In the August 2015 issue of Security Management magazine from ASIS International, the cover story, "Proper Persuasion" is an article written by David Buckley - one of our senior instructors. Here is an excerpt:

AUG 2015 | SECURITY MANAGEMENT

Proper Persuasion

COVER STORY | BY DAVID M. BUCKLEY

DAVID M. BUCKLEY IS A SENIOR INSTRUCTOR AT JOHN E. REID & ASSOCIATES, INC., WHERE HE IS ON THE BOARD OF DIRECTORS. HE HAS BEEN TEACHING INTERVIEWING AND INTERROGATION TECHNIQUES FOR MORE THAN 30 YEARS AND IS THE AUTHOR OF HOW TO IDENTIFY, INTERVIEW & INTERROGATE CHILD ABUSE OFFENDERS AND COAUTHOR OF THE BOOK, ELECTRONIC RECORDING OF INTERROGATIONS

Using persuasive techniques, rather than traditional interrogative methods, can help an investigator elicit the truth from a subject.

MOVIES AND TELEVISION consistently portray interrogators as insensitive, aggressive brutes who use verbal threats, physical force, and false promises to get the information they seek. Think Jack Bauer of 24. But the process of interrogation has evolved significantly over the last few decades, so images associated with the word do not always accurately represent current tactics.

A proper investigative interview does involve questioning, but it is not conducted in a forceful or threatening way. There are a number of important techniques an investigator should cultivate to achieve the ultimate goal of the interview: eliciting the truth from the subject. Maintaining a nonaccusatory tone is critical; the subject must feel comfortable disclosing important facts. A particular line of questioning should be followed to keep the interview from feeling like an interrogation, but also to convince the subject that it is in his or her best interest to tell the truth. Finally, the use of positive persuasion is a cornerstone of the investigative process. This technique includes seven steps, and the second step, the development of persuasive statements, is highlighted in this article. Examples of interview techniques taken from a real-life scenario are included throughout to illustrate how the interviewer can use these best practices to conduct successful investigations.