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| Topic: |
Business
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| Number of pages / Number of words: |
3 / 736 |
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Mr. Kramer, I know you’ve received some information about what I am here for, but I’d like to explain what we are trying to accomplish and why I’ve asked to speak to you.
Explain in a non-threatening and involving way. Do you have any questions or concerns about what we are doing?
Briefly describe the engagement process
If he has questions, address his concerns first to build a rapport...
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Bring the subject of confidentiality, often a concern.
After addressing Kramer’s fears and concerns,
Start with broad questions. When you get a response, probe, trying to get him to relate his observations to specific events or objective information. An initial question can be open ended to test his cooperation and allow him to freely express his arguments, it can be something like
“Tell me about the accounts receivables?â€
Depending on his response, probe some more for details...
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