Page 278 - Deception at work all chapters EBook

Conducting Tough Interviews 279

COMPLIMENTS

You should be prepared to compliment the subject when he makes an admission.

Example : ‘Sam, it took real courage to admit that. Let’s see if we can clear up [another
important topic].’

You may use positive hand and body movements to reinforce a nurturing parent role.

Small compliments reward the liar for telling the truth

ASK WHY AND GIVE AN ACCEPTABLE ALTERNATIVE

Ask the suspect why he committed the crime, but give him at least one acceptable alterna-
tive.

Example :
• ‘Did this start by accident, or did you feel you had no alternative?’
• ‘This started on the spur of the moment, didn’t it? I am sure you didn’t plan for it to turn

out like this, did you?’

Again, the principle is to allow the suspect to save face.

POINT OUT THE CONFLICT YOU KNOW THE SUSPECT IS FACING

Point out that you know the conflict that the suspect is facing.

Example : ‘I have seen many cases like this and I know that it calls for enormous courage to
admit you have gone off the rails. People sometimes believe that they can escape by being
evasive, but this is never the case. The evidence in this case is overwhelming – you know that
– and the facts will come out anyway. Let’s try to clear this up now.’

LOOK TO THE FUTURE

Describe the advantages of telling the truth and focus on the future.

Example :
• ‘Everyone deserves a second chance, but let’s see if we can sort out …’
• ‘This is not the end of the world. With all of this behind you, you can get off to a new start,

but first we have to sort out …’
• ‘This is a temporary setback, but you have the rest of your life before you. But first we have

to sort out …’
• ‘If we can get most of the money back, the problem will not be as bad. Am I right?’