How to Spot a Liar, Revised Edition: Why People Don't Tell the Truth--and How You Can Catch Them by Gregory Hartley & Maryann Karinch

Author:Gregory Hartley & Maryann Karinch [Hartley, Gregory]
Language: eng
Format: epub
Publisher: Career Press
Published: 2012-06-30T22:00:00+00:00

USING BASELINING TO APPLY STRESS

Once you have baselined a source and know his eye pattern, body language, choice of words, comfort zone for contact, and other indicators, the next step is using this baseline to probe for areas of deviation that indicate stress.

Rule number 1: Don’t let your own baggage get in the way. You may be a visual person, as is most of the world, so you will readily notice facial and body deviations that indicate stress. Don’t forget the auditory and kinesthetic changes.

Rule number 2: Applying stress commonly involves interplay between emotion and intellect. Maybe through physical discomfort or an insulting remark, interrogators know from baselining you that you will respond emotionally. Then they may move in with a question you have to think about, and the stress triggered by the emotional experience diminishes your ability to think clearly. More stress results. Or maybe they keep hammering you with questions, requesting specific responses that take you beyond your knowledge. As your cognitive self digs for answers, your emotions well up as you lose confidence. Again, from baselining you, they know that if you feel intellectually destabilized, you feel stress.

Sure, it’s possible to put someone in a high-stress situation without consciously baselining him. In fact, people do it all the time to each other by asking inappropriate questions, yelling out of anger, and myriad other ways. But in those instances, stress is a fruitless result of missteps and is not exploitable. For example, personal space differs from culture to culture. Americans tend to maintain a large space between ourselves and a stranger. With people we know, we close the gap and stand squarely facing the person. When we really know someone, we allow them to get within about 18 inches of us, with women tending to feel more comfortable than men about closing the gap even more. When you invade someone’s personal space, you create stress whether you want to or not.

In contrast, when you apply stress for the purpose of extracting information, you must follow a deliberate path that begins with questions that enable you to baseline.

A friend recently related a story to me that spotlights how professionals in a non-military setting apply stress to a subject they’ve carefully baselined. Ann did customer training for a computer company that developed custom products for government and large businesses. She earned a security clearance to work with the firm’s customers in federal intelligence and defense agencies. Knowing that she would increase her income if she could apply her unique skills in an arena that required a higher clearance, she applied for work as a defense agency analyst.

In the two vetting interviews she went through, the interrogators used stress-inducing tactics that ranged from tiny to outrageous as they worked her into frenzy. Why would they ask a woman with a PhD, whose intelligence they had already complimented, if she understood concepts any fourth-grader could master? Why would they put a blood pressure cuff on her, and then cinch it so tightly

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