Educing Information: Interrogation - National Intelligence University

directives. If anything the case against subliminal manipulation is stronger now
than ever…” (2nd paragraph).
Overcoming Resistance
One of the central features of educing information in intelligence-gathering
contexts is that the human source, at least initially, may be uncooperative or
unwilling to provide what is requested. That unwillingness is generally regarded
as “resistance,” although the term has a variety of specific meanings.
The previous section noted that resistance may actually increase if a source
feels coerced. Research (Brehm 1966; Brehm and Brehm, 1981) suggests that
two factors determine the strength of resistance: (1) the number and importance
of the freedoms that are threatened and (2) the nature of that threat. Threats that
are perceived to lack legitimacy (arbitrary), and are more blatant (rather than
subtle), direct (rather than indirect), and demanding (rather than delicate) tend
to evoke more resistance. For example, anecdotal case analyses of actual police
interrogations have shown psychologic reactance-like effects where subjects
respond to pressure and negative feedback by becoming less suggestible and less
compliant (Gudjonsson, 1995).
Most persuasion researchers focus on inducements and Alpha strategies
for interpersonal influence (see the discussion under “Influence Strategies”).
Knowles and Linn have produced some of the most relevant results and
potentially important road markers for the next generation of knowledge on
how to manage resistance to social influence. Their findings (Knowles and Linn,
2004) suggest that it is possible to minimize a person’s motivation to resist being
influenced. These findings have direct implications for persons involved in
educing information from uncooperative sources. They recently proposed seven
categories of Omega Persuasion Strategies, noting that the list is likely neither
inclusive nor exhaustive.
I. Sidestep Resistance
The best way to handle resistance is not to raise it. To accomplish that in
an interrogation context, however, is almost impossible. Nevertheless, there may
be ways to minimize or reduce its intensity or natural escalation. One possible
strategy is to redefine the relationship between agent and target. For example,
salespeople have reframed their roles as consultants engaged in a long-term
(beyond the sale), collaborative relationship with the buyer (client). People may
feel less need to be wary of a consultant than a salesman (Knowles, Butler, and
Linn, 2001; Knowles and Linn, 2004).
A second approach is to depersonalize the interaction. Rather than offering
directives, suggestions, or persuasive arguments, an agent might talk about a
parallel situation or may even develop a metaphor. Other suggested strategies
to sidestep resistance are to minimize the request (Freedman and Fraser, 1966)
by beginning with small and less-threatening requests; propose a less desirable
alternative (which accounts for the dynamic underlying the good cop/bad cop
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