Page 215 - Deception at work all chapters EBook

216 Deception at Work

GET DOWN TO THE CRITICAL ISSUES

Wherever possible – and especially with people suspected of serious deception – you should
try to get straight to the heart of the matter and be as direct as possible (see Figure 6.5).

If it becomes clear that the subject has no intention of telling the truth, you should switch
your approach, take a few deep breaths and ask questions that force him into more and more
detail – and lead to increasingly outrageous lies. Whatever the objective of the interview, lies
to which the suspect has committed himself will come back to haunt him later on.

Ironically, if you take this indirect route, it is not uncommon to find that the suspect’s
anxiety is increased to the pivotal point, and he then decides to tell the truth.

TRANSACTIONAL ROLES

You must consciously try to retain control of every interview or meeting. This may be easier
said than done, especially if the suspect is an experienced crook, a senior businessman or
represented by an overly aggressive lawyer. However, you should always aim to start every
interview by consciously taking the role of an adult and be prepared to move into compatible
transactions as the interview progresses (see Table 6.3).

You should remain consciously aware of the transactional dynamics in all meetings and
be prepared to take action to change them.

A GOOD EXAMPLE establishes an equal transaction with them
and from time to time gains total control
If you want to see a good example of by picking up the suspect’s most valuable
transactional analysis in operation, watch the possession – usually a vase or some other
television detective programme Colombo. This fragile gem – putting them in mortal fear that
poor, untidy creature, who falls automatically he might drop it. Certainly while it is in his
into the role of a child, customarily seems hands, he has the suspect’s full attention.
to face murderers who are pillars of society
and the ultimate critical parents. Colombo

Probe for aaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaaa The deep
weaknesses truth

Start Indefensible
lies

Detailed questions and incredible answers
Figure 6.6 Direct and indirect approaches