Free Never Be Lied to Again by David J. Lieberman Page B

chain reaction that originates in the person's own deceitful actions. In other words, the only way he can take advantage of a new opportunity presented to him is to admit his previous actions. The sequence is based on the assumption that the wrongdoing took place and brings the conversation past that. Whenever you want a confession, you're far better off moving the conversation past his actions. Otherwise he's likely to lie or become defensive. Both reactions do you little good. However, if the focus of your discussion is not on what he has already done, then you're likely to get him to admit to his actions, as he assumes that you already have proof of them.
    Scenario
    You suspect several employees in your store of stealing money.
    Stage 1. Setting the scene. In a one-on-one meeting with the employee, let him know that you're looking for someone to be in charge of a new internal theft program for the entire company.
    Stage 2. The irony is . . . "We're looking for someone who knows how it's done. Now don't worry, you're not going to get in trouble. As a matter of fact we've known about it for some time. We were more interested in seeing how efficient you were. Quite impressive. Anyway, we feel that since you know how it's done, you'll know how to prevent it. Granted, it's pretty unusual, but this is an unusual instance."
    He now feels comfortable with his previous actions. His new position is even dependent upon his misdeeds. Denying what he's done will cost him his big promotion. If you tell your story convincingly, he will even boast about his misdeeds.
    If you don't get the answer you're looking for, continue to the next stage.
    Stage 3. I told them so. "You know, I told them that you would be too afraid to have an open discussion about this. [Notice how disarming the phrase "open discussion"
    is; it's much better than "confess" or "stop lying."] They were wrong, I was right."
    This works because he now feels that whoever "they" are, they're on his side. He's going to be hesitant about letting
    "them" down. Look for hesitation on his part. If he's guilty he will be weighing his options. This takes time. An innocent person has nothing to think about. Only the guilty have the option of confessing or not.
    If you don't get the answer you're looking for, continue to phase three.
    ATTACK S E Q U E N C E 10
    The Missing Link
    This sequence is used when you have some idea about what's going on, but you don't have the full story. You offer the information you do have so that he believes the rest of what you say. This is also used with one magic key phrase, and if he takes the bait, he's guilty.
    Scenario
    You think that your mother-in-law may have hired a private investigator to follow you around.
    Stage 1. List facts. Tell her something that you know to be true. "I know you're not very fond of me, and that you objected to the wedding, but this time you've gone too far."

    Stage 2. State your assumption. "I know all about the investigator. Why did you think that was necessary?"
    Stage 3. The magic phrase. "You know what, I'm too upset to talk about this now."
    If she becomes quiet she's probably guilty. If she has no idea what you're talking about, you can be sure that she doesn't care if you're too upset to talk about it—because you have no reason to be upset.
    The guilty person will honour your request because she won't want to anger you further. An innocent person will be mad at you for accusing her of something that she hasn't done and will want to discuss it now.
    If you don't get the answer you're looking for, continue to phase three.
    A T T A C K S E Q U E N C E 11
    Condemn or Concern
    Stage I. I'm just letting you know. The key with this sequence is not to accuse, just to inform. The response of your suspect will let you know if he's innocent or guilty.
    This sequence explores a person's frame of mind when he or she is presented with new information. Pamela has a routine physical, and when her doctor gets the blood test