Page 203 - Deception at work all chapters EBook

204 Deception at Work Fear of the
Wish to confess consequences

Figure 6.3 The pivotal point

You should emphasize the key points and keep the documentary summaries within his per-
sonal space; make sure all questions are answered fully, react coolly to counter-attacks and
make clear what you believe has happened. You must state, repeatedly, what you believe the
suspect has done.

The liar is at his most vulnerable at any phase of an interview when he is:

• emotional and especially angry;
• pausing for thought before answering a relevant question (‘brain thrashing’);
• caught out in a lie;
• forced to change an explanation or to admit he has been less than forthcoming in his an-

swers.

However, he is totally exposed at the Pivotal Point. The way you handle this is critical in get-
ting to the deep truth.

Put the monkeys on his back

Phases D and E: The pivotal point and turning
In this phase the suspect will consider confessing, usually for the reasons explained in page
[xref]. If you miss your opportunity at one pivotal point, the chances are another will appear.
The suspect may:

• Ask bargaining questions such as ‘What might happen?’
• Show non-verbal and other signs of acceptance, such as dropping his head or rolling up into

a foetal position; it may sound incredible, but at the pivotal point, many suspects appear to
get smaller.

The suspect’s primary channel of communication (both verbal and non-verbal) will almost
certainly be emotional and you must tune to his wavelength by adopting the role of a nurtur-