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How to Read Emotional Pitch in Competitive Intelligence Interviews

When you’re listening to someone speak as you search out competitive intelligence data, try to tune in to the underlying emotion. Some people have little emotion in their voice. They speak in a relative monotone, whether they just won the lottery or their house is burning down. The rest usually spice up our speech with emotion to help convey some feeling behind the message.

Here are a couple things to listen for:

  • Elevated level of emotion: An elevated level of emotion may convey excitement, disappointment, anger, or enthusiasm.

    Beware of feigned emotion. Elevated emotion can be used as a way of covering up how someone really feels.

  • Highly controlled voice: In some cases, people try to purposefully lower their voice so they appear to be very calm and controlled. This is tough to maintain, so asking a series of questions that dig deeper into an issue can usually cause the controlled voice to crack under pressure.

Although emotional pitch may not convey a whole lot of meaning definitively, it’s a good tool to use for identifying topics that call for further interrogation. Strong emotions are signals that you need to dig deeper to figure out the issues at the root of those emotions.

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