Try a Little P.A.S. in Your Interview

In previous discussions, we’ve outlined the four-step process of effective interviewing: orientation, narration, cross-examination, and resolution.

Once the subject has presented their statement during the narration phase, the interviewer moves into cross-examination—addressing contradictions, incomplete answers, and conflicts between the subject’s account and the available evidence.

One effective way to organize your thinking during this phase is to apply a well-known persuasion framework used in sales:

Problem – Agitate – Solve (P.A.S.)

At its core, interviewing is about influence. And in many ways, the interviewer is doing a form of “selling”—guiding the subject toward a more accurate and complete version of events. Try a Little PAS in Your Interview.

Step One: Define the Problem

The first step is to clearly illustrate the problem with the subject’s statement.

This involves identifying contradictions, inconsistencies, and conflicts with known facts or evidence.

For example, a subject may deny being at a location, yet there may be witnesses, digital records, surveillance footage, or financial transactions that suggest otherwise.

Your job is to clearly articulate the problem—and explain why the available evidence supports your position.

Step Two: Agitate the Problem

Once the problem is established, the next step is to increase the subject’s awareness of its significance.

This is done by tapping into how the subject processes information:

Emotionally — how the situation impacts them personally
Logically — how the facts contradict their position
Socially — how others may perceive the situation

The objective is not manipulation—but realization.

You want the subject to recognize the growing weight of the evidence and the difficulty of maintaining their current position.

Step Three: Offer the Solution

At this point, the subject is often searching for a way out of the situation.

This is where the interviewer presents the available options.

Outline the choices clearly—along with the potential consequences of each.

Help the subject understand the difference between the “good” and “bad” decisions available to them, and what each path may lead to.

At the same time, remain attentive to verbal and nonverbal cues that may signal readiness for admission or confession.

Final Thought: Simplicity Drives Results

Too often, the interrogation process is made more complex than it needs to be.

In many cases, a straightforward and structured approach is all that’s required.

The Problem – Agitate – Solve model provides a simple yet effective framework for guiding a subject from resistance toward resolution.

Because when applied correctly, even a basic structure can create the conditions necessary for a successful outcome.