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Influence & PersuasionTools for Ethical and Effective InterrogationWebinarStan B. Walters, m/thelieguy859-873-7005
Four Reasons for FailureGuilt Assumptive / Accusatory Strategy.Misdiagnosing credibility Confirmation Bias.Subject contamination.Manipulative / Coercive Tactics.
Successful I & I StrategyNarrative Based Interview Approach.Identifying & Adjusting to Subject's Reaction /Response Behaviors.Understanding the unique personality of the subject.RESULTS 87% success rate.
Hanns ScharffThe “Master Interrogator”
SourcesRobert CialdiniInfluence: The Psychology of PersuasionYes! 50 Scientifically Proven Ways to Be PersuasiveBob BurgThe Art of Persuasion: Winning Without IntimidationAdversaries Into Allies: Master the Art of UltimateInfluence
Judgemental HeuristicsDecision-making shortcutsLearned from experience in solving problems.Reused each time new problem is encountered.Saves time from relearning everything.
Fixed Action PatternIntricate 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-makingprocess.Overwhelms the decision-maker.When overwhelmed, all optionsare 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.
InfluenceInfluence is "in the eye of the beholder."Influence by it's mere presence "engages" people.Influence does NOT require "sacrifice" on the partof the influencedAllows "2 way" interaction.
InfluenceInfluence is "in the eye of the beholder."Influence by it's mere presence "engages" people.Influence does NOT require "sacrifice" on the partof the influencedAllows "2 way" interaction.
InfluenceInfluence is "in the eye of the beholder."Influence by it's mere presence "engages" people.Influence does NOT require "sacrifice" on the partof the influencedAllows "2 way" interaction.
Persuasion"Presents" options.The leverage of “influence."Allows dialogue.Leads the subject to conclude that it is in theirbest interest to talk.
PersuasionBring the other person around to agreement.Subject “takes on” your ideas and conclusionsSubject amends of abandons their own ideas infavor 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 theirbest interest to talk.
Manipulation"Pushes"Ignores the other person's humanity and will.Goal is to force subject think and decide onlyone way.Ignores the subject's reactions.
ManipulationDeformation of the truth or outright deception.Goal is only to get a confession.End game is "to win."Objective is the “personal glory” for theinterviewer.
Coercion“Punishes” or threatens to "punish" someone into adecision.Threatens punishment by via position, title, authority.Get results at all costs philosophy.Prohibits the subject from seeing any other path to asolution other than to surrender.
Narrative-Based InterviewingOrientationNarrationCross ExaminationResolution
CommitmentNarrative-Based InterviewingOrientationNarrationCross ExaminationResolution
Commitment / ConsistencySeen as an admirable trait.Shows discipline, and maturity.We strive for it in our lives because it providesorder, balance.Makes decision-making easier.
Commitment / ConsistencyWe are reluctant to change even in theface of logic or if we are wrong.Once commitment is made we continueon the path of building furtherconsistency.
LikeNarrative-Based InterviewingOrientationNarrationCross ExaminationResolution
LikeWe 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 anddemeanor.
AuthorityNarrative-Based InterviewingOrientationNarrationCross ExaminationResolution
AuthorityDeep seated appreciation and response to authority.The label however must be “established” and then“earned.”Respect is not freely given.Also includes the “inanimate.”
AuthorityThree Elements of Authority:TitlesClothes / AppearanceTrappings
ScarcityNarrative-Based InterviewingOrientationNarrationCross ExaminationResolution
ScarcityIf we "think" we might lose something, we guard itmore.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 ProofNarrative-Based InterviewingOrientationNarrationCross ExaminationResolution
Social ProofWe look to, "accept" and follow the actions ofothers as correct when -We are unsure what we should do.There is uncertainty or ambiguity.When we perceive chaos or disorder.
BecauseNarrative-Based InterviewingOrientationNarrationCross ExaminationResolution
BecauseThe word triggers a STRONG fixed action pattern.A “request” plus a “reason.”The reason must be legitimate.Dramatically increases the chances ofcompliance.
P.A.S.S.Narrative-Based InterviewingOrientationNarrationCross ExaminationResolution
P.A.S.S.ProblemAgitateSolutionSatisfaction
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Robert Cialdini Influence: The Psychology of Persuasion Yes! 50 Scientifically Proven Ways to Be Persuasive Bob Burg The Art of Persuasion: Winning Without Intimidation . Influence does NOT require "sacrifice" on the part of the influenced Allows "2 way" interaction. Influence
