Liespotting_Proven Techniques to Detect Deception

by Pamela Meyer

  6. Charles Darwin, The Expression of the Emotions in Man and Animals 3rd ed. (New York: Oxford University Press, 1998), 32–33. (Originally published 1872.)

  7. Ekman discusses illustrating gestures in Telling Lies (New York: W. W. Norton, 2001), 104–109. Also see D. B. Buller and R. K. Aune, “Nonverbal Cues to Deception Among Intimates, Friends and Strangers,” Journal of Nonverbal Behavior 11 (1987): 269–290; Vrij, Detecting Lies and Deceit (Chichester, En gland: John Wiley & Sons, 2000), 38. In addition, Joe Navarro, “A Four-Domain Model for Detecting Deception: An Alternative Paradigm for Interviewing,” FBI Bulletin, June 2003, citing Mark L. Knapp and Judith A. Hall, Nonverbal Communication in Human Interaction, 3rd ed. (Orlando, Fla.: Harcourt Brace Jovanovich, 1997), 320.

  8. John Reid & Associates, interviewing and interrogation training manual. Also Vrij, Detecting Lies and Deceit, 32–41; Jeffrey Krivis and Mariam Zadeh, “Hunting for Deception in Mediation—Winning Cases by Understanding Body Language,” Mediate.com, June 2006, http://www.mediate.com/articles/krivis17.cfm. Buller and Aune, “Nonverbal Cues to Deception,” 269–290; Paul Ekman and Wallace Friesen, “Detecting Deception from the Body or Face,” Journal of Personality and Social Psychology 29 (1974): 288–298; Henry D. O’Hair, Michael J. Cody, and Margaret L. McLaughlin, “Prepared Lies, Spontaneous Lies, Machiavellianism, and Nonverbal Communication,” Human Communication Research 7, no. 4 (Summer 1981): 325–39.

  9. L. F. Lowenstein, PhD, “Recent Research into Deception and Lying Behaviour, Part I,” Southern En gland Psychological services, http://www.xproexperts.co.uk/newsletters/may08/Lowenstein%20Article%201.pdf.

  10. Ekman, Telling Lies, 101–104.

  11. John Hayes, Interpersonal Skills: Goal-Directed Behavior at Work (New York: Taylor & Francis, 1994), 43.

  12. Ekman, Telling Lies, 102.

  13. Hayes, Interpersonal Skills, 43.

  14. Ibid., 43–44.

  15. http://www.blifaloo.com/info/flirting-body-language.php.

  16. Ekman, Telling Lies, 85.

  17. Allan and Barbara Pease, The Definitive Book of Body Language (New York: Bantam, 2006).

  CHAPTER FIVE: LISTENING TO THE WORDS

  1. Christopher Quinn, “Technique Sets the Truth Free,” Orlando Sentinel, September 23, 1991, per LSA Laboratory for Scientific Interrogation, Inc., http://www.lsiscan.com/id36.htm.

  2. Par Anders Granhag, ed., The Detection of Deception in Forensic Contexts (Cambridge, En gland: Cambridge University Press, 2004), 292.

  3. Ibid., 17.

  4. http://www.reid.com/educational_info/r_tips.html?serial=321090725620686.

  5. http://waswatching.com/2009/02/11/lie-to-me-the-a-rod-episode/.

  6. “Rodriquez, Sorry and Deeply Regretful.” Podcast at http://sports.espn.go.com/mlb/news/story?id=3895281.

  7. http://waswatching.com/2009/02/11/lie-to-me-the-a-rod-episode/.

  8. John Reid & Associates, interviewing and interrogation training manual; provides general categories and specific examples of potentially deceptive verbal behaviors.

  9. http://thinkexist.com/quotes/minna_antrim/.

  10. John Reid & Associates interviewing and interrogation training manual, 45.

  11. http://www.statementanalysis.com/speterson/.

  12. http://www.washingtonpost.com/wp-srv/politics/special/clinton/stories/whatclinton-said.htm#Speech. Also, Julian Guthrie, “The Lie Detective: S.F. Psychologist Has Made a Science of Reading Facial Expressions,” San Francisco Chronicle, September 16, 2002, http://www.stat.cmu.edu/~fienberg/Polygraph_News/SFChronicle-9-16-02-Eckman.html.

