Find Out Anything From Anyone, Anytime: Secrets of Calculated Questioning From a Veteran Interrogator PDF
Preview Find Out Anything From Anyone, Anytime: Secrets of Calculated Questioning From a Veteran Interrogator
Find Out Anything From Anyone, Anytime Find Out Anything From Anyone, Anytime SECRETS OF CALCULATED QUESTIONING FROM A VETERAN INTERROGATOR James O. Pyle and Maryann Karinch Foreword By Gregory Hartley, coauthor of How to Spot a Liar Copyright © 2014 by James O. Pyle and Maryann Karinch All rights reserved under the Pan-American and International Copyright Conventions. This book may not be reproduced, in whole or in part, in any form or by any means electronic or mechanical, including photocopying, recording, or by any information storage and retrieval system now known or hereafter invented, without written permission from the publisher, The Career Press. FIND OUT ANYTHING FROM ANYONE, ANYTIME EDITED AND TYPESET BY KARA KUMPEL Cover design by Howard Grossman/12E Design Printed in the U.S.A. To order this title, please call toll-free 1-800-CAREER-1 (NJ and Canada: 201- 848-0310) to order using VISA or MasterCard, or for further information on books from Career Press. The Career Press, Inc. 220 West Parkway, Unit 12 Pompton Plains, NJ 07444 www.careerpress.com Library of Congress Cataloging-in-Publication Data Pyle, James O., 1950— Find out anything from anyone, anytime : secrets of calculated questioning from a veteran interrogator / by James O. Pyle and Maryann Karinch. pages cm Includes bibliographical references and index. ISBN 978-1-60163298-2 -- ISBN 978-1-60163-493-1 (ebook) 1. Interpersonal communication. 2. Questioning. 3. Inter viewing. I. Karinch, Maryann. II. Title. BF637.C45P95 2014 158.3’9--dc23 2013040946 Dedications JIM PYLE To my grandpa William Owen “Stump” Bagby, who made my childhood special. To Bob Brubaker, an old-Hollywood actor and keen salesman who made me pay attention to myself and my talents. To Ken Hobson, a superb U.S. Army student who paid the supreme price as a soldier and intelligence professional in Tanzania in 1998. MARYANN KARINCH To my mother, brother, Jim, and Greg Hartley. Acknowledgments JIM PYLE I want to thank Greg Hartley, a most insightful and intriguing individual and friend, for his kind Foreword, and Maryann Karinch, for expanding my concepts and understanding of good questioning and making my oral teaching presentations, concepts, and formulas a clear and interesting read. For my good wife, Deborah, who still believes in me nearly a quarter century later, and my five “natural born interrogators,” Jimmy James, Corrie Anna, Sharon Marie, Jamie Dale Dorothea, and Megan Marie Louise Pyle, for demonstrating the curiosity and discovery that I finally recaptured for myself and have delivered to you, dear reader, to consider and hopefully enhance your careers and life. Among the band of brothers and sisters who defend this great land, I am but a stepchild. I offer my most heart-felt thanks and respect to the thousands of U.S. military, special warfare, intelligence agency, and wounded warrior students it has been my humble privilege to stand before and teach the art of Human Intelligence Collection. Thank you for your attention, your service, and your sacrifices every day and from now on. MARYANN KARINCH Thanks to my curious and unflappable coauthor, Jim Pyle, and the great friend and colleague who brought us together and contributed so much to this book, Greg Hartley. As always, I want to tell Jim McCormick, my mom, and my brother how much I appreciate their consistent support and helpful insights. Thank you to the other contributors to this book whom I know personally— Judith Bailey, Dr. David Sherer, Dr. Bob Domeier, Jeff Toister, Susan RoAne, Peter Earnest, and Dr. Haven Caylor and his angelic, smart, and spirited children Carter and Ammon Caylor-Brown—as well as those I don’t know, but whose diligent questioning I appreciate, especially NPR’s Terry Gross, Fox News’s Chris Wallace, Staff Sergeant Eric Maddox, and Jamie McKenzie of From Now On. Thanks also to Colonel Harry R. Bailey (Ret.) for hosting the series of meetings Jim and I had when we launched our work together. I also greatly appreciate the support from Career Press; the team supporting us on this venture is tremendous: Adam Schwartz, Michael Pye, Kirsten Dalley, Laurie Kelly-Pye, Karen Roy, Allison Olsen, Ron Fry, Kara Kumpel, and Jeff Piasky. Contents Foreword by Gregory Hartley Preface Introduction: What’s So Hard About Asking a Question? Chapter 1: Changing the Way You Think Chapter 2: The Structure of a Good Question Chapter 3: Question Types Chapter 4: Discovery Areas Chapter 5: Essential Skills: Listening and Note-Taking Chapter 6: Analyzing the Answers Chapter 7: Questioning in Professions Chapter 8: Questioning in Your Personal Life Chapter 9: Fast-Track to Expertise Conclusion Appendix: Supplemental Exercises to Sharpen Questioning Skills Notes Glossary Index About the Authors Foreword by Gregory Hartley Throughout my business career, I have watched people interviewing new candidates or trying to resolve a problem by turning what should be a dynamic conversation into a checklist: “Do you have any…,” like a game of Go Fish. I say to these people, “You are talking at people, not to them.” Because business is a subset of life, there is no surprise I find people doing the same thing in their personal lives. Because of my background in human behavior, more than one of these people has asked me to write a book about information discovery to help guide their conversations with customers and others. When Jim and I were talking about his concept for this book, I shared with him how desperately people need these skills. When I first met Jim, he was already an interrogator in the U.S. Army’s 82nd Airborne Division, returning to Monterey, California, to learn Arabic. I had not yet been trained as an interrogator. We spent most of two years there in Arabic school together, and along the way I got to know Jim well. He was among the brightest folks I met in the Army, and he had the added advantage of diverse work experiences prior to becoming an interrogator. He would constantly make observations about a person based on the words he or she chose. He would ask why more than any adult I had met. I assumed going to interrogation school would make me understand everything Jim had talked about. When I left language school, it was off to interrogation school where Jim was an instructor. In interrogation school, you spend most of your time on two things: approaches, or how to get someone to “break”; and questioning, or how to get their information. Most people can get through the approaches portion of this training with lackluster performance, but questioning separates the successful interrogators from the failures. There is just no way to fake questioning; you need a logical mind, a clear plan, and a whole lot of curiosity about what and why. Without that curiosity it just turns into a checklist, or sort of a high-stakes game of Go Fish. Jim was a dynamic instructor with a spark for
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