Elicitation

This brochure is an introduction to elicitation and elicitation techniques. Understanding the techniques and the threat may help you detect and deflect elicitation attempts. E licitation is a technique used to discreetly gather information. It is a conversation with a specific purpose: collect information that is not readily available and do so without raising suspicion that specific facts are being sought. It is usually non-threatening, easy to disguise, deniable, and effective. The conversation can be in person, over the phone, or in writing. Conducted by a skilled collector, elicitation will appear to be normal social or professional conversation. A person may never realize she was the target of elicitation or that she provided meaningful information. Many competitive business intelligence collectors and foreign intelligence officers are trained in elicitation tactics. Their job is to obtain non-public information. A business competitor may want information in order to out-compete your company, or a foreign intelligence officer may want insider information or details on US defense technologies. Opposition / Feigned Incredulity: Indicate disbelief or opposition in order to prompt a person to offer information in defense of their position. " There's no way you could design and produce this that fast! " " That's good in theory, but… " Provocative Statement: Entice the person to direct a question toward you, in order to set up the rest of the conversation. " I could kick myself for not taking that job offer. " Response: " Why didn't you? " Since the other person is asking the question, it makes your part in the subsequent conversation more innocuous. Questionnaires and Surveys: State a benign purpose for the survey. Surround a few questions you want answered with other logical questions. Or use a survey merely to get people to agree to talk with you. Quote Reported Facts: Reference real or false information so the person believes that bit of information is in the public domain. " Will you comment on reports that your company is laying off employees? " " Did you read how analysts predict… " Ruse Interviews: Someone pretending to be a headhunter calls and asks about your experience, qualifications, and recent projects. Target the Outsider: Ask about an organization that the person does not belong to. Often friends, family, vendors, subsidiaries, or competitors know information but may not be sensitized about what not to share. Volunteering Information / Quid Pro Quo: Give information in …