  13. Michael Erard, Um—Slips, Stumbles, and Verbal Blunders, and What They Mean (New York: Random House, 2008), 71.

  14. http://www.statementanalysis.com/language/.

  15. Vrij, Detecting Lies and Deceit (Chichester, En gland: John Wiley & Sons, 2000), 107–108, presents a review of twenty-eight studies on verbal indicators of deception. The review shows eight of the ten studies dealing with “self-references” found that this verbal characteristic occurs less often in deception than in truth-telling. Studies cited by Vrij on “overgeneralized answers” also finds them to be more common in deception than truth-telling.

  16. Ibid., 32. In a review of literature on actual nonverbal indicators of deception, Vrij found that “liars tend to have a higher-pitched voice than truth-tellers,” but the difference may be very small and detectable only with sophisticated equipment. In addition, recent studies have shown that higher pitch is correlated with deception only in interactive contexts (conversation); it is not correlated with lying in noninteractive (interrogation) contexts. DePaulo et al., “Cues to Deception,” Psychological Bulletin 129, no. 1 (2003): 74–118.

  17. Vrij, Detecting Lies and Deceit, 33. The John Reid & Associates interviewing and interrogation training manual also discusses hesitations and latency in the context of interviews as a behavior indicative of deception. See also a mention in this popular account: http://www.popsci.com/popsci/printerfriendly/medicine/1080c4522fa84010vgnvcm1000004eecbccdrcrd.html.

  18. Vrij, Detecting Lies and Deceit, 33. Also, the John Reid & Associates interviewing and interrogation training manual.

  19. Tony Lesce, “SCAN: Deception Detection by Scientific Content Analysis,” Law and Order 38, no. 8 (1990), http://www.lsiscan.com/id37.htm. Also, Marcia Johnson and Carole Raye, “Reality Monitoring,” Psychological Review 88, no. 1 (January 1981): 67–85, and Johnson and Raye, “False Memories and Confabulation,” Trends in Cognitive Sciences 2 (April 1998): 137–145. Also see Vrij, Detecting Lies and Deceit, 157–165.

  20. Susan H. Adams and John P. Jarvis, “Indicators of Veracity and Deception: An Analysis of Written Statements Made to Police,” The International Journal of Speech, Language, and the Law 13, no. 1 (2006): 6.

  21. Adams and Jarvis, “Indicators of Veracity and Deception,” 15.

  22. Johnson and Raye, “Reality Monitoring,” 67–85; also, Johnson and Raye, “False Memories and Confabulation,” 137–145. The roots of reality monitoring were not related to deception, but the more general idea that memories of real experiences are obtained through perception and contain visual details, smells, tastes, contextual information about where and when an event took place, and affective details about how someone felt during an event. Whereas an imagined memory is usually derived from an internal source and thus likely to contain thoughts and reasonings but be less vivid or concrete in details. See also Vrij, Detecting Lies and Deceit, 157–165.

  CHAPTER SIX: THE BASIC INTERVIEW METHOD

  1. http://www.reid.com/educational_info/r_tips.html?serial=12517299181743878.

  CHAPTER SEVEN: LIESPOTTING FOR HIGH STAKES

  1. Anne E. Tenbrunsel, “Misrepresentation and Expectations of Misrepresentation in an Ethical Dilemma: The Role of Incentives and Temptation.” Academy of Management Journal 41, no. 3 (June 1998): 330–339.

  2. Tenbrunsel, “Misrepresentation and Expectations of Misrepresentation,” per Maurice Schweitzer, “Deception in Negotiations,” in Wharton on Making Decisions, eds. Stephen J. Hoch and Howard C. Kunreuther (Hoboken, N.J.: John Wiley & Sons, 2001), 193.

  3. Paul Ekman, Telling Lies (New York: W. W. Norton, 2001), 67.

  4. Michael Mercer, “3 Ways to Catch Job Applicants Who Lie to You,” American Chronicle, August 15, 2008.

  5. T. Carson, “Second Thoughts About Bluffing,” in Business Ethics Quarterly 3, no. 4 (1993), per Schweitzer, “Deception in Negotiations,” 193.

