Notes

CHAPTER 1
Liars at Work

1. David Livingstone Smith, Why We Lie: The Evolutionary Roots of Deception and the Unconscious Mind (New York: St. Martin’s Griffin, 2007).

2. Victoria Talwar and Kang Lee, “Social and Cognitive Correlates of Children’s Lying Behavior,” Child Development 79, no. 4 (2008): 866–81. doi:10.1111/j.1467-8624.2008.01164.x.

3. Edward S. Petry, Amanda E. Mujica, and Dianne M. Vickery, “Sources and Consequences of Workplace Pressure: Increasing the Risk of Unethical and Illegal Business Practices,” Business and Society Review 99, no. 1 (1998): 25–30. doi:10.1111/0045-3609.00004.

4. Anna Dreber and Magnus Johannesson, “Gender Differences in Deception,” ScienceDirect 99 (2008): 197–99, http://www.ped.fas.harvard.edu/publications/PEDpublications/2008/Gender.pdf (accessed January 8, 2013).

5. Yasmin Anwar, “Upper Class More Likely to Be Scofflaws Due to Greed, Study Finds,” UC Berkeley News Center, February 27, 2012, http://newscenter.berkeley.edu/2012/02/27/greed (accessed January 8, 2013).

6. Genyue Fu, Kang Lee, Catherine Ann Cameron, and Fen Xu, “Chinese and Canadian Adults’ Categorization and Evaluation of Lie- and Truth-Telling about Prosocial and Antisocial Behaviors,” Journal of Cross-Cultural Psychology 32, no. 6 (2001): 720–27. doi:10.1177/0022022101032006005.

7. Hee Sun Park and Ji Young Ahn, “Cultural Differences in Judgment of Truthful and Deceptive Messages,” Western Journal of Communication 71, no. 4 (2007): 294–315.

8. Sharon Jayson, “Study Finds That Avoiding Lies Can Improve Your Health,” USA Today, August 4, 2012, http://www.usatoday.com/news/health/story/2012-08-04/honesty-beneficial-to-health/56782648/1 (accessed January 8, 2013).

9. Zoë Chance, Michael I. Norton, Francesca Gino, and Dan Ariely, “Temporal View of the Costs and Benefits of Self-Deception,” Proceedings of the National Academy of Sciences of the United States of America (March 7, 2011). doi:10.1073/pnas.1010658108.

10. Tom Pennington and Ron T. Ennis, “RadioShack CEO Resigns amid Resume Questions,” USA Today, February 20, 2006, http://usatoday30.usatoday.com/money/industries/retail/2006-02-20-radioshack-ceo_x.htm (accessed January 8, 2013).

11. John W. Fountain with Edward Wong, “Notre Dame Coach Resigns after 5 Days and a Few Lies,” New York Times, December 15, 2001, http://www.nytimes.com/2001/12/15/sports/notre-dame-coach-resigns-after-5-days-and-a-few-lies.html?pagewanted=all (accessed January 8, 2013).

12. Kara Swisher, “Exclusive: Yahoo’s Thompson Out; Levinsohn In; Board Settlement with Loeb Nears Completion,” All Things Digital, May 13, 2012, http://allthingsd.com/20120513/exclusive-yahoos-thompson-out-levinsohn-in-board-settlement-with-loeb-nears-completion (accessed January 8, 2013).

13. Association of Certified Fraud Examiners, “Report to the Nations on Occupational Fraud and Abuse” (2012), www.acfe.com/rttn.aspx (accessed January 8, 2013).

14. Azam Ahmed and Ben Protess, “As Libor Fault-Finding Grows, It Is Now Every Bank for Itself,” New York Times, August 5, 2012, http://dealbook.nytimes.com/2012/08/05/banks-in-libor-inquiry-are-said-to-be-trying-to-spread-blame/?emc=eta1 (accessed January 8, 2013).

