Feeling. ◦ Attempting to conceal or falsely portray emotion. ◦ Most signs can be
contained but not controlled. Dr. Paul Ekman in "Telling Lies: Clues to Deceit in.
Cadet Stephen Koshansky West Point Negotiation Project Fellow
Background Information Basic Lie Detection Theory Process for reading body language and detecting deceit Collaborative analysis Advice for negotiating in a tactical setting
Two major reasons Thinking ◦ Liars do not always anticipate when they will need to lie ◦ Failures in anticipating when it will be necessary to lie, in inventing a line to react to changing circumstances, or remembering the line one has adopted all produce easily spotted clues to deceit
Feeling ◦ Attempting to conceal or falsely portray emotion ◦ Most signs can be contained but not controlled
Dr. Paul Ekman in "Telling Lies: Clues to Deceit in the Marketplace, Politics, and Marriage"
The subconscious mind acts independently from our deliberate actions and speech Human nature requires that emotions are suppressed when attempting to deceive The more at stake, the harder these physiological signs are to conceal In the process of concealing emotions or inventing lies, the body will reveal subtle signs
Dr. Paul Ekman in "Telling Lies: Clues to Deceit in the Marketplace, Politics, and Marriage"
The process of developing a basic understanding of a person’s normal body language The process and what to look for: How expressive a person is overall What emotions does this person normally express Are the expressions macro or subtle Reserved or unreserved Smooth or abrupt Appropriate or inappropriate Dr. David Matsumoto of Humintell
Visible leakages of emotion Noticeable departures from baseline behavior Worsen as the individual is questioned and forced to repeatedly lie Incongruencies between behavior and speech
Dr. David Matsumoto of Humintell
Change in expression on the face A particular movement of the body Change in inflection of the voice Swallowing in the throat A very deep or very shallow breath Long pauses between words A slip of the tongue A micro facial expression A gestural slip or emblem Dr. Paul Ekman in "Telling Lies: Clues to Deceit in the Marketplace, Politics, and Marriage"
The mouth cover o Hand covers the mouth as the brain subconsciously instructs it to try to suppress the deceitful words that are being said
The Definitive Book on Body Language. Allan & Barbara Pease
The Nose Touch ◦ When you lie, chemicals known as catecholamines are released, causing the tissue in the nose to swell ◦ Increase blood pressure inflates the nose and causes the nerve endings in the nose to tingle ◦ The “Pinocchio Effect” ◦ Very important that this clue is read in clusters and in context The Definitive Book on Body Language. Allan & Barbara Pease
The eye rub ◦ Brain’s attempt to block out the deceit, doubt, or distasteful things it sees ◦ Brain’s way of subtly avoiding having to look at the person who is being lied to ◦ “See no evil”
The Definitive Book on Body Language. Allan & Barbara Pease
Questions you may want to think about What are some environmental factors the might explain the person’s non-verbal behavior? Is this person acting strange because they are scared or intimidated? Does this person normally act this way? What do your instincts tell you?
Gather is much information as possible before making a judgment Avoid jumping to conclusions There is a danger in reading too far into what is observed It is not necessary to call someone who you think might be lying. Use your information discretely if possible. Should be used to develop a base of understanding between two parties and evaluate the level of the relationship
Establish a baseline of the other parties behavior Pay very close attention to the body language of the other party, especially in a cross-cultural negotiation Ask questions about interests, affiliations and intentions Look for hot-spots When you identify potential hot-spots, keep asking questions to draw out more leakage Observe, listen, and follow your instincts
Literature Ekman, Paul. Telling Lies: Clues to Deceit in the Marketplace, Politics and Marriage. Ekman, Paul. Matsumoto, David. Discussion on 23 February 2010. Pease. The Definitive Book on Body Language. Images http://sapientology.com/tag/microexpressions/ http://cache2.assetcache.net/xc/50379042.jpg?v=1&c=IWSAsset&k=2&d=E41C9F E5C4AA0A14940C885E97E770A0C4E9CF33C745F3466CD4C 21E52FABE9BB01E70F2B3269972
