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Index
Cover Title Page Copyright Dedication Contents Washington DC, 2000 Introduction Out with the Old and in with the New Getting ‘Em to Talk—Elicitation Part One: The Secret Nature of Secrets What is a Secret? Types of Secrets Self-Focused Secrets Other-Focused Secrets The Function of Hiding Information Childhood Secrets Adolescent Secrets Adult Secrets Family Secrets Secrets in the Workplace The Effect and Influence of Secrets Secret Attractions, Secret Relationships and White Bears Can Unlocking Secrets Result in Health Benefits? Part One Key Points Part Two: Science in the Art of Unlocking Secrets What is Elicitation? Elicitation in Action Direct Elicitation Examples of Direct Elicitation Direct Elicitation Techniques Avoiding Stalemate—Asking Questions with Wriggle Room Dissolve Authoritative Barriers and Demonstrate Emotional Empathy Open-ended Questions Closed versus Open-ended Questions Using Silence Indirect Elicitation Indirect Elicitation Examples Indirect Elicitation Techniques ‘Being That Person’ using Likeability, Emotional Linking and Psychological Mirroring Part Two Key Points Part Three: Getting Engaged—Hook, Line and Syncher The Right Hook for the Right Fish Casting Your Elicitation Line Flattery Sharing a Secret Secret to Uncover a Real Secret Quid Pro Quo—Reciprocity Believe It: Disbelief Works! False Statement I’ll Never See You Again Pick a Common Enemy Exclusively Yours! Gee, You Really are Important; Please Tell Me More! Selecting a Syncher Part Three Key Points Putting It All Together: Unlocking Secrets to Solve a True Crime Excerpt One Excerpt Two Excerpt Three Excerpt Four Excerpt Five Excerpt Six Excerpt Seven Excerpt Eight Excerpt Nine Concluding Excerpt The Result Part Four: The READ Model of Elicitation Practical Keys for Unlocking Secrets How Spies Use READ Spelling Out the READ Steps STEP ONE: Research and assess the secret-keeper STEP TWO: Engage the secret-keeper—hook, line and syncher STEP THREE: Access the hidden information—segue to secrecy STEP FOUR: Divert the conversation Part Four Key Points Go for It! Endnotes Bibliography About the Author
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