Influence & Persuasion Tools for Ethical and Effective Interrogation. Four Reasons for Failure. Successful I & I Strategy 3/11/2016

Transcription

1 Influence & Persuasion Tools for Ethical and Effective Interrogation Webinar Stan B. Walters, Presenter TheLieGuy.com YouTube.com/thelieguy Four Reasons for Failure Guilt Assumptive / Accusatory Strategy. Misdiagnosing credibility = Confirmation Bias. Subject contamination. Manipulative / Coercive Tactics. Successful I & I Strategy Narrative Based Interview Approach. Identifying & Adjusting to Subject's Reaction / Response Behaviors. Understanding the unique personality of the subject. RESULTS = 87% success rate. 1

2 Hanns Scharff The Master Interrogator Sources Robert Cialdini Influence: The Psychology of Persuasion Yes! 50 Scientifically Proven Ways to Be Persuasive Bob Burg The Art of Persuasion: Winning Without Intimidation Adversaries Into Allies: Master the Art of Ultimate Influence Judgemental Heuristics Decision-making shortcuts Learned from experience in solving problems. Reused each time new problem is encountered. Saves time from relearning everything. 2

3 Fixed Action Pattern Intricate system of behaviors. Very consistent of time. Fixed behavior patterns set in motion by trigger events. Just Make Up Your Mind! Too many choices. Slows down the decision-making process. Overwhelms the decision-maker. When overwhelmed, all options are rejected. Influence "Pully" Is merely present. Always "out there." We are drawn to it out of interest. Choices are made on the basis of character. 3

4 Influence Influence is "in the eye of the beholder." Influence by it's mere presence "engages" people. Influence does NOT require "sacrifice" on the part of the influenced Allows "2 way" interaction. Influence Influence is "in the eye of the beholder." Influence by it's mere presence "engages" people. Influence does NOT require "sacrifice" on the part of the influenced Allows "2 way" interaction. Influence Influence is "in the eye of the beholder." Influence by it's mere presence "engages" people. Influence does NOT require "sacrifice" on the part of the influenced Allows "2 way" interaction. 4

5 Persuasion "Presents" options. The leverage of influence." Allows dialogue. Leads the subject to conclude that it is in their best interest to talk. Persuasion Bring the other person around to agreement. Subject takes on your ideas and conclusions Subject amends of abandons their own ideas in favor of yours. Reevaluation of gain v. pain. Persuasion "Presents" options. The leverage of influence." Allows dialogue. Leads the subject to conclude that it is in their best interest to talk. 5

6 Manipulation "Pushes" Ignores the other person's humanity and will. Goal is to force subject think and decide only one way. Ignores the subject's reactions. Manipulation Deformation of the truth or outright deception. Goal is only to get a confession. End game is "to win." Objective is the personal glory for the interviewer. Coercion Punishes or threatens to "punish" someone into a decision. Threatens punishment by via position, title, authority. Get results at all costs philosophy. Prohibits the subject from seeing any other path to a solution other than to surrender. 6

7 Commitment Commitment / Consistency Seen as an admirable trait. Shows discipline, and maturity. We strive for it in our lives because it provides order, balance. Makes decision-making easier. 7

8 Commitment / Consistency We are reluctant to change even in the face of logic or if we are wrong. Once commitment is made we continue on the path of building further consistency. Like Like We connect with those who are similar to us. We interact with those who treat us with respect. We associate with people who will reflect well on us. We are also drawn to physical appearance and demeanor. 8

9 Authority Authority Deep seated appreciation and response to authority. The label however must be established and then earned. Respect is not freely given. Also includes the inanimate. Authority Three Elements of Authority: Titles Clothes / Appearance Trappings 9

10 Scarcity Scarcity If we "think" we might lose something, we guard it more. We are moved to act if time is running out. We are driven to action if there is a limited number. There is nothing worse than just losing even a chance to get something or miss an opportunity. Social Proof 10

11 Social Proof We look to, "accept" and follow the actions of others as correct when - We are unsure what we should do. There is uncertainty or ambiguity. When we perceive chaos or disorder. Because Because The word triggers a STRONG fixed action pattern. A request plus a reason. The reason must be legitimate. Dramatically increases the chances of compliance. 11

12 P.A.S.S. P.A.S.S. Problem Agitate Solution Satisfaction Connect with Stan TheLieGuy.com YouTube.com/thelieguy (100+ videos!) LinkedIn, Facebook Get a Free ebook - tiny.cc/ebook-offer

13 Follow PATC! Public Safety Training, Articles and Legal Updates (LinkedIn Group) Legal Updates & PATC Research Public Safety News Training Opportunities 13