Educing Information: Interrogation - National Intelligence University

9
Negotiation Theory and Educing Information:
Practical Concepts and Tools
M.P. Rowe, Ph.D.
February 2006
Abstract
Negotiation theory represents a systematic way of thinking by which one can
understand and plan for all human interactions – including educing information
(EI). This paper offers basic tools from negotiation theory for possible
discussion by those concerned with EI. We briefly present several standard
ideas: a discussion of different possible strategies for EI, a brief discussion of
the sources of power available to educers and sources, and then suggestions
about preparation for EI. (Educers may already be using the ideas included
here.)
This paper offers standard ideas generated by individuals who have extensive
experience in difficult interpersonal negotiations but no experience in EI.
Our overview of one way to think about preparing for EI includes:
• Taking note of the relevant parties whose interests are at stake;
• Discovering – or at least developing working hypotheses about – the
tangible and intangible interests of each party;
• Evaluating the sources of power available to each side in EI;
• Developing relevant options for interrogation and “fallback” options;
• Planning strategy, style, and sequencing of tactics with the EI team;
• Planning the role of each member of a team (for example, intake and
preliminary assessment, interrogation, analysis behind the scenes, integration
of data into and from the relevant intelligence community database, ongoing
evaluation and guidance to educers and to the users of information,
and collection of records that can be analyzed for improved knowledge and
practice).
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