James is a senior engineer at an unmanned aerial systems company attending a major industry conference. While browsing booths on the exhibition floor, a friendly attendee strikes up a conversation, claiming to be a graduate student at a research university. The discussion moves naturally from keynote speeches to vendor exhibits and eventually to James's current work.
The attendee mentions a technical challenge common across the industry and casually suggests that James's company must have solved it using a particular design approach. "Most systems in that class still seem to top out around 60 minutes of endurance," he says. James corrects him, noting that his team recently exceeded 90 minutes in testing. The attendee follows with seemingly casual questions about battery suppliers, payload weight, and whether the improvement came from hardware changes or software optimization.
After chatting for a few minutes, the friendly attendee recommends James visit the adjacent exhibition hall, where similar technology is on display and vendors are also trying to solve the endurance problems. They chat for several more minutes, and the two part ways, wishing each other a productive week.
What Is Elicitation
Elicitation is an information-gathering technique that uses seemingly normal social or professional conversation to obtain information without revealing the collector's true objective. The goal is to obtain non-public or proprietary information while making the conversation seem routine.
Recognizing elicitation is not about recognizing a suspicious person but being able to identify a suspicious conversation pattern.
Example Techniques
There are several techniques used for elicitation, many of which can be used together.
One of the most common methods, which is commonly employed in conjunction with other methods, is called the Macro-to-Micro-to-Macro method, or the Hourglass Method. The elicitor begins with broad, innocuous topics, gradually narrows the conversation toward the information of interest, and then returns to general conversation. The technique mirrors the natural flow of casual conversation while allowing the elicitor to briefly concentrate attention on a specific target topic.
Additional techniques are often employed during the "micro" phase of the conversation.
- Feigning Ignorance — The elicitor portrays ignorance on a topic so the target feels compelled to explain it. "I really don't understand how companies protect satellite command links from interference. How does your team handle that?"
- False Statement — The elicitor deliberately makes a false statement in order to be corrected with accurate information. "I heard that aircraft can only stay airborne for about six hours without refueling."
- Bracketing — The elicitor asks about a sensitive value using a range of high and low numbers rather than asking for a specific number. "I assume the radar can detect something that size somewhere between 50 and 100 miles out?"
- Leading Questions — The elicitor asks a question containing an assumption to provoke confirmation or correction. "When you switched to the new encryption protocol last year, did it create integration problems with the older systems?"
- Oblique Reference — The elicitor discusses a similar topic to entice the target to use their own sensitive work as a comparison. "One company here says its drone can operate for 12 hours without a communications link. I imagine your autonomous system works along similar lines?"
- Quid Pro Quo — The elicitor provides valuable information in order to induce a feeling of obligation to provide valuable information in return. "Off the record, our supplier is developing a new thermal-management system for high-power sensors. What are you using to solve that problem?"
Why Elicitation Works
Elicitation works because it exploits natural human behavior. People want to appear knowledgeable, well-informed, and competent. They tend to correct inaccuracies and underestimate the value of individual pieces of information. They tend to reciprocate when someone shares with them and believe professional conversations are conducted in good faith.
The effectiveness of elicitation comes from making the sensitive part of the conversation appear unremarkable. Targeted information is contextually disguised in normal conversation.
How to Recognize an Elicitation Attempt
Elicitation is subtle, and elicitors attempt to control the conversation. Awareness of conversational control patterns is the best way to recognize an elicitation attempt.
- Disproportionate interest in a particular subject
- Multiple questions focused on the same underlying issue
- Increasing specificity as the conversation progresses
- Reformulation of unanswered questions
- Offering specific numbers, assumptions, or claims that invite correction
- Returning repeatedly to the same subject after discussing unrelated topics
Elicitation Countermeasures
The most effective defense against elicitation is knowing what information should not be shared and recognizing when someone is attempting to obtain it.
Plan simple ways to deflect probing or intrusive questions, and never feel obligated to answer a question merely because it arises during an otherwise friendly conversation.
If a conversation begins to feel inappropriate:
- Ignore the questions and change the subject
- Refer the person to public sources, such as a company website or press releases
- Deflect by answering a question with a question
- Respond with, "Why do you ask?"
- Provide a vague answer
- State that you do not know or cannot discuss the subject
Back to James
James never believed he was discussing sensitive information. He was having a normal conversation at an industry conference with someone who appeared knowledgeable, interested, and harmless. But during that conversation, he confirmed a performance capability, provided insight into how his company achieved it, and began answering questions about suppliers and technical design choices. None of the questions, standing alone, looked suspicious.
Elicitation is effective because it feels like networking, professional curiosity, or casual conversation. Recognizing elicitation requires understanding when a conversation is being deliberately narrowed toward information another person does not reasonably need.
The objective is not to avoid talking to people. It is to recognize when a normal conversation has become an information-gathering exercise, know where your boundaries are, and stop providing information before the conversation goes too far.