Index
Note: Page numbers in italics indicate figures.
above-average syndrome, 67
action, requesting, as indirect confrontation strategy, 76
after-action reviews (AARs), 119–120
allusion as indirect confrontation strategy, 76
Amabile, Teresa, 101
American culture, evaluation of truth and deception in, 19
amygdala, snap judgments and, 55–56
anger, facial expression of, 30, 30
ankles, crossed, 45
anterior cingulate cortex, 69
appearance
impression management and, 93
of successful liars, 66
See also impression management
appropriate-behavior bias, 59–60
Ariely, Dan, 111
Association of Certified Fraud Examiners, 23, 154
attending to speakers, 115
attire of successful liars, 66
attitudes about greed, 17
attractiveness bias, 60
baby-face bias, 61
backstabbing, 13
Barings, 24
barriers
removing, impression management and, 98
torso shields as, 32–33, 34, 44
viewing nonverbal behavior and, 46
baseline
impression management and, 91–92
learning, stress detection and, 27–29
belief in God, likelihood of lying and, 110
believing liars. See trust
betrayal felt by recipient of lie, 22–23
biases
detecting deception and, 56–61
disguised, 68–69
impression management and, 92
big-brother effect, likelihood of lying and, 110–111
blame, avoiding placing, to reduce lying, 107–108
blanching, 39
blink rate, change in, 39
blushing, 39
body language. See nonverbal behavior
brain
gesturing and, 96
rejection and, 69
snap judgments and, 55–56
breathing, frequent or shallow, 43
“Brilliant but Cruel” (Amabile), 101
Broca’s area, gesturing and, 96
Burnside, Robert, 122
business impact, focusing on, whistleblowing and, 78–79
Canadian culture, conception of lying in, 19
career, destruction by lying, 21–22
career strategy, lying as part of, 15
Casasanto, Daniel, 61
categorizing people, trust and, 56–57
cathartic exhalation, 44
Center for Body Language, 1–2
changing the subject, 47
charm of successful liars, 65
childhood memories, likelihood of lying and, 110
Chinese culture, conception of lying in, 19
chronological order as verbal cue to lying, 49
Clairol advertising campaign, 63–64
clammy palms, 41
clarification, requesting, as indirect confrontation strategy, 77
“A Class Divided” (Frontline documentary), 58–59
collaboration, hindrance by withholding information, 23
collaborative leadership, 105
colleagues’ lies, 13–14
communication for reducing lying, 109
communication media, leanness/richness spectrum of, 51
competence, projecting, 92–101
compliance effect, 66
confessions, getting, 84–85
confidence
posture and, 95
projecting, 92–101
confirmation bias, 60
conflict, constructive, encouraging, 115–117
confronting liars
indirectly, 75–77, 80–81, 82, 85
consequences of dealing with liars, 73–74
consequences of lying, 20–24
stating to liar, 74
constructive conflict, encouraging, 115–117
contempt, facial expression of, 31, 31
context, impression management and, 91
convincing statements as verbal cue to lying, 49, 85
costs of fraud, 23
creativity, ability to lie and, 8
credentials, falsifying, 21–22
credibility, projecting, 92–101
credibility builders as verbal cue to lying, 48–49
credit, undue, taking, 12
Crockett, Joan, 122–123
crossed ankles, 45
culture
impression management and cultural biases and, 92
lying and, 17–19
organizational. See organizational culture
dealing with liars, 71–88
direct confrontation strategies for, 74–75, 82, 84, 85
doing nothing and, 86
getting confessions and, 84–85
indirect confrontation strategies for, 75–77, 80–81, 85
key questions to ask yourself and, 72–74
when the liar is your boss, 79–80
when the liar is you, 87–88
when the liar reports to you, 80–84
whistleblowing and, 77–79
deception, definition of, 6
Deceptive Interaction Task, 35
depersonalizing language as verbal cue to lying, 49
DeSteno, David, 33
detecting deception, 25–52
nonverbal cues for. See nonverbal behavior
skill for, 35–36
stress response and, 26–29
trust and. See trust
verbal cues for, 46–50
virtual lying and, 51–52
DHL, 113
Dilenschneider, Robert L., 122
direct confrontation of liars, 74–75, 82, 84, 85
disclaimers as verbal cue to lying, 48
disguised biases, 68–69
disgust, facial expression of, 31, 31
