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absolutes, as tell for language of trust, 188
accountability, limited, 28, 44, 152, 167, 173
changing environments and, 152, 167
consequence-free, 28, 44, 152, 167, 173
current vs. past, 36
discovery questions and, 145–46, 147–48
focus on planning over, as tell for unreliability, 130–31
inconsistency of, 156
negative tells for, 153–56, 168
positive tells for, 160–63, 167–68
predictability and, 150–51, 167
as tells for vesting, 80
Afghanistan, Soviet war with, 21, 41
Afghanistan war, 119
O’Neill’s prediction of attack by, 5, 6, 7
anger, fear and, 213
Annan (Confidential Human Source), 101–2, 149, 243, 244
Dreeke’s concerns about, 89
Dreeke’s first meeting with, 87–89
Dreeke’s last meeting with, 108–11
Dreeke’s long relationship with, 104
Dreeke’s second meeting with, 102–3
Leo in recruitment of, 84
plausible threat of nuclear war conveyed by, 87–88, 101
Thorne and recruitment of, 85–89
anthrax poisonings, 16–17
anxiety, created by trauma, 218
apologizing, as tell for language of trust, 190
appearances, unreliability of, 29, 45
appreciation, showing of, as tell for emotional stability, 225
Arendt, Hannah, 133–34
arguments, discussions vs., 181–82
attention to detail, 123
authenticity, negative aspects of character in, 153
aviation schools, 9/11 terrorists’ training at, 132
Baker, Dan, 213
behavior, self-interest as primary motivator in, 13–14, 22
Behavioral Analysis Program (BAP), 14, 15–16, 77, 164, 166, 203–4
Dreeke as head of, 169–70, 204, 205
Behavioral Analysis Unit (BAU), 15
behavior prediction:
avoiding judgmental labels in, 215
in critical situations, 10
desperation and, 23
empathy and, 14–15
fundamental principle of, 204
hard truths about, 28–30, 44–45
information as critical to, 155
as learnable skill, 9, 11, 22, 44
9/11 responses as lesson in, 5–6, 7
rationality as key to, 3, 23, 26, 56, 167, 238
six-sign system for, 11–13, 32–39, 115–16, 232–33, 238–39, 242–43; see also actions; language; longevity, in relationships; reliability; stability, emotional; vesting
as social science, 14, 15, 152
tells in, see tells
betrayal, 23
psychological consequences of, 10–11
reflexive responses to, 27
blame, acceptance of, as tell for reliability, 137
blaming, as tell for emotional instability, 220
bosses, see managers
bragging, as tell for language of trust, 186–87
brain:
survival skills as hardwired in, 214
bureaucrats, as risk-averse, 158
business:
communication as skill gap in, 176
moral codes and, 163
calmness, as tell for emotional stability, 228–29
catastrophizing, as tell for emotional instability, 218
change:
fear of, 239–40
Chapman, Anna, 63
character:
components of, 150–51
Chechnya, Russian disinformation campaign about, 203, 222
China, as world’s largest drone manufacturer, 119
choices:
life as ongoing process of, 237–38
offering of, as tell for emotional stability, 226–27
predicting outcomes of, 238
Churchill, Winston, 189
clarity, as tell for language of trust, 182
Clinton, Hillary, 165
cocooning, 17
Code of Trust, 92–94, 112–13, 244
adherence to, as tell of emotional stability, 226
see also language of trust; trust
cognitive function, as impaired by stress, 211
cold calls:
commitment, vesting and, 33
communication:
as skill gap in business world, 176
communication, nonverbal, 51
in relationships, 105
as tell for language of trust, 175, 189, 194
as tell for reliability, 138–39
as tell for vesting, 80
communication, verbal, 51
as tell for vesting, 80
compassion, emotional instability and, 38
compassion fatigue, 17
competence, 115, 116, 120–21, 128, 142–43
consistency and congruence as tells for, 123
