“Techniques for diagnosing lies and insincerity in human communication, dangers in behavior. Non-verbal signals that betray insincerity and deceit Non-verbal danger signals

When and why do they lie?

Each of us knows what False and insincerity. Sometimes in the course of communication, some seventh sense tells us that something is not right. We do not understand what is the matter, and after a while, having made sure of the unreliability of information, the unreliability of a person, we scold ourselves why we did not trust our intuition. After all, somehow we determined, even if inaccurately, insincerity interlocutor. AT business communication deception is a fairly common occurrence. In this area, as nowhere else, it is especially important for a person to achieve a profitable result, a favorable outcome for him, so sometimes he is forced to resort to one form or another. deceit.

For personnel officer, specialist on personnel it is extremely important to know recognize insincerity and False in the words, behavior of both a potential employee at the interview, and a long-time employee of the company, trying once again to come up with an explanation for his lateness, etc.

How to determine and find out if the applicant (employee, colleague) is lying to you or not?

S.I. Ozhegov defines lies and deceit in the Dictionary of the Russian Language as follows: "A lie is a deliberate distortion of the truth, a lie"; “Deceit is a false idea of something, a delusion.”

Why do people still resort to unusual behavior from the very beginning? By understanding the true reasons for lying, you will be able to more successfully interact with your subordinates.

The very reasons for lying are very diverse and require in-depth research, both on your part, directly on the part of the "liar", and on the part of social psychologists. You yourself can find information that is deliberately distorted in any field of activity, in business, politics, where situations are often created that indirectly require deception.

The lie is especially pronounced when opposing interests collide, in the course of competition, rivalry, when the result, in particular, is achieved with the help of tricks, dishonest moves, misleading the opponent, distorting the image of the opponent.

Undoubtedly, there are situations when lying is justified. For example, during a crisis (political, economic, etc.), when truthful information can lead to negative consequences. Justified can be called a harmless, insignificant lie that does not cause damage. Lies, due to obligations to keep any information secret, also often find justification in society.

In a conflict situation, a person faces a choice: maintaining (even if only in front of himself) the image of an honest and just person, or benefit, both material and non-material (prestige, position, etc.) from victory in a conflict situation. Often the choice is made in favor of the latter.

Psychologists have found that there are people who are initially predisposed to lying. They lie with or without reason, exaggerate, downplay or embellish the facts, often to their own detriment. There are no such people among "professional" liars, because A “professional” lie implies a subtle, sophisticated mind, developed logical thinking, cunning, the ability to get along with people, find contact with them, tune in to the right wave.

There is such a personal characteristic as "Machiavellianism". Western psychologists call this a person's tendency to manipulate other people in interpersonal relationships. A person hides true intentions, with the help of distracting maneuvers, he achieves that the partner, without realizing it, changes his primary goals. “Machiavellianism is usually defined as the tendency of a person to manipulate others in subtle, subtle, or non-physically aggressive ways, such as flattery, deceit, bribery, or intimidation,” write Western psychologists. Moreover, it has been noticed that people who have this trait is strongly expressed can behave like skillful liars, but they themselves recognize lies very poorly.

Often a certain professional activity involves the presence of a lie. For example, when following the rules of etiquette, a person is faced with an alternative: to tell the truth and cause negative consequences, relationships, or to lie without consequences and avoid such reactions.

How to detect this distortion of the truth? To draw conclusions about the thoughts and intentions of a person by his facial expressions has long been inherent in people. The eyes are especially prominent. Pushkin in his story "The Captain's Daughter" described Emelyan Pugachev as follows: "Live big eyes just ran. His face had a rather pleasant, but roguish expression, "and also:" Pugachev looked at me intently, occasionally screwing up his left eye with an amazing expression of roguishness and mockery. The writer considered a shifting glance, a narrowed eye to be a sign of insincerity and intent to deceive.

Of course, one cannot draw such conclusions on any one basis. It has been established that lie recognition is possible at the following levels: psychophysiological, verbal (verbal) and non-verbal (facial expressions, posture, gestures). At the psychophysiological level, information comes in the form of external manifestations of the functioning of internal organs, which are almost impossible for a person to control. At the verbal level - checking the logical consistency of information and compliance with non-verbal components of interaction.

Is it possible to fake body language and other components of behavior that can betray lies?

Experts in non-verbal means of communication say that it is not, and if it succeeds, then this leads to inconsistency between verbal manifestations and non-verbal ones, which immediately catches the eye and indicates insincerity. For example, it is believed that open palms are a sign that the interlocutor is telling the truth. But if the deceiver smiles and deliberately uses this gesture, and at the same time tells a lie, he will be betrayed by other manifestations that testify to his insincerity. Such micro-movements, micro-signals appear for a fraction of a second and are often not visible, but, as a rule, they are noticeable to people with developed intuition and, of course, to specialists involved in the field of non-verbal communications. Such microsignals include curvature of the facial muscles, often asymmetrical, dilation or contraction of the pupils, rapid blinking, blush, and many others. In particular, in such situations, you feel that something is wrong, but you can not understand what exactly.

Psychophysiological symptoms of lying

So, the psychophysiological symptoms of a lie. We can say that a lie is not a characteristic manifestation of human actions. Therefore, in a situation of deception, the body, as it were, “expresses” its resistance to this, reacts to stress, and therefore behaves differently. These physiological manifestations are difficult to control for an ordinary person, unless, of course, he has perfect regulatory abilities, which not everyone can. First of all, it is:

trembling in the voice, body, which the interlocutor cannot stop;
rapid blinking;
a person strains his lips, bites them, “chews”;
above the upper lip, drops of sweat appear on the forehead;
frequent or severe swallowing of saliva;
desire to drink (due to dry mouth);
coughing (on a nervous basis), occasional stuttering is possible;
the voice acquires a different tone, not characteristic of the interlocutor, the rhythm and timbre change;
inconsistent restless breathing, may not have enough air, yawning;
discoloration of the face, pallor or redness, the skin may become blotchy;
palpitations, pulsation of blood in the temples, carotid artery;
twitching of the small muscles of the face (eyelid, eyebrow, etc.).

Gesticulation and facial expressions with insincerity

For most people, as we have already noted, it is more difficult to lie than to tell the truth. This explains the different from the usual behavior of a person who lies. He often changes his position, cannot sit in one place. His gestures become more active, he can make many unnecessary movements with his hands, therefore, by external manifestations, one can easily detect a person's excitement. A person who tells a lie often:

rubs his hands, fiddles with his fingers, scratches his neck, head, face for no reason;
fiddling with the edges of clothes, buttons, cuffs, fiddling with a pen, keys, playing with objects, senselessly rearranging bundles of papers, books that are nearby on the table, etc., imitating putting things in order;
smokes heavily, inhales more often than usual, coughs, touches the throat;
nervously bites lips, nails, pulls hair;
can't help trembling in the knees;
unconsciously hides, hides hands, closes palms of hands;
tensely runs his hand along the neck, intensively rubs it, as if it were numb, straightens the collar, jacket, laces;
unconsciously holds hands in the groin area (unconscious attempt to defend oneself);
often touches the earlobes, rubs them, scratches the nose;
when talking, brings his hand to his mouth, as if covering it, or holds his hand near the throat;
women can begin to carefully preen, tint their lips, powder, trying to distract themselves and distract the interlocutor from the conversation;
avoids looking into the eyes of the interlocutor (only for inexperienced ones) or, on the contrary, constantly looks straight into the eyes, trying to seem frank, when approaching a partner, turns away for some reason, in fact, in order not to create direct direct eye contact;
lowers his eyes, looks down, intensively, tensely rubs them;
he seems to try to hide his body, “sticks” all over to the armchair when he sits, leans on the table, unnaturally leans against the closet, as if trying to find support, etc .;
involuntarily tries to hold on to some object (table, chair, diplomat), unconsciously trying to create some kind of protection for himself;
the torso takes a tilt back (“departure”);
smiles more often than usual, the smile is asymmetrical, unnatural, strained, not accompanied by muscle tension around the eyes.

