Page 231 - Deception at work all chapters EBook

232 Deception at Work

Refusal to answer may apply to the interview as a whole or to a specific topic or question.
Either way it is usually an acknowledgement by the subject that he has no defence and that
by answering questions he can only make matters worse.

The soft approach

You may decide to take a soft, low-key approach to the suspect’s refusal to answer:

• Concede his right to remain silent and point out your interpretation of his position.

Example : ‘I know you do not have to say anything and that is up to you. But this problem
won’t go away. I have been in this business for a long time and worked with lots of people
in your position. In my experience, when people say what you have just said, they are afraid
of something. Innocent people always demand the right to give their side of the story. Why
don’t you want to discuss this?’

• Try to build rapport and berate his decision to flee.

Example : ‘I understand how you feel and no one likes to feel they are under suspicion. I am
very open-minded and we can call it a day now if you really feel that way. Do you want to give
up now, or should we see how we get on, taking a step at a time? There are always two sides
to every story and we should make sure that we get yours across. Shouldn’t we?’

• If the suspect walks out of the interview you have lost nothing, but it is very unlikely that he
will do so. If he stays, select the weakest piece of evidence you have or an unsubstantiated
allegation and help him disprove it.

Example : ‘We know there are two sides to every story, so let’s take an example. Someone said
that you have just bought a villa in Spain for £100 000 in cash. This is not correct, is it? Shall
we try to get this cleared up now?’

You should repeat this process, using the weakest evidence, until the suspect is talking
freely: then turn quietly to the key points.

Don’t allow a liar to escape by not giving an answer

The direct approach

You may adopt the role of a critical parent and deliberately increase the suspect’s anxiety by
making statements summarizing the evidence and your belief in his guilt to the point where
he concludes that it is in his interest to offer an explanation:

• Concede his right to remain silent and point out your interpretation of his position.