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The Human Mind 75

Inattention to painful truths shelters us from anxiety

Before the truth can emerge, we may have to bring the liar to face the truth at a conscious
level and to overcome his self-denial. There are two main ways of doing this and both are
founded on the relentless pursuit of detail, what you believe to be the truth and arousal of the
two monkeys: the memory and the subconscious.

This action will either lead the subject to lose confidence in his ability to cope with the con-
tinuing anxiety created by deception, or to be forced into telling more and more extreme lies.

When in doubt, press for detail

NEGOTIATION

The subject may seek clarification, usually at the pivotal point, to help him decide whether
or not he should confess. The object is usually to help him decide whether the consequences
of confession are tolerable and whether he has more to gain by telling the truth than not.
Symptoms of negotiation include:

• Asking for clarification about the possible outcome: ‘What usually happens in cases like
this? Do they get reported to the police?’

• Posing hypothetical questions about the possible consequences: ‘I didn’t do it, but if I said
I did, what would happen?’

• Accepting a justification for their action, without specifically acknowledging guilt: ‘You are
right in suggesting this started by mistake.’

• Seeking sympathy: ‘How would you feel in my position?’
• Asking to speak off the record.
• Body posture opens or leans forward: arms and legs may unfold.
• Eyes look upward, with slow blinking or head drops.
• Rubs chin: his chin may appear to quiver.

You must recognize negotiating symptoms and take your time. It is likely that the suspect will
be communicating on an emotional and sensory level and you must mirror this. It is not the
time to say too much and under no circumstances should you discuss the potential penalties
or make any promises that cannot be kept (see Chapter 7, page [xref]).

ACCEPTANCE AND ADMISSION

If the suspect believes he has more to gain by confessing than from continued denial, he will
begin to make admissions. Signs of acceptance include:

• tears and deep sighs;
• eyes looking downward, often accompanied by slow blinking and with virtually no eye

contact with the interviewer;
• head and shoulders drop;
• body posture opens further and the suspect may appear to look smaller;
• appears that he is about to faint.