MICE to RASCLS = What is it?
It's the framework created for the CIA by Robert Cialdini.
Yes, the Robert Cialdini. The same guy who wrote the Art of Persuasion.
You can DL the document from here: MICE TO RASCLS
M= Money
I= Ideology
C= Coercion/Compromise
E= Ego
R= Reciprocity
A= Authority
S= Scarcity
C = Commitment and Consistency
L = Liking
S = Social Proof
The document starts something like this:
Rethinking an Old Approach
An Alternative Framework for Agent Recruitment:
From MICE to RASCLS
By: Randy Burkett
17 pages
Studies in Intelligence Vol. 57, No. 1 (Extracts, March 2013)
All statements of fact, opinion, or analysis expressed in this article are those of the author. Nothing in the article should be construed as asserting or implying US government endorsement of its factual statements and interpretations.
"Today’s [agent]
recruiters must learn and
use the significant
breakthroughs in
understanding of human
motivations and the
means for influencing
them that have occurred
since the early 1980s."
OSS Steps to Recruitment:
• Survey the locality: state of local opinion, industry, and occupations.
• Consider the types of spies needed—insiders, specialists, cutouts, accommodation addresses, couriers, collectors of imported material, stores of material, headquarters,
women.
•Survey potential agents
—It is from ranks of an informant service that first recruits are most likely to be drawn (emphasis added)—many of the remainder will be indicated by the same means.
•Put quality first
—a bad agent will jeopardize an organization. Get full information about a potential agent before approaching him e.g. interests, weaknesses, character,
religion, politics, nationality, etc.
•Approach to potential agents—Get to know your man.
•Self-introduction
•Introduction by mutual friend
•Coming down to business
—Change your line of appeal to suit the case, e.g. for a priest, based on religious grounds, etc.
•Let any concrete suggestions come from him in the first stages.
•Test reactions thoroughly before coming out into the open.
•Sound by half-suggestions.
•Leave yourself a way out in the event of refusal.
•From the first give him an impression that we are part of a powerful and well organized body
—prestige counts heavily.
• DO NOT TRY TO BUY PEOPLE (emphasis in original)