The ancients spoke. Therefore, before talking about such an interesting topic as “HISTORY of profiling”, I will, of course, start with a definition of concepts. An article for those who want to know more about profiling.

profiling, Wikipedia tells us, profile"- profile) - a concept denoting a set of psychological methods and techniques for assessing and predicting human behavior. All this is done on the basis of the analysis of the most informative particular features. appearance characteristics, non-verbal and verbal behaviour.

At first, the term "" (profiling) was used in the context of compiling a search psychological portrait(profile) of an unknown person. Following the footsteps at the crime scene.

Now the concept of “profiling” has expanded significantly, thanks to the fact that it is used not only in the context of forensics, but also in everyday life, in business. Sometimes this concept includes practical methods. Their purpose is to assess the reliability of the reported information on non-verbal and verbal behavior. But this is not entirely true, it is best to use the term “ verification". What we call instrumentless lie detection.

Profiling - let me remind you that I took as the basis of the article such a topic as: “the history of the emergence of profiling”, this is a set of psychological and forensic methods. BUT expert profiler- a specialist who determines the area where the person who committed the crime is located.

The profiler draws up a portrait of an unknown criminal. He does this according to the trace picture of the crime, in order to arrest him as soon as possible. Why do we distinguish between the concepts of “profiler” and “verifier”? Because the verifier works with a set of data and with an already existing suspect. During lie detection, we already have a person in relation to which we need to draw a conclusion. The conclusion about his involvement or non-involvement in the event under investigation.

Returning to the question of concepts, consider another term. Some miracle profilers use the name "criminal profiling". They don't think about the meaning. Literally, this phrase is translated as “criminal profiling”, “criminal profiling”. If you think about it, it turns out that we are preparing criminals. In particular, it is best to choose and draw up a psychological portrait of the victim for the best commission of a crime. Therefore, it would be correct to call “our” profiling “forensic”.

You will say that the term "criminology" is translated from Latin as "criminal". And, nevertheless, it is a science that studies, on the one hand, a crime and its mechanisms, preparation, concealment, and the personality of a criminal. And on the other hand - the investigation of the crime, its methods, techniques, methods. We come to the conclusion that it would be advisable to call the use of profiling in the field of crime investigations “anti-criminal” or “counter-criminal”. But I, nevertheless, like the “forensic” one more.

In the arsenal of profilers-verifiers there is such a thing as a “survey conversation”. Or “veiled polling conversation”. It is used to determine the truth or falsity of statements. Often, it is confused with calibration. These concepts are important to separate. “Calibration” is a Neuro Linguistic Programming (NLP) toolkit. This is an accurate “reading”, recognition of the state of another person by non-verbal (body language) and verbal signals. This, no doubt, is used during a survey conversation as one of the tools in order to conduct it as efficiently as possible.

It is believed that one of the first attempts to draw up a psychological portrait belongs to the British surgeon Thomas Bond. He made it in 1888 regarding the identification of the serial killer and maniac Jack the Ripper.

However, in the 1950s used psychological profiling as a forensic method to search for an unknown criminal. This was described by the American psychologist Dr. James Brussell as one of the means of preliminary investigation. In New York in the 1950s - 1960s. The “mad bomber” committed a large number of crimes. More than 30 explosions were recorded in different parts of the city. An unknown criminal set them up in crowded places. At Pennsylvania Station, Grand Central Station and Radio City Music Hall. The police turned to psychiatrist Dr. Brassel for help.

The doctor concluded that the offender is paranoid, hates his father, has a manic love for his mother, lives in Connecticut. All this after analyzing photographs of the sites of explosions and letters that the terrorist sent to the newspapers. Brussel made a psychological portrait. He stated that you need to look for a person of normal build who was born outside the United States. Middle-aged (40 - 50), Catholic, living with a brother or sister (or an unmarried aunt). An unmarried man who, as a rule, wears a double-breasted jacket, buttoned up. It seemed likely enough, if one looked closely at the references in some of the letters, that the wanted man was, or had been in the past, one of the disgruntled employees of the city's power supply company.

Shortly after this portrait was made and according to its description, George Meteski (Georges Metessky) was arrested:

• Middle-aged person (50 years old), born abroad (Slav)
• Catholic, unmarried, living with his two unmarried sisters (the only discrepancy from the drawn portrait) in Connecticut
• What is most surprising, dressed in a double-breasted jacket, fastened with all buttons.

To the questions of the amazed police officers, James Brussel replied: “Any psychiatrist always studies personality traits. Tries to predict how a given person might react to specific circumstances.”

In this case, Dr. Brussel simply went from the opposite direction and moved along the opposite path, describing the personality of the criminal in terms of the individual features of his crimes. This was the first described case of the use of a psychological portrait of a criminal by a specialist for search purposes, which received wide publicity.

Although, until the moment indicated by the “first”, the behavior of criminals was also considered from the point of view of psychological analysis, but:

• They were empirical in nature and based on the enthusiasm of individuals who conducted preliminary investigations.
• These cases were just attempts
• Before the case described by Brassell, none of the criminal cases ended with such a grandiose result and did not have such a resonance.

In 1985, the FBI, under the leadership of P. Brooks and R. Ressler, developed a system as part of a search and capture program for criminals. There, profiling is used to improve the detection of serial violent crimes.

In addition, profiling is used to monitor and interview passengers in order to identify potentially dangerous citizens during air travel. During the pre-flight screening, for the prevention and prevention of terrorist attacks on the aircraft.

