The Jordan Harbinger Show 467: Jack Schafer | Getting People to Reveal the Truth Part One
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Feb 9, 2021 Jack Schafer, a retired FBI special agent and assistant professor, shares his expertise in elicitation and persuasion. He discusses how elicitation, unlike interrogation, is more effective in getting the truth, illustrating techniques that can apply to everyday situations like negotiating or connecting with teenagers. Listeners learn about three friend signals for establishing rapport and the risks of presumptive statements that can lead to unguarded truths. Schafer also reveals how a third-party perspective can uncover hidden thoughts. It's a fascinating deep dive into the psychology of truth-telling!
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Elicitation Defined
- Elicitation is a conversation technique used to get people to reveal information they wouldn't normally disclose.
- It creates a comfortable environment where people are predisposed to share secrets.
Building Rapport
- Use the "eyebrow flash, head tilt, and smile" to build rapport quickly.
- These friend signals communicate trustworthiness and non-threat.
Presumptive Statements
- Jack Schafer used presumptive statements in class to elicit information from students.
- One student, after trying to resist, revealed she was a senior, not a sophomore, as he'd falsely presumed.
