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278 Deception at Work

RATIONALIZATION STATEMENTS

You should never, ever attack or criticize a suspect’s character by, for example, calling him
a ‘liar’ or a ‘crook’; it is always important to allow him to save face, possibly by suggesting a
reason why he wandered from the path of honesty.

A TYPICAL RATIONALIZATION STATEMENT

‘Bill, I know this is very difficult for you and Let’s try to work this out. Now why did all of
that you are, at heart, a decent person. We this start?’
all make mistakes and can get over them.

You can often identify the right rationalization button by carefully listening to what the
suspect says and testing his reaction to a menu of options.

Example :
• Financial pressure : ‘I can understand when people get so financially stretched, they are

tempted. Probably you thought you could pay it back. Am I right?’
• Family problems: ‘I know you have worked hard for your kids, but sometimes hard work is

not enough. Am I right?’
• Being treated unfairly: ‘I know things have been tough at work and have gone against you.

Maybe you thought this would solve your problems, but you know it won’t. Am I right?’
• Everybody else is doing it: ‘Everyone seems to have to fight for every penny these days and it

is easy to overstep the line. Am I right?’
• Blaming the victim: ‘Sometimes [the victim company] does not seem to care and leaves

temptation in the way of people. That’s how it all starts. Am I right?’
• Any other reason you think might be appropriate : ‘… am I right?’

If the suspect shows an interest, the rationalization offered should be developed and re-
peated (Table 7.40).

Generally, all rationalization statements should be delivered from the position of a nurtur-
ing parent and through an emotional channel of communication.

Guilty people like rationalizations

Table 7.40 Most likely reactions to rationalization statements

Reactions indicating innocence Reactions indicating guilt

Will normally hear the rationalization as an Will usually listen carefully without interruption
accusation: may interject

Will usually dismiss the rationalization as being May dismiss inapplicable rationalizations, but
inappropriate and may become genuinely angry usually in a low-key way

May accept the rationalization