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

now.”
    10. I Just Heard
    • Most people who lie usually confide in at least one other person. It’s important to let this person believe
    that you already know the truth and then add your emotional reaction to it. For example, some general
    statements that would be said to the person whom you believe knows the truth:
    1. Sympathy: “I can’t believe what Sam did. I am truly very sorry. If there’s anything I can do
    for you or whatever, please just let me know, okay?
    2. Humor: “Mary, is Joe a magnet for odd things or what? He just told me and I still can’t
    believe it.”
    Directing The Conversation
    You can steer a conversation in any direction that you choose. You can do this very efficiently with just a few wellchosen
    words. After he makes a statement, you can use the following key words to direct the flow of information in
    any way that you choose. They can be used to extract information from any conversation.
    1. Meaning … Saying this word after he speaks directs his thinking and the conversation toward the
    larger picture, giving you a better look at his overall position. He will offer the reason for the position.
    2. And … This response gives you more lateral information. You’ll be able to gather additional facts.
    3. So … This response makes him get more specific, giving you the details of his position.
    4. Now … This response makes him translate his position into a specific action. He will proceed to tell
    you exactly what he means and how it applies to you.
    Getting Specific
    Sometimes you’ll get an answer, but it doesn’t do you much good. Here are a couple ways of narrowing it down.
    1. In Response to an Opinion or Belief
    • “I don’t think the meeting went very well.” – “Compared with what?” or “How poorly did it go?”
    2. In Response to a Reluctance to Commit
    • “I don’t know if I could.” – “What, specifically, prevents you?” or “What would have to happen for you to
    be able to?” or “What would change if you did?”
    Let The Truth Be Told
    These simple words work better than any others do:
    1. Because: We’re programmed to accept an explanation as valid if it follows this word.
    2. Let’s: This word generates group atmosphere and initiates a bandwagon effect; it’s positive and creates action.
    3. Try: This little word is a powerful motivator because it has a “what’s the harm” mentality.
    For example, “Let’s give it a try because if it doesn’t work we can always go back to the way it was.” Clearly you
    haven’t introduced any reason for the person to take action, yet it seems to make sense just the same.
    Don’t accuse someone as by saying, “Why did you take five dollars from petty cash?” If you want to know if he
    took the money, simply say, “The money that we take from petty cash? Let’s try to keep it fewer than ten dollars at
    a time, because it works out better that way.”
    Taking Control
    If in a situation where you are unable to speak because the person keeps talking or interrupting, use some zingers
    like these. They play on two susceptible angles of human nature – ego and curiosity.
    1. “You’re a smart person; let me ask you a question.”
    2. “I know that you would want me to ask you this.”
    3. “You’re the only person who would know the answer to this.”
    4. “I hope this news doesn’t upset you.”
    5. “Along those lines…” It’s easy to change conversation when you begin with the other’s last thoughts.
     

IV. Mind Games
    A Strong Defense: Avoiding The Lie
    The best time to deal with a lie is before it turns into one. The following is a technique for cutting a suspicion off at
    the pass before it turns into deception.
    Method 1
    This is the method you use when you want the truth as it relates to a person’s previous behavior. Here is a possible
    scenario: a parent suspects that her twelve-year-old son is smoking cigarettes.
    Approach: “I know all about the smoking and the sneaking