The FBI teaches you lie detection, people reading and intelligence skills

Chapter 42 Interrogation Skills (2): Extracting Information and Distinguishing the False ([-])
Go straight to the "next question".Instead of asking "Are you married?" ask "What's your wife's name?" Use some common sense here.If you meet someone in Georgia wearing battered cowboy boots, it makes sense to ask him, "How long have you been riding?"But that's not the right question to ask when meeting someone in a Manhattan conference room with their shiny shoes on.Some questions are just to counter or confuse the other person.If you want to achieve this goal, you can refer to the following guidelines.

(1) Leading questions that imply judgments.The more implied judgments that are included, the more irritating it is, for example, "Is it true that someone said you got away with getting away with it for over a year?"

(2) THE PROBLEM TO BREAK THE ILLUSION.These kinds of questions can quickly put the other person in an emotional situation.For example, "Do you expect me to believe all your crap?" or "Do you think I'll keep you silent for a long time?"

(3) Questions that sound silly or careless to you.If you want to eliminate other people's wariness, you might as well give it a try.

Vague questions will only get you vague answers.These kinds of questions are of little value if you want definitive information.However, if your goal is to hide certain facts, this trick can be very useful.

§§§ Section [-] Leaving aside logical obstacles, the interrogation is at your fingertips

When the interrogator tries to use logical analysis to persuade the other party to agree with what he said, the interrogator will first consider the other party's thinking and feelings.Of course, if the other party is a guy with no sense of logic, the interrogator can easily skip this level.Anything that hurts the other person's sense of right and wrong is another matter, because the person may have a conscience first.At this time, Myers Briggs' personality type theory is very useful, which can help determine how the other party makes decisions and basic life attitudes.

Assuming that the interrogator's logical reasoning is interlocking and very rigorous, and there is only one small loophole, then when the interrogator wants to mention the faulty part, he will first try to make the other party suddenly feel more stressed and anxious , in order to disrupt his normal logical thinking.

During interrogation, the interrogator usually does this by raising the volume unexpectedly or by yelling.The interrogator will first understand the other party's weaknesses and show them to make the other party feel uncomfortable, and then tell my wrong logic to alleviate the other party's discomfort.

People's Myers-Briggs traits were at their weakest in high-stress situations.So the interrogator can create high pressure, and then stimulate him with vocabulary similar to his usual style, reminding him of how he usually thinks.For example, the other party is an experience-judgment type person who wants to finish something on time under high pressure.Because of the stress, he tried to solve the problem by intuition.At this time, the interrogator can say: "In order to get a reliable conclusion, we should consider all the factors in order to do it right." This method is what he has always advocated, so he will agree with you.By analogy, lead him gradually closer to your purpose, and he will even agree to things he firmly opposes under common sense.

§§§ Section [-] Questions, or Questions

People's responses to the questions asked may provide information, or they may provide clues.Information on cues can satisfy a focus need (priority), an information need, or it can lead a person down a dead end.By following along the trail, we can see if there are any more important discoveries than the initial question.If there are no more important findings, we can make a note and return to the original question.Follow up further if there are more significant findings.Sometimes, a lot of clues and information can be found.If all focused needs and information needs have been unearthed, the questioning can be terminated.If you don't ask everything the other person knows, you can start all over again.

The steps for using questioning to spot a liar can roughly be summarized as follows.

(1) Ask questions that contradict the information the liar has just provided.A person who pays attention to time, if he can't explain what happened within half an hour, it is easy to expose his lies.Even if the interrogator didn't notice this immediately, he knew it himself, and it would show through his body language.This is not to say that the interrogator should respond in a diametrically opposite way—for example, there is no need to introduce a person who is concerned about events into the topic of time—but to understand the opponent's style and "deep into it". Environment” for a more in-depth study of the details.

(2) Cut into the other party's way of obtaining information.Visual people do not remember conversations as clearly as auditory people.Auditory people are also not as good at describing what other people are wearing or what paintings are on the wall as visual people are.Perceiving people are most impressed by what they do, not when it happened.It's important to understand the primary avenues the other party relies on for information so that you can start communicating naturally.

(3) If the interrogator still has a strong feeling that he is lying even after you have confirmed the other person's natural responses, ask a speculative question.For example, "What do you think would happen if...?" When asked such questions, if he does not deviate from the natural response, it means that he has studied the situation and carefully prepared the questions related to it, that is, Said, he did lie.

(4) Pull others into it.If the other person said she was in the office all day, the interrogator could casually ask if her assistant, who was on maternity leave, is back?Or are other colleagues also in the office all day?People usually don't like to involve other people when they're lying because it creates an opportunity for others to spot the lie.If the other party lies and says that he scored 92 points today, then the question "Who did you play with?" will make him very uneasy.You can even see his ears or face turning red.Animals don't blush in embarrassing situations, a response unique to humans.

§§§Section [-] Stages of Interrogation
The six stages of interrogation organically combine various techniques to determine natural responses. When it comes to the stage of information extraction, it is like a stage in which various experiences of childhood, adolescence and youth are integrated to finally become an adult. Everything in the past will affect Insights and ways of going about things now.Conversely, when facing the person in front of him, the interrogator should also consider various factors.

1. Establish control
In reality, there is no need to set up every detail of the rules for the camp step by step, such as where the other party should sit, whether to interrupt him, and so on.However, there are still plenty of opportunities to establish mastery, that is, to set the scene that can affect conversations between you.

