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248 Deception at Work

‘We have received a complaint that some of our salesmen have been fixing prices with
retailers and this could cause very serious problems. The company is determined to find the
truth and will leave no stone unturned to do so. I know that these things happen and that
sales people, to make a sale, sometimes bend the rules. But now is the time for everyone to
clear the air. It’s not the end of the world, but we need to know.

• Do you understand the rules on price-fixing?
• Have you ever fixed prices with retailers?
• Have you ever had discussions with retailers or anyone else on fixing prices?
• Has anyone ever discussed price-fixing with you?
• What would you do if anyone ever asked you to fix prices?
• What would you do if you knew about anyone else fixing prices?
• Is there anything you know which could be relevant to our investigation?’

From this opening you should move on to a factual analysis of the evidence and Phase B.

OPTION 3: THE INTRODUCTORY MONOLOGUE

The introductory monologue is very important and should be used where there are reasonable
grounds for believing that the suspect is responsible and may be deceptive. You should write
down the words you intend to use and rehearse them so that you do not have to refer to your
notes. If criminal prosecution is an objective, you should include the caution in an introduc-
tory statement consisting of five main elements:

• who you are and what you do (if you have not already explained this);
• how the investigation has been and will be conducted, and administer a caution;
• indirect or soft accusation;
• bridging statement;
• rationalization.

For example, the introductory statement in an interview with an insurance company em-
ployee who is believed to have colluded with a gang making false claims might be along the
following lines:

‘I manage a team of four investigators who investigate frauds against the company and we
travel the world. We handle around 200 cases a year and most are successful. In some we
press for criminal prosecution and in others – where the people concerned have helped us
– we can take a more sympathetic approach. [Caution] I want us to work together on this. It is
in everyone’s interest that we establish the truth. [Pause]

‘Some people seem to think that making bad claims is a bit like saving on income tax, but
this is not so. Ultimately, other policyholders pay, and making false claims is a very serious
matter, which results in the loss of jobs and damage to our reputation. [Pause]

‘We have been investigating a case in which false claims have been made to us for medical
insurance. The people concerned have been claiming serious injuries, but we know that
many are untrue. Thousands of pounds are involved and the company is taking the matter