  6. Maurice Schweitzer, with John Hershey and Eric Bradlow, “Promises and Lies: Restoring Violated Trust,” Organizational Behavior and Human Decision Processes 101, no. 1 (2006): 1–19. This study involved a money game where 262 participants were paired and either passed or kept money over seven rounds, with one half of the participants controlling the amounts shared. Summary of study and findings at: http://knowledge.wharton.upenn.edu/article.cfm?articleid=1532.

  7. “How Deception, Reputation and E-mail Can Affect Your Negotiating Strategy,” Knowledge @ Wha
rton, 2001, http://knowledge.wharton.upenn.edu/article.cfm?articleid=367.

  8. Ibid.

  9. Schweitzer, “Deception in Negotiations,” 199, and Schweitzer, with R. Croson, “Curtailing Deception: The Impact of Direct Questions on Lies and Omissions,” International Journal of Conflict Management, 10, no. 3, 1999: 225–248.

  10. Ingrid Smithey Fulmer, Bruce Barry, and D. Adam Long, “Lying and Smiling: Informational and Emotional Deception in Negotiation,” Journal of Business Ethics 88, no. 4 (September 2009), 694. Fulmer et. al cite K. M. O’Connor and P. Carnevale, “A Nasty but Effective Negotiation Strategy: Misrepresentation of a Common-Value Issue,” Personality and Social Psychology Bulletin 23, no. 5 (May 1997): 504–515; and Schweitzer and Croson, “Curtailing Deception.”

  11. Ekman, Telling Lies, 28–31.

  12. Robert S. Adler, “Negotiating with Liars,” Sloan Management Review 48, no. 4 (Summer 2007): 70.

  13. Ekman, Telling Lies, 31, 43–49.

  14. Adler, “Negotiating with Liars,” 69. Adler cites G. R. Shell, “When Is It Legal to Lie in Negotiations?,” MIT Sloan Management Review 43, no. 1 (Spring 1991): 93–101.

  15. “Promises, Lies and Apologies: Is It Possible to Restore Trust?” July 2006, http://knowledge.wharton.upenn.edu/article.cfm?articleid=1532.

  16. Bella DePaulo, Deborah Kashy, Susan Kirkendol, and Melissa Wyer, “Lying in Everyday Life,” Journal of Personality and Social Psychology 70, no. 5 (1996): 979–995; Aldert Vrij, “Gender Differences in Self-oriented and Other-oriented Lies,” Also, B. M. DePaulo, J. A. Epstein, and M. M. Wyer, “Sex Differences in Lying: How Women and Men Deal with the Dilemma of Deceit,” in Lying and Deception in Everyday Life, Michael Lewis and C. Saarni eds. (New York: Guilford Press, 1993), 126–147.

  17. Bella DePaulo, Matthew Ansfield, Susan Kirkendol, and Joseph Boden, “Serious Lies,” Basic and Applied Social Psychology 26, nos. 2 and 3 (2004): 147–167.

  18. http://www.womendontask.com/stats.html.

  19. United States Department of Labor: http://www.bls.gov/bls/cpswomendata.htm.

  20. http://www.womendontask.com/stats.html.

  21. 2007 American Community Survey, http://www.census.gov/Press-Release/www/releases/archives/income_wealth/012528.html.

  22. http://www.womendontask.com/stats.html.

  23. M. E. Schweitzer, L. A. DeChurch, and D. E. Gibson, “Conflict Frames and the Use of Deception: Are Competitive Negotiators Less Ethical?,” Journal of Applied Social Psychology 35 (2005), per Fulmer et al., “Lying and Smiling,” 692.

  24. Interview by Stephanie Land with Jeffrey Harper, psychotherapist, September 2009.

  25. Roger Fisher and William Ury, Getting to Yes: Negotiating Agreement Without Giving In, (New York: Penguin Books, 1991), 11–12.