“curse” of, 121
diligence and, 124
false claims of, 35
hiring process and, 121–22
marriages and, 122
narrow range of, as tell for unreliability, 129–30
reliability and, 34–35
tells for, 121–23
see also incompetence
competence management, 121
competitors, viewed as enemies, 154–55
conclusions, jumping to, as tell for language of trust, 180
confidence, as tell for reliability, 134–35
consideration for others, 124
context, seeking, 162
contracts, as defense against unethical behavior, 8
conversation, see communication, verbal
core values, 151, 153, 163, 166
corporate security:
Dreeke’s consulting job in, 169–72, 174–75, 177–79, 183–86, 190–93
scope of, 173–74
counterespionage, counterintelligence, 15–16, 17, 30, 42, 53, 63, 157, 159, 166, 191, 243
credit, undue taking of, as tell for unreliability, 128
Criminal Minds (TV show), 15
criminals, use of drones by, 118, 120
crises, behavior prediction in, 10
criticism:
of family members, 162
debating, as tell for language of trust, 187–88
deception, see lying
defensiveness, as tell for language of trust, 187
dependence, on others, as tell for unreliability, 129
depression, created by trauma, 218
Descartes, René, 37
desperation:
behavior prediction and, 8, 23, 28, 29, 207, 228
as enemy of trust, 225
diligence, 115, 116, 120, 123–25, 128, 142, 143
competence and, 124
reliability and, 34–35
rewarding of, 124
trust as motivator for, 125
widespread lack of, 124–25
see also reliability
discovery questions, 145–46, 147–48
discussions, arguments vs., 181–82
Displaced Persons Center (postwar), 19
distrust:
growing public mood of, 17
insidiousness of, 147
of oneself, 147
see also trust
DJI Phantom 4 drone, 120
Doveryai no Proveryai (trust, but verify), 3–4, 23, 35, 92, 125, 153
Dreeke, Robin:
Annan and, see Annan
in attempted recruitment of former Soviet general, 150, 156–60
BAP joined by, 203–4
drone pilot’s license of, 120
FBI retirement of, 240–46
George’s relationship with, 120, 125–27, 133–34, 139–42
in Hanssen investigation, 53–54, 74
Leo and, see Leo
in Linda’s meeting with Iraqi defector, 210–12
lost sense of self and insecurity of, 199–200
Marine Corps career of, 15, 200, 202
in meeting with Petrov, 223–24
in move to FBI headquarters, 77, 165
in move to Norfolk Field Office, 164–65
in 9/11 aftermath, 16–17
9/11 attack and, 4–7
post-9/11 health problems of, 50
in resignation from drone task force, 142
Russia as focus of, 202–3, 210
Sergei and, see Sergei
Silicon Valley consulting job of, 169–72, 174–75, 177–79, 183–86, 190–93
Thorne as “Jedi Master” for, 30, 52, 145–46, 148–50, 204, 242
Viktor’s relationship with, 49–50, 66, 78
drones:
FBI task force on, 115–18, 120, 125–27, 131–32, 139–40
swarms of, 119
training programs for, 132
use of, in criminal and terrorist activities, 118, 119–20
in war on terror, 119
Economist, 189
ego, suspension of:
in building trust, 92, 112, 170, 182–83
power and, 228
egotism, 215
Einstein, Albert, on relativity of time, 90, 91
elicitation, of information, 173
emotional hijacking, 26, 53, 85–86, 145, 147, 171, 206, 230
discovery questions as antidote to, 148
emotionally unstable people:
difficulty of predicting behavior of, 208, 233
minimizing contact with, 198–99
power gained by, 197–98, 233–34
see also instability, emotional
emotions:
behavior prediction and, 4, 23, 26, 29
language as revealing of, 51
rational thought and, 26, 39, 44, 146–47, 171, 206, 234
see also stability, emotional
behavior prediction and, 14–15
empowerment:
in building trust, 170
self-awareness and, 201
enemies, fixation on, 139
enthusiasm, in relationships, 105
entitlement, sense of, as tell for emotional instability, 219–20
