Kindle Notes & Highlights
A single-sided shrug indicates someone most likely lacks confidence in what they are saying.
We expose our palms to indicate sincerity or openness, but they go downward to indicate the opposite.
There’s no behavior for deception, only stress.
Elicitation is the art of obtaining information without asking many questions.
When someone discusses sensitive information with you, a bond form.
The elicitation techniques are subtle and sound conversational and social
The more sensitive the information you need, the fewer questions you should ask.
DIFFIDENCE We all tend to downplay compliments when we get them most times.
When someone receives a compliment, we typically will get more information from them instead of a ‘thank you.’
CORRECTING THE RECORD When we hear information that is inaccurate, and we know otherwise, we tend to immediately offer the correct information in response.
WE WANT TO OFFER ADVICE When someone is particularly interested, we open up.
When someone disagrees or doesn’t believe us, we will go to great lengths to make it right.
A provocative statement is any statement that provokes a response.
Flattery and compliments tend to activate our innate desire to appear humble.
Verbal Mirror technique taught by the FBI. In this technique, when someone speaks, the final few words (usually the final three),
Theme Repetition, followed by a provocative statement. To do this, simply reflect back to the theme of what was just said, followed right away by a provocative statement.
