Index
access senses, 188
advocacy journalism, 40-41, 124
advocacy journalists, 40
agent (see also assets),
definition of, 46-47
double, 47
agents, work ethic among, 47
Alzheimer’s disease, 175-176
analytic listening, 121, 122-125
anasognosia, 250
verbal red flags in, 48-50
approaches, 96-97
Aronsson, Wendy, 33-34
asset validation, 48
assets, 196
Austin, Harvey, 177-181
Bancroft, Elizabeth, 67
Bandler, Richard, 55
barrier, objects that serve as a, 180, 219
baseline,
cultural norms in establishing, 61
detecting deviations from, 63
determining a person’s, 54-55
deviations from, more obvious, 64
examples of deviations from, 54, 59, 61, 64, 217
monitor your own deviations from, 249
using NLP to establish, 55-58
behavior congruency, 220
belief detection, 33
beliefs, religious, analytical thinking and, 32
building rapport and, 84
truth and, 32
Ben-Zéev, Aaron, 106-107
Blink, 25-26
body language,
confidence and, 74, 76 (see also power poses)
deflating-ego technique and, 113
emotions and, 190
reinforce trust through open, 80
transformational power of positive, 76-77
body-language analysis, 43
Body Language Institute, 65
Boitano, Brian, 173-174 (see also visualization)
Bradley, “Epic” Bill, 250-251
Buddha, 19
building rapport, 67-94
Bundy, Ted, 206-207
Cage, John, 119-120
Central Intelligence Agency, see CIA
CI, 186-190
CIA
agent, 47
agents, determining motivation of, 46-47
CIA, right-wing conspiracy theory regarding, 30
Clinton, President Bill, 202, 210
cognition, 187-189
cognitive interview, see CI.
confabulation, 175-176
conspiracy theories, 27-31
reasons people believe, 27-29
trance-proneness and, 28
conversation motivators, 79-80
choosing your, 120
eight categories of, 101-120
military style, 246 (see also approaches)
Crow, Trevor, 248
cryptomnesia, 169-173
deceit, real life examples of red flags for, 64-66
Deiner, Ed, 69
descriptive information, 45
disinformation, Russian art of, 29
dissembling phrase, 202
Driver, Janine, 65
Earnest, E. Peter, 67, 196-198
electronic communication,
rapport-wrecking actions in, 91-94
rules of etiquette for, 90-91
emotion, facial expressions of, 215-216
emotionally focused therapy, 248
eye contact, 214-215
cultural differences regarding, 215
eye movement, 55-59
eyewitness misidentification, 23
Facebook, perception on, 87-88
facial expressions,
number of human, 215-216
unintended, 59
facial muscles, reliable, 59-60 (see also Paul Ekman)
facts,
how imagination, beliefs, and experiences shape, 27-35
source of, 24-26
FBI, 22
fight-or-flight response, 74, 211
Find Out Anything From Anyone, Anytime, 48, 81, 199, 236
Fischer, Ronald P., 186-190
Forden, David, 89
Freedom Riders, 21
FSB, 29
Geiselman, R. Edward, 186-190
gesture, self soothing, 75
Gladwell, Malcolm, 25-26
Goff, Lyn, 168
Good Hunting, 46
Grinder, John, 55
gut response, 26
haptics, 78
Harris, Sam, 32-33
Hartley, Gregory, 63, 175, 208, 216
Hill, William Henry, 243
Hohl, Dean, 191
Holiday, Ryan, 221
Horne, Ellen, 213
human intelligence, see HUMINT.
HUMINT, 54
Hussein, Saddam, 226
information sorting style, 191
information, types of, 44-46
Innocence Project, The, 23
intelligence, author’s definition, 38
interpersonal skills, 23
Jack, Rachael E., 215-217
James, William, 56
Johnson, Spencer, 37
Kennedy, President John. F.,
conspiracies regarding assassination of, 29
KGB theory regarding assassination of, 30
Kennedy, Robert, 20-22
Kessler, Glen, 51
keywords,
missing, 212
source’s use of, 122-123
kinesics, 214-219
Kuklinski, Ryszard, 88-89
Landis, Floyd, 212
leading questions, don’t ask, 241
liars, pathological, 221
lie detection, foundational skill in, 55
lie, why do people, 220-221
lying to yourself, benefits of, 254-256
KGB, 29
Major, David, 29, 48, 53, 85, 195, 221
Marsh, Richard L., 170-172
Maslow, Abraham, 68
Maslow’s hierarchy of needs, 69
Tay and Diener’s critique of, 69-70
maximizing (technique), 244, 246
McGowan, Kat, 253-254
memories, two possible sources of false, 189
memory,
emotional experience and, 181
two types of, 173
memory distortion, four categories of, 166-176
minimizing (technique), 244-245
mirroring, 79
MI6, 19
misattribution, 166-169
Moses, William Stainton, 170
needs, (see also Maslow’s hierarchy of needs)
deficiency vs. growth, 68
self-actualization, 69
Neimark, Ira, 90
neuro-linguistic programming, see NLP.