History of aviation security - the first attempts to generalize and apply the methodology profiling. They were implemented in the late 1970s by the Israeli airline El Al at Ben Gurion Airport. Objective: countering the terrorist threat. The technique was used during the pre-flight screening of passengers in order to minimize the possible risks associated with air travel. This technique includes a system of seemingly simple questions. They are aimed at identifying non-standard reactions of passengers to them. The method uses basic psychological patterns - stereotypes of behavior - and rather resembles psychological testing or conversation. In our school on the methodology have your own view especially since we looked at it from the inside, having been at Ben Gurion Airport, but that's another story.

The same methodology was “modeled” in 1984 by the English-speaking company ICTS. Began to be used by aviation security services in many European countries and the United States. At the same time, the well-known company "Paul Ekman Group" developed a computer program that allows you to "read" the face and emotional states of a person. They began to be actively used at US airports and in other structures involved in ensuring the security of the state.

Face, hot spots Paul Ekman and microexpressions from the point of view of verification also cause us a considerable number of questions, but this is material for separate article.

History does not stand still. Profiling gradually begins to integrate into economic structures. Including the banking sector. Paul Ekman developed a program that trained specialists in the field of ensuring the security of government, banking, lawyers and legal structures.

In Russia, profiling, like many other things, has its own special history. Naturally, the USSR had a system for preventing crime and terrorist acts. There were professional psychologists who developed systems for conducting complex negotiations, negotiations with terrorists and decoding their emotional states.

Since, as you know, there were no sex, serial killers, maniacs in the USSR, then in instrumental and non-instrumental lie detection (as well as in genetics, cybernetics and other branches of scientific knowledge) we moved much more slowly than the West. There already existed entire departments to investigate serial violent crimes. And if they advanced, then under the cover of night, in closed laboratories. Like, for example, the 30th laboratory of the KGB of the USSR. In it, with great success, she was engaged in instrumental lie detection, which is evidenced by unique polygraph examiners: Valery Vladimirovich Korovin, Leonid Georgievich Alekseev.

Profiling began to be actively used in Russia after a large number of crimes. Aircraft hijackings, terrorist attacks and bank fraud, when the need for crime prevention and control became apparent.

An expert profiler, as a rule, works with the materials of a criminal case. With a trace picture of the crime. He faces a difficult task: to create a psychological portrait of the criminal. A vivid example of such a profile is the psychological and anthropological portrait of Andrei Chikatilo. It was created by Professor A.O. Bukhanovsky, who worked with the materials of the criminal case of the killer.

As I said before, in the case of instrumentless lie detection, we are dealing with a specific person. We know, therefore, naturally, methodological approaches and techniques will differ from the methods of forensic study of personality. Although, it is impossible to set “profiling” separately in case of lie verification. Any verifier is first of all a profiler too.

In profiling, the main tool is familiarization with the materials of the criminal case. In lie detection, there are different types of conversations and questions. The task of a profiler is to make a portrait of a person, the task of a verifier is to “understand the state” during a conversation, to provoke a person to a careless statement or action (leakage). And, hopefully, to be recognized. But in order to achieve all this, first of all, it is necessary to draw up a psychological portrait, otherwise the “approach” to a person and the structure of the conversation may turn out to be untenable. Therefore, in our school, we do not separate profiling from verification and call a specialist in toolless lie detection profiler-verifier.

The verifier performs calibration every second, and based on its results, makes a decision to change the approach or move from one stage of the conversation to another.

In addition to forensic profiling with a light hand, our country began to develop business profiling. A few more types of profiling, for example, ethnic.

Business profiling, a system for supporting business negotiations, improving the work of organizations and companies, stands apart. If profiling in aviation and banking security can afford directive, strict managerial methods of verification, analysis and collection of information. That business profiling is the highest form of psychological skill.

This direction of profiling is the lot of a select few, as it requires a high level of intelligence. Emotional intelligence. A person must have knowledge in such areas as:

• Business processes, investment, accounting, finance
• Negotiations, tough and combat negotiations, soft hard talks, tongue tricks
• manipulation, recruitment, active events, headhunting
• Etiquette, business etiquette, image and many others.

Profiling: a subtle and interesting science of human science. It involves continuous learning and self-learning, the development of empathy, the ability to observe and notice the smallest details, and negotiation skills. If you still decide to master this difficult profession, go for it! Amazing discoveries await you!

Used literature for the article “the history of profiling”:

• Alekseev L.G. Psychophysiology of lie detection.
• Douglas D. Chasing Evil.
• Enikolopov S.N. Psychological features of criminal profiling.
• Leslie J. Brief Psychological and Psychiatric Dictionary.

Profiling ("English.profile" - profile) is a concept that denotes a set of psychological methods and techniques for assessing and predicting human behavior based on the analysis of the most informative private signs, characteristics of appearance, non-verbal and verbal behavior.

Initially, the term "profiling" (profiling) was used in the context of compiling a search psychological portrait (profile) of an unknown person in the footprints at the crime scene.

It is believed that one of the first attempts to compile a psychological portrait belongs to the British surgeon Thomas Bond, which he undertook in 1888 in relation to the personality of Jack the Ripper.

Personality profiling is currently used as part of the ViCAP (English) program for the detention of violent criminals, developed in 1985 by the FBI under the leadership of P. Brooks and R. Roessler to help solve serial violent crimes.

Another meaning of the concept of "profiling" is used to refer to the technology of observation and questioning of passengers during pre-flight screening in order to identify potentially dangerous persons during air travel.

