Wicklander-Zulawski and Associates

In this week’s WZ / IAI interview and interrogation training tip—one of the most popular in the archives—Dave Thompson, CFI, details discussing rationalization with the subjects, and the content of such rationalization.

Sometimes we forget about that all-important time frame and all the things that could go wrong during that two- to five-minute walk. Are we properly preparing our business partners on what to do or say during that conversation?

Often, experienced and confident interviewers tend to ask for less feedback over time. The more interviews they have conducted, the less feedback they request. That's a dangerous combination.

Interviewers often make an implicit promise or suggestion of leniency, without actually realizing what they're saying. Think about the risks that come along with your go-to lines or phrases.

Simply put, change of perspective is to allow the subject to see the situation from a decision-maker's point of view. Even though somebody has done something wrong, there are still two different ways to handle that situation: talk about it, or continue to lie about that happening.

Rationalizing and allowing a subject to save face is a very powerful tool. We want to make sure we're doing it the right way. My challenge to you is: have you evolved in the way you deliver and understand the risks and importance of rationalizing with your subjects?

The commonly used phrase "human lie detector" is a worrisome phrase. It's worrisome when people think they can identify truth or deception simply based off somebody brushing lint off their shoulder.

If a subject sees a stack of CDs or flash drives, that might cause them to ask you, "Hey, what's on those? Can I see those?" We prefer to not release evidence to the subject in an effort to help substantiate a confession and make sure the admission can be preserved.

When we rationalize with a subject, what we do is allow the subject to save face. We show understanding by realizing that sometimes good people make bad decisions because of outside pressures.

Any words that are associated with harsh consequences or punishment should be avoided, as this would only increase the level of fear that the subject has.