At the mention of spies, images of Hollywood characters come to mind. We all love James Bond in a tuxedo driving an Aston Martin DB5 to his latest mission or Jason Bourne’s seemingly robotic reflexes and superhuman strength when fending off attackers.
But the reality of espionage is often more banal.
My work with spies and years of research reporting on the intelligence world has shown that spycraft relies on the careful cultivation of relationships more than high-speed car chases or dramatic gunfights. Though real-life espionage may lack the explosive action of Hollywood spy plots, the skills CIA case officers employ are just as fascinating when we pull back the veil—and they’re also surprisingly useful in our careers and everyday lives.
When a spy encounters a potential recruit, they study the person, gathering key details including where they are in a hierarchy; their opinions on a range of subjects; whether they feel appreciated in their job. But asking these questions directly will raise red flags. Repeatedly asking direct and sensitive questions will likely make a person guarded or suspicious—hindering the spy’s ability to cultivate a relationship with a potential recruit.
Instead, spies use elicitation to more subtly and expertly draw out the information they’re seeking. These elicitation methods—or “triggers”—are rooted in human behavior.
One trigger stems from humans’ tendency to respond in-kind in conversation. For example, if I mention the weather, you’ll likely also respond with a comment about the weather, perhaps adding commentary on a different or related subject without being provoked by a question. Likewise, if I tell you my favorite color, you’ll likely tell me yours without me needing to ask.
Similarly, if you incorrectly attribute something to the person you are talking to, they will almost always correct you. If I say, “Didn’t you tell me your favorite color is blue?” it’s unlikely they’ll reply with a simple, “No, I never said that.” More often, they’ll respond: “No, my favorite color is actually green.” We are all the protagonists of our own story, and no detail about ourselves is too small to correct. This elicitation trigger is known as the tendency to correct.
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Other triggers include flattery—when you compliment someone, they often become slightly abashed and end up revealing more about their success than they would if questioned directly. Gossip is another effective elicitation tool—try introducing a provocative subject to the conversation, then sit back and listen as information flows and insights unfold. Finally, spies will often use awkward silences in their favor. Most humans are uncomfortable with conversation lulls and will blurt out something to break awkward silences—what’s said in these moments can be quite revealing.
A colleague and former CIA case officer (who needs to maintain anonymity) quoted in my book said, “every good intelligence officer has a real bond with their agents on some level and some regard.”
Spies will attest to how profound many of these relationships become.