Elicitation: The Method of Secretly Extracting Secrets From People
Elicitation is a tradecraft method of extracting key information from an unsuspecting person through “normal” conversation – aka covert interrogation.
The cornerstone of effective elicitation lies in establishing rapport and trust. This begins with casual, non-threatening conversation wherein you find common ground, shared interests or experiences with the person of interest.
Genuine engagement is essential. They should view you as a confidant, not a questioner. Elicitation techniques involve asking open-ended questions or making broad statements that encourage them to talk more. It's crucial to create a relaxed, conversational flow where they are willing to express themselves openly.
The art of elicitation is subtle; direct questions about sensitive topics should be avoided. Instead, leverage techniques such as the Foot-in-the-Door approach, starting with small, easy-to-answer requests or questions.
Reciprocity can also be highly effective; sharing harmless personal anecdotes can induce them to do the same. Practice mirroring their behavior and language, fostering a deeper sense of rapport. If they exhibit discomfort, diffuse it quickly by shifting the topic or injecting humor.
Importantly, learn to detect deception, looking for incongruities between verbal and non-verbal cues. Your mission is to ensure they leave the interaction feeling positively about the encounter, unaware they've revealed more than they intended.