CHAPTER 2
Deception Detection: 50 Ways to Spot a Liar

1. Charlotte Hsu, “Can a Machine Tell When You’re Lying? Research Suggests the Answer Is ‘Yes,’” news release, March 26, 2012, http://www.buffalo.edu/news/13302 (accessed January 8, 2013).

2. Paul Ekman, Emotions Revealed (New York: Owl Books, 2003), 1–16.

3. Wray Herbert, “How to Spot a Scoundrel: Fidgeting and Trust,” Association for Psychological Science (blog), April 26, 2012, http://www.psychologicalscience.org/index.php/news/were-only-human/how-to-spot-a-scoundrel-fidgeting-and-trust.html#.UIgnCoWAFa0 (accessed January 8, 2013).

4. Travis Riddle, “Liars: It Takes One to Know One,” Scientific American, July 24, 2012, http://www.scientificamerican.com/article.cfm?id=liars-it-takes-one-to-know-one (accessed January 8, 2013).

5. Nancy L. Carter and J. Mark Weber, “Not Pollyannas: Higher Generalized Trust Predicts Lie Detection Ability,” Social Psychological and Personality Science 1, no. 3 (2010): 274–79. doi:10.1177/1948550609360261.

6. M. Stel, E. van Dijk, and E. Olivier, “You Want to Know the Truth? Then Don’t Mimic!,” Psychological Science 20, no. 6 (2009): 693–99. doi:10.1111/j.1467-9280.2009.02350.x.

7. Carol Kinsey Goman, The Nonverbal Advantage: Secrets and Science of Body Language at Work (San Francisco: Berrett-Koehler, 2008), 60.

8. Richard Wiseman, Caroline Watt, Leanne ten Brinke, Stephen Porter, Sara-Louise Couper, and Calum Rankin, “The Eyes Don’t Have It: Lie Detection and Neuro-Linguistic Programming,” PLoS ONE 7, no. 7 (2012): e40259. doi:10.1371/journal.pone.0040259.

9. Sharon Leal and Aldert Vrij, “Blinking during and after Lying,” Journal of Nonverbal Behavior 32, no. 4 (2008): 187–94. doi:10.1007/s10919-008-0051-0.

10. David F. Larcker and Anastasia A. Zakolyukina, “Detecting Deceptive Discussions in Conference Calls,” Journal of Accounting Research 50, no. 2 (2012): 495–540. doi:10.2139/ssrn.1572705.

11. “People Lie More When Texting, Study Finds,” ScienceDaily, news release, January 26, 2012, http://www.sciencedaily.com/releases/2012/01/120125131120.htm (accessed January 8, 2013).

CHAPTER 3
Why We Believe Liars and Play into Their Hands

1. “Bernie Madoff’s Multibillion-Dollar Fraud Began as Far Back as the Early 1970s, Prosecutors Said,” Daily News, October 2, 2012, http://www.nydailynews.com/new-york/madoff-fraud-began-back-early-1970s-prosecutors-article-1.1172536 (accessed January 8, 2013).

2. “How Does Another Person’s Face Guide Us to Fear or Trust?,” TS-Si News Service, August 6, 2008, http://ts-si.org/neuroscience/3398-how-does-another-persons-face-guide-us-to-fear-or-trust (accessed January 8, 2013). To see how computer-generated faces morph from trustworthy to untrustworthy, go to http://webscript.princeton.edu/~tlab/demonstrations (accessed January 8, 2013).

3. Denise Gellene, “A Trusted Name: Why We Trust People We Do Not Know,” Kellogg Insight, June 2011, http://insight.kellogg.northwestern.edu/index.php/m/article/a_trusted_name (accessed January 8, 2013).

