This document discusses elicitation techniques for obtaining information during interviews. It defines elicitation as a method of extracting valuable information through dialogue in a conversational style to reduce concerns. Some key techniques discussed include flattery, complaining, provocative statements, word repetition, naiveté, disbelief, bracketing, and criticism. Planning and understanding human nature are emphasized. The overall message is that elicitation is both an art and a science that requires acting skills and imagination to plan how to subtly guide conversations to obtain needed information.

1. Elicitation Techniques: How to Get the
Information You Need in Investigation Interviews
William “Van” Ritch

2. William “Van” Ritch
Van Ritch is a retired Counterintelligence
Officer with more than 30 years of experience
in military special operations, intelligence,
investigations and industrial security. An
investigator, author and trainer, Van currently
trains investigators in elicitation and body
language interviewing. He has written books
on conducting background investigations and
rural surveillance techniques and is currently
engaged in training law enforcement
investigators on techniques for gaining
additional information during interviews.

3. Elicitation
What is it?

4. Elicitation
A method of getting the information from those
who have it, to those who need it, in the right form
and at the right time.

5. Elicitation
ELICITATION: A certain use of dialogue to
‘extract’ valuable information.

6. Elicitation
A process that avoids direct questions and
employs a conversational style to help
reduce concerns and suspicions.

7. Elicitation
Why do it?

8. Elicitation
To gain information through direct contact from
someone who likely knows something we
need to know or confirm.

9. Elicitation
It is an Intelligence type operation and
must be planned as such!

10. Elicitation
• Identify who might
have it
• Prepare to cover
yourself
• Know what
you want
• Plan how to
get it

11. Elicitation
Characteristics and traits of an
effective elicitor?

12. Elicitation: Characteristics & Traits
• Good Listener
• Flexible
• Tactful
• Copes well w/changes in
conversations
• Good Memory
• Friendly
• Appears Interested
• Establishes Rapport
• Curious
• Manages & Understands
Relationships
• Gift for meeting people
• Wide range of interests

13. Elicitation
The single most important characteristic of a
good elicitor?
Suspension of ego!

14. Elicitation
The key role of the elicitor?
To develop the kind of balance that allows the
other person to feel comfortable enough with the
elicitor and the course of the conversation to not
be diverted away from the topic being covered.

15. Elicitation
• Suspend your own ego!
• Don’t blow your own horn!
• Subtly boost the target’s ego!

16. Elicitation
Most successful elicitations occur when the
source is engaged in conversation with one
or more elicitors when the source is alone!
Without someone to remind them to be
security conscious, the source becomes
more free to talk.

17. Elicitation
• Elicitation - the art of inducing another
person to talk!
• Elicitation is both an art and a science.

18. Elicitation
Planning
Know what outcome you want and plan
steps to get you there.

19. Elicitation
The Conversational Hourglass
Research tells us that people remember how a
conversation began and ended rather than what
was in the middle.

20. Elicitation
A key to elicitation is getting people to talk.
The more they talk about what we want them
talking about, the better!
What are some of the things that motivate
people to talk?

21. Elicitation
How do we get people to like us?

22. Elicitation
FLATTERY!
Everyone likes it!
It can be used on almost anyone!

23. Elicitation - Flattery
Whether your comments are sincere and
genuine you must make them appear as
though they are!
Remember – If you are going to be
someone who is good at elicitation, you
must be a good actor!

24. Elicitation - Complaining
Some people just love to complain and snivel.
This trait makes for a target rich environment!
Using this to your advantage is just a matter of
understanding human nature.
Can often be initiated by asking a simple, non-threatening
question.

25. Elicitation - Complaining
Knowing people like to complain, think of
subtle ways to get them started.
What do complainers want and need?

26. Elicitation
Provocative statements
Almost always get a response
Can be used to set up other techniques
Can be as simple as one sentence or be a
short story or commentary

27. Elicitation - Quid Pro Quo
 Can be used when talking to a competitor.
 How much are you willing to give up?
 How will you respond to certain questions?
 You must be able to think on your feet.
 DO NOT try to ‘wing it’.

28. Elicitation – Word Repetition
 Used to encourage someone to keep talking
 Sends a message you are listening & interested
 Encourages to say more than they already have
 Supports other forms of elicitation
 Too much can hurt your efforts / Don’t over use
 Must be natural / Fit the situation
 Once they are talking, don’t interrupt!!!

29. Elicitation – Word Repetition
The use of Silence – Extremely powerful
Especially powerful with certain types of people
Related facts or statements serve as forms of repetition
and keep the focus off of you

30. Elicitation – Quoting Reported Facts
 Helps the source rationalize it’s ok to discuss
 Reporters use this as a technique all the time
 Can be too blatant; needs to be worked into the
conversation deftly
 Can give you credibility as well read/knowledgeable
 Encourages comment from your source

31. Elicitation
Why do some people like to talk?

32. Elicitation
Understanding the body language of your
source can make all the difference!
Open Body Language
Closed Body Language

33. Elicitation - Naiveté
The state or quality of being inexperienced or
unsophisticated.

34. Elicitation - Naiveté
For some it is the most difficult to master
You must act and suspend your ego
This can require acting at the Oscar level
If you can fake sincerity you can master this technique
Remember – acting naïve does not mean acting stupid
You will need to have some knowledge of the subject
before using this technique

35. Elicitation - Naiveté
• You may have to bite your tongue to not show how you
really feel
• Remember each situation and each source is different
• Be very careful to not use a phrase or terminology that
could give you away
• Conceal your knowledge but use it to steer the
conversation in the direction you want

36. Elicitation – Oblique Reference
This is the use of comments about a related
topic. It takes advantage of how people will
go from a general statement and relate it to
something specific in their life.

37. Elicitation – Oblique Reference
A perfect example of how knowing your target
really pays off.
Used as a gentle but discreet and useful nudge.

38. Elicitation - Disbelief
• Based on the principle that everyone wants to be
believed
• Works best once good rapport has been established
• Again, requires a good degree of acting
• Often useful with those who can’t help talking or who
like to complain

39. Elicitation – Bracketing Techniques
• Very useful when you want information about
numbers, pricing or timelines.
• Not a technique you want to start off with!
• Should only be employed once a good conversation
is under way!

40. Elicitation – Erroneous Statements
• Capitalizes on source’s desire to correct people
• Allows a lot of variety
• Limited only by your imagination
• Can use a fabricated entity

41. Elicitation – Criticism
• Can be used with a wide range of sources / issues
• Used after establishing good rapport
• Can start off casual and friendly
• Use data from research and previous conversations
to set up this approach

42. Elicitation
Understand human nature and what
motivates people!
Be a good actor and have a good
imagination!
Plan well and you can be very successful at
eliciting all kinds of information!

43. Thank-you for participating
Feel free to reach out:
Van Ritch
vritch55@yahoo.com
or call 941-531-4006
Questions about i-Sight:
Joe Gerard, Vice President Marketing and Sales
j.gerard@i-sight.com