distancing behaviors, 44–45
distancing language as verbal cue to lying, 49
documentation
of direct confrontation of liars, 75
terminating a liar and, 83
when the liar is your boss, 80
whistleblowing and, 78
dominant-side bias, 61
doubt, expressing, as indirect confrontation strategy, 76
dress of successful liars, 66
dry mouth, 40
Edmondson, David, 22
Eisenberger, Naomi, 69
elaboration, unnecessary, 46
Elliot, June, 58–59
emotions
basic, facial expression of, 29–32
simulated, 32
stating, whistleblowing and, 79
empathy, balancing with power and status cues, 101
employees
compensation of, reducing lying and, 111–112
dealing with lying by, 80–84
expectations of, 112–113
helping to learn from failure, 119–120
tendency to lie about personal situations, 120–121
Enron, 24
evolutionary roots of lying, 6
exhalation, cathartic, 44
expectations of employees, 112–113
expense accounts, lying on, 13–14
extroversion, ability to lie and, 8
eye blocks, 39
eye contact
impression management and, 95–96
unusual, 38–39
eye movements
direction of, 38–39
lying and, 28–29
face touching, 33, 34
facial expressions
of basic emotions, 29–32, 30, 31
duration of, 31–32
mimicking, detecting deception and, 36
facial features, trust and, 54
failure
fear of consequences of, 119
helping team learn from, 119–120
lying to avoid admitting fallibility and, 12–13
faked facial expressions, 32, 40
fallibility, lying to avoid admitting, 12–13
false starts as verbal cue to lying, 47–48
falsifying credentials, 21–22
Fastow, Andrew, 24
fatigue of liar, detecting deception and, 45
favors done by successful liars, 65
fear
of consequences of failure, 119
facial expression of, 31, 31
fidgeting, 44
fillers
limiting, impression management and, 100–101
as verbal cue to lying, 49
Finneman, Tracy, 102–103
flattery by successful liars, 64
foot locks, 45
foot movements, 41
forward thinking as verbal cue to lying, 49
fraud
cost of, 23
crises caused by, 24
imposter syndrome and, 67–68
journalistic, 87
frequent liars, 9
gender
detecting deception and, 35–36
lying and, 16
gender bias, 61
gestures
clusters of, 33–35
cultural differences in, 18
hand, decreased, 42
impression management and, 96–97
open, 96–97
See also facial expressions; nonverbal behavior
GlaxoSmithKline, 65
glossing over the truth by senior leaders, 11
God, belief in, likelihood of lying and, 110
Goldwyn, Samuel, 115
grammatical errors as verbal cue to lying, 48
greed, attitude about, 17
guilt-trip statements as verbal cue to lying, 49
habitual liars, 9
halo effect, 65
hand gestures, decreased, 42
hands
clammy, 41
hidden, 42
steepling, 97
touching of, 33, 34
handshake, impression management and, 100
health impact of lying, 21
hesitations
limiting, impression management and, 100–101
as verbal cue to lying, 49
hidden hands, 42
high-context cultures, 17–18, 19
higher-authority ploy, 80
hoarding information, 14
honesty
expectation of, 59
of leaders, reducing lying and, 107, 112
on video, 51–52
honor codes, likelihood of lying and, 111
Imagine: How Creativity Works (Lehrer), 87
impact of lies, 9–10
Implicit Association Test (IAT), 57
imposter syndrome, 67–68
impression management, 89–103
manipulativeness of, 101–103
projecting confidence, competence, and credibility and, 92–101
reasons for misinterpretations by others, 90–92
inadvertent truth as verbal cue to lying, 59
indirect confrontation of liars, 75–77, 80–81, 82, 85
industries, impact of lying on, 23–24
information hoarding, 14
ingroup/outgroup bias, 58–59
inquiring. See questions
intelligence, ability to lie and, 8
Japanese culture, 18
job performance
embellishing, 21–22
lying to cover up, 15
job strategy, lying as part of, 15
joy, facial expression of, 30, 30
Kaplan Thaler, Linda, 117, 118
kickbacks, 65
knowledge sharing, 105
Korean culture, evaluation of truth and deception in, 19
Kouzes, James, 111–112
laughter, nervous, 42
Lay, Kenneth, 24
leaders
alignment of words with actions and body language of, 114–115
collaborative leadership and, 105
encouragement of constructive conflict by, 115–117
expectations of employees, 112–113
honest, reducing lying by having, 107, 112
lies from, 10–11