It is very important to monitor the appearance of such actions. Similar behavior may occur when discussing a specific topic of conversation, if this is not a direct planned deception. Track exactly when your interlocutor begins to behave in this way, shows anxiety, excessive tension. At what phrase or in response to what your statement or question, he starts to get nervous, cover his mouth with his hand or look away.

Verbal cues that tell lies

Fixing only one non-verbal signals and psycho-physiological manifestations is not enough to determine how sincere your interlocutor is. In addition to directly observing the behavior of a person, of course, how attentive you are to his statements is important. Here we mean not only the semantic content of this or that message, but the nature and direction of the information that you receive. So, if in the course of communication your interlocutor abuses the following expressions, you should be careful in your conclusions and be careful enough.

1. If your partner avoids explaining some specific facts, refers to the lack of information , provided that these topics and questions are not related to those that cause him discomfort and memories.

I'd rather not talk about that...
Something I can't remember...
I don't see the point in this discussion...
I don't even know how to answer this question...
Don't ask me such stupid questions...
I didn't know you thought that of me...

2. Partner extremely persistent and stubborn emphasizes his honesty, repeats it for no apparent reason, insists on your confirmation that you believe him.

I swear on the health of my children, parents...
Yes, let me fail in this place if I lie ...
You have to, you just have to trust me...
It's as true as...
I swear to god I'm telling the truth, trust me, you can't help but believe...
You cannot doubt that I am telling the truth, I know you, you are always for justice...

No wonder the Eastern sages said: "You said once - I believed, you repeated, and I doubted, you said a third time, and I realized that you were lying."

3. Your interlocutor is trying to call you sympathy, trust, pity , referring to facts that previously had no meaning, tries to win over, although the relationship never assumed special closeness.

You know I'm an honest man...
You know me like no one else, I am not able to deceive ...
Well, here's someone who, but so that I ...
I have the same problems as you, but...
Someone who, and you will understand me, I'm sure ...

4. The interlocutor shows unfounded rudeness, straightforwardness, emphasizes the impossibility of questioning his words, hostile for no apparent reason that could cause him aggression or discontent.

Yes, I do not have to answer you!
You know what!
Yes, how could you think that you are not ashamed!?
I don't even want to talk to you after that!
What you say infuriates me, I am outraged to the core!
What would you treat me like that, but I will not allow this ..!
Do you think you are so smart, you can do anything!?

5. Partner uses evasive responses that do not contain any specific information, without explaining or answering your question :

See, just like I said...
I knew it...
Do you respect me?
Yes, you are serious...
I'm not at all sure about this...

As a rule, a sincere person will defend his truthfulness when you show your doubts about it, therefore ambiguity, evasiveness is unusual for a person in this situation. If your interlocutor is lying, then each time it will be more and more difficult for him to hide his lies and control his spontaneous behavior, so he:

makes more gestures that betray his nervousness, uncertainty, tension (see above);
distracts you with unnecessary questions, details that are not directly related to the case, "chatters" you with false information, sometimes begins to quickly pronounce and clarify his lie;
when repeated, it can be confused, give inconsistent information;
responds after long pauses;
often unreasonably shows aggression, discontent;
may complain of feeling unwell (it was you who brought him up with your suspicions!).

Factors that make it difficult to recognize a lie

In communication, in particular, when it comes to negotiations, the interlocutors have an idea of what they will have to say, how they will have to answer possible questions from your side. The ratio of complexly organized lies to the truth is calculated in advance. Therefore, the more carefully the partner prepared for a meeting with you (and if he simply had the opportunity to do so), the higher the likelihood that if there is a lie, you will not be able to recognize it.

The more you are disposed towards your partner, the more you trust him, the easier, accordingly, it will be for him to mislead you. Therefore, try not to mix business and personal relationships. on this issue, it will not hurt you to turn to "KP" N 11, 2002. But you should not go to extremes, suspecting everyone and everything of the intention to deceive you. This will already apply to clinical deviations, which, I hope, does not threaten you.

Further. Pay attention to what information is being discussed, i.e. who exactly is responsible for it. If another person, for example, a superior in position, is responsible for false facts, then the speaker will feel more confident, because. it reduces his guilt.

If the interlocutor is faced with the task of not distorting the information, but simply hiding it, then it will be more difficult for you to detect it. Therefore, at the slightest suspicion of understatement or the presence of other details, try to be vigilant. Watch your partner's behavior, his reaction to a particular topic under discussion, note what your interlocutor avoids, ask leading questions.

And another factor that makes it difficult to detect lies is the inability to see a person when talking to him. Remember that a telephone conversation is far from the best negotiation option, even if the clarification of the issue is urgent. Of course, the choice depends on what the negotiations will be about, how substantive and serious issues will be raised. However, do not forget that it is better to postpone an important issue for some time than to discuss it immediately, possibly losing some of the information you need in the process. No wonder the English proverb says: "Believe only half of what you see, and nothing of what you hear."

Factors Facilitating the Diagnosis of Lies

Naturally, there are situations when, with all the desire, your interlocutor will hardly be able to hide his lie. For example, if a person is known in the team as a fighter for justice, as a decent person who is not able to lie, it will be difficult for him “a priori” to do this.

If your interlocutor needs to hide the true feelings that have manifested at the moment of the conversation, and not information, it will be more difficult for him to do this. Not only will he have to manage his emotional state, which not everyone does brilliantly, he will also need to hide it under the guise of another emotional reaction. Such a discrepancy, if you wish, is quite easy to detect.

The significance of the lie for the liar has a strong influence. The greater the significance of a lie for a partner, the more a person wants to lie, the more he will be worried about his behavior, the more he will control himself, and the more obvious will be the mismatches between verbal, non-verbal signs, for example, words and actions, gestures and facial expressions, face and tone.

How to prepare for cheating?

If you suspect that your interlocutor is lying to you, do the following:

look at him point-blank, with an expression of doubt about the veracity of the information that he conveys to you;
ask him direct questions, looking into his eyes, and watch his reaction;
try to react with bright but light irony to some of his statements;
show your emotional state as much as possible, actively use facial expressions, gestures to evoke a response from your partner;
turn your palms down;
make your interlocutor feel uncomfortable, in particular, seat him with his back to an open space;
try to interrupt him a couple of times with an unexpected question, thereby preventing him from expressing his false statement to the end and taking him by surprise, asking him to immediately answer the question asked;
approach your partner, violating his personal space, going beyond his intimate zone.

These actions can confuse the interlocutor who is telling a lie, unbalance his thoughts and actions. This is necessary so that uncertainty, tension, nervousness, the inability to quickly collect thoughts and quickly answer questions prevent the creation of favorable conditions for the liar.

For most people, telling a lie is much more difficult than telling the truth. Therefore, the internal conflict of a liar is reflected in his external behavior, which he tries with all his might to control, in psycho-physiological manifestations that treacherously tell us that a person is extremely agitated and tense - in the words and statements of a liar, which are so often inconsistent, confused and sometimes inadequate. Be careful, but do not become a maniac, counting the number of blinks and beads of sweat on your forehead. Perhaps a person is worried about a completely different reason, and now there is nothing left to do but just let him calm down and come to his senses. After all, your employees and subordinates are people who tend to make more than just mistakes.