  26. Adler, Negotiating with Liars, 70

  27. R. J. Anton, “Drawing the Line: An Exploratory Test of Ethical Behavior in Negotiation,” International Journal of Conflict Management 1 (1990): 265–280, per Fulmer et. al, “Lying and Smiling,” 704.

  28. Interview with Bruce Barry, PhD, professor of management and sociology at Vanderbilt University, October 2009.

  29. O’Connor and Carnevale, “Nasty but Effective Negotiation Strategy,” 504–515, per Schweitzer, “Deception in Negotiations,” 189.

  30. Ibid., 193, which references an earlier Schweitzer paper, with Christopher Hsee, “Stretching the Truth: Elastic Justification and Motivated Communication of Uncertain Information,” Journal of Risk and Uncertainty, 25, vol. 2 (2002): 185–201.

  31. Ibid., 190.

  32. Adler, “Negotiating with Liars,” 73.

  33. Mark Frank and Paul Ekman, “The Ability to Detect Deceit Generalizes Across Different Types of High-stake Lies,” Journal of Personality and Social Psychology 72, no. 6, (1997): 1436.

  34. Adler, “Negotiating with Liars,” 73.

  35. Ibid.

  36. Jeffrey Kluger, “Pumping Up Your Past,” Time, June 2, 2002, http://www.time.com/time/magazine/article/0,9171,1101020610-257116,00.html.

  37. W. P. Robinson, A. Shepherd, and J. Heywood, “Truth, Equivocation, Concealment, and Lies in Job Applications and Doctor-Patient Communication,” Journal of Language and Social Psychology 17, no. 2 (1998): 149–64.

  38. Kluger, “Pumping Up Your Past.” Survey done in September 2001 by Christian & Timbers, one of the nation’s top ten executive-search firms, involving résumés submitted for five hundred executive searches. For more about the survey: http://www.informationweek.com/story/showArticle.jhtml?articleID=6500746.

  39. Room for Debate, “Older Workers and Their Rights,” New York Times, October 6, 2009, http://roomfordebate.blogs.nytimes.com/2009/10/06/older-workers-and-their-rights/.

  40. Kate DuBose Tomassi, “Most Common Résumé Lies,” Forbes.com, 2006, http://www.forbes.com/2006/05/20/resume-lies-work_cx_kdt_06work_0523lies.html.

  41. As reported in March 2006 on the Web site of background screening company Kroll/InfoLink Screening services, based on all its applicants during the 2005 year: http://www.infolinkscreening.com/InfoLink/Resources/Articles/Inaccurate_or_Exaggerated_Resumes.aspx.

  42. http://web.mit.edu/newsoffice/2007/admissions-jones.html.

  43. http://www.und.com/sports/m-footbl/spec-rel/121401aab.html.

  44. Daniel Gross, “School Lies,” Slate, 2002, http://www.slate.com/?id=2072961.

  45. John E. Reid and Associates Inc., Chicago, 2000, DVD: Hiring the Best (study of police candidates undertaken internally and published in the DVD).

  CHAPTER EIGHT: THE DECEPTION AUDIT

  1. Amy Lyman, “Creating Trust: It’s Worth the Effort,” Great Place to Work Institute, 2008, http://resources.greatplacetowork.com/article/pdf/creating_trust-it’s_worth_the_effort.pdf.

  2. Mark deTurck, “Training Observers to Detect Spontaneous Deception: Effects of Gender,” Communication Reports 4 (Summer 1991): 81–89; also K. Fiedler and I. Walka, “Training Lie Detectors to Use Nonverbal Cues Instead of Global Heuristics,” Human Communication Research 20 (December 1993): 199–223; and Mark G. Frank and Thomas Hugh Feeley, “To Catch a Liar: Challenges for Research in Lie Detection Training,” Journal of Applied Communication Research, 31, no. 1 (February 2003): 58–75, http://www.informaworld.com/smpp/content~content=a713770973~db=all.

  3. Robin Marantz Henig, “Looking for the Lie,” New York Times, February 5, 2006.

  4. Lyman, “Creating Trust.”

  5. Alex Edmans, “Does the Stock Market Fully Value Intangibles? Employee Satisfaction and Equity Prices” (August 12, 2009), http://papers.ssrn.com/sol3/papers.cfm?abstract_id=985735.

