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Técnica de Elicitação

Elicitação é uma técnica usada para reunir informações de forma discreta. É uma conversa com uma finalidade específica: recolher informações que não estão prontamente disponíveis e fazê-lo sem levantar suspeitas de que os fatos específicos estão sendo procurados. Em geral, ele não é ameaçador, fácil para disfarçar, deniable, e eficaz. A conversa pode ser em pessoa, por telefone, ou por escrito.

Conduzido por um colecionador experiente, elicitação parecerá conversa social ou profissional normal.Uma pessoa pode não perceber que ela foi alvo de elicitação ou que ela forneceu informações significativas.

Muitos colecionadores competitiva de inteligência de negócios e oficiais de inteligência estrangeiros são treinados em táticas de elicitação. Seu trabalho é obter informações não-públicas. Um concorrente de negócios pode querer informações, a fim de superar a concorrência de sua empresa, ou de um oficial de inteligência estrangeiro pode querer informações privilegiadas ou detalhes sobre as tecnologias de defesa dos EUA.

elicitação Definido

O uso estratégico de conversa para extrair informações de pessoas sem lhes dar a sensação de que estão sendo interrogados.

tentativas de levantamento pode ser simples, e às vezes são óbvias. Se eles são óbvias, é mais fácil de detectar e deflectir. Por outro lado, elicitação podem ser imaginativos, persistente, envolvem um planejamento amplo, e pode empregar um co-conspirador. Indutores podem utilizar uma matéria de capa para explicar o assunto da conversa e por que fazer certas perguntas.

Indutores pode coletar informações sobre você ou seus colegas que poderiam facilitar futuros visando tentativas.

Elicitação pode ocorrer em qualquer lugar- em reuniões sociais, em conferências, por telefone, na rua, na Internet, ou na casa de alguém.

Elicitação Não é raro

Não é incomum para as pessoas a descobrir informações sobre uma pessoa, sem deixar no fim. Por exemplo, você já planejou uma festa surpresa para alguém e precisava saber sua programação, lista de desejos, gostos e desgostos de alimentos ou outras informações sem que essa pessoa descobrir que você estavam coletando as informações ou para que finalidade? O problema surge quando um elicitor qualificada é capaz de obter informações valiosas de você, que você não tinha a intenção de compartilhar, porque você não reconhecer e desviar o levantamento.

Por que Elicitação Works

A elicitor treinados entende certas predisposições humanos ou culturais e utiliza técnicas de explorar esses. tendências naturais de um desencadeador pode tentar explorar incluem:

  • Um desejo de ser educado e prestativo, mesmo com estranhos ou novos conhecidos
  • Um desejo de aparecer bem informado, especialmente sobre a nossa profissão
  • Um desejo de se sentir apreciado e acreditamos que estamos contribuindo para algo importante
  • Uma tendência a se expandir em um tópico quando dado elogio ou incentivo; para mostrar
  • A tendência a fofocar
  • A tendência para corrigir os outros
  • A tendência a subestimar o valor da informação que está sendo procurado ou dado, especialmente se não estiver familiarizado com que outra forma poderia ser usado essa informação
  • A tendência a acreditar que os outros são honestos; uma relutância a ser suspeito de outros
  • A tendência para responder a verdade, quando fez uma pergunta “honesto”
  • Um desejo de converter alguém para nossa opinião

Por exemplo, você conhece alguém em uma função pública e os naturais ficando-to-know-lhe perguntas, eventualmente, voltar-se para o seu trabalho. Você nunca mencionar o nome de sua organização. A nova pessoa faz perguntas sobre a satisfação no trabalho em sua empresa, talvez enquanto reclamando sobre o seu trabalho. Você pode pensar: “Ele não tem idéia de onde eu trabalho ou o que eu realmente fazer. Ele está apenas fazendo conversa fiada. Não há nenhum mal em responder. “No entanto, ele pode saber exatamente o que você faz, mas ele confia em seu anonimato, o seu desejo de ser honesto e aparecem bem informado, e sua relutância a ser suspeito para obter as informações que ele quer. Ele pode estar à procura de um empregado descontente que ele pode seduzir a dar-lhe informação privilegiada.

técnicas

Existem muitas técnicas de identificação, e várias técnicas podem ser utilizados na tentativa de elicitação. A seguir estão as descrições de algumas dessas técnicas.

Conhecimentos pressupostos: Finja ter conhecimento ou associações em comum com uma pessoa.”De acordo com os caras de rede de computadores que eu usei para trabalhar com …”

Bracketing: Fornecer uma estimativa de alta e baixa, a fim de atrair um número mais específico. “Eu assumo taxas terá que ir em breve. Eu acho que entre cinco e 15 dólares “Resposta:”.. Provavelmente cerca de sete dólares ”

Você pode superar isso? Conte uma história extrema na esperança de que a pessoa vai querer cobri-lo.”Eu ouvi Empresa M está desenvolvendo um novo produto surpreendente que é capaz de …”

Bait confidenciais: Finja a divulgar informações confidenciais na esperança de receber informações confidenciais em troca. “Apenas entre você e eu …” “Off the record …”

Crítica: Criticar um indivíduo ou organização em que a pessoa tem um interesse na esperança de que a pessoa vai divulgar informações durante uma defesa. “Como é que a sua empresa obter esse contrato?Todo mundo sabe que a empresa B tem melhores engenheiros para esse tipo de trabalho “.