Are you cunning?

If you want to test whether you are cunning, able to coordinate in the right situation at the right time, show acting skills, try sincerely answering “yes” or “no” to the following test questions (I hope that your possible Machiavellian properties and desire to succeed everywhere do not prevent you from becoming absolutely sincere with yourself for a while).

		Answer grades

	When you want to say something unpleasant, do you think that it might offend the interlocutor?
	When you are late for work, do you try to get to the workplace unnoticed?
	Do you ask colleagues, workmates to do for you what you do not want or are afraid to do yourself?
	Do you think that in any game it is better to lose honestly than to win dishonestly?
	When you try (or tried) to play a trick on someone, to play a trick on someone, did your partners and colleagues immediately understand whose hands it was?
	Can you tell your partner a deliberate lie in order to provoke him into frankness and concessions?
	At school, did you know how to copy a test from a neighbor in your desk so that he or the teacher did not notice anything?
	Do you always find a way to get what you really want?
	Do you know how to cheat so that no one notices?

Add up the points.

More than 6 points - you are an exceptional cunning, there is nothing that you could not achieve. But this has one drawback - cunning often leads to insincerity in dealing with people. Probably, it is worth being more open, at least in certain situations of business communication.

From 3 to 6 points - you are well versed in the reliability of information, you can catch the partner's insincerity and prefer to tell the truth. For business communication, this is a positive characteristic and an effective behavior strategy.

Less than 3 points - you, unfortunately, are very naive, you can be easily misled. Try to justify your credulity to your partner.

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Introduction

Chapter 1. Lies as a psychological phenomenon

1.2 Types of lies

Chapter 2

2.1 Placebo: white lies

2.2 Virtuous lie. Groups of virtuous lies

2.3 Normative and moral situations of deceit

Chapter 3

3.1 Signs of a lie

3.2 Lie detection technique

3.3 Easy and hard lies

Conclusion

List of used literature

Introduction

In modern times, probably, every person can be subject to lies and deceit, and most importantly, he is exposed to this, almost daily. Whether it's a lie as hiding the truth to hide the "dark" deeds of other people, or as hiding facts, but for good. All this surrounds us, and it would seem that people should strive to warn themselves against this, or at least reduce the number of deceptions in their direction. But after searching for information on this issue, we saw that it was poorly covered.

The concept of lies is the subject of research in many humanities, but so far this has done little to reveal its specifics in various areas of practical and theoretical activity. In particular, the distinguishing features of the category of lies in psychology have not been defined: if we confine ourselves to characterizing lies only as an assessment of judgments in which facts are incorrectly presented, then these features become indistinguishable.

Most of the studies presented in the literature are aimed at studying the diagnosis of lies, as well as studying the results of a lie detector test.

Chapter 1psychological phenomenon

1.1 Lie

In a communication situation, a lie is an expression of the intention of one of the interlocutors to distort the truth. The essence of a lie always boils down to the fact that a person believes or thinks one thing, and in communication expresses another.

Paul Ekman, in his book The Psychology of Lies, defines lying as the act by which one person deceives another, doing so intentionally, without prior knowledge of their goals, and without a clear request from the victim not to reveal the truth.

It must be said that in everyday life people often use the words "lie", "untruth", "deceit" as synonyms, however, these concepts, from the point of view of some domestic psychologists, have different content. lie deceit verifier placebo

Unlike lies, deceit is a half-truth that provokes a person who understands it to erroneous conclusions from reliable facts; while reporting some genuine facts, the deceiver deliberately withholds other information that is important for understanding. Deception is at the heart of what is commonly called stratagem, which has been practiced since antiquity. Deception, like a lie, occurs when someone's interests and moral standards collide, and where it is difficult or impossible for a person resorting to deception to achieve the desired result in another way. The main thing that unites deceit with lies is the conscious desire of the deceiver to distort the truth.

1.2 Types of lies

Vagin and Ekman distinguish two main types of lies in their books:

1. Silence (hiding the truth);

2. Distortion (message of false information).

There are also varieties of lies, such as: telling the truth in the form of deception and special lies. Consider these forms of lying:

Default or concealment of real information. According to I. Vagin, “most people do not take this type of lie as a direct lie. A person does not give out distorted information, but he does not speak real either. However, it would be worth taking a closer look at this type of deception. For example, when a doctor does not tell the patient that he is mortally ill, or the husband does not consider it necessary to tell his wife that he spends lunch hours of work in her girlfriend's apartment. Quite often, only part of the information is covered, and not needed is left behind the scenes. This method of default is commonly called "partial coverage or selective presentation material".

As an example of such a situation, the following case can be cited: a juice manufacturer writes "100% natural orange juice" on the packaging of his product, of course, the buyer understands this as a statement that this is pure juice, not diluted with water. However, the manufacturer implies that it is only orange juice, and not a mixture of various juices, but presents this information in a way that is in their favor. And already at the back, in small print, they add "restored from concentrated juice."

Distortion of real information, says I. Vagin, is what we used to call a lie. When, instead of real information, we are presented with deception, passing it off as the truth, and thereby misleading us. We encounter such lies every day, and it is this lie that is the most dangerous and most unjustified.

Telling the truth as a lie. A person tells the truth in such a way that the interlocutor gets the impression that he is lying, and true information is not accepted.

I. Vagin also highlights a special lie. Very often a person who lies does not consider himself a liar because he himself believes in what he says, and therefore the signs of a lie are absolutely not expressed here. He does it subconsciously, not realizing why and why. Usually almost everyone lies in this way, but this lie does not affect anything - it is not serious. It aims to impress others. This is an exaggeration of real facts, the presentation of a real story that happened to other people for their own, etc. Very often, such a liar can be betrayed by the fact that, after a while, he will forget about what was said and begin to contradict himself.

The author of the book Psychology of Survival in Modern Russia advises: “When you realize that this lie goes beyond all limits, you should not express your extreme dissatisfaction. Trust a person, even if you know for sure that he is lying. This usually comes from self-doubt and inferiority complex. You can't change such a person, just draw your own conclusions." At the same time, if there is uncertainty whether a person is lying to you or not, then you can ask for some details or clarify something about what was said. Then a person can remember that what he said is not true, and will begin to consciously lie with all the ensuing consequences, and it will be easier to catch him.

Chapter 2

2.1 Placebo: lie and cure

The term "placebo" comes from the Latin placeo - "to please", "to be pleased". According to Vladimir Mikhailov, in the classical sense of the word "placebo" is an imitation of a drug. These are usually harmless milk sugar tablets prepackaged and packaged like the real thing.

In general, there have been many cases of healing with the help of a "dummy" over the past half century. American doctors even believe that a placebo helps one in three, and the spectrum of action is almost unlimited - from postoperative conditions to headaches and coughs. Surprisingly, the placebo "works" as a pain reliever as well. Immediately after the operation, patients were given alternately either morphine or placebo. The effect was the same. Along the way, it turned out: the stronger the pain, the brighter the effect of the placebo. When it was given instead of antihistamines, patients experienced the drowsiness that is characteristic of such drugs.

Can a doctor cheat by prescribing a placebo? Hiding the true state of affairs from the patient, is he violating medical ethics? Complex issue. In hopeless cases, sometimes it is necessary to pass over the truth in silence: it is inhuman to aggravate the already cruel suffering with a diagnosis-sentence. It is then that the placebo - the healer that is within us - enters the scene. And the most that a doctor can then give to a patient is to let this healer act. Rely on the desire of the person himself to recover, without which the best medicines lose their meaning.

