Name: 誘導：中情局讓人們在不知不覺中開口說話的技巧 #人類行為#Chasehughes (Elicitation: CIA’s Technique to Make People Talk Without Them Realizing #humanbehavior #chasehughes)
Uploaded: 2025-08-30T15:11:00.000Z
Duration: 6 min 42 s

動名詞

But that elicitation is so powerful because we're not being asked questions So our brain doesn't set off little security alarms.

但這種誘導非常有效，因為我們沒有被問到問題，所以我們的大腦不會發出安全警報。

And this is how Soviet spies would get information from a 19 year old US Navy sailor in the early days of the Cold War You talk about this elicitation Yeah, what is elicitation?

在冷戰初期，蘇聯間諜就是這樣從一名 19 歲的美國海軍水兵那裡獲取信息的。

It is It was originally came up with by this guy named John Nolan and his book is no longer for sale You have to get it on eBay.

這本書最初是一個叫約翰-諾蘭的人寫的，他的書已經停售了，你必須在 eBay 上購買。

You know, like it's hard to find but the book is called confidential Why isn't it no longer for sale?

你知道，就像這本書很難找到，但它叫機密，為什麼不再出售？

I think that he just kind of pulled it off the shelf.

我覺得他只是把它從架子上拿下來而已。

Okay, so Elicitation is about using statements instead of questions and I'll give you an example Let's say you and I walk into Whole Foods, which is we're in New York So it's probably a block away somewhere and we walk in there and there's let's say there's a young lady Stocking produce and you get in there and I say, all right Steven Your goal is to go figure out how much she makes in 60 seconds And you're not allowed to ask any questions or be awkward and that's tough, right?

好吧，"誘導 "就是用陳述代替提問，我給你舉個例子，假設你和我走進全食超市，我們在紐約，可能就在一個街區外的某個地方，我們走進去，假設有一位年輕女士在囤積農產品，你走進去，我說，好吧，史蒂芬，你的目標是在 60 秒內算出她賺了多少錢，你不能問任何問題，也不能表現得尷尬，這很難，對吧？

It's it sounds really tough so if you went over to her and and this is a generalization just to get you to understand what elicitation is and Said hey, I'm trying to find the baby carrots and she walks you over there But while you're walking you say I just read this article online.

這聽起來很困難，如果你去找她，這只是一個概括，只是為了讓你明白什麼是誘導，然後說，嘿，我想找到小胡蘿蔔，她帶你走過去，但當你走的時候，你說我剛在網上讀了這篇文章。

It says all Whole Foods employees just got bumped up to $26 an hour That's fantastic And she turns around goes what?

上面說所有全食超市的員工時薪都漲到了26美元 太棒了，然後她轉過身去說什麼？

No, I make 17 so now she doesn't feel like she's been pressed or Questioned about how much she makes she's correcting you Or if you let's say you got into an uber tonight and you said I just read this article That uber drivers were one of the top most highly satisfied employees in the country.

不，我掙 17 美元，所以現在她不會覺得自己被逼問或被質問掙了多少錢，她是在糾正你；或者，如果你今晚上了一輛 uber，你說我剛讀了這篇文章，uber 司機是全國滿意度最高的員工之一。

You're gonna get a correction And you're gonna be like, where did you read that?

你會得到一個更正，你會想，你從哪裡讀到的？

So triggering a need to correct the record is one of the easiest ways to use elicitation, but it's only one another one is Just making a statement afterwards and saying I bet you had some interesting experiences doing that or I can imagine that was challenging Statements are always going to be better than asking pointed questions because a person feels like they're volunteering information The third layer of that is disbelief.

是以，引發糾正記錄的需求是使用誘導的最簡單方法之一，但這只是其中一種，另一種方法是 事後發表聲明，說我猜你一定有一些有趣的經歷，或者我可以想象那很有挑戰性。

Let's say I wanted to ask if you just got back from vacation I didn't want to use any questions Let's say we meet up for dinner or something and I said see you look like you just got back from a vacation That's a statement and you're like no actually I've been doing this this this and this so now you've you've given me more than if I just asked if you're on vacation And I said, wow that had to be interesting I can't imagine that there's got to be a lot of stuff going on there and you start talking more and more and more And then like that sounds great.

比方說，我想問你是否剛度假回來，我不想問任何問題。比方說，我們約好一起吃晚飯，我說你看起來像剛度假回來，你說不，實際上我一直在做這個這個這個這個，所以現在你給了我比我只問你是否在度假更多的東西，我說："哇，那一定很有趣，我無法想象那裡一定發生了很多事情、哇，那一定很有趣，我無法想象那裡一定發生了很多事情，然後你開始說得越來越多，越來越多，然後就像那聽起來很棒。

There was no challenges to that entire trip I love when everything is a hundred percent flawless And you're like no actually and then you start going into that and I'm like no way Then now we have disbelief that comes in and I haven't asked a single question yet So that's one thing that I challenge everybody that I trained to get really good at is that elicitation piece How many layers can I get into a person or a conversation just using these statements?