overall mission and strategic plan and, 114
self-disclosure by, 121–123
The Leadership Challenge (Kouzes and Posner), 111–112
leaning away, 33, 34
leaning forward, 45
Leeson, Nick, 24
Lehman Brothers, 24
Lehrer, Jonah, 87
liars, development of, 6–9
lie detection software, 28–29
lies, definition of, 6
limbic brain, 55–56
lip retraction, 40
listening, watching simultaneously and, 46
Livingstone Smith, David, 6, 66
Livingston, J. Sterling, 113
“loaded” questions as indirect confrontation strategy, 75–76
lying
cultural concepts of, 19
definition of, 6
Lynch, Charles A., 113–114, 116–117
managers’ lies, 12–13
common types of, 12–13
dealing with, 79–80
higher-authority ploy and, 80
manipulativeness
of impression management, 101–103
lying and, 8
Market Value Partners Company, 113
meetings, lying to control time and, 15
memories, childhood, likelihood of lying and, 110
memory, ability to lie and, 8
men, lying by, 16
mental health and lying, 21
Method acting, 94–95
microexpressions, 31–32
mimicking/mirroring
to avoid rejection, 69–70
detecting deception and, 36
impression management and, 98
by successful liars, 62–63
misinforming, 14
misinterpretations by others, avoiding. See impression management
mission, agreement on, 114
modifiers as verbal cue to lying, 48
moral codes, likelihood of lying and, 111
motivated reasoning, 66–67
motivation to deceive, detecting deception and, 45
mouth
touching of, 40–41
under- or overproduction of saliva and, 40
movements
of feet, 41
minimizing, impression management and, 100
See also eye movements
Nass, Clifford, 61
nervous gestures, reducing, impression management and, 98–99
nervous laughter, 42
niceness, 117–118
nonverbal behavior
alignment of words with actions and, 29, 114–115
basic emotions and, 29–32
clusters of, 33–35
context and, 32–33
cultural differences in, 18
fatigue of liar and, 45
gesture clusters and, 33–35
impression management and. See impression management
incongruence of verbal behavior with, 29
learning a person’s baseline and, 27–29
limitations for detecting deception, 36–37
mimicking. See mimicking/mirroring
motivation to deceive and, 45
tells for spotting lying and, 38–45
“telltale four” signals associated with lying and, 33
timing of gestures and words and, 44
visibility of person and, 46
watching and listening simultaneously and, 46
nose touching, 40
objectives, understanding of, 114
occasional liars, 9
O’Leary, George, 22
omission, lies of
hindrance of collaboration by, 23
by senior leaders, 11
one-word questions as indirect confrontation strategy, 76
open gestures, 96–97
organizational culture
encouraging lying, productivity and profits and, 23
observation of, 118–119
other-oriented lying, gender and, 16
overformality as verbal cue to lying, 48
paralinguistic signals, 41
pathological liars, 9
pay, reducing lying and, 111–112
personality, ability to lie and, 8
personal situations, employees’ tendency to lie about, 120–121
pervasiveness of lying, 5–6, 14
physical health and lying, 21
policies
creating liars, eliminating, 108
following, whistleblowing and, 78
about liars, fair and equitable, 108–109
Polykoff, Shirley, 63–64
positive spin by senior leaders, 11
Posner, Barry, 111–112
posture
confidence and, 95
impression management and, 93, 95, 98
power cues
balancing with warmth and empathy, 101
See also impression management
power pose, 95
procedures, following, whistle-blowing and, 78
productivity, weakening due to lying, 23
profession, ability to lie and, 8–9
profits, decline due to lying, 23
promises, failing to keep, 12
Publicis Kaplan Thaler, 117
pupil dilation, 39
“Pygmalion in Management” (Livingston), 113
qualifiers as verbal cue to lying, 48
quasi-denials, 47
questions
final, as indirect confrontation strategy, 77
inquiries as indirect confrontation strategy and, 75
“loaded,” as indirect confrontation strategy, 75–76
one-word, as indirect confrontation strategy, 76
open-ended, for dealing with liars, 82
reasons for lying, 7–8, 14–15, 87
reasons for trust, 53–55
reciprocity, 65
reducing lying, 105–126
questions to ask yourself for, 112–124
research on, 110–112
strategy for, 124–125
suggestions for, 107–109
trust and, 105–106