Thus, lies are also used for benevolent purposes, including the treatment of certain diseases with the help of drugs called "placebos".

2.2 Virtuous lies. Groups of virtuous lies

The problem of virtuous deceit is known even to philosophers of ancient times. It was discussed by such thinkers as Socrates, Plato, Ibn Sina, Confucius. Socrates has a well-known example about a strategist who deceives the enemy. It is virtuous to give a doctor's false message, which strengthens the patient's faith in his recovery. Each of us, undoubtedly, knows cases of deceit caused by humanistic motives, and they constitute, apparently, an irremovable factor in human communication.

Along with the personal characteristics of the subjects of communication, situational factors play a significant role in understanding such a phenomenon as a virtuous lie. An important parameter of the social setting is the degree of normative or situational support given to the liar. The same person in different situations may look in the eyes of society as a hero if he deceived the enemy, or a criminal if he deceived his own reference group. Without departing from the problem of the moral justification of a lie, which arises in almost all areas of human existence, we still cannot but recognize the fact that a lie of a prisoner of war is more justified and even normatively prescribed to him, and a lie to a priest, judge or just close people, as a rule finds no justification. The class of phenomena of virtuous deceit can be divided into two groups. The first of these can include all cases "when the object of deceit and the object of a good deed coincide." The second group includes those cases when the object of deception and the object of a good deed do not coincide. In such cases, one subject deceives another in the name of good or a third, where the third can be any thing - from an individual to an abstract idea, or for its own purposes, which either are seen as fair by the majority.

2.3 Regulatoryand moral situations of deceit

Socio-normative situations of deceit- all cases of deception that have the following features:

They are subject to legal, regulatory and public regulation.

Refusal or ban on the use of lies can lead to situations that are more dramatic and unfavorable for society.

People who lie from the position of socially normative situations do not pursue their own interests.

For any of the common cases of a socially-normative situation of deceit, there are both numerous precedents that lend themselves to analysis, and the conclusion that in these cases deception will be more preferable than the truth.

Society recognizes the existence of such situations when the use of deception is justified, and, for the most part, agrees with this.

According to Abraham Maslow's need theory of personality, the basic human needs - physiological needs and the need for security - are of greater value to any majority than the needs of a much higher level of development - moral, universal. As a consequence of this, we can conclude that society as a whole recognizes, and is ready to recognize, the right to existence of situations of deception, if they are oriented towards satisfying basic needs related to survival and security.

Personal and moral situations of deception- all cases in which the object is either silent about the true state of affairs, or distorts information, assuming that in both cases this will be the best way out for the subject, who is provided with a false picture of reality:

The deceiver is driven by his own understanding of the situation, and that he is outside of any context that would prescribe the deceptive act as forced, justified, or necessary.

A personal conviction that in a certain context of a situation it is better to lie or remain silent than to tell the truth.

The behavior of persons who, in certain situations, are inclined to deceive for the sake of the supposed good, cannot be controlled and regulated. It does not lend itself to regulatory and legal regulation.

For any of the common cases of the personal-moral situation of deceit, there are no unambiguous facts and conclusions that would argue that in these cases the truth is preferable to deceit.

Personal gain can be present both in socially normative situations of deceit and in situations of personal morality.

In cases where the object of deception and the object of a good deed coincide, it is necessary to take into account the fact that in a large number of cases, which, as a rule, are associated with extremely intense stressful situations, communication does not involve the fact of virtuous deception, but self-deception. This is due to the protective reaction of the body to very strong stress: in situations of unexpected loss of a loved one, his traumatization or illness, others may report false information, not because they want to alleviate the situation of other people involved in stress, but only because they themselves are not able to accept the true state of things.

Chapter 3

3 .1 Signs of a lie

If you look closely at a liar, you can always notice some shortcomings in his behavior. The problem is that we believe what we want to believe, and this kills our vigilance. To recognize a lie, you need to keep your cool and throw away emotions. To date, two main signs of a lie have been identified - a leak of information, facts and information about the presence of deception.

Leakage of information - a liar inadvertently impersonates conflicting information. Information about the presence of deception - a liar by his behavior gives out only that he is telling a lie, but the true information is still not known. Knowing that we are being lied to, we cannot always tell what exactly they are trying to hide from us.

3.2 lie detection technique

b) voice (Frequent pauses are the main sign of deception. The liar takes time to think over the line of behavior, especially if the liar did not know that he would have to lie. The tone of the voice also changes dramatically. Usually it becomes much higher, but it is impossible neglect people who, fearing being exposed, begin to forcefully play with their voice. It becomes too unnaturally restrained, low. Short coughs also show a person's agitation.)

c) plastic (Hands usually touch each other. Nervous twitching of the leg or any other rhythmic movements begins. Touching the finger of the hand to the nose or ear for a few seconds. Just don’t confuse: a person’s nose or ear can itch! As a rule, the nose is scratched quickly and purposefully, but if this movement lasts long enough, then know that the person says what he does not want to say.)

d) facial expressions (You can often observe a bewildered facial expression, a little embarrassed. And even if a person is well in control, any question asked head-on on a topic about which they are lying to you will confuse the interlocutor, at least for a few seconds. While a person is composing an appropriate answer, you can easily see the lost child on his face, thereby exposing him.)

Paul Ekman's work also deals with errors that occur directly in the process of deception, errors made by a liar against his will; we are interested in the lies betrayed by the behavior of the deceiver. “Signs of deception can be manifested in facial expressions, body movements, voice modulations, swallowing movements, in too deep or, conversely, shallow breathing, in long pauses between words, in reservations, microexpressions of the face, inaccurate gestures.

a) bad behavior

A liar does not always know in advance what and where he will have to lie. He also does not always have time to develop a line of conduct, rehearse and memorize it. But even in the case of a sufficiently successful deception, when the line of conduct is well thought out, the liar may not be so smart as to foresee all possible questions and prepare answers to them. It happens that a liar changes his line of behavior even without any pressure of circumstances, but simply because of his own anxiety, and then cannot quickly and consistently answer the questions that arise.

All these misses give easily recognizable signs of deception:

Inability to foresee the need for lies;

Inability to prepare the necessary line of conduct;

Inability to adequately respond to changing circumstances;

Inability to adhere to the originally adopted line of behavior.

b) lies and feelings

Strong emotions are very difficult to control. In addition, in order to hide intonation, facial expressions or specific body movements that occur during emotional arousal, a certain struggle with oneself is required, as a result of which, even in the case of successful concealment of feelings actually experienced, efforts directed towards this may be noticeable, which is in turn a sign of deceit.

It is not easy to hide emotions, but it is no less difficult to falsify them, even when this is done without necessarily covering up a real one with a false emotion. This requires more than simply stating: I am angry or I am afraid. If the deceiver wants to be believed, he must look like that, and his voice must actually sound frightened or angry. It is not so easy to choose the gestures or intonations of the voice necessary for the successful falsification of emotions. In addition, very few people can control their facial expressions. And for the successful falsification of grief, fear or anger, you need a very good command of facial expressions.

c) feeling guilty about their own lies

Pangs of conscience are directly related only to the feelings of the deceiver, and not to the legal definition of guilt or innocence. In addition, they also need to be distinguished from feelings of guilt about the content of a lie. Like the fear of exposure, remorse can be of varying intensity. They can be very weak or, on the contrary, so strong that the deception will not succeed, because the feeling of guilt will provoke a leak of information or give any other signs of deception.

