text: FM 2-22.3 _________________________________________________________________________________
  hinges, to a large degree, on the early development of the source’s willingness
  to communicate. Interrogators must have a deep understanding of the
  cultural norms, anomalies, and emotional triggers of the person being
  interrogated in order to select appropriate approach strategies and to
  interrogate effectively.
  8-5. The HUMINT collector's objective during this phase is to establish a
  relationship with the source that results in the source providing accurate and
  reliable information in response to the HUMINT collector’s questions. The
  HUMINT collector adopts an appropriate persona based on his appraisal of
  the source but remains alert for verbal and non-verbal clues that indicate the
  need for a change in the approach techniques. The amount of time spent on
  this phase will depend mostly on the probable quantity and value of
  information the source possesses, the availability of other sources with
  knowledge on the same topics, and available time. At the initial contact, a
  businesslike relationship should be maintained. As the source assumes a
  cooperative attitude, a more relaxed atmosphere may be advantageous. The
  HUMINT collector must carefully determine which of the various approach
  techniques to employ.
  8-6. Sources will cooperate with the HUMINT collector for various reasons
  ranging from patriotic duty to personal gain, such as material gifts or money.
  They may also respond to emotion or logic. Regardless of the type of source
  and his outward personality, every source possesses exploitable
  characteristics that, if recognized by the HUMINT collector, can be used to
  facilitate the collection process. These characteristics may be readily
  apparent or may have to be extrapolated from the source’s speech,
  mannerisms, facial expressions, physical movements, involuntary responses
  (perspiration, changes in breathing, eye movement), and other overt
  indications that vary from source to source. From a psychological standpoint,
  the HUMINT collector must be cognizant of the following behaviors. People
  tend to—
  • Want to talk when they are under stress and respond to kindness and
  understanding during trying circumstances. For example, enemy
  soldiers who have just been captured have experienced a significant
  stress-producing episode. The natural inclination is for people to want
  to talk about this sort of experience. If the EPW has been properly
  segregated and silenced, the HUMINT collector will be the first person
  the EPW has a chance to talk to. This is a powerful tool for the
  collector to use to get the subject talking. The desire to talk may also
  be manifested in refugees, DPs, and even local civilians when
  confronted by an unsettled situation.
  • Show deference when confronted by superior authority. This is
  culturally dependent but in most areas of the world people are used to
  responding to questions from a variety of government and quasi-
  government officials.
  • Operate within a framework of personal and culturally derived values.
  People tend to respond positively to individuals who display the same
  value system and negatively when their core values are challenged.
  • Respond to physical and, more importantly, emotional self-interest.
  This may be as simple as responding to material rewards such as extra