SPMAGTF(X) MOUT Training Program of Instruction

Elicitation Techniques

INTRODUCTION

Effective elicitation is a difficult tool to master. It is, in essence, a subtle form of interrogation and is often the only means to gain information from a human source.

GAIN ATTENTION

PURPOSE

The purpose of this period of instruction is to familiarize the student on the method to obtain information from individuals. It entails using apparently casual conversation in such a manner that the subject is unaware that a deliberate attempt to obtain this information is underway.

INDIVIDUAL TRAINING STANDARDS

MISSION PERFORMANCE STANDARDS

TERMINAL LEARNING OBJECTIVE

In a tactical environment, the student will be able to elicit information from a human source using the elicitation techniques provided during this period of instruction.

ENABLING LEARNING OBJECTIVES

1. Define elicitation.
2. State the purpose of elicitation.
3. Explain the basic assumptions of elicitation.
4. Explains the traits on which elicitation is based.
5. List the principles of elicitation.
6. State the types of approaches used in elicitation.
7. State the types of probes used in elicitation.
8. State the guidelines to conducting elicitation.

METHOD AND MEDIA

TESTING

TRANSITION

BODY

1. Definition: Elicitation is the gaining of information through direct communications and where one or more of the involved parties is not aware of the specific purpose of the conversation.

2. Basic Assumptions:

a. Elicitation requires good skills in both verbal and nonverbal communications.
b. The elicitor must have a general understanding of individual and cultural idiosyncrasies.
c. The source will probably be operating under motivational forces to conceal the desired information. Additionally, the source may have his/her own elicitation skills and attempt to elicit information from the elicitor.

3. Traits on Which Elicitation is Based:

a. It is a natural tendency for people to talk about matters that may or may not concern him directly. People also have a desire to correct the mistakes of others and to express curiosity in things they are not totally familiar with. Another tendency is the desire to gossip.
b. There is a general inability to keep secrets.
c. There is a need to be recognized, particularly the lonely, neglected, vain, and those with feelings of inferiority.
d. There is tendency to underestimate the importance of the information imparted.
e. There are habits derived from certain occupations of advising, teaching, correcting, substantiating and challenging.
f. There is a tendency to be indiscrete when not in control of ones emotions.
g. There is a tendency for professionals to share confidence or show off expertise to another of his/her profession.

4. Principles/Characteristics of Elicitation: Elicitation is initiated and sustained by using two basic devices, approaches and probes.

a. An approach is used to start a conversation, or to shift the direction of an existing conversation. This allows the elicitor to control the topic. Approaches can be either flattery or provocation.

1) Flattery approaches are effective because they appeal to the ego, self-esteem and prominence of an individual to guide him/her into a conversation on the subject of interest. A technique of flattery is insinuating that the source is an authority on a particular topic.
a) Teacher/Pupil: Make the person express topics about him/herself. Most people like to talk about themselves.
b) Kindred Sole: “Misery loves company.” People express a need for recognition, particularly the lonely, the neglected, the vain and those with feelings of inferiority.
c) Good Samaritan: Do good deeds or favors for the source.

2) Provocative: These approaches are designed to induce the source to defend a position, state a creed, or correct a wrong impression. (NOTE: Be aware of the risk that you may provoke an individual so much as to cause him/her to abruptly terminate the conversation).
a) Teaser-bait: Make the source believe you know more than he/she about a topic.
b) Joe Blow: Purposely disagree with the source to induce anger.

b) Probes: A probe is an attempt to obtain more information after the subject gives a vague, incomplete general response. A probe is used with an approach in order to sustain a conversation. There are three types of probes: completion, hypothetical and clarity.

1) Completion: By inserting bits of factual information on a particular topic, the source may be influenced to confirm and further expand on the topic.
2) Clarity: A request for additional information where the source’s response is unclear. For example, “I agree, but what do you mean by…….?”
3) Hypothetical: Can be associated with a thought or idea expressed by the source. Many people who might not make a comment concerning an actual event may express an opinion on a hypothetical situation.

6. Guidelines to Conducting Elicitation:

a. Begin with a topic of mutual interest.
b. LISTEN to the source and be PATIENT.
c. Gradually steer the topic to the areas of interest.
d. Use approaches and probes when the opportunity arises.
e. Exploit the topic until it begins to deteriorate.
f. Switch to an innocent subject before departing or terminating the interview.
g. Leave an opening for future access.
h. Record information when security considerations allow. Do not take notes in the presence of the source. Try to remember all the pertinent information discussed.

QUESTIONS

SUMMARY

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