我喜歡一切都完美無瑕的時候，你會覺得不可能，然後你開始進入主題，我又覺得不可能，現在我們有了不信任感，而我還沒有問過一個問題。

And that's why I wrote there's a whole chapter about it in in this book here But that elicitation is so powerful because we're not being asked questions so our brain doesn't set off little security alarms and this is how Soviet spies would get information from a 19 year old US Navy sailor in the early days of the Cold War they Ship would pull into Thailand or submarine to pull into Thailand or Singapore and a Russian would go up and these sailors would be drinking At the bar Russian would sit there.

這就是為什麼我在這本書裡有一整章都是關於這個的 但是這種誘導是非常強大的 因為我們沒有被問到問題 所以我們的大腦不會觸發安全警報 這就是蘇聯間諜如何從一個19歲的美國海軍水兵那裡獲取信息的 在冷戰初期

He's got a Aloha shirt on or something and strike up a conversation.

他穿著阿羅哈襯衫什麼的，就跟他搭訕。

They say I know that the the German submarines could outrun you because their propellers are 22 and all of your submarine propellers are 18 feet in diameter and The sailor slightly drunk turns around says no, they're not and starts giving up all this information Just to correct the record and that's all they did back.

他們說，我知道德國潛艇能跑得過你們，因為他們的螺旋槳直徑是 22 英尺，而你們所有潛艇的螺旋槳直徑都是 18 英尺。這位略帶醉意的水兵轉過身來，說不，他們跑不過你們，並開始提供所有這些資訊，只是為了糾正記錄，這就是他們所做的一切。

I'm triggering this need to offer some kind of correction to information.

我引發了對資訊進行某種糾正的需求。

That's inaccurate and Even with business intelligence, let's say that a company's moving and they have to get business intelligence Somebody at that company will get approached at a bar and somebody will say yeah I heard you guys are moving between March and April And They'll get correct in this thing.

這是不準確的，即使有了商業智能，比方說，一家公司要搬家，他們必須獲得商業智能，這家公司的某個人就會在酒吧裡被人搭訕，有人會說，是啊，我聽說你們要在三月到四月之間搬家。

No, it's actually February, but we're not really supposed to talk about it It's like there's no way you're gonna move in February.

不，實際上是二月，但我們不應該談論它 就像你不可能在二月搬家一樣

It's too cold and the interest rates are up too high There's no possible way that the CEO would ever do that It's like yeah, and then you're gonna you're gonna get more information out because of the disbelief.

天氣太冷，利率太高，首席執行官不可能會這麼做的。

So that was correcting the record a second technique called bracketing where I'm giving you a series like between March and May or Between 39 and 59 and the third is the disbelief that starts getting this information out of people So if you want to think about like, how do I start a conversation or continue one using elicitation?

第二種技巧叫做括號法，我給你一個系列，比如3月到5月之間，或者39到59之間，第三種是不相信，開始從人們口中獲得這些資訊。

Think of the words so and then do a recap.

想一想這些詞語，然後進行復述。

So you've been doing this for three years or so This is not the best job, but it's getting things done for you or I bet so I bet that was interesting I bet there were still some challenges there I bet you overcame a whole lot to get to this point.

所以，你已經做了三年左右，這不是最好的工作，但它為你完成了事情，或者我敢打賭，所以我敢打賭，這是有趣的，我敢打賭，仍然有一些挑戰，我敢打賭，你克服了一大堆到這一點。

So or I bet is the best way to do that And when okay, so if I say I bet you hate that coffee Yeah, that that's a statement, but you're gonna endeavor to correct the record either way.

所以，"我打賭 "是最好的方式，如果我說 "我打賭你討厭那杯咖啡"，那是一種說法，但你要努力糾正任何一種說法。

Yeah, and If you do hate the coffee, you'll say yeah, like even you saying yes, I do kind of hate it is offering up information Yeah, okay interesting and you could even go on with that.

是的，如果你討厭咖啡，你會說是的，就像即使你說是的，我確實有點討厭它，也是在提供資訊 是的，好吧，有趣的是，你甚至可以繼續說下去。

I mean like I bet you hate that coffee and spices Yeah, well, I do kind of hate it, but I can imagine you're the kind of person who likes coffee a very specific way Well, yeah, here's how I like it a lot.

我的意思是，我打賭你討厭咖啡和香料 是啊，我是有點討厭，但我能想象你是那種喜歡用特定方式喝咖啡的人 好吧，是的，我非常喜歡這樣。

Well, if we're just talking about coffee, it's not sensitive information.

如果我們只是在談論咖啡，那就不是敏感資訊。

It's for sensitive information Yeah, we're trying to not get their guard up Yeah So the rule of thumb is the more sensitive the information is that you need the less questions you need to be asking

所以經驗法則是，你需要的資訊越敏感，你需要問的問題就越少。