It should be noted, says Paul Ekman, that remorse is heightened when:

The victim is deceived against her will;

Cheating is very selfish; the victim does not derive any benefit from the deceit, but loses as much or even more than the liar gains;

Cheating is not allowed and the situation calls for honesty;

The liar has not practiced deceit for a long time;

The liar and the victim have known each other personally for a long time;

The liar and the victim share the same social values;

It is difficult to accuse the victim of negative qualities or excessive gullibility;

The victim has a reason to assume deception or, conversely, the liar himself would not want to be a deceiver.

d) fear of being exposed

Fear of exposure in a weak form is not dangerous, on the contrary, not allowing you to relax, it can even help the liar avoid mistakes. Behavioral signs of deception, noticeable to an experienced observer, begin to appear already at an average level of fear. Information about the possible presence of a fear of exposure in a liar can be a good help for the verifier.

Fear of exposure is highest when:

The victim has a reputation for being hard to fool;

The victim begins to suspect something;

The liar has little experience in the practice of deceit;

The liar is predisposed to fear of exposure;

The stakes are very high;

Both reward and punishment are at stake, or, if only one of them is involved, the stake is avoidance of punishment;

The punishment for the lie itself or for the act is so great that it makes no sense to confess;

The victim is completely unprofitable.

e) a feeling of delight, sometimes experienced in case of failure

In addition to the negative feelings that arise in a liar, such as fear of exposure and remorse, positive emotions can also arise in a liar. Lying can also be considered an achievement, which is already pleasant in itself. The liar may experience joyful excitement either from the challenge, or directly in the process of deception, when success is not yet entirely clear. In the case of success, there may be pleasure in relief, pride in what has been achieved, or a feeling of self-satisfied contempt for the victim. The delight of cheating can also be of varying intensity. It may be completely absent; be insignificant compared to the fear of exposure; or so strong that it will be expressed in certain behavioral signs.

The delight of cheating increases when:

The victim behaves defiantly, having a reputation as a person who is difficult to deceive;

The lie itself is a challenge;

There are understanding viewers and connoisseurs of the skill of a liar.

3. 3 Easy and hard lies

In The Psychology of Lies, Paul Ekman also discusses the technique of detecting lies using examples of easy and difficult lies. "Lie detection is not easy and not quick. A liar can only be caught when he starts to make mistakes," notes Ekman. No person can be absolutely sure whether a liar will give himself away or not, or whether a person who speaks the truth will be justified or not. Lie detection is just a guess based on information. This guess only reduces the possibility of making the mistakes of believing a lie and not believing the truth. It makes both the verifier (a person who wants to expose a liar - ed.) and the liar feel the difficulty of predicting the success or failure of the process of exposing.

The lie detection technique will allow a person who suspects deception to assess how well-founded or unfounded his suspicions are. Based on a questionnaire developed by Ekman, he analyzes various types of lies to show why some people lie easily and others with great difficulty. A person who lies easily makes few mistakes, so it is difficult for a verifier to detect him, while a person who lies with difficulty is easy to detect. With the ease of lying, a person does not need to hide his emotions, he has enough opportunities to lie about specific things and a wealth of experience in such a case, in addition, the victim (i.e. potential verifier) usually does not have suspicions.

Consider two examples of lies (easy and hard) given by Paul Ekman.

1. An example of an easy lie would be the lie of a "bounty hunter" from a certain New York firm of Sarah Jones. She lured workers from one company to another, usually competing. And since not a single company wanted to lose capable employees, "bounty hunters" do not act in the forehead. So Sarah got all the information she needed, starting with a simple, ostensibly general, abstract question: “We are studying the impact of education on careers. Can I ask you a couple of questions? I don’t need to know your name, I’m only interested in statistics related to your education and work." And then Sarah Jones starts asking the candidate everything she needs: how much money he receives, what his marital status, age, how many children he has, etc. So she forces a person to give all the necessary information about himself - right on the spot, which is required.

2. An example of a difficult lie is the lie of a patient in a psychiatric clinic, Mary.

Doctor. Well, Mary, how are you feeling today?

Mary. Excellent doctor. I'd like to spend the weekend... uh... at home, with my family, you know. After all, it's been... uh... it's been five weeks since I've been here in the hospital.

Doctor. And no feeling of being overwhelmed, Mary? No suicidal thoughts? Are you sure you got rid of them?

Mary. I really feel so uncomfortable about this whole story. And now... Now I definitely don't think about it. I just want to go home to my husband.

The biggest difficulties in deception arise from the emotions that a person feels at the moment of lying, the stronger the emotions that need to be hidden, and the more of them, the more difficult it is to lie. Mary had to lie about her feelings, Sarah didn't. Mary hides suffering (which motivated her plans for suicide), such feelings are very difficult to hide, in addition, efforts to cover up can distort the positive emotions depicted. Secondly. When deceiving, errors are clearly visible - in speech, voice, body movements and facial expressions. In speech, signs of deception appear both in the choice of words and in the voice itself: speech reservations, inconsistency, verbosity and pauses (Mary). In addition, strong negative emotions give another sign - an increase in tone. Similarly, signs of the four emotions (suffering, fear, guilt, shame) appear in emblems (shrugs), manipulations, suspended illustrations, and micro-expressions. They are visible in the corresponding movements of the facial muscles, despite all the attempts of the liar to control his facial expressions.

Now let's move from the consideration of lies to the analysis of liars and the verifier:

As already mentioned, Mary is forced to lie about her feelings, unlike Sarah:

a) Mary concealed suffering (which motivated her plans for suicide), such feelings are very difficult to hide and efforts to cover up distort even positive emotions.

b) Mary also felt more shame and guilt. She had to, unlike Sarah, greatly experience her lies. Sarah's deception, as part of her job, is completely sanctioned, and so she doesn't have to feel guilty about it. Mary's unsanctioned lies gave rise to feelings of guilt, as it is assumed that the patient should be honest with the attending physician who is trying to help him, the more Mary was ashamed of both her lies and her plans.

c) Mary also experienced a fourth emotion - fear. She is much less experienced and adept at lying compared to Sarah. Due to her lack of experience, she was afraid of being caught. The very nature of the disease made Mary especially vulnerable.

Sarah, in addition to her great experience, was confident in her abilities and had a well-established line of conduct. In addition, Sarah had the advantage of an active position, the ability to play a role so convincingly that she herself sometimes did not doubt her absolute truthfulness. Mary, on the contrary, she did not foresee all the doctor's questions and was forced to follow his lead.

Many mistakes were clearly visible in Mary's speech, voice, body movements and facial expression. Sarah, unlike Mary, did not have to hide her emotions, because. she has already rehearsed her role (thanks to past successes). Therefore, Sarah lied easily, and there was no reason for her to make mistakes.

Sarah approached different people who did not even have the thought that they were being deceived. Conversely, Mary's doctor, acting as verifier, knew that patients of this kind could be lying. He had three advantages over the people Sara deceived:

a) experience - it was not the first time he met the patient, and previous knowledge of the specific features of her behavior gave him a good chance to avoid Brokaw's trap;

b) like most psychiatrists, he was excellent at detecting hidden emotions;

c) he was cautious, waiting for deception, he knew well that suicidal patients, even after several weeks of stay in the clinic, can hide their plans to break free and try again.

But in these two cases, another advantage of the liar was not presented, which lies in the peculiar complicity of the victim, in the desire of the victim (for some reason of his own) to be deceived. Here are two examples where the victim herself aids the liars.

Example 1 The husband, having come home and found his wife talking on the phone, notices that she is embarrassed by his unexpected appearance and quickly hangs up the phone. "Who were you talking to just now?" he asks. "What kind of female curiosity?" - the husband hears in response with a mocking intonation. - "Talked with a lover!" The husband, feeling embarrassed, falls silent or tries to joke back, not taking his wife's words seriously. He does not have a shadow of suspicion, although the wife actually spoke with her lover.

