Educing Information: Interrogation - National Intelligence University

Persuasion
Since the early 1980s, Robert Cialdini (2001), a professor of psychology at
Arizona State University, has attempted to distill, explain, and apply the plethora
of existing research studies on interpersonal influence to make the general
population more discerning about, and aware of, the persuasive attempts that
constantly (and sometimes subtly) bombard them. Cialdini has concisely classified
the six major strategies of persuasion that have been studied. All of them have
proven remarkably effective over time with a range of tasks and different kinds
of people.
Even though the research on these factors is voluminous and robust, none has
been systematically studied in conditions similar to those of an interrogation. Thus,
it is unknown how their effects might change in that context or how those effects
might differ for persons from non-Western cultures. Nevertheless, they offer some
promising guidance. The following summary does not do justice to the breadth
and depth of the scholarly contributions made by Cialdini and other researchers,
but it does identify the major “tried and true” strategies of interpersonal influence
described in the social science literature.
Likeability
One significant factor (again, stronger in some situations than others) is how
much we like the other person. Social scientists have examined what factors
affect one’s “likeability,” and some of them are within an individual’s control.
Specifically, research — conducted primarily on Westerners — shows that we
tend to like others who:
• Are physically attractive;
• Appear to like us (directly and indirectly communicated);
• Behave in a friendly and positive manner;
• Are similar to us;
• Are familiar to us;
• Cooperate with us or generally behave consistently with our own interests;
and
• Appear to possess positive traits such as intelligence, competence, kindness,
honesty, etc.
Authority
An agent’s perceived authority is another major relationship-based determinant
of influence. Social science research suggests that people are more likely to be
influenced by the arguments of a person whom they perceive as an authority or an
expert, especially on the topic of the discussion. Similarly, they are more likely
to comply with requests made by someone who has status or authority or even
someone with relevant expertise.
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