Instant Fact: How to Get the Truth Out of Anyone Read Online Free PDF

describing what you’re thinking?”
    • In all these responses, you’re taking the pressure off. You acknowledge the person’s difficulty in
    answering. You then seem to be asking her to provide something else, when in reality your new question is
    aimed at getting your initial question answered.
    6. I’m Simply Embarrassed
    • The person may lie to you out of embarrassment. The usual tactics don’t work here because the person
    probably isn’t obligated to tell you and more than likely will have nothing to gain by doing so. Therefore
    you need to create an incentive for telling the truth in an environment that makes him feel comfortable.
    • Scenario: You think the new intern mixed up two piles of papers and shredded the documents that
    were supposed to be copied. “Nelson, if you’re the one who did this, it’s all right. I remember when I
    first started here. What I’m going to tell you is between you and me, okay? Good. I once made
    copies of a confidential memo instead of the lunch menu and placed a copy in each person’s mailbox.”
    This instantly puts the other person at ease. It shows that you trust him, and he also feels obligated to
    share with you something he’s done that he feels uncomfortable with.
    7. Divide and Conquer
    • This is situation where there are two or more people from whom you can get the truth.
    • Scenario: Several of your sorority sisters pulled a practical joke and you want to find out who is
    responsible. “Jennifer, who did this is not important. I don’t even care. What is important is our
    friendship. I want to know that I can trust you. I think I can, but I need for you to speak honestly with
    me. It’s not that I’m so concerned with who did it – only that you are truthful with me about it.” If
    you don’t get anywhere with her, go to someone else with the same speech.
    8. Professional Reliance
    • When dealing with professionals:
    1. Always, if possible, get a second opinion. It’s easy to do and can save you a lot of heartache.
    2. Make sure the person is licensed, insured, and registered to do the actual work.
    3. Have your agreement drawn up in writing. Oral contracts aren’t worth it.
    4. Ask for referrals or testimonials.
    • If he balks at any one of these points, you might want to take your business elsewhere. Finally, the
    following strategy should give you an accurate insight into the person’s intentions. They key is to ask for
    the opposite of what you really want.
    • Scenario: Let’s say that your travel agent suggests the Five-Day Cruise Getaway vacation package for you.
    You’re looking to really let loose; you want a trip that will be nonstop fun, but you’re not sure if she’s
    pushing this package for the commission or if she really believes that it’s a great deal. “The brochure looks
    great, Sandy. I just want to make sure that this is not one of those party boats. I’m looking for some rest
    and relaxation. Is this that kind of trip?” By asking your question this way, you will know the intentions of
    your travel agent and the answer to your question. If she answers yes, then you know that the cruise is not
    for you or she is lying to get your business.
    9. I Don’t Know and I Don’t Care
    • Few things are more frustrating than dealing with someone who just doesn’t give a damn. Why? Because
    you don’t have a whole lot to work with. You’ve got zero leverage. He’s got nothing at risk, so you’ve got
    little bargaining power. You simply have to change the equation so he’s got something at stake.
    • Scenario: You take your car to the mechanic and he tells you it will be fixed by Friday. But you just
    know that something’s going to come up and it will be sitting in his garage all weekend. “Okay, Joe.
    Tomorrow’s fine. Just so you know, my wife is pregnant and she’s due any day. That’s our only car,
    so if you can think of any reason why it may not be ready by Friday, you’ve got to let me know