exaggeration, of one’s abilities, 35
eye contact, as tell for language of trust, 181
facial expressions, 96
family, vesting and, 56
Dreeke’s career at, see Dreeke, Robin
drone task force of, 115–18, 120, 125–27, 131–32, 139–40
hard information on U.S. enemies lacked by, 20–21
anger and, 213
as basic human emotion, 213–14
body temperature and, 209
of change, 239–40
as contagious, 209
emotional instability and, 214–15
love as antidote to, 213–14
of not being loved, 200
of others (xenophobia), 209
perfectionism and, 201
fearlessness, as tell for emotional stability, 225
Flaps and Seals (FBI surveillance branch), 117
flexibility:
reasonableness and, 228
as tell for emotional stability, 228
Fordham University, 206, 211, 222
Frontline, 6
full-body nonverbals, 96–97
generosity, in building trust, 93, 113
George (FBI task force leader), 115–18, 243–44
Dreeke’s relationship with, 120, 125–27, 133–34, 139–42
lack of competence shown by, 134
lack of reliability shown by, 139–42
office of, 132
trust and, 119–20, 126, 134, 139–40
weak people skills of, 117, 127, 134, 139
global economy, uncertainty and, 27
GRU (Russian military intelligence), 158
guilt, and fear of not being loved, 200
gut feelings, see intuition, unreliability of
Hanssen, Robert, 51–52
FBI postarrest investigation of, 53–54, 74
happiness, with oneself, as tell for emotional stability, 227
helplessness, learned, as tell for emotional instability, 217
heroism, recognition of, 83–84
hiring process:
evaluating competence in, 121–23
honesty in, 163
history, repetition of mistakes in, 43
hot-button issues, avoiding, 162
immunity, from consequences, 28, 44, 152, 167, 173
imperfection, as human condition, 201, 234, 239, 240
improvised explosive devices (IEDs), 119
see also competence
inconsistency, in behavior, 156
information:
delay in providing, 161
personal, reticence about, 155
inquisitiveness:
in job interviews, 137
as tell for reliability, 136–37
instability, emotional, 234
fear and, 214–15
healing forces for, 207–8, 234
see also emotionally unstable people; stability, emotional
integrity, 153
intensity, in relationships, 91, 102–3
intentions, as tells, 57, 80, 97
internet, opportunities for deceit and manipulation on, 121
intuition, unreliability of, 7, 10, 15, 28–29, 45, 209
Linda’s meeting with, 210–12
ISIS, 119
jobs, tough, welcoming of, as tell for reliability, 136
Johnson, Jack, 86, 148–49, 244
as Dreeke’s supervisor, 149, 150, 156, 157, 160, 164, 165–66
judgmental attitudes:
as enemy of trust, 93
as tell for language of trust, 187
conciseness viewed as trustworthiness in, 179
disconnect between actions and, 35–37, 149–50, 167
emotional states as revealed by, 51
inclusive, as tell for longevity, 107
as most transparent of behavioral signs, 175, 193
nonjudgmental, 37
self-absorption and, 178
talking trash and, 37
as unintentionally revealing of personality, 38
in work environment, 175–76
see also communication
language of trust, 175, 194, 244
avoiding misunderstandings in, 176, 180, 194
empowerment in, 170
negative tells for, 186–90, 195
nonverbal communication and, 175
positive tells for, 180–83, 194
reasonableness in, 170
suspension of ego in, 170, 182–83
validating of others in, 170, 180
Law & Order (TV show), 15
leadership, and sharing power, 126
Leo (Confidential Human Source), 243, 246
Dreeke’s distrust of, 26–27, 43
Dreeke’s first meeting with, 17–21
Dreeke’s second meeting with, 40–41
funeral of, 78
grandson’s visa as concern of, 41–42
KGB and, 41
network of sources built by Dreeke and, 51–52, 62–64
Outsiders Club owned by, 62
in recruitment of Annan, 84
in recruitment of Sergei, 65–66, 72
