Has Modern Technology Eased the Elicitation Process for Competitive Intelligence?

Elicitation, in layman's terms, is the subtle art of extracting information from another individual during an apparently normal and innocent conversation.

Everyone who interacts with another human being either physically or virtually are subject to elicitation on a daily basis. From the earliest years, many have been taught forms of elicitation by parental figures or even by the teachers at a school. Often this was explained as polite conversations and demonstrating interest to what the other person might be speaking about. While maintaining this conversation, many realized that an honest exchange of information and feelings demonstrated sincerity allowing one to usually acquire the desired response. Yet, as age begins to settle in and the hustle and bustle of daily life continues, time becomes of the essence and choosing whom to speak with becomes a deliberate decision-making process. Many individuals choose not to engage strangers or those whom are considered unfamiliar in conversation. This mindset can be traced back to a common saying which most remember hearing while growing up. "Don't talk to strangers!" Though excellent advice, if children are ingrained in this mindset by the age of 10, the child may have difficulty breaking into conversations with complete strangers in college and the workforce as the years pass. As a result of the convenience of modern technology, social media and the lack of interpersonal relationships, many in the work force are prime candidates for elicitation ploys aimed at acquiring competitive intelligence.

No one wants to be the reason a business deal failed or why the company did not make the intended sale. In fact many would desire to be the opposite, many would want to be the individual who has the edge and can remain one step ahead of the competition and build rapport with a prospective client. The information a person shares may not be directly related to the specific business at hand or prospective sale; but may provide the company further insight to other opportunities that may be exploited another time. The individual may share some information that might be valuable to another department, which could save the company time, money, and resources. Even if the information shared does not appear valuable, the fact the other person is speaking and divulging this information demonstrates that you on the right track. Think about the last time you went out to eat and started a light conversation with a waiter or waitress, speaking to the cab driver who you met at the airport, or the receptionist at an office you're attempting to set up an office call. All these conversations may seem unimportant because these individuals are sharing information that is not a direct concern or of importance to them, but what if it was? When you apply some basic elicitation, along with active listening skills, all these individuals will share information that you will be able to use later to your benefit. In our world of social media, many individuals no longer go out to dinner with friends; but instead will sit behind a computer and post what they are eating or what they wished they were eating. Because of the lack of face to face interaction, many of these individuals are susceptible to basic elicitation ploys. The question, is where do you fit in to the equation? Are you the person practicing either elicitation or your interpersonal skills and conversation, or are you sitting behind the computer anticipating or even nervous that someone is going to come over and speak to you.