4. Anthony G. Greenwald, Debbie E. McGhee, and Jordan L. Schwartz, “Measuring Individual Differences in Implicit Cognition: The Implicit Association Test,” Journal of Personality and Social Psychology 74, no. 6 (1998): 1464–80, http://www.citeulike.org/user/ninna/article/2904836 (accessed January 8, 2013). To assess your own biases, Harvard University’s Project Implicit has an online IAT demonstration test at https://implicit.harvard.edu/implicit/demo (accessed January 8, 2013).

5. William Peters and Charlie Cobb, “A Class Divided,” Frontline (PBS television), originally aired March 26, 1985, http://www.pbs.org/wgbh/pages/frontline/video/flv/generic.html?s=frol02p66&continuous=1 (accessed January 8, 2013).

6. “Classic CBS 60 Minutes Exposé on the Polygraph,” AntiPolygraph.org News (blog), January 30, 2007, https://antipolygraph.org/blog/?p=110 (accessed January 8, 2013).

7. Clifford Nass, Youngme Moon, and Nancy Green, “Are Computers Gender-Neutral? Gender Stereotypic Responses to Computers,” Journal of Applied Social Psychology 27, no. 10 (1997): 864–76, http://www.academia.edu/909183/Are_computers_gender-neutral_Gender_stereotypic_responses_to_computers (accessed January 8, 2013).

8. “The Right Side of Cognitive Science: Daniel Casasanto Explores How the Body Shapes the Mind,” The New School News, January 23, 2012, http://blogs.newschool.edu/news/2012/01/the-right-side-of-cognitive-science-daniel-casasanto (accessed January 8, 2013).

9. Benedict Carey, “You Remind Me of Me,” New York Times, February 12, 2008, http://www.nytimes.com/2008/02/12/health/12mimic.html?pagewanted=print&_r=0 (accessed January 8, 2013).

10. “Ms. Shirley Polykoff,” zoominfo, http://www.zoominfo.com/#!search/profile/person?personId=51866348&targetid=profile (accessed January 8, 2013).

11. “Halo effect,” Wikipedia, http://en.wikipedia.org/wiki/Halo_effect (accessed January 15, 2013).

12. Jeanne Whalen, Devlin Barrett, and Peter Loftus, “Glaxo in $3 Billion Settlement,” Wall Street Journal, July 3, 2012, http://online.wsj.com/article/SB10001424052702304299704577502642401041730.html (accessed January 8, 2013).

13. Judee K. Burgoon, Joseph B. Walther, and E. James Baesler, “Interpretations, Evaluations, and Consequences of Interpersonal Touch,” Human Communication Research 19, no. 2 (1992): 237–63. doi:10.1111/j.1468-2958.1992.tb00301.x.

14. Monroe Lefkowitz, Robert R. Blake, and Jane Srygley Mouton, “Status Factors in Pedestrian Violation of Traffic Signals,” Journal of Abnormal and Social Psychology 51, no. 3 (1955): 704–6.

15. David Livingstone Smith, Why We Lie: The Evolutionary Roots of Deception and the Unconscious Mind (New York: St. Martin’s Griffin, 2007).

16. Chris Mooney, “What Is Motivated Reasoning? How Does It Work? Dan Kahan Answers,” Discover, May 5, 2011, http://blogs.discover magazine.com/intersection/2011/05/05/what-is-motivated-reasoning-how-does-it-work-dan-kahan-answers (accessed January 8, 2013).

17. Satoshi Kanazawa and Kaja Perina, “Why Do So Many Women Experience the ‘Imposter Syndrome’?,” Psychology Today, December 13, 2009, http://www.psychologytoday.com/blog/the-scientific-fundamentalist/200912/why-do-so-many-women-experience-the-imposter-syndrome (accessed January 8, 2013).

18. Eric Luis Uhlmann and Geoffrey L. Cohen, “Constructed Criteria: Redefining Merit to Justify Discrimination,” Psychological Science 16, no. 6 (2005): 474–80. doi:10.1111/j.0956-7976.2005.01559.

