Negotiate Anything The Truth Detector: An Ex-FBI Agent’s Secrets to Getting People to Reveal the Truth – John R. "Jack" Schafer
Apr 7, 2026
John R. "Jack" Schafer, a former FBI agent and behavioral analyst, explains how to spot deception and gently draw out truthful information. Short, tactical segments cover physiological leakage, cognitive overload tests, and elicitation techniques like presumptive statements. Practical tips focus on preserving relationships, framing questions, and using empathy to get people to open up.
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Use Cognitive Load To Elicit Truth
- Add cognitive load to test veracity by asking questions that force the liar to juggle alternatives.
- Schafer shows liars struggle with dual options, so follow-ups amplify inconsistency.
Elicit Truth With Presumptive Statements
- Use elicitation to get truthful information before someone has a chance to lie.
- Schafer demonstrates presumptive statements and bracketing to prompt corrections and admissions without direct questioning.
How A Presumptive Revealed A House Flooding
- Schafer used a real estate presumptive: 'They sure fixed this up nice since it flooded' to get the agent to admit the house flooded.
- The agent corrected the presumption and revealed the hidden flood history.