The training and use of specialists (profilers) in order to identify potentially dangerous passengers from the point of view of the possibility of carrying out illegal actions, primarily of a terrorist nature, were first implemented in Israel by the El Al airline. The use of profiling technology has contributed to the ranking of El Al as one of the safest airlines in the world. The experience of using profiling by the El Al airline is currently being implemented around the world, including in Russia.

The most controversial aspect of profiling is the so-called. ethnic profiling, based on the assumption of a connection between a person's ethnicity and the possibility of illegal behavior.

Recently, an expanded interpretation of the concept of "profiling" includes a number of applied socio-psychological techniques, the purpose of which is to assess the reliability of the reported information on a person's non-verbal behavior, the so-called. non-instrumental lie detection. The methodological foundations of profiling are the studies of P. Ekman, V. Friesen, K. Scherer, M. Zukerman, B. DePaulo, V. A. Labunskaya, O. Fraya and others.

Non-instrumental assessment of the reliability of information, subject to a number of requirements for the research procedure and the qualification of a specialist with special knowledge, is comparable in accuracy and reliability to instrumental methods based on the use of a polygraph (lay detector, lie detector).

At present, profiling is used to solve the problems of assessing the reliability of information during personnel checks, internal investigations and within the framework of criminal proceedings, followed by the preparation of procedural documents, an expert's opinion and a specialist's opinion.

Secrets of the profession: profiler - a living "lie detector"

What is profiling and how does it help to verify the good intentions of employees, partners, customers? Evgeny Spiritsa, a leading Russian specialist in the field of psychology of lies, shares the secrets of deception detection.

Evgeny Spiritsa

Expert polygraph examiner, profiler. Head of the International Academy for the Study of Lies (iarl.ru). The only Russian specialist who conducts training programs based on the methods and models of Paul Ekman, David Efron, L. G. Alekseev and others. Since 1993, he has been advising state and non-state structures on security issues. Since 1994 - conducts individual consultations and psychological diagnostics of the personnel of enterprises. Author of the textbook "Commercial Profiling", a closed collection for employees of the personnel service of the Ministry of Internal Affairs of the Russian Federation, numerous publications in the media on non-verbal diagnostics. Participant of television programs on Channel 1, NTV, Channel 5, etc. as an expert in lie detection.

Three questions instead of exchanging business cards

– Eugene, please name the largest amount of damage that you prevented on the order of your client?

- Recently I helped to find one and a half million dollars stolen from the apartment of a well-known person in Russia. Psychological research pointed to two employees of his company. We conducted additional testing on a polygraph (computer "lie detector"). Recorded the result, reported to the customer. Then law enforcement agencies began to work. The money has been found.

- Are your fees high?

– We try to work in the premium segment, at rates from $10,000 per order. For comparison: ordinary polygraph examiners charge for their services, starting from 1000-1200 rubles. We do not advertise: customers pass us "from hand to hand".

– What orders prevail in your market?

- Among business customers there are oligarchs, banking structures, owners of industrial holdings, and representatives of small and medium-sized businesses. The most popular service is personnel checks. Most often, it is ordered by the owners of companies hiring directors. The price of the issue is high: today the average salary of a top manager in Russia is from $10,000 to $30,000 and more. Even if a person does not get into the pocket of the company, only as a result of an unsuccessful trial period, the company will lose up to $ 100,000 in a quarter. Other popular topics: loans, investments, corporate fraud. Private individuals are usually interested in either investigating domestic thefts or exposing adultery. In the latter case, the account sometimes goes to many millions of dollars, which one or another party can sue in the event of a divorce. And when investigating home thefts, sometimes you come across real dramas. For example, $ 100,000 is missing from the safe of the head of the family. He blames the driver, the guard, the servants - anyone. And the culprit is his own son, who, in front of his father, spends his life in nightclubs and has been on cocaine for a long time.

Mistakes in the translation of "sign language"

- Many businessmen, trying to catch their negotiating partner in a lie, often use tricks from Alan Pease's popular book "Sign Language" and similar publications. But in your seminars you openly ridicule Pease's approaches. What is wrong with him?

Who is Alan Pease? This is a former insurance salesman who, based on his personal experience and a superficial study of psychology, created a superbly packaged “info product” and made good money on it. Unfortunately, the feedback loops he describes, when applied literally, often lead to erroneous conclusions. For example, Alan Pease writes that if a person touches his nose, then he is lying. If a person crosses his arms on his chest, it means that he is not entirely positive towards you. This is far from always the case: maybe just a person’s nose itches? Maybe he felt cold and wanted to wrap his arms around himself?

– How do your methods differ from those of Pease?

- He has a popular approach, we and my colleagues have a strictly scientific one. I draw on the work of psychologist Paul Ekman, anthropologist David Efron, ethologist Desmond Morris, and other eminent scientists. For example, Paul Ekman, known to the general public as a consultant on Lie to Me and included in the list of 100 most influential people in the world according to Time magazine in 2009, is the world's largest expert in the field of the psychology of emotions and lie detection. He is also one of the main developers of profiling technology. My colleagues and I at the International Academy of Lie Research use this technology in our work, as well as conduct our own scientific research and experiments in the field of profiling and the psychology of lies in general.

– What is profiling?

