When we possess information that's "company confidential" or politically sensitive, protecting it can be a challenge, because seekers of that information can be very clever and persistent. This is Part II of a catalog of the methods they use. See "When You Aren't Supposed to Say: I," Point Lookout for March 29, 2006, for methods based on special resources. This article examines techniques that use misdirection to prompt the target to disclose valuable information. Some examples:
- Trust-building
By disclosing something that seems personal or sensitive, seekers can gain the trust of the target. They might offer information that disparages or even harms political foes. When you sense that someone trusts you too easily, consider the possibility that you're the target of a trust-building seeker of sensitive information.
- Diversion
- Illusionists commonly use diversion tactics. In the workplace, what happened to Mike might be typical (see "When You Aren't Supposed to Say: I," Point Lookout for March 29, 2006), but even a fire drill provides opportunities.Using misdirection, seekers
of information induce
their targets to willingly
disclose valuable information - Flirtation, flattery, and romance
- When deftly used, flirtation, flattery, and romance are especially effective with those who are vulnerable or naïve. Between socially incompatible types, and when initiated by the more adept of the pair, these tactics could be indicators of information-seeking.
- Bait
- By saying something that's wrong or incomplete, or by setting up the target to demonstrate superior knowledge, the seeker might induce the target to disclose sensitive information. Because many high achievers dislike being corrected or being shown to have inferior skill, accepting correction with little comment and no resistance could be an indicator of this tactic.
- Disinterest
- Feigning disinterest, either by interruption or by appearing to be distracted, the seeker presents a cue to the target that what was just said was unimportant. Alternatively, the seeker might focus on an unimportant detail of the conversation to mislead the target about what the real point of interest is.
- Relationship-building
- Cultivating friendship over a relatively long period of time, especially when accompanied by a flow of useful information from the seeker to the target, could be an indicator of this tactic. Those most vulnerable have few friends and might even be isolated by internal politics. Managers who allow isolated individuals to remain so are creating a vulnerability to this tactic.
- Conspiracy
- By drawing the target into a secret relationship, the seeker forms a tight bond with the target. One famous example of this technique is Connie Chung's 1995 interview of Newt Gingrich's mother, in which she said, "Why don't you just whisper it to me, just between you and me?" When a seeker suggests confidentiality or secrecy, and revealing the information could be harmful to the target, the seeker could be using this technique.
The last group of tactics for uncovering sensitive information includes those that depend on inducing the target not to think critically. We'll explore them next time. Top
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Some of these tactics, such as flirtation and bait, are even more effective when they're used in an indirect manner. See "The True Costs of Indirectness," Point Lookout for November 29, 2006, for more.
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Related articles
More articles on Effective Communication at Work:
Virtual Communications: III
- Participating in or managing a virtual team presents special communications challenges. Here's Part
III of some guidelines for communicating with members of virtual teams.
Dismissive Gestures: II
- In the modern organization, since direct verbal insults are considered "over the line," we've
developed a variety of alternatives, including a class I call "dismissive gestures." They
hurt personally, and they harm the effectiveness of the organization. Here's Part II of a little catalog
of dismissive gestures.
The Passion-Professionalism Paradox
- Changing the direction of a group or a company requires passion and professionalism, two attributes
often in tension. Here's one possible way to resolve that tension.
The Paradox of Carefully Chosen Words
- When we take special care in choosing our words, so as to avoid creating misimpressions, something strange
often happens: we create a misimpression of ignorance or deceitfulness. Why does this happen?
The Big Power of Little Words
- Big, fancy words, like commensurate or obfuscation, tend to be more noticed than the
little everyday words, like yet or best. That might be why the little words can be
so much more powerful, steering conversations where their users want them to go.
See also Effective Communication at Work and Effective Communication at Work for more related articles.
Forthcoming issues of Point Lookout
Coming May 7: Subject Matter Bullying
- Most workplace bullying tactics have analogs in the schoolyard — isolation, physical attacks, name-calling, and extortion are common examples. Subject matter bullying might be an exception, because it requires expertise in a sophisticated knowledge domain. And that's where trouble begins. Available here and by RSS on May 7.
And on May 14: Working with the Overconfident
- A cognitive bias known as the Overconfidence Effect causes us to overestimate the reliability of our judgments. Decisions we make based on those judgments are therefore suspect. But there are steps we can take to make our confidence levels more realistic, and thus make our decisions more reliable. Available here and by RSS on May 14.
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