Table A.1 Sample Interview Opening Techniques
Goal	Description	Example
Clarify the task	Orient the interviewee, who may not be well informed about the reason for the interview.	“As you may know, we’re looking for ways to increase productivity among our sales associates. I’m hoping you will give me information to jump-start this initiative.”
Define the relationship	Make a connection to a third party respected by the interviewee if the interviewee doesn’t know you and you want to put him or her at ease.	“I was referred to you by Liam Fitzpatrick, who told me that you’ve done great work for him in the past.”
Determine the motivation	Request the interviewee’s advice or assistance with regard to a problem.	“I’m hoping that you can help me get insight into the way things work between your division and marketing.”