The Truth Detector: An Ex-FBI Agent's Guide for Getting People to Reveal the Truth by Jack Schafer

Author:Jack Schafer [Schafer, Jack]
Language: eng
Format: epub
Tags: Self-Help, Personal Growth, Success, Social Science, Body Language & Nonverbal Communication, Business & Economics, skills
ISBN: 9781982139124
Google: OCrODwAAQBAJ
Publisher: Simon and Schuster
Published: 2020-10-06T23:19:40.027953+00:00

CLOSING THE INFORMATION GAP

As we saw earlier, people’s curiosity drives them to close the information gap between what they know and what they don’t. A curiosity trap can be set by saying or doing something that triggers curiosity. Clothing can serve this purpose. A T-shirt that bears a sports logo or an unusual saying can create sufficient curiosity to motivate a person to approach you. If you know your elicitation target, you can intentionally say something or wear a piece of clothing that will pique the elicitation target’s interest. The elicitation target is likely to initiate a conversation based on the common ground you share. This creates instant rapport. The only decision you have to make now is what elicitation tool you are going to use to obtain the information you desire.

I often used curiosity as a tool when I interviewed suspects who were reluctant to speak with me. On one occasion a suspect who was not under arrest at the time of the interview threatened to stop the interview and go home. As he began to get up, I casually said, “Do you want to know what’s going to happen next?” He looked at me and tilted his head. He thought for a few seconds and sat down. “Yes,” he said, “I would like to know what’s going to happen next.” I continued the interview. Eventually, using additional elicitation tools, the suspect confessed. I had effectively used curiosity to get the suspect back into the conversation. If I hadn’t tapped into the power of curiosity, I would not have gotten a confession.

Employing curiosity to elicit information does take some planning. With a little practice, you will be able to set curiosity traps on the fly.

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