Sergei’s history with, 73–74
Thorne’s advice on handling of, 30–32
Linda (FBI agent), 209
Iraqi defector’s meeting with, 210–12
positive and negative tells exhibited by, 231
psychology degree of, 221–22
in Russian whitewash investigation, 205–6, 210–12, 221–23, 230
listening, in language of trust, 170, 194
Locks, Clicks, and Picks (FBI tradecraft branch), 117
longevity, in relationships, 11, 29, 34, 45, 83, 116, 243
commendation and recognition in, 105–6
enthusiasm in, 105
inclusion in social activities as tell for, 107
inclusive language as tell for, 107
leading by example in, 90–91, 112
negative tells for, 97–101, 113
nonverbal communication in, 105
perks as tells for, 106
positive tells for, 104–8, 113
and relativity of time, 90, 91, 112
speeding up expectation of, 91–94
traditions in, 104–5
vesting and, 104
loss, as part of life, 241, 246
“lotto hits” (successful operations), 70, 118, 149, 150, 157, 160, 164, 165
love, 202
as antidote to fear, 213–14
as basic human emotion, 213–14
emotional stability and, 214–15
need for, 200
lying:
motives for, 8
ubiquity of, 8
manipulators, manipulation:
language as used by, 176
resisting impulse for, 14
as tell for emotional instability, 221
“Man Who Knew, The” (Frontline documentary), 6
Marine Corps, U.S., 15, 200, 202
marriages, competence and, 122
mergers and acquisitions, security concerns in, 173
micromanaging, as tell for unreliability, 127
Mindhunter (TV show), 15
mistakes:
difficulty in taking responsibility for, 156
downplaying one’s own, as tell for unreliability, 131
misunderstandings, avoiding, in language of trust, 176, 180, 194
morality, moral codes, 151–52, 167
business and, 163
predictability vs., in establishing trust, 13, 22–23, 71
as tell for language of trust, 182
universality of, 151
motivation, 123
“Mr. X,” 169–72, 174–75, 177–79, 183–86, 190–93, 244–45
narcissism, 221
Navarro, Joe, 177
“negating the frame,” as tell for language of trust, 188
negativity, as tell for emotional instability, 217–18
noisy mind:
quiet mind vs., 214–16
trust and, 215–16
note-taking, poor, as tell for unreliability, 130
nuclear war, possibility of, 87–88, 101
al-Qaeda attack on U.S. predicted by, 5, 6, 7
death of, 6
optimism:
predictability and, 35
as tell for emotional stability, 229
overdependence on others, as tell for emotional instability, 220
Pacetta, Frank, 125
partnership, as primal need, 33
perfectionism:
as enemy of “good enough,” 234
fear and, 201
perks, as tells for longevity, 106
permanence, expectation of, as tell for emotional instability, 218–19
personal appearance, as tell for unreliability, 128–29
personality, consistency of, 163
personalization, as tell for emotional instability, 218–19
personal lives:
criticism of others’, 155–56
irregular behavior patterns in, 155
pervasiveness, assumption of, as tell for emotional instability, 218–19
Petrov, Adrik (pseudonym):
Dreeke’s meeting with, 223–24
positive tells exhibited by, 230–31
suspected of running Russian whitewash protest, 222–23, 230
planning over action, focus on, as tell for unreliability, 130–31
playing hard-to-get, as tell for unreliability, 127–28
poker, tells in, 14
polarization, of current culture, 39
political correctness, 166
power:
gained by emotionally unstable people, 197–98, 233–34
self-awareness and, 201
and suspension of ego, 228
trustworthiness and, 30, 227–28
valuing people over, as tell for emotional stability, 227–28
“power paradox,” 152, 173, 228
predictability:
morality vs., in trust, 13, 22–23, 71
optimism and, 35
primacy (transfer of trust), 85, 87, 112
productivity, focus on, as tell for reliability, 137–38
