WEBVTT 00:00.210 --> 00:06.420 Part three, the three most effective interrogation methods to gain a confession, phase two, silver 00:06.420 --> 00:06.750 bullet. 00:07.270 --> 00:12.210 If you haven't yet gotten your confession but you believe that you're close. 00:12.540 --> 00:19.860 Use the following silver bullet to help nudge your subject right over the finish line, employ ego defenses 00:20.220 --> 00:21.320 and up the ante. 00:21.660 --> 00:24.060 No one wants to think of themselves as a bad person. 00:24.360 --> 00:31.560 So by accommodating the ego, we make it easier for the person to confess by excusing their behavior 00:31.560 --> 00:34.680 and thus reducing the associated guilt or shame. 00:35.350 --> 00:40.530 The three main ways to do this is through justification, minimization and projection. 00:40.680 --> 00:43.260 For example, justification might sound like this. 00:43.680 --> 00:50.010 You were in an impossible situation and you did what any father would do or most people would call you 00:50.010 --> 00:50.520 a hero. 00:50.970 --> 00:53.070 Minimization would sound something like this. 00:54.390 --> 00:57.870 I can understand that maybe you didn't plan on this happening. 00:58.350 --> 01:04.380 You know, you need to tell me that you didn't do this intentionally or you couldn't let him talk to 01:04.380 --> 01:05.160 you like that. 01:05.370 --> 01:06.840 So you had to go ahead and hit him. 01:07.140 --> 01:09.050 But it's not like you killed the guy or anything. 01:09.630 --> 01:12.090 Finally, projection would sound something like this. 01:12.990 --> 01:19.800 You know, guys like that, they get what they've got coming or it's a billion dollar company and they 01:19.800 --> 01:22.110 treated you like garbage or. 01:23.290 --> 01:29.080 I understand why you would have done that, you were probably just treated unfairly or something was 01:29.080 --> 01:29.560 lacking. 01:30.070 --> 01:33.310 What can I do to help make sure that this never happens to you again? 01:33.940 --> 01:40.350 Once you reduce the guilt or shame, you need to intensify the pressure to confess right now. 01:41.200 --> 01:46.070 Now, Plummers know that the best time to negotiate a price is when the basement is flooded. 01:46.450 --> 01:51.820 Now, obviously, the motivation for the homeowner to act is going to be highest when the problem is 01:51.820 --> 02:00.120 most intense and when my pilots go on strike right before the holidays, the peak day of travel. 02:00.460 --> 02:06.250 Now, the name of the game here is leverage deadlines, produce results, for example, in your own 02:06.250 --> 02:13.000 life, how fast do you think you would get your taxes in if there was no deadline or if there was a 02:13.000 --> 02:15.250 deadline but there was no penalty attached to it? 02:16.210 --> 02:21.010 How fast do you think a project would be done at work if your boss told you that? 02:21.010 --> 02:21.640 You know what? 02:22.210 --> 02:23.580 When you get to it, you get to it. 02:23.590 --> 02:24.310 No worries. 02:24.430 --> 02:28.490 As long as you get to it before you retired, we're fine right now. 02:29.320 --> 02:33.640 Would you ever get around to using those coupons if they had no expiration date? 02:34.180 --> 02:39.370 We have deadlines with penalties attached in almost every area of our lives. 02:40.350 --> 02:45.600 Because deadlines with penalties force action, therefore, you can dramatically increase your leverage 02:45.690 --> 02:52.410 by conveying that the opportunity to speak is now and that he'll never be in such a good position again 02:52.980 --> 02:57.690 right now is when he has the greatest control of the situation. 02:57.990 --> 03:05.340 But once a conversation is over and you get what you need from someone else or you discover more evidence 03:05.340 --> 03:06.270 of his wrongdoing. 03:07.140 --> 03:12.480 All bets are off, then he's going to be unable to help himself and he'll lose control of the situation, 03:12.750 --> 03:17.700 see if the guilty party thinks that he can always come clean, that he's going to do a wait and see 03:17.700 --> 03:21.110 approach before tipping his hand and give you any more information. 03:21.810 --> 03:25.810 But more precisely, human beings have a fundamental need to feel in control. 03:26.250 --> 03:33.090 So you want to link his coming clean now with a greater sense of safety and security for himself. 03:33.360 --> 03:34.770 It sounds something like this. 03:35.490 --> 03:37.200 We need to clear the air about this. 03:37.380 --> 03:38.790 After I leave this room. 03:38.790 --> 03:40.380 I'm not going to be able to help you. 03:41.700 --> 03:48.300 There are always two sides to a story, and right now you can help yourself by explaining your side.