- In short, this term (from the English "profile" - profile) means a set of psychological methods for assessing and predicting a person's behavior based on an analysis of his appearance, non-verbal and verbal signs. Profiling is actively used by many intelligence agencies of the world, for example, to draw up a psychological portrait of a possible criminal according to his psychological portrait and psychotype, to assess the involvement of a person in terrorist, fraudulent and other criminal acts. For example, Israel's Ben Gurion airport's profiling service is one of the toughest in the world. Perhaps even overly harsh: from communicating with her, many tourists do not always have positive impressions. But the number of terrorist incidents at Ben Gurion Airport is very low. And recently, profiling has been increasingly adopted by businesses, helping owners and top managers of companies to assess the intentions and reliability of the statements of their employees, partners, and customers.

– To what extent is the profiling technology insured against errors compared to the popular approaches of the same Alan Pease? For example, an airline passenger may be nervous not because he has a bomb in his bag, but because of problems in the family or at work ...

– This is one of the strengths of profiling, that it allows you to unambiguously cut off all those who are obviously not involved, thereby sharply narrowing the circle of suspects. So, people who are anxious and suspicious by nature are practically incapable of planning and committing a deliberate crime. For example, I was recently invited to a construction company to help investigate the theft of non-ferrous metals. The customer immediately pointed to three suspects - people from one Central Asian country. However, the tests convincingly showed their innocence - and this result was then confirmed on the traditional "lie detector" - the so-called. polygraph. Well, the intimidated migrant workers, who are even afraid to live in Moscow, cannot decide to take fifty-kilogram rolls of copper out of the fence of the construction site, where any policeman will stop them after a hundred meters!

Live "lie detector"

- Who is "cooler": a traditional computer polygraph - or, so to speak, a live "lie detector" in the person of a profiling specialist?

- The statistics of the special services of Russia, the USA, Israel, etc. demonstrate an approximately 70-80% probability of obtaining an accurate result when using a traditional polygraph. 20–30% are the so-called errors of the first and second order (errors of the first order lead to the accusation of a knowingly uninvolved person, the second - to avoiding punishment of a real criminal).

Where do these errors come from?

- A polygraph examiner usually uses only one - instrumental technology for detecting deception, without resorting to compiling a person's profile and other psychological methods. But the car always has a chance to "deceive" in one direction or another. For example, if you test the accounting department of your company on a polygraph, then the indicators of the most conscientious employees, due to a stressful situation, may well coincide with the reaction of hardened criminals. Unlike a polygraph examiner, a specialist profiler uses at least three complementary methods from the richest arsenal of the psychology of lies. Because of this, real professionals in the field of profiling, not without reason, strive to achieve one hundred percent accuracy of their "diagnoses". They don't say "maybe", "probably", "within 80% accuracy", etc. They say: “no, this person is not involved”, or: “yes, this person is lying.” And they carefully argue their conclusions: if the standard report of a polygraph examiner takes up one page, then the report of a profiler - with a psychological portrait, a description of the motivation and reactions of the person involved, and, often, with his confession! - reaches 20-30 or more pages. However, in order to confirm their conclusions, profilers can resort to additional studies using a traditional polygraph, a lie detector by handwriting, a non-contact lie detector: sometimes the customer is more convinced by the “objective” numbers that an electronic device produces.

How do you get suspects confessed?

– Business customers are not interested in psychological portraits per se. They need a result: found money and material resources, exposed insiders and corporate thieves. How do we get results? Sometimes we are asked: perhaps you are handcuffing suspects to the battery? True professionals in the field of profiling never come into conflict with the laws on private security and investigative activities. Their work does not go beyond the scope of counseling psychological assistance.

- So you just talk to the suspect "heart to heart"?

- Actually, yes. You know, lies and the threat of being exposed always cause a huge adrenaline rush, which literally poisons the blood. It is very hard to live in this state forever. Using psychological methods, we bring a person to the fact that he realizes the burden that he has taken on himself, wants to get rid of it, “unravel” his life. And most of those who fall into our careful hands, in the end say: “That's it, I'm tired. I give my confession."

All businessmen do it

- When do our compatriots lie more often: in their personal lives or in business?

Everyone lies, always and everywhere. Not far from the truth is Dr. Lightman from the famous series Lie to Me (Lie Theory), which claims that each person, on average, lies three times in 10 minutes of conversation. This is not an exaggeration. Indeed, in most cases, the phenomenon of false information arises due to the desire of people for a positive assessment - albeit an overestimated one - from relatives, friends, colleagues, and society as a whole. And only secondarily do people use lies to obtain some material advantage.

– How often, in your opinion, do domestic businessmen resort to deceit to achieve their goals?

- For example, this happens almost every time a company advertises its product or when two businessmen bargain, making a deal. Any transaction is a competition between the seller and the buyer, who are trying to negotiate the best positions for their company, incl. - with the help of various tricks and defaults. In general, lies in the form of embellishment have already become the norm in business: without it, unfortunately, it would be impossible to sell most goods and services.

Have you met businessmen who never lie?

- No, I haven't. Everyone lies, at least on trifles, at least “to save”, at least in the form of default. I myself often resort to lying in the form of default - to save my family from the stresses of the big city. When I don’t want to talk about something, I just say: “Do you know about such a form of lies as silence?”

- And what, there were problems? Have you ever been threatened or retaliated by those whose plans you ruined?

“Because of our understanding of many aspects of psychology, we try to be very gentle and loyal in the examination situation, especially to those who have committed a misdemeanour. We are trying to resolve the conflict, and therefore there were no threats or revenge.

- Eugene, how did the topic of lies “hook” you in general? How did you come to this "gold mine"?