psychological syndromes, self-diagnosed, as tell for language of trust, 190
punctuality problems, as tell for unreliability, 128
Putin, Vladimir, 62, 150, 157, 165, 205
noisy mind vs., 214–16
trust and, 215
rationality:
emotions and, 26, 39, 44, 146–47, 171, 206, 234
as key to predicting behavior, 3, 23, 26, 56, 167, 238
overreliance on, 217
reasonableness vs., 170
self-interest and, 22
as tell for emotional stability, 225–26
trust and, 12, 13, 78, 115, 140, 171, 215, 226
see also reasonableness
Raw Intelligence Cycle, 88
Reagan, Ronald, 3–4
reasonableness:
flexibility and, 228
rationality vs., 170
trust and, 93, 95, 103, 112, 170
see also rationality
recognition, in relationships, 105–6
record keeping, poor, as tell for unreliability, 130
relationships:
being taken for granted in, 107–8
demonstrating value of others in, 92
longevity in, see longevity, in relationships
ritual in, 91
short-term, 29
trust at first sight in, 71, 84, 91, 103, 116
vesting in, see vesting
reliability, 11, 45, 115–44, 243
competence and, see competence
diligence and, see diligence
negative tells for, 127–31, 144
positive tells for, 134–39, 143–44
as powerful feeling, 132
rationality vs., 170
trust and, 120
religion, trust and, 151–52
respect, equality of, as tell for language of trust, 183
responsibility, difficulty in accepting, 156
résumés, 36
exaggerations and gaps in, 154
ritual, in building relationships, 91
Russia:
Chechnya disinformation campaign of, 203, 222
democratic movement in, 205, 224
emigrants from, 62
possible 9/11 involvement of, 17–18
protest whitewash campaign of, 205–7, 210–12, 221–24, 230, 232
terrorists in, 76
tradition of powerful government in, 71
use of torture and terror by, 205–7
U.S. misperception of, 203
see also Soviet Union
Russian diplomats, U.S. expulsion of, 52
Russian general, attempted recruitment of, 150, 156, 158–59, 164–65
Russia-U.S. relations, “reset” in, 165–66
Saddam Hussein, 231
torture employed by, 207
scam artists, 12
Schafer, Jack, 91
self-absorption, language and, 178
self-acceptance, 201
self-autonomy, 227
as empowering, 201
lack of, 35
self-deception, 10
self-esteem, 227
emotional hijacking and, 147
misperception of, 38–39
of others, uncovering, 14
as primary predictor of rational behavior, 13–14, 22, 146
rationality and, 22
self-leadership, 216
self-responsibility, 124
sense of self, loss of, 199–200
September 11, 2001, terrorist attacks, 3–6, 75, 132, 246
aftermath of, 83–84
fear of new attack in aftermath of, 25
immediate aftermath of, 16–17
lingering health effects and deaths from, 21
possible Russian involvement in, 17–18
Sergei (Confidential Human Source), 84, 243
Dreeke in recruitment of, 65–66, 70–71
Dreeke’s first meeting with, 71–77
Dreeke’s 2009 reunion with, 77–79
Leo in recruitment of, 65–66, 72
Leo’s history with, 73–74
Silence of the Lambs, The (film), 15
Silence of the Lambs, The (Harris), 15
similarities, emphasis on, as tell for language of trust, 180–81
situational awareness, 99
sizing people up, see behavior prediction
social activities, work-related, as tells for longevity, 107
social contracts, as defense against unethical behavior, 8
social media postings, consistency of professional life and, 163
social skills, 38
soft science, importance of, 127
Soviet Union, 3–4
former satellite nations of, 42, 62, 76
see also Russia
specifics, as tell for reliability, 135
speediness, in work habits, as tell for reliability, 136
stability, emotional, 12, 38–39, 45, 197–235, 245
as key to behavior prediction, 208, 233
love and, 214–15
negative tells for, 217–21, 235–36
positive tells for, 225–29, 234–35
self-acceptance and, 201
