Summary #
The video explains elicitation, a CIA technique to extract information using statements instead of questions, preventing individuals from feeling interrogated and lowering their guard. It emphasizes techniques like correcting the record, feigned disbelief, using "so" or "I bet" statements, and bracketing to gather sensitive information without direct questioning.
What is Elicitation? #
- A CIA technique initially developed by John Nolan.
- Involves using statements instead of questions.
- Aims to get people to talk without triggering their "security alarms."
Example 1: Correcting the Record #
- Scenario: Asking a Whole Foods employee about their salary without directly asking.
- Technique: Make a confident, incorrect statement. "I just read all Whole Foods employees got bumped to $26 an hour."
- Result: The employee corrects the statement, revealing their actual salary.
- Principle: People are driven to correct inaccurate information, volunteering details in the process.
- Real-world application: Soviet spies used this with Navy sailors by making false statements about submarine specifications to elicit corrections.
- Business intelligence: Companies use this to gain information by making false statements about a competitor's plans, e.g., "I heard you're moving between March and April," prompting a correction.
Example 2: Disbelief #
- Scenario: Wanting to know details about someone's vacation without asking directly.
- Technique: Make a statement like, "You look like you just got back from a vacation." When they correct you, feign disbelief about their alternative activities. "Wow, that must have been challenging; I can't imagine there were no problems."
- Result: They provide more details to convince you or explain their experience.
- Principle: Expressing disbelief encourages the other person to elaborate and provide more information to justify their statement.
Methods of Elicitation #
- Correcting the record: Deliberately making false statements to prompt correction.
- Bracketing: Providing a range of incorrect information (e.g., "between March and May," "between 39 and 59") to encourage a precise correction.
- Disbelief: Expressing skepticism to elicit further explanation and detail.
Initiating and Continuing Conversations with Elicitation #
- Use "So" or "I bet": These words effectively transition into elicitation statements.
- Example Phrases:
- "So, you've been doing this for 3 years." (Recap)
- "I bet that was interesting/challenging."
- "I bet you overcame a whole lot to get to this point."
- "I bet you hate that coffee." (Prompts correction or agreement with elaboration)
When to Use Elicitation #
- Elicitation is particularly useful for gathering sensitive information.
- Rule of thumb: The more sensitive the information you seek, the fewer direct questions you should ask.
- Direct questions raise guards; statements and implied assumptions encourage volunteered information.
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