The Art of Elicitation: How to Gather Information Without Asking Questions

This video transcript explains elicitation, a communication technique, originally used by intelligence agencies like the CIA, for gathering information without asking direct questions. The core principle is to use statements instead of questions to bypass a person’s natural defensiveness or “security alarms,” making them feel like they are volunteering information rather than being interrogated. This method is particularly effective for obtaining sensitive information.

Key Elicitation Techniques

• Triggering the Need to Correct: Make a deliberately incorrect statement. People have a natural impulse to correct misinformation, and in doing so, they reveal the accurate details. For example, stating, “I heard you’re all moving in April,” might prompt the response, “No, it’s actually in February, but we’re not supposed to talk about it.”
• Expressing Disbelief: After someone shares information, express doubt or challenge its plausibility (e.g., “No way, that couldn’t have been possible”). This encourages them to provide more evidence and detail to prove their point.
• Making General Statements: Use observational statements or assumptions like, “I bet that was challenging,” or “You look like you just got back from a vacation.” This prompts the other person to elaborate or correct the assumption, providing more information than a simple yes/no question would.
• Bracketing: Provide a range or a series of options, such as, “I heard you’re moving between March and May.” This often leads to a more specific, corrected answer.

Conclusion and Application

The primary takeaway is that elicitation is most powerful when seeking sensitive information where direct questions would raise suspicion or cause the other person to shut down. The guiding rule is: the more sensitive the information you need, the fewer direct questions you should ask. For everyday, non-sensitive conversations, direct questions are perfectly fine. You can start practicing by framing statements with phrases like “So…” to recap or “I bet…” to make an assumption.

Mentoring question

Think of a recent conversation where you needed more information but felt hesitant to ask directly. How could you have used a statement-based elicitation technique, like offering a correction or expressing an assumption, to encourage the other person to share more freely?

Source: https://youtube.com/watch?v=2ZgUTX3VNQ4&si=FXhkqfVyJjlMCrR6