Interrogations by nature and design are aggressively enacted, resulting in combative or even violent exchanges – decreasing the viability of eliciting intel or confessions. This is why this strategy is practiced:
The concept and practice of applying affable negotiation behavior and methods for the intended purposes and results of invasive interrogations.
The focus has been on how individuals can develop sufficient trust in one another to exchange information about their preferences, then seek an accommodation of their differences.
Negotiation directives range from compromise and mediation to haggle and interrogation. Interrogations represent the hardest form of negotiating.
When people enter into negotiations or mediations, they understand they may need to sacrifice some of their interests in order to reach a mutual agreement for both parties at some level, equality.
On the contrary, when subjects enter into loss prevention interrogation, they have no intentions of sacrificing any of their interests.
Interrogation subjects are typically motivated to stake themselves to a position of innocence and to vehemently defend that position.
Skilled interrogators overcome these obstacles by reducing their subject’s resistance, creating shared interests and perceived benefits for confessing.
The most appealing and relevant aspect of negotiation theory is the principle that one should try to learn as much as possible about an opponent’s strengths, weaknesses, fears, needs, and aspirations.
In contrast to the adoption of harsh measures involving the use of force, interrogations that rely on building rapport with a subject—so vital to successful negotiations—would seem an attractive method.
Every negotiation requires compromise and trade-offs. You are not going to win on every issue. This mindset could be applied as per interrogations.
It is an approach that can lead to the development of a human connection between two sides with unity.
This is to reap the benefits of otherwise invasive interrogations without the negative side effects.