Mrs Meredith: "Good afternoon, Mr English."
(Mrs Meredith knows that Ivan does not know who she is, but she does not introduce herself. She wants to see what Ivan will do.)

Ivan: "Good afternoon."
( Ivan replies with just the greeting, but no title at all. He does not feel he can ask for an introduction at this time.)

Mrs Meredith: "Sandy! Bring some coffee for Mr English please. You do take coffee, don't you?"
(It would be more polite to ask if Ivan wanted coffee. Mrs Meredith is showing who is in charge.)

Ivan: "Um... I'm fine, thanks."
(Ivan has decided to show some independence, and has refused the coffee.)

Mrs Meredith: "Ok then, lets get down to business. First of all, may I ask why you applied to join Biscuit Investments?"
(This is a standard opening to an interview, and a question which she knows Ivan is expecting.)

Ivan: "Well, I was looking for an opportunity with a big investment house. I mean, I was doing ok at Bellweather, but I was growing out of the position there. I just wanted to try something bigger, more of a challenge."
(Ivan is also taking the opportunity to explain why he wanted to leave Bellweather Co.)

Mrs Meredith: "I see. How are you at handling responsibility?"
(This is another standard question, expecting a positive reply. It is unlikely that Ivan will say he is bad at handling responsibility.)

Ivan: "Oh, I'm comfortable with it."
(Ivan gives a short answer, expecting Mrs Meredith to go on to explain what his responsibilities will be.)

Mrs Meredith: "Yes?"
(This forces Ivan to give more details. Mrs Meredith has a reason for wanting Ivan to do this.)

Ivan: "Um, well, I am used to taking responsibility for what I do, I have confidence in myself, so I am prepared to take responsibility. I realise that this is a responsible position.
(Ivan is not sure what Mrs Meredith wants, but he tries to give a good impression of his character.)

Mrs Meredith: "So how would you feel if we offered you the post as an independent consultant?"
(Ivan is in the trap. If he says he does not want to be independent, he will be contradicting what he has just said.)

Ivan: "Well, no, yes, um, actually, but I understood this post was as a full-time employee?"
(Notice the words at the beginning, as Ivan looks for time to think. His question is for the same purpose, to gain more time.)

Mrs Meredith: "But as an independent consultant? How would you feel about that?"
(Mrs Meredith is pushing Ivan to answer at once.)

Ivan: "Hm, yes, of course. I appreciate the tax implications. All of them. There's also the question of benefits which I would lose as an independent, the pension plan for example. We would have to re-arrange the financial package ..."
(Ivan has been thinking fast. When he says he understands all the tax implications, he is saying he can see why it will benefit Biscuit Investments if he is independent. Ivan is saying that if he does work as an independent, he will want a lot more money.)

(The question Mrs Meredith will have to decide in the rest of the interview is whether Ivan is really interested in working as an independent consultant, or if he now plans to raise lots of objections, so that Mrs Meredith will decide it is easier to offer him the post as an employee)