Nimble, 86
Nixon, President Richard M., 203-204
NLP, 55-56
non-verbal red flags, 55-64
Obama, President Barack, 37, 40, 41-43
Oliver, J. Eric, 28
opinionated information, 46
assessing the veracity of, 52-53
use of distancing and modifiers in, 52
Oswald: Assassin or Fall Guy?, 30
personal space, 219
Picoult, Jodi, 247
Politifact.com, 41-42
polygraph test, 33
polygraph machines, 23
power zones, 80
presentation, red flags in, 47-64
Principles of Psychology, 56
proxemics, 219-220
proximate reality, 162
pull approach, 101
public space, 219
push
approach, 101
communication, 94
Pyle, James O., 81, 125, 199, 236
questioning,
direct, 49
directed, 125
witness-compatible, 188
questions,
Edward Snowdon’s handling of, 39-40, 64
open-ended, 81
source’s avoidance of, 199-204
yes-or-no,
quid pro quo
as a conversation motivator, 79
as an incentive, 120, 129, 205
to build trust, 186
quid pro quo,
definition of, 105
example of when not to use, 183
Rangers Lead the Way, 191
rapport-building techniques, 74, 78-81
rapport-building,
best practices for online, 86-94
causes of resistance to, 72-73
importance of cultural sensitivity in, 82-84
online, 84-94
threat as a barrier to, 73
reading body language,
relaxing as important precursor to, 74
REBLE, 54
regulators, 61
Reilly, Michael T., 82, 244-245
reliable facial muscles, 59
Roediger, Henry, 168
Rotolo, Sue, 182-186
Saloschin, Robert, 21-22
Sartre, Jean-Paul, 256
Schaeffer, T. Evan, 201-202
self-plagiarism, 169
senses, number of, 24-25
Sheldrake, Rupert, 52-53
Sisco, Lena, 54, 58, 74, 79-80, 199, 220 (see also REBLE)
sixth sense, 25
Snowdon, Edward, 37-40, 64-66, 218
social dynamics, 189
somatic experience, 248
sorting styles, three, 191-193
source amnesia, 173-174
source,
assessing the partially cooperative, 199-223
ascertaining the motivation of a, 46-47
rapport-building with a hostile, 70 (see also Scharff method)
structuring questions for a, 190-193
sources, hostile, 225-246
Spiegel, Herbert and David, 27
Starek, Joanna, 254-256
statistical information, 45
Kessler’s three tips on assessing, 51-52
Steiner, Rudolph, 24
Stevenson, Ian, 172-173
stress,
actions that release, 61
cortisol and, 76
movements that indicate, 217, 249
obvious deviations from baseline that signal, 64, 209
processing information and, 187
Tay, Louis, 69
Thomson, Donald M., 167-168
trance-proneness, 27
trust,
importance of cultivating, 193
value of quid pro quo in establishing, 186
truth
and belief, 31-33
and experience, 33-35
and imagination, 27-31
in therapy sessions, 33-35
truth,
ascertaining whether someone is telling the, 43
believers’ and non-believers’ perception of, 32-33
Oxford definition of, 19-20
telling yourself the, 247-254
what is, 19-35
untruths, unintended, sources of, 166-176
Vallano, Jonathan P., 185-186
verbal red flags, 48-52
vetting the source, 37-66
Viskovich, Julio, 85
visual eye-accessing cue, 56
vocalics, 208-213
Williams, Brian, 39, 40, 64, 108, 218
willing suspension of disbelief, 206
Wood, Thomas J., 28
Yang, Yalin, 221