Educing Information: Interrogation - National Intelligence University

the second position, the interrogator is forced to consider how
his or her words, tonality, and body language work congruently
to generate the desired communication.
Third Position – In assuming the third position, the interrogator
seeks to become an independent observer of the exchange.
From this perspective, the interrogator is able to assess such
important concerns as proxemics, 669 similarities and differences
in body language, and leveraging the physical setting in support
of the interrogation’s objectives. 670 The third position can
also be of exceptional value in the effort to objectively gauge
progress toward an intended outcome. Finally, adopting this
perceptual framework can be a beneficial strategy for creating
the sense of emotional distance necessary when tempers flair
and the exchange becomes personal. In negotiation theory, this
is known as “going to the balcony.” 671
Incorporating the concept of perceptual positions into the interrogation
strategy requires the interrogator to think — and act — on several planes at one
time. Disregarding the source’s interests can lead to unexpected and seemingly
inexplicable areas of disagreement and even outright defiance. Conversely,
regularly shifting among the three perceptual positions can enable the interrogator
to maintain a progressive, adaptable, proactive approach plan, one governed by
the overarching focus and enhanced by internal consistency. Fisher appears to
advocate the value of such a paradigm from his observations of international
negotiations:
After sketching out how the choice appears to the other side and
then creating an action plan to improve the situation, we need to
focus next on how our action plan might become reality…[w]e
fail to translate our plan into an action that someone could take
tomorrow. It is time to turn a general idea into a question to
be presented to the other side. What are some of the specific
decisions that we might want and might reasonably expect a
decision-nmaker on the other side to make. Instead of simply
confronting them with a problem, we should identify one or
more specific actions that we would like them to take to deal
with that problem. 672
669
The study of the cultural, behavioral, and sociological aspects of spatial distances between
individuals.
670
The intrepid interrogator is mindful of the impact of the physical setting on the psychological
set of the source (i.e., does the location, configuration, temperature, furnishings, and size of the room
support or detract from the chosen theme).
671
See William Ury, Getting Past No: Negotiating Your Way from Confrontation to Cooperation
(New York: Bantam Books, 1993).
672
Fisher, Beyond Machiavelli, 95–96.
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