Get the Truth: Former CIA Officers Teach You How to Persuade Anyone to Tell All (31 page)

commission, lies of

commitment.
See
interest-based commitment commitment/consistency

complaint.
See
process/procedural complaint compound question

concern.
See
direct observation of concern; inappropriate level of concern conciseness

confessions

best-case/worst-case continuum emotions and

promises in exchange for

resistance with

sexual abusers

Simpson, O. J., with hypothetical spies and

theft

truth and

confirmation bias

assets and

domestic violence and

Forer effect and

information collection and

consequences

consistency.
See also
commitment/consistency control.
See
access control control phrases

convincing statement

cooperation

Counterterrorism Center (CTC)

crime.
See also
domestic violence; elicitation case study, sexual abuse attempted murder

cognitive dissonance and

embezzlement

lies as

optimism bias and

theft

CTC.
See
Counterterrorism Center customized statements

death, of CIA assets

debriefing

deception.
See also
lies; nonverbal deceptive behaviors; truth; verbal deceptive behaviors deception detection

assets and

spies and

default judgment

Deisinger, Gene

delay.
See
behavioral pause/delay denials

behavior

lack of

monologues and

quashing

Denoff, Sam

dialogue

diplomacy

direct observation of concern (DOC) direct observation of guilt (DOG) defined

samples

divorce

do no harm

DOC.
See
direct observation of concern DOG.
See
direct observation of guilt domestic violence

confirmation bias and

with physical abuse of children double agents

doublethink

drugs

Dunning, David

Dunning-Kruger effect

elicitation (interrogation)

of assets

Golden Rule in

hardball tactics with

LAPD and Simpson, O. J., without methodology and influence

monologues in

with noncoercive approach

progress check during

roles

Simpson, O. J., and hypothetical of spies

tips

transition from interview mode to elicitation case study, sexual abuse confession

monologue

embezzlement

emotions

empathy

engagement

equitable distribution

espionage.
See also
spies Everett, Cliff

exchange

exclusion qualifier

eyes.
See
hiding mouth or eyes face

failure to answer

failure to understand a simple question familiarity.
See
unconscious familiarity Faraday, Michael

The Farm.
See also
Central Intelligence Agency FBI.
See
Federal Bureau of Investigation fear

Federal Bureau of Investigation (FBI) fiction

misrepresentation and

monologues and

Fifth Amendment

fight-or-flight response

Fishman, Ron

flight.
See
fight-or-flight response Floyd, Michael

elicitation

with hypothetical Simpson, O. J.

interviews with children

monologues

with word choice

Floyd, Stephanie (sister)

follow-up questions

food

Forer, Bertram R.

Forer effect (Barnum statements) “The Fox and the Grapes” (Aesop) gestures

Getting Past No
(Ury) Gigi (housekeeper)

Glass, Jackie

global behavior assessment

Glover, Danny

“golden bridge”

Golden Rule, in elicitation

Goldman, Ron

with hypothetical Simpson, O. J.

Simpson, O. J., and

grooming gesture

Guéguen, Nicolas

guilt.
See also
direct observation of guilt halo effect

hand, stop sign with

hand-to-face activity

hardball tactics

elicitation and

in negotiations

Harvard Negotiation Project

Havill, Adrian

hiding mouth or eyes

Houston, Phil

with deception detection

monologues

security interviews and

Hoyle, Denny

hurdles, psychological

hypotheticals

questions

Simpson, O. J., elicitation

ideational fluency

If I Did It: Confessions of the Killer
(Simpson, O. J.) implicit language

inappropriate level of concern inappropriate level of politeness inappropriate question

inconsistent statement

influence

elicitation methodology and

lies of

vulnerability to

infomercials

information collection

confirmation bias and

debriefing and

engagement and

preparation

interest-based commitment

interrogation.
See also
elicitation interviews

children

mirroring in

misrepresentation in

rewards in

security

sexual abuse

Simpson, O. J., transcript

transition to elicitation from invoking religion

judgment

quashing

withholding

Kaelin, Kato

kindness.
See also
empathy; respect; sympathy Kotapish, William

Kruger, Justin

Lange, Thomas

without elicitation of Simpson, O. J.