I am a military psychologist by profession. After the collapse of the Union, he worked in the Russian special services. Out of necessity, I met two foreign instructors who told me about the non-verbal communication profiling model. I studied this model and began to apply it rather hastily in my work, solving the set tasks in the field of negotiating with criminals and terrorists. Trained in this direction operational officers, fighters of special units of the Ministry of Internal Affairs of the Russian Federation. In 1997, he resigned from the authorities and went to work in the banking sector: in the role of assistant director of one of the branches of Rosselkhozbank, he was involved in negotiating support. I was in the security business for some time, but then I realized that profiler services are much more in demand on the market and cost much more than security guard services. And I myself am much more interested in developing the topic of profiling in the field of state security, banking security, corporate information security in practice.

– Has domestic business changed a lot since the early 1990s in the context of our conversation?

– Of course, there have been dramatic changes. People began to pay more attention to how much they lose - because before it did not take much intelligence and work to quickly restore any losses. Today, competition in the market has become tougher, businessmen are very cautious about investing and lending. In general, business is becoming more civilized, less aggressive, safer and more conscientious. Of course, large-scale scams still take place. Moreover, in such scams there is always a large corruption component - some "state" people who lobby for the interests of a fraudulent persuasion.

- Have you had to deal with Western businessmen? It is believed that they care about their reputation and try to do business honestly. At the same time, in the West, scandals arise every now and then related to fraud and bribes worth millions and billions of dollars ...

- The conditions for doing business differ, the environment - but the businessmen themselves are no different. Any domestic surname can be successfully replaced by a foreign one. For example, we had Sergey Mavrodi, they had Bernard Madoff. Unless Mavrodi acted at his own peril and risk, and state structures loomed behind Madoff's back. In addition, in our country, corrupt clans, if necessary, ignore the letter and spirit of legislation - and in the West, laws have real weight. There are clearly regulated rules of the game. Fraudsters try to learn these rules and find a loophole in them in order to use it to their advantage.

How to make a lie unprofitable

- How big, in your opinion, are the losses that business incurs due to deception of customers, partners, company employees?

- I can say that companies that do not deal with information security, do not implement a system of information control, detect and counteract fraud, constantly lose up to 30 percent of their income. These are my personal measurements - data that I have collected both from my direct clients and with the help of partner consulting companies.

- What lie should be fought, which one can be put up with, since it is unprofitable to fight it, so to speak?

“Of course, you can't put up with lies that harm you and your business. Although the criteria for harm is a subjective thing. For example, I am quite calm about the lies of employees for the sake of small career advantages. For example, if I find out that a person forged references in order to get a good position, but now works for a company with full dedication, then I will probably turn a blind eye to this sin. Although I will continue to read the reports of this person more carefully.

- Please give me your personal definition of a lie. What is its practicality and manufacturability in comparison with the common ideas about lies?

“First, I’ll quote Paul Ekman’s classic definition: “Lying is an act by which one person deceives another, doing it intentionally, without prior notification of their goals and without a clear request from the victim not to reveal the truth.” And now - the definition developed at the International Academy for the Study of Lies. In our opinion, lies or truth are models of our consciousness that arise as a reaction to environmental stimuli and manifest themselves in the form of verbal and non-verbal responses, acts of facial expressions, pantomime, and emotional manifestations. Truth and falsehood have their cause, their positive intention, and their consequences, chief among which is the threat of punishment. With all due respect to the master, our definition is more complete, takes into account all the features of the phenomenon of false information and allows you to more accurately verify a lie. So, Paul Ekman works with the face and body - but does not work with the causes and consequences of false information. And these factors are very important if you want to get a confession from the person involved. Also, in order to understand the nature of lies, it is important to be aware that they only take place in a certain context. As the context changes, so does our understanding of lies. For example, for some, Robin Hood was a deceitful medieval terrorist, for others - a fighter for the people's truth.

- How do professional profilers work, revealing lies?

- The first stage is the collection of information about the incident, about the problem. The second is a deep questioning conversation. The third is instrumental lie detection. It would seem that polygraph examiners also go through these stages. But, unlike them, profilers compile the psychological profiles of the persons involved in the events and make the first probabilistic forecasts. This allows you to clearly separate uninvolved persons and suspects. Next comes mainly work with the suspects, their motives are clarified (I remind you: any liar has his own positive intention). If necessary, professionals resort to the legend of their activities, use the technology of non-contact remote investigation of lies, when a person does not even know that the indicators of his autonomic nervous system are recorded by a polygraph.

- If a company wants to organize a lie detection system - who should do it?

- Of course, the knowledge of profiling methods will be useful for business owners and top managers, as well as for specialists in the company's HR department. After all, the problem begins not when the money is already stolen, but when an employee is hired. If you hire the right person for the right position, you will always get the right result. I say this not only as a specialist in lie detection, but also as the head of my own businesses. Even if something was stolen from you, a properly built system will help you quickly make up for the losses. For example, in large shopping centers up to 20 percent of revenue is lost on theft. But they build their system in such a way as to compensate for losses in other ways, for example, to get the maximum discount from suppliers.

– How to reduce the temptation of an employee (client, partner) to lie?

– Peter Drucker also said: “You can only manage what you can measure.” Unfortunately, I often have to tell clients: "I caught your thief, but you yourself are to blame for the fact that the theft became possible." If you fully reflect the movement of all resources in the information system of the enterprise, if you correctly set the control points of key indicators, you will not particularly worry about how sincere your employees are. You will know it anyway.

– Advise our readers on a simple technique that can be used in an emergency.

– To begin with, try to find out the basic line of behavior of your employee or negotiating partner. The baseline is when the person is relaxed. Observe how a person answers your questions in a normal state, how he behaves while doing so. Then ask a question that really worries you. Observe for 3-5 seconds how the person's reaction changes. The stronger the contrast, the greater the chance that your question hit the mark and the person is hiding something or misleading you.

