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persuasion techniques

Scarcity – A Tool of Influence

by Stan B. Walters
“The Lie Guy®”

How often have each of us encountered the subject in our interview room who even after being faced with the nearly undeniable facts proving their involvement in the incident we are investigating, appears to be completely unmovable in their determination not to admit to their actions. We often feel that such moments could turn into fruitless “yes you will – no I won’t” situations. We can literally almost see, feel and even hear the admission or confession within our grasp. How can we persuade the subject to take the one last step to acceptance? The answer may be found in a simple tool of human influence – scarcity.

Experts in the field of study known as human influence tell us that for many people the idea of any form of potential loss plays a very large role in human decision making. It can have such an enormous motivating affect on us that we can become so focused on what we may lose that people have been to known to forget about gaining something else of equal or greater value. This basic tool of influence can be easily employed as an effective interview and interrogation tool.

We have all seen ads that pronounce “For a Limited Time Only”, “While Supplies Last”, “For The First Fifty Customers.” Think of how easily this can be translated for our needs as interviewers. After having placed ourselves in the position of authority, perhaps you want to impress on you subject that once the case moves on to the next level there may be little either you or your subject can do to control what happens next. If he or she leaves today without making their statement then all the rumors will start that will certainly not be fair to the subject.

Your subject could be reminded that at this moment they may be able to have some influence on their fate. They could resign now or wait until they are fired and it goes on their record. We want to create in the subject a sense of urgency. That for the subject, the time to act is now before events spiral out of control such that no one can affect the outcome. He or she can be made to feel that few if anyone outside of you as the interviewer could possibly be on the side of the subject, would be willing to listen to their position or to or even not tell others about the subject true feelings or actions.

By using scarcity as a tool of influence we are not offering leniency. We are not promising the subject that there will be no punishment for their actions or behavior. We are certainly going to be cautious that we are not eliciting a false confession. We are only reinforcing the subject’s desire to avoid losing all control of the situation, it’s outcome or future circumstances. What is your subject most early of losing at the risk of giving up what they could possibly gain by continuing to resist facing the truth.

Avoiding Critical Issue Overload

by Stan B. Walters, CSP
“The Lie Guy®”

You finally have your subject in the interview room. You’ve built a substantial case against your subject and you’re sure there’s no way he or she can deny the overwhelming information you compiled against them. When the time is right you “unload” on the subject. You give them “both barrels” and then you stand back waiting for your subject to crumble under the sheer wait of the proof of your case. After a short pause your subject simply tells you you’re wrong and says “No.” So what happened? You had a great interrogation dialogue all set up. Simple. It was a case of “critical issue overload.” You pushed too much information on your subject all at once and forced your subject to reject the entire argument of proof thereby disabling your interview.

First, your subject was heavily under stress to begin with. Now you have forced your subject into making a single critical decision with what appears to them to be of totally overwhelming proportions. To him or her it is the most expedient way to escape from the pressure that the reality they’ve just been forced to confront.

Second, you set yourself up to have your interview argument to be shut down with a single simple answer – No. Your subject saw that you gave them a simple “out” and they took it leaving your argument hanging and unresolved.

Avoid “critical issue overload” techniques in the interview room. Spread out your case information by addressing smaller more manageable arguments. This keeps your subject from feeling mentally and emotionally overwhelmed with the reality of the facts they may be facing. String out your case arguments addressing only one issue at a time. Now your subject is forced to deal with each issue one at a time creating a training effect. Even though they have just dealt with one issue, there’s the next coming right behind the first. You are also more likely to get a toehold on your subject’s resistance by getting acceptance on a few issues. Once you win one or two points, it much easier to argue subsequent proof and avoid one mass rejection of your entire case.