Educing Information: Interrogation - National Intelligence University

Reciprocity
There is a powerful — often unspoken — social norm of reciprocity, variously
known as “give and take,” a “two-way street,” and “you scratch my back and I’ll
scratch yours.” People are more likely to give to those from whom they have
already received or expect to receive something. This applies not only to material
goods, but also to social commodities such as favors and information. Research
suggests that people are more likely to respond positively (affirmatively) to
suggestions or requests for compliance from someone who has first provided a
benefit to them than from someone who has not. Perhaps sources would be more
willing to “give” to an educer if the educer has first given something (e.g., special
rations, reading material) to them.
Commitment/Consistency
People want to see themselves — and be seen by others — as fulfilling their
promises and commitments, possessing a coherent set of beliefs and values, and
always acting in consonance with those beliefs. The implication is that people are
more likely to cooperate or be influenced in a particular direction if a request is
consistent with a previously declared commitment or statement of principle, or
at least is not inconsistent with it. If an educer can persuade a source to commit
to doing something, he or she can use that as leverage to get the source to follow
through. Conversely, an educer could use the language of prior commitments —
such as the Code of Conduct and argue that a particular request does not violate
its provisions and that, perhaps, responding to the request would serve a “greater
good” related to some other personality trait that the source valued highly.
Social Validation
One force that inclines people to action is whether others have performed the
action before, and how many have done so. This works most powerfully when
the “others” are similar in various ways (e.g., age, race, interests, socioeconomic
status, etc.) to the target of the influence. For example, an intelligence source
might be more likely to provide information if he believes others in his captured
cohort have already done so.
Scarcity
Something that is abundant or easily attainable is not nearly as desirable
as something scarce or rare. Studies have shown that people are more drawn
to particular choices if their option to exercise them is limited. In an educing
information context, an educer might offer an incentive for information that
is only available to the source if he decides immediately (or within one hour),
after which “all deals are off.” The diminishing availability of the incentive will
probably increase its potency.
Fear and Coercion
Fear
Some traditional notions of interrogation suggest that fear can be a powerful
motivator, and that fear of an aversive consequence often affects behavior even
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