Research scientists have found that the verbal component of interpersonal communication is less than 30%, and more than 70% of the information transmitted during communication is transmitted non-verbally. The average person speaks approximately 10-11 minutes a day, and the average sentence lasts only 2.5 seconds. At the same time, a person can produce and recognize about 250,000 facial expressions.

Profiling comes from the English "profile", which means profile, or rather, profiling. Profiling means a set of psychological methods for assessing and predicting a person's behavior based on an analysis of his appearance, non-verbal and verbal signs.

Profiling is actively used by many intelligence agencies of the world, for example, to draw up a psychological portrait of a possible criminal according to his psychological portrait and psychotype, to assess the involvement of a person in terrorist, fraudulent and other criminal acts.

For example, the profiling service of the Israeli Ben Gurion Airport is one of the toughest in the world. Perhaps even overly harsh: from communicating with her, many tourists do not always have positive impressions. But the number of terrorist incidents at Ben Gurion Airport is very low. And recently, profiling has been increasingly adopted by businesses, helping owners and top managers of companies to assess the intentions and reliability of the statements of their employees, partners, and customers. There are also separate areas of profiling:

• Aviation Profiling - the direction of profiling, the purpose of which is to identify, by non-verbal signs, passengers who intend to commit a terrorist act on board an aircraft, in an airport building, to identify signs of concealed weapons and explosives; passengers who, due to their psychological characteristics, are capable of committing an offense or hooligan actions.
• Profiling on railroads - the direction of profiling, the purpose of which is the prevention and prevention of illegal actions in railway transport, in the building of railway stations, platforms and adjacent territories.
• Hotel profiling - the direction of profiling, the purpose of which is prevention and technologies for preventing terrorist attacks and illegal actions on the territory of hotels and hotel centers.
• Business profiling - this is an accompaniment by a professional profiler of business negotiations, if you need to find out what your negotiating partner is really thinking about.
• Criminal profiling - drawing up a psychological portrait of the alleged criminal for employees of the operational services of the Ministry of Internal Affairs and the Federal Security Service of the Russian Federation.
• Audit Profiling - the direction of profiling used in the work of audit companies. It is no secret that the work of auditors is connected with the study of not only documents, but also in the study of the personality of those people who provide them with these documents. It's no secret that a number of accountants "suffer" from the desire to ascribe "some" money to themselves. To understand and prevent the theft of material values ​​and money, this direction of profiling is used.
• Personnel profaling - profiling aimed at establishing the suitability of candidates for the position. This area of ​​profiling also aims to establish a candidate for the position of a criminal past, the presence of debts, addiction to gambling, alcoholism and drugs.
• Bank profiling — this direction of profiling aims to minimize losses when issuing bank loans. It was created at the intersection of two areas of profiling - business profiling and audit profiling. Allows you to prevent the loss of financial resources at the stage of consideration of an application for a loan and during a short interview with the borrower. In this case, the borrower can be both an individual and a legal entity.
• Insurance profiling - this is the direction of profiling in the field of insurance. The peculiarity of this type of profiling is to identify fraudulent schemes in insurance when paying out insurance claims.
• Family profiling — profiling, which allows you to determine the level of trust in a partner. This is calmness and confidence that your feelings are mutual, that you are not being deceived.

Profilers specialize in deciphering information transmitted using body signals in the process of communication between participants in important negotiations, work meetings, and other important events. Participation of specialists in events guarantees the receipt of objective and reliable information about people, their real attitude to the subject of negotiations, as well as the issues and topics under consideration.

Identification of potentially dangerous passengers is a topical issue in the field of protection against UA. At present, a terrorist attack is a well-planned event behind which there are weeks, months of preparation, powerful funding. More and more sophisticated methods of concealing dangerous substances and explosive devices are being used, and purposeful work is being carried out to train the direct perpetrators.

In this situation, security officials need to be one step ahead of the terrorists and constantly improve the quality of protection against UA. The main aspect should be the direction towards the creation of highly effective integrated systems that reduce the likelihood of criminal intent. It should be based on modern theories and directions of ensuring security, applied in legal terms and taking into account the challenges of modern terrorism.

Terrorism in air transport also strikes at the political prestige of the country. The consequences of terrorist attacks are the strengthening of security measures, the training of relevant employees and the search for new forms of physical protection, technical and other types of control and access control. These are quite expensive events that are noticeable for the country, the Presidential Administration and the AK.

Civil aviation faces a serious task: to create and improve scientifically based diverse systems for the prevention of AE

One of the main tasks of the SAB is to identify a potentially dangerous passenger. Practice has shown that the use of only security measures and screening equipment is not enough to prevent AIA.

Existing means are aimed at detecting dangerous objects and substances, and criminal intentions and intentions to commit ANV remain beyond their capabilities. To solve this issue, attempts are being made to design devices that determine illegal intentions by reading the internal information of a person. This is an interesting and promising technology, but it is not premature to talk about their massive use in AP in the context of providing protection against AEs.

It is necessary to take into account specific features - the cost of equipment and training of personnel to work on it.

Today, only a person with a certain degree of probability is capable of reading internal information, responding flexibly to changes in the environment, to the dynamics of other people's behavior and to prompt decision-making depending on this.

