text: _________________________________________________________________________________FM 2-22.3
  or emotion to get the source to cooperate, he must be convincing and
  believable and appear sincere.
  RAPPORT POSTURE
  8-13. Unless there is rationale for acting otherwise, the HUMINT collector
  will begin his interaction with the source in a businesslike manner. He will
  be neither hostile nor overly friendly. Based on the tentative approaches
  developed during planning and preparation and the verbal and physical clues
  from the source, the HUMINT collector will modify this posture to facilitate
  collection.
  8-14. Based on planning and preparation, the HUMINT collector may decide
  to adopt a stern posture. He presents himself as a person in a superior
  position to the interrogation source and demands proper deference and
  obedience by the interrogation source. In the case of an EPW this is
  manifested by having the source remain at attention and address the
  HUMINT collector as “Sir.” This can be effective in dealing with lower
  ranking military personnel or members of oppressed ethnic, tribal, or
  religious groups who are conditioned to respond to authority or civilians in
  lower economic or social positions who are used to responding to directions
  from various bureaucrats and civilian superiors. This posture can have
  negative results since many persons in the positions mentioned above have
  developed mechanisms for dealing with superiors that mostly involve giving
  minimal information and agreeing with whatever the authority figure says.
  8-15. In most cases, either initially or after the interrogation source has
  begun answering questions, the HUMINT collector will adopt a more relaxed
  or even sympathetic posture. The HUMINT collector addresses the
  interrogation source in a friendly fashion, striving to put him at ease.
  Regardless of the posture selected by the HUMINT collector, he must stay
  detached emotionally while maintaining the appearance of total involvement
  and stay within his adopted persona. The HUMINT collector must control his
  temper at all times. He must not show distaste, disgust, or unease at
  anything the source says unless that reaction is a planned part of the
  approach strategy. He should not show surprise at anything that the
  interrogation source says since it might undermine source confidence in the
  HUMINT collector and their relationship.
  8-16. The HUMINT collector must support his verbal approaches with
  appropriate body language. Just as the HUMINT collector is observing the
  source to identify non-verbal clues that support or contradict the verbal
  message, the HUMINT collector is being scrutinized by the source to identify
  the same clues. The techniques used in an approach are a totality of effort,
  not just verbal conversation between the HUMINT collector and the source.
  Body language is in many instances culturally dependent. Standing at a
  given distance from an individual may be perceived as comforting in some
  societies and hostile in others. The HUMINT collector must adapt his body
  language to the culture in which he is working rather than expect the source
  to adapt to his.