rejection, self-deception and, 69–70
repetition as verbal cue to lying, 47–48
reporting liars, strategies for, 77–79
reputation, destruction by lying, 21
response time, length of, 45
responsibility, avoiding, 12
résumé, embellishing, 21–22
Roberts, Margaret Hilda, 94
sadness, facial expression of, 30, 30
Saga Corporation, 113
saliva, under- or overproduction of, 40
selective wording as verbal cue to lying, 47
self-centered lying, gender and, 16
self-deception, 66–70
above-average syndrome and, 67
difficulty of hearing whole truth and, 70
disguised biases and, 68–69
imposter syndrome and, 67–68
increase in, with deceiving others, 21
rejection and, 69–70
unconscious self-interest and, 66–67
self-disclosure by leaders, 121–123
self-interest, unconscious, 66–67
selfishness, damage done by lying and, 20
self-pacifying gestures
reducing, impression management and, 98–99
as tell for lying, 42, 43
senior leaders. See leaders
shoulder shrugs, partial, 44
silence as indirect confrontation strategy, 77
situation, stating, as indirect confrontation strategy, 76
skill
for detecting deception, 35–36
required for lying, 6–7
Skilling, Jeffrey, 24
smiling
fake, 40
fleeting, after untruthful statements, 40
impression management and, 99
snap judgments, 55–56
social lies, stress response and, 26
socioeconomic class and lying, 16–17
softeners as verbal cue to lying, 48
solutions, focus on finding, to reduce lying, 107–108
speech rate
impression management and, 94
slowing of, lying and, 41
spin, positive, by senior leaders, 11
stalling as verbal cue to lying, 47
stance, impression management and, 93
Stanislavski, Constantin, 95
status cues
balancing with warmth and empathy, 101
See also impression management
steepling, 97
stillness
impression management and, 99
unusual, 41–42
Strasberg, Lee, 94–95
strategic plan, agreement on, 114
stress detection, 26–35
learning a person’s baseline and, 27–29
stress response triggered by lying and, 26–27
stress management, 97
subject, changing, 47
subliminal cues, trust and, 54–55
successful liars, techniques of, 62–66
superiority, illusion of, 67
supervisees. See employees
supervisors’ lies. See managers’ lies
support, whistleblowing and, 78
surprise, facial expression of, 30, 30
tells for spotting lying, 38–45
terminating a liar, 83–84
text messaging, 51
theft by employees, reducing, 111–112
Thompson, Scott, 22
Thorndike, Edward L., 65
throat clearing, 43–44
time, lying to control, 15
tone of voice, 41
touching
of face, 33, 34
of hands, 33, 34
of mouth, 40–41
of nose, 40
by successful liars, 65–66
triune brain theory, 55
trust, 53–70
betrayal felt by recipient of lie and, 22–23
biases and, 56–61
building, 123–124
definition of, 105
detecting deception and. See detecting deception
high, 106
inability to coexist with lying, 105
low, 106
niceness and, 117–118
reasons for, 53–55
self-deception and, 66–70
snap judgments and, 55–56
successful liars’ techniques and, 62–66
truth
difficulty of hearing, self-deception and, 70
inadvertent, as verbal cue to lying, 59
truth bias, 59
types of liars, 9
unconscious self-interest, 66–67
unethical behavior, 13–14
universal emotional expressions, 29
unnecessary elaboration as verbal cue to lying, 46
unpreparedness, lying to cover up, 15
untruths, lies contrasted with, 10
unusual eye contact, 38–39
verbal behavior
alignment of words with actions and body language of, 29, 114–115
cues to spot lying and, 46–50
impression management and, 94, 99
incongruence of nonverbal behavior with, 29
paralinguistic behavior and, 41
video, honesty on, 51–52
virtual lying, 51–52
vocal pitch, impression management and, 94, 99
volume of speech, 41
wages, reducing lying and, 111–112
warmth, balancing with power and status cues, 101
watching, listening simultaneously and, 46
Wezowski, Patryk, 1–2
whistleblowing strategies, 77–79
Why We Lie: The Evolutionary Roots of Deception and the Unconscious Mind (Smith), 6, 66
withholding information
hindrance of collaboration by, 23
by senior leaders, 11
witnesses for direct confrontation of liars, 75
women
detecting deception by, 35–36
lying by, 16
wording, selective, as verbal cue to lying, 47