The use of technical devices in the SAB does not guarantee a reliable result in identifying a potentially dangerous passenger. The equipment may be faulty, not meet the specific task and working conditions. The operator may be incompetent or dishonest. In some cases, a specialist, specially selected and trained, will surpass the technical device. Emphasis should also be placed on interpersonal interaction, which gives them more opportunity to detect illegal intentions.

Some subjective information can be processed through special methods and technologies aimed at identifying dangerous subjects. Let's consider profiling as a system of actions to prevent illegal acts of GA.

Profiling is a direction that is just beginning to develop in a theoretical aspect. The profiling technique was first formed in the late 70s by the Israeli airline El Al as a response to the increased terrorist activity of Islamic terrorists. In 1984, this technique was formed in the English version. "International Consultation on the Security of Vulnerable Objects", has become applied to the SAB in foreign countries.

The terrorist attacks in 2004 at Domodedovo necessitated a serious analysis of what had happened by the leadership of the Civil Aviation. Immediately after these terrorist attacks, by order of the head of the FNSST, it was recommended to implement the selection of employees in the SAB AP, because. the terrorists showed characteristic suspicious signs that serve as a signal for inspection.

Currently, a number of airlines use profiling technology, which generally improves the quality of AB. In the specialized literature there is no single formulation that reveals the concept of profiling. This word refers to slang terminology and originates from English. profile.

A comprehensive analysis of the terrorist attacks made it possible to create a possible model of the action of a person who harbors criminal plans, which should be based on the characteristic distinctive features of behavior, signs. The description and details of the features studied make it possible to proceed to the creation of an appropriate classification. Based on this approach, all passengers can be attributed to a certain type of profile, depending on the presence or absence of signs indicating possible criminal intent, that is, profiling.

Profiling technology allows each passenger to be classified according to their potential danger

When determining profiling, it is necessary to proceed from the following provisions:

Profiling is one of the ways to ensure aviation security, as it allows you to prevent accidents by identifying potentially dangerous passengers and situations

Potentially dangerous passengers and situations are identified using a special technology based on a comprehensive analysis of such significant factors as:

1. Appearance and behavior of the passenger

   His shipping papers

   Things that are with him

Profiling as a way to prevent ANV can be used during pre-flight screening, as well as in other places and activities to ensure AB.

As part of profiling, it is necessary to use the methods of psychology in their applied aspect, since in this technology the main emphasis is on the process of interpersonal interaction, on the ability of human perception to read external and internal information, on the formation and development of such qualities as observation, communication.

Profiling is a technology aimed at preventing UA by identifying potentially dangerous persons and situations, for example, during screening and other security measures, with an emphasis on the application of applied psychology.

The FAP "Requirements for AB to AP", Order of the Ministry of Transport No. 142 dated November 28, 2005 states the need to apply pre-flight psychological testing (survey) of passengers. In the rules for conducting pre-flight and post-flight inspections, the order of the Ministry of Transport dated 25.07.07 is proposed to use a psychological survey to identify potentially dangerous passengers.

The terms psychological "testing" and "survey" used in these documents need clarification and are not synonymous with "profiling".

Profiling is a system of activities that can include psychological testing and a survey as auxiliary methods.

Psychological testing

Psychological testing in the context of the activities of the SAB should be considered as a rapid diagnosis of the internal state of the subject by characteristic features in external behavior in order to identify illegal intentions.

This diagnosis is carried out by purposefully observing the passenger or visitor and communicating with him. Fixation of characteristic deviations in the subject's behavior is an integral part of profiling when identifying potentially dangerous passengers. Testing the behavior (emotional state) of a person should take place at all stages of profiling (when checking documents, checking luggage, hand luggage, interviewing). Thus, psychological testing should be considered as a structural component of profiling, which allows diagnosing the factors of the passenger's appearance and behavior in terms of his involvement in the planned ANV.

Psychological testing focuses on the behavior, internal state, appearance of the offender; within the framework of the method, the possibilities of observation and communication are considered to identify illegal intentions. The recommendations used to organize the process of observation and communication include a conversation. Psychological testing can be used both during profiling and in other measures to protect against UA.

Psychological survey

It can be described as a special system of interaction between SAB employees and passengers and visitors, aimed at obtaining the necessary information with the possible use of communication technologies. The survey is a structural component of profiling and one of the methods of psychological testing.

To date, there is no uniform terminology on this issue in regulatory documents, there is no clear legal methodological framework that justifies the very essence of profiling and its practical application to identify potentially dangerous persons. Profiling is not regulated as a mandatory event in the inspection structure. In these documents, only the need to apply methods based on a psychological approach with an emphasis on observation and communication is seen to identify potentially dangerous passengers. To date, the question of the practical application of profiling in the structure of the SAB activity has only been raised. To date, the list of positions of the aviation personnel of the Russian Federation No. 749 dated 10.07.98 and additions to it does not contain the position of "profiler".

At this stage, the problems of implementing profiling come down to the following aspects:

Creation of a legal framework for profiling, including legislative confirmation of the mandatory use of this method to identify potentially dangerous persons

Determining the role and place of profiling in an integrated AB system

Inclusion of profiling in technical processes for OAB

Establishing possible areas for profiling, such as:

1. Entrance to the AV complex

   Waiting hall

   Security check point

   boarding gate

   Aircraft board, etc.

Determine the contingent that will work on these technologies (SAB employees, it is possible to train the basics of profiling for employees of all departments)

The consistent solution of these problems in the future will lead to a clear regulation of profiling as a method for identifying potentially dangerous persons in the integrated concept of SAR. Legislative substantiation of profiling as an important element of protection against UA in the SAB system should be recorded in the relevant resolutions and orders responsible for this area of ​​life support.

