Get the Truth: Former CIA Officers Teach You How to Persuade Anyone to Tell All Read Online Free Page B

to a foreign intelligence service, and he never disclosed it. The worst-case scenario was chilling, given the ramifications: Omar was a double agent, and was actively engaged in espionage against the United States.
    So where on the continuum did Omar’s problematic information likely lie? What facts did Phil have at his disposal upon which to base a decision? He knew that Omar had been a highly regarded asset for two decades, one upon whom Phil’s in-country colleagues had relied heavily in developing and executing key intelligence operations. He knew that Omar had undergone security reviews just like this one at regular intervals over the years, and that he had passed every one with flying colors. Phil had every reason to peg Omar on the best-case end of the continuum, did he not?
    Perhaps he did. But as Phil sat in that hotel suite looking at Omar and assimilating his response, the memory of how he had been burned in Mary’s case flashed before him.
    Never again.
    “Omar, there’s clearly something here that you’re not telling me, that we need to talk about,” Phil said, his voice unrushed, his tone unruffled. Omar said nothing. Phil continued.
    “Listen, I know how loyal you’ve been to us. We all know that, Omar. Our guys here talk about you with genuine admiration because of the help you’ve provided all these years. One guy told me he trusts you like he trusts his own family. Like his own family. I don’t think I’ve ever heard anyone I’ve worked with say that about anybody else. It’s a remarkable thing. So please don’t think I’m not fully aware of what you mean to this operation. I am. But I also know that sometimes things just happen, Omar. They just happen. Everybody’s in that boat. It’s just the way life is. And everybody knows that, Omar. You’re one of the good guys, but stuff happens to good guys, too. So whatever it is you’re worried about, we just need to talk about it so we can fix it and move on. There’s too much important work to do to get bogged down in something that’s not necessarily anybody’s fault. Whatever it is that you’re concerned about telling me is fixable. What is it, Omar?”
    By that point, the interview was entering its third hour. Phil remained patient. Omar stared distantly, as if trying to recall something. He shook his head, not in denial, but as if he was unable to remember. He looked at Phil.
    “I don’t know,” Omar said, still appearing to be deep in thought. “I don’t know anyone who works for another intelligence service.”
    It was an interesting response—interesting for its specificity. Phil hadn’t asked Omar whether he knew anyone who worked for another intelligence service. He simply asked what it was that Omar was concerned about telling him. It got more interesting. Much more interesting.
    “Okay,” Phil said. Omar continued to shake his head, his expression pensive.
    Then, it happened. Omar made a mistake. Without realizing it, he betrayed himself.
    “No,” Omar said, sounding more decisive. “No, I don’t know any Menacians.” ( Authors’ note: Due to the sensitivity of the matter, the foreign country involved can’t be disclosed. We’ll refer to it here by the fictitious name, Menacia, and to its citizens as Menacians.)
    Bingo. The statement created an odd mix of exhilaration and apprehension within Phil. On the one hand, in hearing those words, he knew he had made a quantum leap in getting to the truth. On the other, the truth was looking manifestly ominous. Omar had just conveyed a quintessential example of what we call an “unintended message,” or what we sometimes refer to as “truth in the lie.” We’ve seen it time and time again: Without realizing it, deceptive people often convey a revealing message in the words they choose to articulate the lie. And the message in this case was sobering: This longtime, trusted asset at minimum had a Menacian connection.
    Phil didn’t miss a beat. He resumed his monologue,