19. Naomi I. Eisenberger, Matthew D. Lieberman, and Kipling D. Williams, “Does Rejection Hurt? An fMRI Study of Social Exclusion,” Science 302, no. 5643 (2003): 290–92. doi:10.1126/science.1089134.

CHAPTER 4
How to Deal With Liars

1. Ethics Resource Center, “Inside the Mind of a Whistleblower” (2012), http://www.ethics.org/nbes/files/reportingFinal.pdf (accessed January 8, 2013).

2. Julie Bosman, “Jonah Lehrer Resigns from The New Yorker after Making Up Dylan Quotes for His Book,” New York Times, July 30, 2012, http://mediadecoder.blogs.nytimes.com/2012/07/30/jonah-lehrer-resigns-from-new-yorker-after-making-up-dylan-quotes-for-his-book (accessed January 8, 2013).

CHAPTER 5
Do You Look Like a Liar?

1. Dana R. Carney, Amy J. C. Cuddy, and Andy J. Yap, “Power Posing: Brief Nonverbal Displays Affect Neuroendocrine Levels and Risk Tolerance,” Psychological Science 21, no. 10 (2010): 1363–68. doi:10.1177/0956797610383437.

2. Takashi Tsukiura and Roberto Cabeza, “Orbitofrontal and Hippocampal Contributions to Memory for Face-Name Associations: The Rewarding Power of a Smile,” Neuropsychologia 46, no. 9 (2008): 2310–19. doi:10.1016/j.neuropsychologia.2008.03.013.

3. Teresa M. Amabile, “Brilliant but Cruel: Perceptions of Negative Evaluators,” Journal of Experimental Social Psychology 19, no. 2 (1983): 146–56. doi:10.1016/0022-1031(83)90034-3.

CHAPTER 6
Reducing Lies in the Workplace

1. Francesca Gino and Sreedhari D. Desai, “Memory Lane and Morality: How Childhood Memories Promote Prosocial Behavior,” Journal of Personality and Social Psychology 104, no. 4 (2012): 743–58. doi:10.1037/a0026565.

2. “Different Views of God May Influence Academic Cheating,” ScienceDaily, news release, April 21, 2011, http://www.sciencedaily.com/releases/2011/04/110420112334.htm (accessed January 8, 2013).

3. Max Ernest-Jones, Daniel Nettle, and Melissa Bateson, “Effects of Eye Images on Everyday Cooperative Behavior: A Field Experiment,” Evolution and Human Behavior 32, no. 3 (2010): 172–78. doi:10.1016/j.evolhumbehav.2010.10.006.

4. Dan Ariely, The (Honest) Truth about Dishonesty: How We Lie to Everyone—Especially Ourselves (New York: HarperCollins, 2012), 39–44.

5. Clara Xiaoling Chen and Tatiana Sandino, “Can Wages Buy Honesty? The Relationship between Relative Wages and Employee Theft,” Journal of Accounting Research 50, no. 4 (2012). doi:10.1111/j.1475-679X.2012.00456.x.

6. James M. Kouzes and Barry Z. Posner, The Leadership Challenge (Jossey-Bass, 1987), 16–17.

7. Robert Rosenthal and Lenore Jacobson, “Pygmalion in the Classroom,” Urban Review 3, no. 1 (1968): 16–20. doi:10.1007/BF02322211.

8. J. Sterling Livingston, “Pygmalion in Management,” Harvard Business Review, January 2003, http://hbr.org/2003/01/pygmalion-in-management/ar/1 (accessed January 28, 2013).

9. Charles A. Lynch, phone interview with the author, September 4, 2012.

10. Ibid.

11. Linda Kaplan Thaler and Robin Koval, phone interview with the author, August 9, 2012.

12. Ibid.

13. Carol Kinsey Goman, “This Isn’t the Company I Joined”: How to Lead in a Business Turned Upside Down (Berkeley: KCS, 2004), 154–55.

14. Ibid, 156.

15. Ibid, 155–56.