The truth detector: an ex-FBI agent's guide for getting people to reveal the truth

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Average Rating
Publisher
Atria Books
Publication Date
2020.
Language
English

Description

This paradigm shifting how-to guide effortlessly teaches you how to outwit liars and get them to reveal the truth—from former FBI agent and author of the “practical and insightful” (William Ury, coauthor of Getting to Yes) bestseller The Like Switch.Unlike many other books on lie detection and behavioral analysis, this revolutionary guide reveals the FBI-developed practice of elicitation, the field-tested technique for encouraging people to provide information they would otherwise keep secret. Now you can learn this astonishing method directly from the expert who created this technique and pioneered it for the FBI’s Behavioral Analysis Program. Filled with easy-to-follow, accessible lessons reinforced by fascinating stories of how to put these skills into action using natural human behaviors, The Truth Detector shows you all of the tips and techniques you need to gain someone’s trust and get liars to reveal the truth.

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ISBN
9781982139070

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Publisher's Weekly Review

Schafer (The Like Switch), a psychologist and former FBI special agent, shares his tricks for getting people to tell the truth in this revelatory work. During his time at the FBI, Schafer used elicitation tactics when interviewing suspects, a communication technique based on knowledge of human behavior that builds on qualities such as empathy and rapport. He shows how he used this technique on a class of FBI trainees to obtain some students' "PIN numbers, Social Security numbers, bank account information." Schafer assures readers no previous experience is required to effectively use his methods, which include presumptive statements, misstatements, third-party perspective (framing information, particularly compliments, in the third person to increase credibility), and the "hanging chad" (to stop speaking mid-sentence). Schafer demonstrates the benefits of these tactics, and a dozen others, in everyday situations such as shopping for big-ticket items by, for instance, using third-party perspective to secure a lower price in negotiations. Concise and convincing, this toolkit will go a long way in helping readers suss out the truth. (Oct.)

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Publishers Weekly Reviews

Schafer (The Like Switch), a psychologist and former FBI special agent, shares his tricks for getting people to tell the truth in this revelatory work. During his time at the FBI, Schafer used elicitation tactics when interviewing suspects, a communication technique based on knowledge of human behavior that builds on qualities such as empathy and rapport. He shows how he used this technique on a class of FBI trainees to obtain some students' "PIN numbers, Social Security numbers, bank account information." Schafer assures readers no previous experience is required to effectively use his methods, which include presumptive statements, misstatements, third-party perspective (framing information, particularly compliments, in the third person to increase credibility), and the "hanging chad" (to stop speaking mid-sentence). Schafer demonstrates the benefits of these tactics, and a dozen others, in everyday situations such as shopping for big-ticket items by, for instance, using third-party perspective to secure a lower price in negotiations. Concise and convincing, this toolkit will go a long way in helping readers suss out the truth. (Oct.)

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