  6. Association of Certified Fraud Examiners, “2008 Report to the Nation on Occupational Fraud and Abuse,” 4, http://www.acfe.com/documents/2008-rttn.pdf.

  7. Alison Sander (Globalization Topic Adviser, Boston Consulting Group), interview with the author, November 2009. Also, Francis Fukuyama, Trust: The Social Virtues and the Creation of Prosperity (New York: Simon & Schuster, 1995), 151, 278.

  8. Association of Certified Fraud Examiners, “2008 Report to the Nation,” 4–5.

  9. http://fringehog.com/2008/02/17/lift-08-genevieve-bell-and-the-arms-race-of-digital-deception.

  10. Ibid.

  11. These checklists were compiled with material from the following sources:

  http://www.securityfocus.com/infocus/1697

  http://www.businesscontingency.com/seven.php

  http://www.securitypronews.com/2003/1120.html

  http://www.sox.com/dsp_getFeaturesDetails.cfm?CID=2557

  http://www.computerworld.com/s/article/91587/A_business_continuity_checklist

  http://ptgmedia.pearsoncmg.com/images/art_fiorefrancois1_doz/elementLinks/dozenlst.pdf.

  12. Chip Heath, Richard P. Larrick, and George Wu, “Goals as Reference Points,” Cognitive Psychology 38 (1999), 79–109; Maurice Schweitzer, “Deception in Negotiations,” in Wharton on Making Decisions, eds. Stephen J. Hoch and Howard C. Kunreuther (Hoboken, N.J.: John Wiley & Son, 2001), 199.

>   13. Schweitzer, “Deception in Negotiations,” 189.

  14. Julia Flynn with Christina delValle, “Did Sears Take Other Customers for a Ride?,” Business Week, August 3, 1992.

  15. Ibid.

  16. Lyman, “Creating Trust,” 2.

  CHAPTER NINE: BUILDING YOUR BRAIN TRUST

  1. Joe Vitale and Joe Hibbler, Meet and Grow Rich (Hoboken, N.J.: John Wiley & Sons, 2006), 3–6.

  2. Ibid., 5. The book also mentions a Mr. McCullough, owner of the Parmalee Express Company, but that information could not be confirmed.

  3. Questions adapted from Saj-nicole A. Joni, “The Geography of Trust,” Harvard Business Review, March 2004, 3.

  4. Joni, “Geography of Trust,” 2.

  5. Rosanne Badowski, with Roger Gittines, Managing Up: How to Forge an Effective Relationship with Those Above You (New York: Currency, 2003), xi–x.

  6. http://thecreativelawyer.typepad.com/the_creative_lawyer/2008/03/twenty-five-way.html.

  7. Kerry J. Sulkowicz, “Worse Than Enemies,” Harvard Business Review, February 2004, 2.

  8. Adapted from a list by Michael Melcher that appeared in “A Zagat-Style Approach to Your Career,” by Marci Alboher, New York Times, October 2007.

  9. Alboher, “A Zagat-Style Approach to Your Career.”

  10. Jim Collins, “Looking out for Number One,” June 1996, http://www.jimcollins.com/article_topics/articles/looking-out.html.

  11. Charles H. Green, “The Business Case for Trust,” http://trustedadvisor.com/cgreen.articles/25/The-Business-Case-For-Trust.

  ACKNOWLEDGMENTS

  This book was written with the help of a team of brilliant, hardworking researchers, writers, and editors. In particular, Stephanie Land spent long hours helping to shape, edit, and sharpen its focus. She was a delight to work with and is an extraordinary talent. Ann Hodgman also contributed substantially with her wit, deep research, interviewing skills, and editorial smarts. Mark Malseed and Eric Hundman, both key members of the original Liespotting research team, have served as Liespotting’s original thought leaders, compiling research, reviewing studies, collecting data, rejecting bad ideas, and contributing good ones. I am very grateful for their good-spirited contribution to this book, and I am so very fortunate to have worked with such a talented team.