Deliberadas Declarações Falsas / negação do óbvio:Diga algo de errado na esperança de que a pessoa vai corrigir a sua declaração com informações verdadeiras. “Todo mundo sabe que esse processo não funcionará-é apenas um projeto dos sonhos DARPA que nunca vai sair do chão.”

A ignorância afetada: Fingir ser ignorante de um tópico a fim de explorar a tendência da pessoa para educar. “Eu sou novo a este campo e pode usar toda a ajuda que puder conseguir.” “Como é que essa coisa funciona?”

Flattery: Usar o elogio para persuadir uma pessoa a fornecer informações. “Aposto que você era a pessoa-chave na concepção deste novo produto.”

Bom ouvinte: Explorar o instinto de reclamar ou gabar, ouvindo pacientemente e validar os sentimentos da pessoa (seja positivo ou negativo). Se uma pessoa sente que tem alguém em quem confiar, ele / ela pode compartilhar mais informações.

A pergunta principal: Faça uma pergunta a que a resposta é “sim” ou “não”, mas que contém pelo menos uma presunção. “Será que você trabalha com testes de sistemas integrados antes que você deixou essa empresa?” (Em oposição a: “Quais foram as suas responsabilidades em seu trabalho prévio”)

Macro para Micro: Iniciar uma conversa no nível macro, e depois orientar gradualmente a pessoa para o tema de interesse actual. Comece a falar sobre a economia, então os gastos do governo, então potenciais cortes no orçamento de defesa, em seguida, “o que vai acontecer com o seu programa X se há cortes no orçamento?” Um bom elicitor, então, inverter o processo de tomar a conversa de volta para temas macro.

Interesse mútuo: Sugiro-lhe são semelhantes a uma pessoa com base em interesses comuns, passatempos, ou experiências, como uma forma de obter informações ou construir um relacionamento antes de solicitar informações. “Seu irmão serviu na guerra do Iraque? Então fiz o meu. Que unidade era seu irmão com? ”

Referência Oblique: Discutir um tema que pode fornecer informações sobre um tópico diferente. Uma pergunta sobre a restauração de um grupo de trabalho pode realmente ser uma tentativa de compreender o tipo de acesso fornecedores externos têm para a instalação.

Oposição / simulada incredulidade: Indique descrença ou da oposição, a fim de pedir uma pessoa para oferecer informações em defesa da sua posição. “Não há nenhuma maneira que você poderia projetar e produzir este tão rápido!” “Isso é bom na teoria, mas …”

Declaração provocativa: Atraia a pessoa para dirigir uma pergunta em sua direção, a fim de configurar o resto da conversa. “Eu poderia me chutar por não tomar essa oferta de emprego.” Resposta: “Por que você não” Desde que a outra pessoa está fazendo a pergunta, faz a sua parte na conversa posterior mais inócua.

Questionários e pesquisas: Indique um propósito benigno para a pesquisa. Cercar algumas perguntas que você quer respondidas com outras questões lógicas. Ou use uma pesquisa apenas para levar as pessoas a concordar em conversar com você.

Citações Informou fatos: Informações de referência real ou falsa para que a pessoa acredita que bit de informação é de domínio público. “Você vai comentar os relatórios que sua empresa está demitindo funcionários?” “Você leu como analistas prevêem …”

Entrevistas Ruse: Alguém que finge ser um chamadas Headhunter e pergunta sobre a sua experiência, qualificações e projectos recentes.

Alvo o Outsider: Pergunte sobre uma organização que a pessoa não pertence a. Muitas vezes, amigos, familiares, fornecedores, subsidiárias ou concorrentes saber a informação, mas não podem ser sensibilizados sobre o que não compartilhar.

Voluntariado Informação / Quid Pro Quo: Dê informações na esperança de que a pessoa vai retribuir. “Sensores infravermelhos da nossa empresa só são precisos 80% do tempo em que a distância. São suas melhor? ”

Repetição de palavras: palavras principais repetir ou conceitos para encorajar uma pessoa a expandir o que ele / ela já disse. “3.000 metros gama, hein? Interessante.”

 

Evitar tentativas de levantamento de informações

Saber que informações não devem ser compartilhados, e desconfiar de pessoas que procuram tais informações. Não diga às pessoas alguma informação que não está autorizado a saber, para incluir informações pessoais sobre você, sua família ou seus colegas.

Você pode educadamente desencorajar tópicos de conversação e desviar possíveis elicitations por:

  • Remetendo-os para fontes públicas (websites, comunicados de imprensa)
  • Ignorando qualquer pergunta ou declaração que você acha que é impróprio e mudando de assunto
  • Desviar uma pergunta com uma de sua preferência
  • Respondendo com “Por que você pergunta?”
  • Dar uma resposta anódino
  • Afirmando que você não sabe
  • Afirmando que você teria que limpar essas discussões com o seu escritório de segurança
  • Informando que você não pode discutir o assunto

Se você acredita que alguém tenha tentado obter informações de você, especialmente sobre o seu trabalho, informe ao seu agente de segurança.

Fonte: https://www.fbi.gov/about-us/investigate/counterintelligence/elicitation-techniques

 


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