see also instability, emotional
State Department, U.S., 165
Russian diplomats expelled by, 51–52
stories, changing details of, 161
stress:
cognitive function impaired by, 211
nonverbal behavior during, as tell for reliability, 138–39
supervisors, see managers
survival skills, as hardwired in human brain, 214
survivor’s guilt, 41
Susan (Confidential Human Source), 212, 222–23, 224, 230, 231, 245
SVR, 62–63
sycophants, 154
talking heads (TV commentators), 181
teamwork, vesting as ultimate animator in, 56, 80
for actions, 153–56, 160–63, 167–68
for competence, 121–23
for emotional stability, 217–21, 225–29, 234–36
language as, 175–76
for language of trust, 180–83, 186–90, 194–95
for longevity in relationships, 97–101, 104–8, 113
in nonverbal communication, 57, 96–97
for reliability, 127–31, 134–39, 143–44
for trust, 57, 75, 80, 95–97, 160, 242–43
in verbal communication, 57, 95–96
for vesting, 57–62, 67–70, 73, 74, 80–81, 104
terrorists, terrorism, 4, 64, 76, 203, 206
Thorne, Jesse, 160, 205, 206, 210
as Dreeke’s “Jedi Master,” 30, 52, 145–46, 148–50, 204, 242
and Dreeke’s six-sign system, 242–43
on handling Leo, 30–32
in Hanssen investigation, 53–54
and recruitment of Annan, 85–89
and recruitment of Sergei, 66–67
thoroughness, 123
thought, rational, see rationality
“3-P” personality, as tell for emotional instability, 218–19
time, relativity of, 90, 91, 112
traditions, in relationships, 104–5
transparency, 153–54
about weaknesses and mistakes, as tell for reliability, 135–36
trash talking, 37
trauma, 218
tribal warfare, as constant of human history, 63
avoiding judgmental attitudes in, 93, 112
betrayal of, see betrayal
as deep bond, 246
desperation as enemy of, 225
indiscriminate, 10–11, 13, 55, 63
language of, see language of trust
longevity and, 34
as needing to be earned, 55
noisy mind and, 215–16
predictability vs. morality in, 13, 22–23, 71
quiet mind and, 215
rationality and, 12, 13, 78, 115, 140, 171, 215, 226
reasonableness and, 93, 103, 112
reliability and, 120
shared religion and, 151–52
six-sign system and, 242–43
suspending one’s ego in, 92–93, 112
tells for, 57, 75, 80, 95–97, 160, 242–43
transfer of (primacy), 85, 87, 112
“winning,” 186
“trust, but verify” (Doveryai no Proveryai), 3–4, 23, 35, 92, 125, 153
trust at first sight, 71, 84, 91, 103, 116
type-A personalities, 9, 35, 85, 199, 215
unmanned aerial vehicles (UAVs), see drones
Valentina (Leo’s wife), 64
validation:
in building trust, 92, 93, 112, 170
as tell for language of trust, 180
verbosity, as tell for language of trust, 188–89
vesting, 11, 33, 45, 49–81, 116, 174, 243
actions and, 80
commitment and, 33
in Dreeke’s relationship with Leo, 49, 52
expected longevity of relationships and, 104
families and, 56
mutual benefits of, 33
positive tells for, 67–70, 80, 104
as tell for language of trust, 182–83
as ultimate animator in teamwork, 56, 80
verbal and nonverbal communication and, 80
voluntary nature of, 33
victimization, perception of, as tell for emotional instability, 219
Viktor (Leo’s grandson):
Dreeke’s relationship with, 49–50, 66, 78
medical and visa problems of, 41–42, 49–50
volatility, as tell for emotional instability, 220–21
Voss, Chris, 177
war on terror, drones in, 119
weapons of mass destruction (WMDs), 17, 115, 119
Weiner, Jeff, 176
Wellborne, Doug, 118–19
Wire, The (TV show), 15
words, actions vs., 35–37, 149–50, 167
work ethic, 124
workplace, language in, 175–76
world:
creating one’s own, 199, 202, 204, 233, 239
perfect, as illusion, 201
World Trade Center:
9/11 attack on, see September 11, 2001, terrorist attacks
1993 bombing of, 5
World War II, Russian deaths in, 19
xenophobia, 209