Example 2 A deception technique used by virtuoso crooks. John Hamrak, one of the most resourceful crooks of its kind in the early part of this century, dressed as a technician, enters the office of a city councilman in City Hall, Hungary. Hamrak states that he came for a clock that needs to be fixed. The alderman, probably because of the great value of the watch, does not want to give it away. And Hamrak, instead of insisting on his own, begins to praise the watch, drawing the attention of the official to their colossal cost and, as if casually noticing that it was precisely for this reason that he personally came for the watch.

Looking at these two examples, we can identify several reasons why the lie has been successful. In these two examples, as in the previous ones, the victims do not pay attention to the mistakes of the liars. they don't even know they're cheating. So the wife, during the sudden arrival of her husband, without ending the conversation, hangs up the phone.

Experience (same as in previous examples). Hamrak is a "rogue virtuoso" with a lot of experience behind him. He plays a "mirror game" with his victims, in which the crook pretends not to even suspect what the victim might be thinking, disarming them by unexpectedly openly expressing their thoughts, seemingly completely to the detriment of their own intentions. A wife who cheats on her husband also has experience. her lover is not the first day. But, unlike Hamrak, who has everything rehearsed to the smallest detail, she is afraid of being caught, as a result of which she makes many mistakes (which her husband does not notice).

How to qualify the answers of the wife and Hamrak in these situations? Formally, they spoke the pure truth. On the other hand, they had no desire for the husband and the alderman to believe these words. Paul Ekman refers this behavior of his wife and Hamrak to one of the varieties of lies, namely, "telling the truth in the form of deceit", although it looks paradoxical. And the paradox here is that the husband, suspecting his wife of treason, and the alderman, suspecting anyone who just wants to take a valuable watch, allowed themselves to be deceived. The beauty here is that direct appeal to the victim's secret fears greatly reduces his suspicions, because. Logically, this is simply not possible. In their study of stratagem, Donald Daniel and Kathryn Herbing noted that "...the more significant the slip, the more difficult it is to accept it as evidence of deception, since it seems too big a gift to be real (and indeed, the military in many cases is clearly leakers prefer not to believe it)… and too shameless to be anything but a catch." Therefore, we see that here the victims do not even notice the mistakes of the liars, because. cannot believe that they are being so obviously deceived and thus become willing victims.

Voluntary victims, unwittingly, facilitate the task of liars, as a rule, in two ways. Firstly: if the deceiver knows that the victim does not seem to notice his mistakes, he is less afraid of exposure, and secondly: if he is also convinced that he is doing exactly what is expected of him, then he practically does not feel any guilt . From here we see that the victim, waiting for deceit, can not only fall on the hook of liars, but also help them quickly, easily deceive without regret, tell the truth, which they will not believe anyway.

Consider another example in which a person who was telling the truth was found to be a liar, and see how deception detection techniques can prevent such errors.

Gerald Anderson was charged with the rape and murder of Nancy Johnson, his neighbor's wife. Nancy's husband returned home in the middle of the night, found her dead and ran to the Andersen neighbors, where he said that his wife was killed and his son was missing. He then asked Mr. Andersen to call the police.

What made the police suspect Andersen of what had happened?

1. The day after the murder, he did not go to work, got drunk in a local bar, talked a lot about the murdered woman, and when he was dragged home, he burst into tears and told his wife: “I didn’t want to do this, but I did it.” (He meant drunk).

2. His lies about the blood stain on the car. At first he said that he had already bought one. And then that he hit his wife and her nose bled (the second time he told the truth, but no one believed him anymore).

3. The second lie - when Andersen admitted that, being twelve years old, he participated in an attempt at seduction, which really did not bring any harm to the girl and subsequently never happened again (in fact, Andersen was then fifteen years old).

4. The detector test was offered to Anderson after 24 hours of non-stop bullying. Andersen's emotional arousal, noted by the detector, could be due not only to fear of not being believed, but also due to feelings of guilt and shame (being innocent of the murder, he was ashamed of his other two bad deeds, and investigators about this knew).

5. John Townsend, a professional polygraph operator, overlooked 2 factors in addition to the above: a) when asked about the murder, Anderson's answer caused the impulse that usually indicates deception in denial of guilt; b) when asked about the type of murder weapon and the method of its commission, the detector did not record any impulses. Here the operator should have paid attention and asked other questions, which he did not.

6. For six days in a row, Anderson was not just interrogated, but interrogated with intimidation (used to speed up the case, and not to find out the truth).

Yes, he was lying, hiding his shameful behavior from the investigation, which the operator of the detector did not fail to notice. Indeed, Anderson felt guilty for lying.

The Andersen investigators made a classic Othello mistake. Like the unfortunate Moor, they correctly determined that the suspect was emotionally aroused, but they incorrectly identified the cause of this excitement, and besides, they did not understand that a person can experience all these feelings that they so correctly noticed, regardless of whether he is guilty or not. And, like Othello, the interrogators became victims of their own prejudice against the suspect, they too could not bear their uncertainty about whether the suspect was lying or not. Although the investigators had information about the crime weapon, which only the real killer could possess and no one else. And the fact that Anderson did not react in any way to the question about the knife should have forced both the investigators and the lie detector operator to conclude that the suspect was innocent.

In conclusion, we note that in the psychology of lies, more attention is paid to the diagnosis of lies: working with a lie detector, conducting research on the mistakes of liars, by which they can be detected. Thus, if a liar cannot control the external manifestations of his excitement during a lie, then he can easily give himself away by this.

Conclusion

The main problem of lies in psychological science, identified in our work, is the lack of knowledge of the aspects of the problem. The greatest attention is paid to the study of the diagnosis of lies, which is reflected in this work by the amount of material considered on this topic.

1. A lie can be called a conscious distortion by one person of a known truth, with which he misleads another, while not warning the first of his intentions.

2. In this paper, such basic functions of lies as lies for good, including the functions of lies in cases of using "placebo", and virtuous deception were considered.

3. Leakage of information and information about the presence of deception - these signs can give out a liar. When diagnosing someone's lie, one should pay attention to the words (are they pronounced clearly), voice (does the tone change during the conversation, does the tremor appear in the voice), plasticity (posture of the respondent, the position of the arms, legs, does the person movements that are not characteristic of calm behavior, such as nervous twitching of an arm, leg, etc.), facial expressions (in cases of deception, a bewildered facial expression can be observed) of a person. At the same time, it is not always easy to catch a person in a lie if he manages to lie easily, but for some it is given with great difficulty, and here it is easier to calculate deception.

List of used literature

1. I. Vagin "Psychology of Survival in Modern Russia", Moscow, 2004

2. Paul Ekman "Psychology of lies", St. Petersburg, 2001.

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2 Literature 1. M.Yu. Konovalenko. Deception in business communication. –Rostov-on-Don, Bodalev A.A. Psychology of communication. - M. - Weinrich I.V. Linguistics of lies // Language and modeling. - M. - Dostoevsky F.M. Something about lying. // writer's diary. - m. - Duprat J. Lies. \Trans. from fr. – Saratov Znakov V.V. Untruth, lies and deceit as problems of the psychology of understanding // Questions of psychology. - - 2.

GB Vershinina3 Phenomenon of insincere business communication The effectiveness of solving business communication problems is determined by the degree of reliability of the information provided: only on the basis of reliable information can one adequately assess the situation and, accordingly, make informed decisions.

