Dance had assessed that though Cobb displayed some anger he was primarily in the denial state—such subjects are very quick to plead memory problems and to blame the interrogator for misunderstandings. The best way to break down a subject in denial is to do what Dance had just done—it’s known as “attacking on the facts.” With an extrovert you slam home weaknesses and contradictions in their stories one after another until their defenses are shattered.

“Ari, you got off work at seven-thirty and went to Hanover’s. We know that. You were there for about an hour and a half. After that you walked two blocks out of your way to Cedar Street. You know Cedar real well because you go there to pick up hookers. Last night between nine and nine thirty, one of them stopped her car near the alley. You negotiated a price and paid her. You got into the car with her. You got out of the car around ten fifteen or so. That’s when you dropped the money by the curb, probably checking your cell phone to see if your wife had called or getting a little extra cash for a tip. Meanwhile, the killer had pulled into the alley and you noticed it and saw something. What? What did you see?”

“No . . .”

“Yes,” Dance said evenly. She stared at him and said nothing more.

Finally his head lowered and his legs uncrossed. His lip was trembling. He wasn’t confessing but she’d moved him up a step in the chain of stress response states—from denial to bargaining. Now Dance had to change tack. She had both to offer sympathy and to give him a way to save face. Even the most cooperative subjects in the bargaining state will continue to lie or stonewall if you don’t leave them some dignity and a way to escape the worst consequences of what they’ve done.

She pulled her glasses off and sat back. “Look, Ari, we don’t want to ruin your life. You got scared. It’s understandable. But this is a very dangerous man we’re trying to stop. He’s killed two people and he may be going to kill some more. If you can help us find him, what we’ve learned about you here today doesn’t have to come out in public. No subpoenas, no calls to your wife or boss.”

Dance glanced at Detective Baker, who said, “That’s absolutely right.”

Cobb sighed. Eyes on the floor, he muttered, “Fuck. It was three hundred goddamn dollars. Why the hell did I go back there this morning?”

Greed and stupidity, though Kathryn Dance. But she said kindly, “We all make mistakes.”

A hesitation. Then he sighed again. “See, this’s the crazy thing. It wasn’t much—what I saw, I mean. You’re probably not going to believe me. I hardly saw anything. I didn’t even see a person.”

“If you’re honest with us we’ll believe you. Go on.”

“It was about ten-thirty, a little after. After I got out of the . . . girl’s car I started to walk to the subway. You’re right. I stopped and pulled my cell phone out of my pocket. I turned it on to check messages. That’s when the money fell out, I guess. It was at the alley. I glanced down it and saw some taillights at the end.”