Profiling is a set of methods developed for compiling and evaluating a psychological portrait of a person in order to determine his stereotypical behavior and use them in applied tasks: predicting personnel and managerial risks, determining loyalty to established rules and regulations, instrumental lie detection, assumptions of the main models of social, economic and financial and electoral behavior.

Profiling in Russia

The term "profiling" comes from the English word "profile", which translates as "profile" or "profiling". Profiling tools allow you to objectively assess the verbal and non-verbal behavior of a person, his appearance, behavioral characteristics and attitudes to assess and predict their behavior in a situation or circumstance of interest to you.

The popularization of profiling in Russia is associated with the broadcast of the series of American film companies - "Think like a criminal" and "Lie to me." The main characters of serial films specialize in profiling, make a psychological portrait of the alleged criminal, compare the testimony of witnesses, revealing lies and false information in them, thanks to which they successfully solve even complicated cases.
Despite the fact that Russia has become interested in profiling relatively recently, profiling has more than a century of history. This technology was first used by investigators conducting crime scene analysis in the 19th century. Profiling techniques are now becoming more and more popular among Russian law enforcement agencies and private companies.

Varieties

The use of profiling is also justified in situations related to interpersonal relationships. Such techniques allow you to identify hidden motives, identify lies, correctly assess a person without the use of psychological testing. Training in the field of profiling is mandatory for special services officers who need to be able to quickly assess a person, his characteristics, strengths and weaknesses, as well as understand what can be expected from him in an extreme or stressful situation.

Profiling specialists are also available at every international airport, in particular, the profiling department of Ben Gurion Airport in Israel, from where this technology has subsequently spread to other airports, is most famous.

Today, entrepreneurs and managers are becoming more and more interested in profiling and even often introduce a special position of “profiler” into the staff of commercial companies. Such specialists help in negotiations: they evaluate the intentions expressed by the counterparty and their reliability, which allows top managers and company owners to conclude profitable deals.

Profiling is divided into several types:

1. Forensic. Its main task is to prepare a psychological portrait (description of basic character traits, personality type, possible mental deviations) of a person suspected of committing a series of crimes. In 90% of cases, these are maniacs and murderers. Forensic profiling specialists use knowledge of forensic science, psychiatry and clinical psychology. Similar departments have been created under the Ministry of Internal Affairs of the Russian Federation, the FBI in the USA, etc.

2. Profiling in the field of information security analyzes personnel risks and threats of release of commercially important information outside the company's perimeter, and also studies the loyalty of company employees to the established regime of information security policies.

3. Anti-terrorist. Used to prevent terrorist threats, hostage-taking, especially in crowded places. Specialists in the field of anti-terrorist profiling monitor the situation during mass events, identifying and neutralizing potentially dangerous participants.

4. Aviation. Allows you to ensure the safety of air travel for citizens. To do this, profiling specialists have developed algorithms for observation, inspection and interrogation for persons who are screened before departure. This makes it possible to identify potentially dangerous passengers and exclude substances prohibited from being transported on board.

5. Research profiling- a rapidly developing scientific direction, which is constantly supplemented by modern scientific theories and facts. A large number of studies are devoted to technologies for reading emotions and remote lie detection. Thanks to this, today profiling tools are used not only by intelligence officers, but also by security departments of commercial organizations.

6. Typological. The main task of this type of profiling is to create practical psychotypologies necessary to quickly determine the type of a person and his main personal qualities and, based on this, create the most likely behavioral models of his actions in situations of interest.

7. Psychotechnological. Such profiling is used by specialists who use NLP methods (neuro-linguistic programming) to understand the basic irrational beliefs of a person, his individual characteristics in communication, professional, family and social life. Psychotechnological profiling also develops ways to correct these features and create the necessary new beliefs and interaction strategies.

8. Transport profiling is responsible for the safety of transport infrastructure facilities, prevents illegal acts of passengers and attendants of trains, buses, as well as in the areas of stations, platforms, and parking lots.

9. Hotel profiling studies the features of intercultural and interethnic communication and perception, as well as the features of the subjective perception of service and hospitality by different peoples and cultures.

10. Business Profiling applies profiling techniques and technologies in everyday business communications and negotiations for the tasks of operational psychodiagnostics of a negotiating partner and faster and better search for joint interest and business benefits, while toolless lie detection technologies make it possible to reliably determine the sincerity of the declared intentions of partners and ensure the transparency of negotiations and interactions.

11. Personnel profiling is used in the course of recruitment and work with personnel by HR managers, who, using profiling, can conduct not only primary screening and evaluation of candidates, but also understand the individual and professional characteristics of employees for their more complete implementation as part of the company's HR strategy.

12. Bank profiling creates technologies for banking scoring and banking risk assessment. It is used to reduce the risk of loss when lending to individuals and legal entities. Bank profiling is based on audit and business methodology. An employee with profiling skills calculates the risks of non-repayment of loan funds when applying or after an interview with a prospective borrower.

13. Insurance profiling helps to identify fraudsters and expose schemes aimed at obtaining illegal benefits at the time of contacting the insurance company or upon the occurrence of an insured event.

Profiling continues to evolve. SearchInform is actively developing security profiling areas, especially in the field of information security, and is the undisputed leader in this area. The module created by the company within the framework of the DLP system is the world's first automated solution for assessing personnel and information security risks associated with an employee.
It also provides specialized training for corporate security teams on the use of the most modern and practical profiling tools, which allows them to be even more effective in their daily professional activities.