Maier’s appraisal interview approaches

Maier distinguishes tell-and-sell, tell-and-listen and problem-solving approaches to an appraisal interview. Tell-and-sell presents an assessment and seeks its acceptance. Tell-and-listen also gives the employee an opportunity to respond. Problem-solving emphasises joint examination of work difficulties and improvements, with the manager acting more as a coach. The approach affects participation and the quality of information obtained; it does not remove the need for evidence, fairness and follow-up.