Simpson, O. J., interview by

language.
See also
statements LAPD.
See
Los Angeles Police Department lawyers

leading question

legitimacy statement

lies

of commission

deception and

fiction

of influence

with invoking religion

of omission

truth and

liking

listen.
See
L-squared mode long-term thinking

look.
See
L-squared mode Los Angeles Police Department (LAPD) loss of independent thinking

lowering of voice

L-squared (look and listen) mode management

memory.
See
selective memory message.
See
unintended message microexpression

mind virus

minimization

Miranda warning

mirroring

misrepresentation.
See also
fiction molestation.
See
sexual abuse monologues

for children

customized statements in

denials and

in elicitations

fiction and

lowering of voice in

mind viruses and

minimization in

resistance during

short-term thinking and

transition statements in

mouth.
See
hiding mouth or eyes murder, attempted

Murdoch, John

names

National Clandestine Service

National Security Agency (NSA) Nazis

negative consequences.
See also
optimism bias negative question

negotiations

anchoring in

five stages in

“golden bridge” and

hardball tactics with

kindness in

transitions in

nervous system.
See
autonomic nervous system 9/11.
See
September 11, 2001

1984
(Orwell) nonanswer statement

noncoercive approach

nonverbal deceptive behaviors

anchor point

behavioral pause/delay

grooming gesture

hand-to-face activity

hiding mouth or eyes

L-squared mode and

throat-clearing/swallowing

nonverbal deceptive indicator

nonverbal disconnect.
See
verbal/nonverbal disconnect notetaking

NSA.
See
National Security Agency observation.
See
direct observation of concern; direct observation of guilt omission, lies of

online research

open-ended question

opinion question

optimism bias

Orwell, George

overly specific answer

Palin, Sarah

pauses.
See also
behavioral pause/delay perception qualifier

personal injury settlement

persuasion

phrases, control

physical abuse.
See also
domestic violence physical attraction

police.
See also
elicitation case study, sexual abuse crime and

with misrepresentation

politeness.
See
inappropriate level of politeness politics

Pollard, Jeff

polygraph tests

position-based bargaining

practice, preparation and

preparation

presumptive question

Primary Colors
(film) problematic question

process/procedural complaint

progress check.
See
elicitation projection of blame

promises

psychics

psychological alibi

psychological entrenchment

psychology.
See also
mind virus
The Psychology of Persuasion
(Cialdini) punishment question

qualifiers

question prologue

questions

bait

catch-all

close-ended

compound

follow-up

hypothetical

open-ended

opinion

presumptive

problematic

punishment

QVerity

Randazzo, Marisa

rationalizations

reciprocity

referral statement

refusal to answer.
See
reluctance/refusal to answer religion.
See
invoking religion reluctance/refusal to answer

repeating the question

repetition

research, online

resistance

commitment/consistency and

with confession

monologues and

Resnick, Faye

resources

respect

rewards

robbery

Romary, Peter

sales

security interviews

with assets

best-case/worst case continuum with spies

SEL.
See also
engagement; lowering of voice; speech rate selective memory

“September 1, 1939” (Auden)

September 11, 2001

seriousness, minimized

sexual abuse

confessions

elicitation case study

sexual deviancy

Sharot, Tali

short-term thinking

monologue and

repetition

silence

Simpson, Arnelle (daughter)

Simpson, Nicole Brown

with hypothetical Simpson, O. J.

Simpson, O. J., and

Simpson, O. J.

hypothetical confession of

hypothetical elicitation of

interview transcript

LAPD and

Simpson, Sydney (daughter)

sincerity

Snowden, Edward

social media

socialization

Soufan, Ali H.

speech rate

spies.
See also
Central Intelligence Agency; Federal Bureau of Investigation with deception detected

elicitation of

security interviews with

Spy the Lie: Former CIA Officers Teach You How to Detect Deception
(Houston, Floyd, and Carnicero)
The Spy Who Stayed Out in the Cold
(Havill) statements.
See also
transition statements control phrases

convincing

customized

Forer effect

inconsistent

legitimacy

nonanswer

referral

stimulus

stop sign

Sun Tzu

swallowing.
See
throat-clearing/swallowing sympathy

terrorists.
See also
War on Terror theft

thinking.
See also
short-term thinking threat management

throat-clearing/swallowing

timing

touch

transition statements

transitions

from interview to elicitation in negotiations

truth.
See also
lies “truth in the lie.”
See
unintended message unconscious familiarity

unintended message (“truth in the lie”) Ury, William

vague question

Vannatter, Philip

without elicitation of Simpson, O. J.

Simpson, O. J., interview by

verbal deceptive behaviors.
See also
selective memory attack behavior

L-squared mode and

verbal deceptive indicator

verbal/nonverbal disconnect

voice.
See
lowering of voice; speech rate vulnerability, to influence

War on Terror

Weitzman, Howard L.

Wilde, Oscar

women

The Wonderful Wizard of Oz
(Baum) word choice

worst-case continuum.
See
best-case/worst-case continuum Zubaydah, Abu

ABOUT THE AUTHORS AND WRITER

Philip Houston
,
Michael Floyd
,
Susan Carnicero
, and
Peter Romary
are partners in QVerity (
www.qverity.com
), a company that provides training and consulting services worldwide in deception detection, critical interviewing, personnel screening, and elicitation techniques.

Philip Houston