitative Market Research technique. NLP was previously used in psychology to understand how people think and react, and as a tool in self development, interpersonal skills...
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Produktinformationen zu „The Hidden Art of Interviewing People “
There is growing interest in the use of Neuro Linguistic Programming (NLP) as a Qualitative Market Research technique. NLP was previously used in psychology to understand how people think and react, and as a tool in self development, interpersonal skills and business, looking at how our brains think and experience the world.
Klappentext zu „The Hidden Art of Interviewing People “
There is growing interest in the use of Neuro Linguistic Programming (NLP) as a Qualitative Market Research technique. NLP was previously used in psychology to understand how people think and react, and as a tool in self-development, interpersonal skills and business, looking at how our brains think and experience the world.Qualitative Market research experts now see that using NLP can help the researchers understand the human brain and, armed with this power, they can find out the truth from interviewees. The Hidden Art of Interviewing People shows how, by using NLP and related techniques in interviews, the market researcher can see beyond the obvious to the truth.
The book provides:
Practical tools for decoding marketing problems and respondents reactions to questions
Features a range of techniques from NLP including rapport development, linguistics, reading facial expressions, body language and spatial positioning"An excellent book that meets the needs of a large number of market research practitioners, and also academics, it is comparatively rare to read a book written by a first class practitioner who is prepared to share the concepts and principles of exactly how the qualitative research craft really works."
--David Smith, author of The Art and Science of Market Research
There is growing interest in the use of Neuro Linguistic Programming (NLP) as a Qualitative Market Research technique. NLP was previously used in psychology to understand how people think and react, and as a tool in self-development, interpersonal skills and business, looking at how our brains think and experience the world.
Qualitative Market research experts now see that using NLP can help the researchers understand the human brain and, armed with this power, they can find out the truth from interviewees. The Hidden Art of Interviewing People shows how, by using NLP and related techniques in interviews, the market researcher can see beyond the obvious to the truth.
The book provides:
- Practical tools for decoding marketing problems and respondents reactions to questions
- Features a range of techniques from NLP including rapport development, linguistics, reading facial expressions, body language and spatial positioning
"An excellent book that meets the needs of a large number of market research practitioners, and also academics, it is comparatively rare to read a book written by a first class practitioner who is prepared to share the concepts and principles of exactly how the qualitative research craft really works."
--David Smith, author of The Art and Science of Market Research
Qualitative Market research experts now see that using NLP can help the researchers understand the human brain and, armed with this power, they can find out the truth from interviewees. The Hidden Art of Interviewing People shows how, by using NLP and related techniques in interviews, the market researcher can see beyond the obvious to the truth.
The book provides:
- Practical tools for decoding marketing problems and respondents reactions to questions
- Features a range of techniques from NLP including rapport development, linguistics, reading facial expressions, body language and spatial positioning
"An excellent book that meets the needs of a large number of market research practitioners, and also academics, it is comparatively rare to read a book written by a first class practitioner who is prepared to share the concepts and principles of exactly how the qualitative research craft really works."
--David Smith, author of The Art and Science of Market Research
Inhaltsverzeichnis zu „The Hidden Art of Interviewing People “
FOREWORDACKNOWLEDGEMENTS
ABOUT THE AUTHORS
INTRODUCTION
1 TAKING THE BRIEF
What's in this chapter?
The importance of the fi rst steps
Being at your best
The dance of communication
Reading the signposts
True listening
Quality questions
Eliciting values
Setting the scene - NLP frames
Checklist for taking the brief
2 RESPONDING TO THE BRIEF
What's in this chapter?
What's the point of writing a proposal?
Proposal or action plan?
The power of words
Using values to enhance the action plan
Document style and construction
Thinking like the client
Action plan writing guidelines
3 THE SAMPLE
What's in this chapter?
Recruitment
Characteristics
VAK subquotas
Recruitment approaches
4 RESEARCH INTERVIEWS
What's in this chapter?
Overview
How we create our reality
How does the process of fi lters and communication work?
Reframing
Envirometics
Rapport
Role
The topic guide
Handling individuals
Animating the group
Groups vs depths
Projective and enabling techniques
5 UNDERSTANDING WHY PEOPLE BEHAVE THE WAY THEY DO
What's in this chapter?
Understanding people
The fi ve sensory fi lters
Eye accessing cues
Primary interest or focus of attention
Global-specifi c: chunk size
Relational sort for decision: sameness-difference (matching-mismatching)
Motivating attention fi lters
Options-procedures
Time sort: past, present, future
Decision-making
Usage
6 THE ANALYSIS
What's in this chapter?
To analyse or not to analyse?
One way of working
Recording the interview
Analysis
How do we elicit this information?
Summary
7 PRESENTING YOUR FINDINGS
What's in this chapter?
Putting it all together
The presentation process
Videoconferencing
8 ETHICS, ECOLOGY AND CODES OF PRACTICE
What's in this chapter?
What do we mean by ecology?
Manipulation
Ecology: NLP style
Ethics and qualifi
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cations
Codes of practice
9 CONVERSATION PIECES
GLOSSARY
REFERENCES
INDEX
Codes of practice
9 CONVERSATION PIECES
GLOSSARY
REFERENCES
INDEX
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Autoren-Porträt von Neil McPhee, Roger Terry
Neil McPhee is a long-time qualitative researcher, who began his career in 1972. Having been told by his boss, in his first week's employment in research, to go and help out with some interviewing (of retired people, applying for old-age bus concession passes), he discovered his probable incompatibility with structure by omitting to fill out any questionnaires at all.Some 25 years ago, Neil was introduced to new thinking at a presentation on Nonverbal Communication and Body Language. He became sold on the possible applications and the subject in general. Soon after that, Neil discovered NLP.
There was little turning back after that. You cannot unlearn something so potent and pretend that none of it existed. Since then, Neil has variously bought, run and sold his own full-service agency and worked as Qualitative Research Director for an American-owned agency. He now offers his services as a Qualitative/Ethnography Practitioner and Consultant, both in the UK and internationally.
Neil trained in NLP/Hypnotherapy with Roger Terry.
Roger Terry is a scientist with over 25 years' experience in running and building successful businesses. Ten years ago, he founded Evolution Training with his partner Emily, and he now works with businesses and individuals, guiding them to evolve to their full potential. Previously, his career was within the utility sector, where he was responsible for new business creation and innovative business development.
An international NLP Master Trainer, hypnosis instructor and expert on human value systems, Roger leads seminars and consults with companies on executive teams in the UK, USA, Europe and the Middle East. His expertise in cultural change has helped businesses revitalise their organisations and people, bringing their cultures in line with the business strategy required to produce profit and growth.
With a talent for using Neuro-Linguistic Programming and personal development techniques, Roger has a pragmatic and
... mehr
practical style. His enthusiastic and forthright approach to coaching, with a focused Neuro-Linguistic Programming methodology, provides a unique intervention approach that allows a client to achieve the maximum movement in their chosen direction for minimum effort.
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Bibliographische Angaben
- Autoren: Neil McPhee , Roger Terry
- 2007, 1. Auflage., 336 Seiten, Maße: 22,9 cm, Gebunden, Englisch
- Verlag: Wiley & Sons
- ISBN-10: 0470060794
- ISBN-13: 9780470060797
Sprache:
Englisch
Rezension zu „The Hidden Art of Interviewing People “
"The book provides practical tools for decoding marketing problems...time taken to absorb its findings will be time well spent ..." (Managing Risk, Summer 2007)
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