Influence & Persuasion Tools for Ethical and Effective Interrogation Webinar Stan B. Walters, Presenter Stan@TheLieGuy.com TheLieGuy.com YouTube.com/thelieguy 859-873-7005

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.

The “Master Interrogator” Hanns Scharff

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.

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.

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.

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.

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.

Narrative-Based Interviewing Orientation Narration Cross Examination Resolution

Narrative-Based Interviewing Commitment Narrative-Based Interviewing Orientation Narration Cross Examination Resolution

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.

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.

Narrative-Based Interviewing Like Narrative-Based Interviewing Orientation Narration Cross Examination Resolution

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.

Narrative-Based Interviewing Authority Narrative-Based Interviewing Orientation Narration Cross Examination Resolution

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

Narrative-Based Interviewing Scarcity Narrative-Based Interviewing Orientation Narration Cross Examination Resolution

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.

Narrative-Based Interviewing Social Proof Narrative-Based Interviewing Orientation Narration Cross Examination Resolution

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.

Narrative-Based Interviewing Because Narrative-Based Interviewing Orientation Narration Cross Examination Resolution

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.

Narrative-Based Interviewing P.A.S.S. Narrative-Based Interviewing Orientation Narration Cross Examination Resolution

P.A.S.S. Problem Agitate Solution Satisfaction

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