G. B. Vershinina6 1. The phenomenon of insincere business communication The communication of deliberately false information, regardless of the degree of intentionality, can be found in any field of activity: business, economics, politics, that is, where a situation often arises in which, with the help of distortion information can be achieved a certain advantage.

GB Vershinina7 1. Phenomenon of insincere business communication That is why the subject or group tries to use these mechanisms for personal purposes. Causes of lies in business communication Especially often untrue information is used: a aa a) in the course of rivalry, b bb b) unfair competition, c cc c) clashes of opposing interests.

G. B. Vershinina11 Features of solving social-perceptual tasks in conditions of insincere communication Solving social-perceptual tasks includes perception, understanding and evaluation of a colleague, allows you to form an adequate image of the interlocutor and choose the appropriate style of communication and interaction.

GB Vershinina12 Features of solving social-perceptual tasks in conditions of insincere communication During the social perception of the interlocutor, the following are carried out: UeUemotional assessment of the other; Up an attempt to understand the reasons for his actions; UpUpredict his behavior.

G. B. Vershinina13 Features of solving social-perceptual tasks in conditions of insincere communication Cognition of the interlocutor implies the perception of not only his physical, but also behavioral characteristics, the formation of an idea of \u200b\u200bhis intentions, thoughts, abilities, feelings, attitudes (life principles), etc.

GB Vershinina17 Mechanisms of the process of perception Feedback - responses of the interlocutor. Causal attribution is a causal explanation of the interlocutor's actions when there is no information about the causes. It is carried out most often unconsciously, or on the basis of identification, or by assigning a partner to a certain stereotypical category of persons.

GB Vershinina18 Mechanisms of the process of perception This sometimes distorts the true characteristics of the interlocutor, since usually the communicants strive to make a positive impression on each other and, for this, unintentionally or consciously behave better than usual. Therefore, in order not to make a mistake in assessing the interlocutor, you need to know some ways of distorting the idea of \u200b\u200bthe other person. This is:

G. B. Vershinina20 First of all, a person pays attention to the physical appearance of the interlocutor, then to the appearance (style of clothing, hairstyle, etc.); then - on the expression of a person (experienced or transmitted emotional states), behavior, supposed personality traits.

GB Vershinina21 The effect of the first impression The first impression is formed in the first 2-3 minutes and then subconsciously influences the person, as it has a certain stability. Factors influencing the first impression: Superiority factor (when an interlocutor who is somewhat superior to a colleague in an important parameter is rated higher in other significant parameters as well)

G. B. Vershinina22 Mechanisms of the process of perception Factor of attractiveness (there is a pattern that outwardly attractive people are rated much higher in other parameters) TFT Factor of attitude towards the observer (we evaluate people who treat us well or share some important ideas positive in other respects)

GB Vershinina26 Effects of the first impression The halo effect consists in the tendency to transfer previously received favorable or unfavorable information about a person to his real perception. Depending on this, either positive or negative assessments of the unknown qualities of the interlocutor prevail.

G. B. Vershinina30 Types of stereotypes Anthropological (associated with the external appearance of a person) Emotional and aesthetic (associated with the emotional and aesthetic appearance of the appearance, physical appearance of a person, behavior and communication features) Social (associated with the social status, occupation of the subject)

G. B. Vershinina33 In the process of business communication, the external appearance and behavior of the interlocutor, the psychological characteristics of the observed are assessed, as a result of which the observer develops his own attitude towards the interlocutor and, depending on this, further relationships are built.

G. B. Vershinina34 Considering that in conditions of insincere business communication, understanding is hindered by the interlocutor's desire to mislead the partner, it becomes important to take into account the whole range of those features of the partner that can be observed and evaluated.

GB Vershinina36 Signs of insincerity To understand the falsity of information, it is necessary to analyze: the external manifestation of insincerity (pantomime, speech tonality and its components); attitudes of the interlocutor (his readiness for certain actions, predisposition to certain behavior); speech of the interlocutor (assessment of reliability based on one's own knowledge).

G. B. Vershinina37 Forms of distortion of information Falsehood (statement based on delusion or incomplete knowledge) Falsehood (conscious distortion of the truth known by the interlocutor) Deception (half-truth that provokes a person who understands it to erroneous conclusions from reliable facts)

G. B. Vershinina39 Manipulations with information Selection (selective approach to information; reporting only those information that are beneficial to the addressee) source of information)

G. B. Vershinina40 Manipulations with information “Frame effect” (a variant of distortion, in which an appropriate design is created around the presented fact, presenting the phenomenon from a certain angle) Turning over (substitution of goals, when one’s goal is presented as the goal of another person)

G. B. Vershinina41 Manipulations with information Distortion (singling out some sides and hushing up others, exaggeration or understatement of something, putting forward the strongest arguments in one’s position, and the weakest ones in favor of the opponent’s position; hiding some information)

G. B. Vershinina43 Pushing (the interlocutor hesitates between several strategies of behavior; the partner pushes him in the right direction with certain actions or words; the victim deceives himself) Provocation (the interlocutor is forced to unprofitable actions, presenting it as a profitable or harmless business)

GB Vershinina51 Verbal methods of information distortion Non-verbal behavior contains a huge amount of information about a person, which has a high degree of reliability, since it is extremely difficult, and sometimes impossible, to control it consciously (for example, under stress).

G. B. Vershinina55 2. Classification by Yu.V. Shcherbatykh Number of objects of communication Self-deception (illusions, situations of psychological defense) Group deception (one person deceives many) Mass (one group deceives another group) Mutual deception

How to determine and find out if the applicant (employee, colleague) is lying to you or not?

S.I. Ozhegov defines lies and deceit in the Dictionary of the Russian Language as follows: “A lie is a deliberate distortion of the truth, a lie”; “Deceit is a false idea of something, a delusion.”

Why do people still resort to unusual behavior from the very beginning? By understanding the true reasons for lying, you will be able to more successfully interact with your subordinates.

There is such a personal characteristic as "Machiavellianism". Western psychologists call this a person's tendency to manipulate other people in interpersonal relationships. A person hides true intentions, with the help of distracting maneuvers, he achieves that the partner, without realizing it, changes his primary goals. “Machiavellianism is usually defined as a person’s tendency to manipulate others in subtle, subtle, or non-physically aggressive ways, such as flattery, deceit, bribery, or intimidation,” write Western psychologists. Moreover, it has been noticed that people who have this trait is strongly expressed can behave like skillful liars, but they themselves recognize lies very poorly.

Is it possible to fake body language and other components of behavior that can betray lies?

Psychophysiological symptoms of lying

trembling in the voice, body, which the interlocutor cannot stop;
rapid blinking;
a person strains his lips, bites them, “chews”;
above the upper lip, drops of sweat appear on the forehead;
frequent or severe swallowing of saliva;
desire to drink (due to dry mouth);
coughing (on a nervous basis), occasional stuttering is possible;
the voice acquires a different tone, not characteristic of the interlocutor, the rhythm and timbre change;
inconsistent restless breathing, may not have enough air, yawning;
discoloration of the face, pallor or redness, the skin may become blotchy;
palpitations, pulsation of blood in the temples, carotid artery;
twitching of the small muscles of the face (eyelid, eyebrow, etc.).