First, go through all the information you get during planning and preparation: habits, characters, background information, costumes, and scenes.When important information is about to surface, don't just choose a place to talk about [If you can't even grasp this, it will be really not so easy to establish control!

Second, don't talk with emotion.Whether it's a business occasion or a relationship, try not to let your emotions ruin you.

Sometimes you need to step up to the other side's point of view, sometimes you want to try to avoid it, it depends on the situation.When the customer says: "I want to talk about payment", you can establish a communication platform by: "I want to report on the progress of the project and what will be achieved in the next stage of the project". If you don't talk about it, you may lose the contract.In general, people respond based on what the dominant party says.

2. Build Effective Relationships
During interrogation, since the interrogator is the active party, the interrogator is more willing to establish a negative effective relationship with the other party.

In other words, the interrogator will deal with him according to his judgment of the other party (the way information is obtained and classified), that is, to deal with him in the same way, although it may be used in the opposite way.Of course, in a business setting or in everyday life, trying to get some information to build an effective relationship is usually positive.

Many manifestations can be used to determine whether someone is visual.Fastidiously dressed, well-groomed, even the office exudes an artsy vibe, etc., which can confirm that the other party is a visual person.It is relatively difficult to detect whether a person is auditory.

To judge whether a person is auditory, you can also see how much he likes music. People with loudspeakers in the office are usually auditory.Perceiving people are the hardest to pin down.We can generally think that people who like sports, like to wear casual clothes, and like to say "I think this thing is good" are the perceptual type, while the visual type will use: "I think this thing is good" as a spoken language .

Also, pay special attention to the style in which information is categorized.In many cases, conflicts arise due to different styles of categorizing information, such as detail-oriented clients versus big-picture consultants, sequence-oriented bosses, and haphazard employees.If you emulate your partner's natural breathing rhythm, it helps you develop a positive relationship with them.When you feel nervous, the rhythm and way of breathing of the other person will be different from usual, so you can imitate the breathing of the other person in a natural state, which will make him feel close.

3. Use the right method

What will make the other party speak?Using methods that smack self-esteem and reinforce fear won't work for senior managers.Therefore, before the formal meeting, you must memorize the available means, and then rank the remaining ones.Keep familiarizing yourself with this line of thought, and eventually it will become an automatic response.

Guide questions intertwined with emotion and logic: When asking questions, on the one hand, one must maintain a clear understanding of the sequence of questions, and at the same time strengthen the means to make the other person fall into an emotional state.

An application that emphasizes emotion in a business setting can be a little odd.Think about it when you're selling a computer, or trying to sign a contract, or trying to get your boss to promote you, what do you do?Keep hinting at the other person, making him happy, reducing his annoyance—these are emotional responses.What annoys the boss may be inefficiency, a bad public image, or the loss of an important employee. What makes him happy may be lower costs, higher profits, and high levels of employee loyalty.With practice, you'll learn to use direct, controlling, leading, and compound questions flexibly.I will discuss specific applications of these problems in more detail later.

4. Follow up leads
In practice, the interrogator usually writes down the clues obtained in the conversation concisely for later follow-up review.The same is true in meetings.You can do the same if you don't want to lose trackable ideas.If you want to bring up certain information in a conversation with your lover, you can do the same, which is somewhat counterintuitive, so I hope you are more forgetful.

After a while, going back to a problem for detailed investigation is one way to follow a lead.Another way is to investigate immediately before moving on to the next question.In general, the nature of the lead itself will determine which method of tracing should be employed.How an interrogator tracks is also influenced in part by who is being tracked.If the other person is order-conscious, immediately pursuing the clues he reveals can make him uneasy, because his mind is flooded with a series of related events and ideas, and a question will disrupt his train of thought and make him feel overwhelmed .If the other party is concerned about the incident, the interrogator can follow up immediately.

When you're obsessed with following leads to ask for more information, the interrogator really has to weigh the value of that information.Ask yourself: "If he knew this information was important to me, would it affect the final outcome?" At this point the interrogator would have to go back, pretend to pay attention to some minor details, and then try to get back to the question. on those key points.

5. End
In a business negotiation, the closing statement is usually: "Thank you! I am very satisfied with the agreement reached." Then you will look back: "You achieved your three goals, I achieved my three goals..." In During interrogation, the interrogator will usually say: "I will further investigate the veracity of the information you provided." The interrogator will even give the prisoner "homework" before they return to the cell, "The next time I talk to you, I wish you could remember more about the stockpile."

At the end of interrogation, the following points should be noted:
(1) Follow the clues closely.Clues can pop up at any time, whether you ask or not.At this time, either follow up immediately, or make a record and save it for later use.

(2) Keep your eyes peeled.If you can observe the changes in the other person's expression, you can emulate it more effectively.

(3) Consistent.No matter what role you play, maintain a consistent style throughout, unless you are playing a role-changing game.

(4) Listen carefully.You must listen carefully, not in the left ear and out in the right ear.You should concentrate on observing the other party's speaking style, voice, body language and other parts that can reveal information.

(5) End with the trend.Assigning "homework" will give the other person the impression that you take it seriously.In a business setting, we might say, "I'll call your assistant tomorrow and ask for that data." In a personal conversation, we might say, "I don't ask you to answer right away. We'll all think again." Let's talk about it tomorrow."

(End of this chapter)