Lecture on Elicitation Techniques
Introduction to Elicitation
- Definition: A method used to gather information without asking direct questions.
- Background:
- Used traditionally by the CIA.
- Developed by John Nolan, author of the book "Confidential" (rare and hard to find).
- Key Advantage: Avoids triggering security alarms in the brain because no direct questions are asked.
Techniques of Elicitation
1. Correcting the Record
- Method: Make a statement that triggers the need for correction.
- Example:
- "I heard Whole Foods employees earn $26 an hour."
- Response might be, "No, I make $17," revealing actual information.
- Applications:
- Used by Soviet spies to extract information from US Navy sailors by making incorrect statements.
2. Using Statements
- Purpose: Encourage the other person to volunteer information.
- **Examples:"
- "I bet you had some interesting experiences with that."
- "I can imagine that was challenging."
3. Disbelief
- Method: Express disbelief to provoke further explanation.
- Examples:
- "Steven, you look like you just got back from a vacation."
- Leads to detailed explanations even without asking questions.
Conversation Starters
- Using 'So' or 'I bet':
- Examples: "So, you've been doing this for 3 years." or "I bet that was interesting."
- Effective in eliciting responses without direct questions.
Importance of Elicitation
- For Sensitive Information:
- The less direct questions, the better.
- Keeps the conversation flowing naturally and guards down.
- In Business Intelligence:
- Useful for discreetly uncovering information, such as company plans.
Elicitation in Practice
- Examples in History:
- Spies during the Cold War using elicitation to extract military secrets.
- Modern Applications:
- Used in business settings to gain sensitive information without raising suspicion.
Summary
- Main Techniques: Correcting the record, bracketing, disbelief.
- Strategic Use: Utilize statements and disbelief to draw out information, especially when dealing with sensitive topics.
These notes cover the primary concepts and techniques discussed in the lecture on elicitation, providing an overview of how elicitation is used to gather information subtly.