Educing Information: Interrogation - National Intelligence University

from the past, could be coded and analyzed with regard to the preparation,
strategies, tactics, different uses of negotiation power, and different team
configurations employed. Any available EI records from any country could be
analyzed in negotiation terms.
Perhaps the most important reason for establishing an on-going research
team would be not just to evaluate tactics “today,” or in a single time period,
but for continuous improvement of EI. Further study seems especially important
with respect to cross-cultural interactions; for example, building a strategic
connection and credibility and understanding success in identifying and changing
the resistance points of sources. Gender, nationality and religion of educer and
source would seem especially important in cross-cultural interactions.
Many different areas of negotiation theory may be important. For example,
research could:
• Investigate coalition theory, and the importance of the “constituencies”
behind the educer and the source, to help U.S. educers who are part of
an extended intelligence community work with sources who are part of a
group or come from different groups;
• Examine the effects of having a team of educers in the room in comparison
to having one person conduct the negotiation;
• Study well-known tactics such as “good cop/bad cop” and “restrained
forcing”;
• Track the sequencing of imparting information to a source to test the
accuracy of information provided by a source;
• Evaluate the usefulness of planting information and misinformation;
and
• Track the use of information, from the EI team to final user, and from
central databases to the EI team.
EI practitioners might explore the possibility of bringing together a few
negotiations theorists who have analyzed hundreds of negotiations to prepare a
protocol for analysis of records. They might either obtain clearances or train analysts
with security clearances to study old EI records from a negotiation perspective.
By the same token, it might be useful to bring negotiations experts together with
EI experts simply to discuss best practices and continuous improvement.
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