Tools for Ethical and Effective Interrogation Webinar Stan B Walters Presenter StanTheLieGuycom TheLieGuycom YouTubecomthelieguy 8598737005 Four Reasons for Failure Guilt Assumptive Accusatory Strategy ID: 780637
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Slide1
Influence & Persuasion
Tools for Ethical and Effective Interrogation
WebinarStan B. Walters, PresenterStan@TheLieGuy.comTheLieGuy.comYouTube.com/thelieguy859-873-7005
Slide2Four Reasons for Failure
Guilt Assumptive / Accusatory Strategy.
Misdiagnosing credibility = Confirmation Bias.Subject contamination.Manipulative / Coercive Tactics.
Slide3Successful 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.
Slide4Hanns Scharff
The “Master Interrogator”
Slide5Sources
Robert Cialdini
Influence: The Psychology of PersuasionYes! 50 Scientifically Proven Ways to Be PersuasiveBob BurgThe Art of Persuasion: Winning Without IntimidationAdversaries Into Allies: Master the Art of Ultimate Influence
Slide6Judgemental Heuristics
Decision-making shortcuts
Learned from experience in solving problems.Reused each time new problem is encountered.Saves time from relearning everything.
Slide7Fixed Action Pattern
Intricate system of behaviors.
Very consistent of time.Fixed behavior patterns set in motion by “trigger” events.
Slide8Just Make Up Your Mind!
Too many choices.
Slows down the decision-making process.Overwhelms the decision-maker.When overwhelmed, all options are rejected.
Slide9Influence
"Pully"
Is merely present. Always "out there."We are drawn to it out of interest.Choices are made on the basis of character.
Slide10Influence
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 influencedAllows "2 way" interaction.
Slide11Influence
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 influencedAllows "2 way" interaction.
Slide12Influence
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 influencedAllows "2 way" interaction.
Slide13Persuasion
"Presents" options.
The leverage of “influence." Allows dialogue.Leads the subject to conclude that it is in their best interest to talk.
Slide14Persuasion
Bring the other person around to agreement.
Subject “takes on” your ideas and conclusionsSubject amends of abandons their own ideas in favor of yours.Reevaluation of “gain v. pain.”
Slide15Persuasion
"Presents" options.
The leverage of “influence." Allows dialogue.Leads the subject to conclude that it is in their best interest to talk.
Slide16Manipulation
"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.
Slide17Manipulation
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.
Slide18Coercion
“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.
Slide19Narrative-Based Interviewing
Orientation
NarrationCross ExaminationResolution
Slide20Commitment
Orientation
NarrationCross ExaminationResolutionNarrative-Based Interviewing
Slide21Commitment / 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.
Slide22Commitment / 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.
Slide23Like
Orientation
NarrationCross ExaminationResolutionNarrative-Based Interviewing
Slide24Like
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.
Slide25Authority
Orientation
NarrationCross ExaminationResolutionNarrative-Based Interviewing
Slide26Authority
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.”
Slide27Authority
Three Elements of Authority:
TitlesClothes / AppearanceTrappings
Slide28Scarcity
Orientation
NarrationCross ExaminationResolutionNarrative-Based Interviewing
Slide29Scarcity
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.
Slide30Social Proof
Orientation
NarrationCross ExaminationResolutionNarrative-Based Interviewing
Slide31Social 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.
Slide32Because
Orientation
NarrationCross ExaminationResolutionNarrative-Based Interviewing
Slide33Because
The word triggers a STRONG fixed action pattern.
A “request” plus a “reason.”The reason must be legitimate.Dramatically increases the chances of compliance.
Slide34P.A.S.S.
Orientation
NarrationCross ExaminationResolutionNarrative-Based Interviewing
Slide35P.A.S.S.
Problem
AgitateSolutionSatisfaction
Slide36Connect with Stan
TheLieGuy.com
Stan@TheLieGuy.comYouTube.com/thelieguy (100+ videos!)LinkedIn, FacebookGet a Free eBook - tiny.cc/ebook-offer
859-873-7005
Slide37Follow PATC!
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