Gesticulation and facial expressions in case of insincerity

rubs his hands, fiddles with his fingers, scratches his neck, head, face for no reason;
fiddling with the edges of clothes, buttons, cuffs, fiddling with a pen, keys, playing with objects, senselessly rearranging bundles of papers, books that are nearby on the table, etc., imitating putting things in order;
smokes heavily, inhales more often than usual, coughs, touches the throat;
nervously bites lips, nails, pulls hair;
can't help trembling in the knees;
unconsciously hides, hides hands, closes palms of hands;
tensely runs his hand along the neck, intensively rubs it, as if it were numb, straightens the collar, jacket, laces;
unconsciously holds hands in the groin area (unconscious attempt to defend oneself);
often touches the earlobes, rubs them, scratches the nose;
when talking, brings his hand to his mouth, as if covering it, or holds his hand near the throat;
women can begin to carefully preen, tint their lips, powder, trying to distract themselves and distract the interlocutor from the conversation;
avoids looking into the eyes of the interlocutor (only for inexperienced ones) or, on the contrary, constantly looks straight into the eyes, trying to seem frank, when approaching a partner, turns away for some reason, in fact, in order not to create direct direct eye contact;
lowers his eyes, looks down, intensively, tensely rubs them;
he seems to try to hide his body, “sticks” all over to the armchair when he sits, leans on the table, unnaturally leans against the closet, as if trying to find support, etc .;
involuntarily tries to hold on to some object (table, chair, diplomat), unconsciously trying to create some kind of protection for himself;
the torso takes a tilt back (“departure”);
smiles more often than usual, the smile is asymmetrical, unnatural, strained, not accompanied by muscle tension around the eyes.

Verbal cues that tell lies

I'd rather not talk about that...
Something I can't remember...
I don't see the point in this discussion...
I don't even know how to answer this question...
Don't ask me such stupid questions...
I didn't know you thought that of me...

2. Partner extremely persistent and stubborn emphasizes his honesty, repeats it for no apparent reason, insists on your confirmation that you believe him.

I swear on the health of my children, parents...
Yes, let me fail in this place if I lie ...
You have to, you just have to trust me...
It's as true as...
I swear to god I'm telling the truth, trust me, you can't help but believe...
You cannot doubt that I am telling the truth, I know you, you are always for justice...

No wonder the Eastern sages said: "You said once - I believed, you repeated, and I doubted, you said a third time, and I realized that you were lying."

You know I'm an honest man...
You know me like no one else, I am not able to deceive ...
Well, here's someone who, but so that I ...
I have the same problems as you, but...
Someone who, and you will understand me, I'm sure ...

Yes, I do not have to answer you!
You know what!
Yes, how could you think that you are not ashamed!?
I don't even want to talk to you after that!
What you say infuriates me, I am outraged to the core!
What would you treat me like that, but I will not allow this ..!
Do you think you are so smart, you can do anything!?

5. Partner uses evasive responses that do not contain any specific information, without explaining or answering your question :

See, just like I said...
I knew it...
Do you respect me?
Yes, you are serious...
I'm not at all sure about this...

makes more gestures that betray his nervousness, uncertainty, tension (see above);
distracts you with unnecessary questions, details that are not directly related to the case, "chatters" you with false information, sometimes begins to quickly pronounce and clarify his lie;
when repeated, it can be confused, give inconsistent information;
responds after long pauses;
often unreasonably shows aggression, discontent;
may complain of feeling unwell (it was you who brought him up with your suspicions!).

Factors that make it difficult to recognize a lie

Factors Facilitating the Diagnosis of Lies

How to prepare for cheating?

If you suspect that your interlocutor is lying to you, do the following:

look at him point-blank, with an expression of doubt about the veracity of the information that he conveys to you;
ask him direct questions, looking into his eyes, and watch his reaction;
try to react with bright but light irony to some of his statements;
show your emotional state as much as possible, actively use facial expressions, gestures to evoke a response from your partner;
turn your palms down;
make your interlocutor feel uncomfortable, in particular, seat him with his back to an open space;
try to interrupt him a couple of times with an unexpected question, thereby preventing him from expressing his false statement to the end and taking him by surprise, asking him to immediately answer the question asked;
approach your partner, violating his personal space, going beyond his intimate zone.

For most people, telling a lie is much more difficult than telling the truth. Therefore, the internal conflict of a liar is reflected in his external behavior, which he tries with all his might to control, in psycho-physiological manifestations that tell us treacherously that a person is extremely agitated and tense - in the words and statements of a liar, which are so often inconsistent, confused and sometimes inadequate. Be careful, but do not become a maniac, counting the number of blinks and beads of sweat on your forehead. Perhaps a person is worried about a completely different reason, and now there is nothing left to do but just let him calm down and come to his senses. After all, your employees and subordinates are people who tend to make more than just mistakes.

Are you cunning?

No. p / p	Question	Answer grades
No. p / p	Question
	When you want to say something unpleasant, do you think that it might offend the interlocutor?
	When you are late for work, do you try to get to the workplace unnoticed?
	Do you ask colleagues, workmates to do for you what you do not want or are afraid to do yourself?
	Do you think that in any game it is better to lose honestly than to win dishonestly?
	When you try (or tried) to play a trick on someone, to play a trick on someone, did your partners and colleagues immediately understand whose hands it was?
	Can you tell your partner a deliberate lie in order to provoke him into frankness and concessions?
	At school, did you know how to copy a test from a neighbor in your desk so that he or the teacher did not notice anything?
	Do you always find a way to get what you really want?
	Do you know how to cheat so that no one notices?

Add up the points.

Less than 3 points - you, unfortunately, are very naive, you can be easily misled. Try to justify your credulity to your partner.

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Sometimes ignorance is bliss. The world is based on lies. To admit that in modern society the boundaries of the moral dilemma "false-truth" is very blurred - does not mean to be a cynic. It means being realistic, despite the cynicism of such a judgment. Everyone lies: mass media in pursuit of ratings, policies to increase the number of followers, advertising to increase sales, and to be honest, we ourselves lie. From time to time, the goal is to obtain some kind of preference, and sometimes this happens involuntarily.

The other side of the coin is that no one wants to be deceived. We do not want to fall for the tricks of scammers, buy a low-quality product, make a deal with a dishonest person. Many of the methods used by the police and forensic psychologists to detect lies can be useful to people in other professions, such as HR managers or employers, and anyone who does not want to be deceived.

Introduction to lie detection

At one time, the topic of lie detection became quite discussed due to the popularity of the series “Lie to me” created by S. Baum (in the Russian translation “ Lie theory". The characters of the series masterfully investigate crimes based on observations of the behavior of suspects. The main character is a prototype of a real person, a professor University of California psychology Paul Ekman, who is known for his work in the field of deception detection using microexpressions, voice changes, autonomic signs (blush, sweat, rapid breathing), lie detector.

At the same time, many experts note that the series is largely idealized and exaggerated. Psychologists who study deception argue that there is no reliable way to catch a lie, since lying is not a separate psychological process with its own unique behavioral indicators. This aspect plays an important role, because it is difficult to determine when a person is lying and when he is telling the truth, but is nervous due to pressure and greater psychological stress. Recognizing the edge is very difficult, and this should be borne in mind when resorting to the techniques described below. Remember:

1. No technique gives a 100% guarantee of detecting that a person is lying.

2. Do not directly accuse others of lying. Draw conclusions for yourself. The accusation is based on facts, not conjecture. Excessive suspicion (unless, of course, this is a professional skill) is fraught with difficulties in the communication process.

3. Non-verbal signals are not always confirmation of a lie. In some cultures, staring at someone is considered bad manners and can ruin a relationship.

4. Many physiological elements by which it is advised to determine falsehood, for example, increased sweating or dryness in the throat, may be present in a person due to individual characteristics.

Recognition of lies by facial expressions and eyes

Microexpressions. A person who lies subconsciously manifests the emotion of distress. Outwardly, this is expressed in an involuntary raising of the eyebrows, as a result of which wrinkles form on the forehead. Asymmetry will help to judge untruthfulness - a different manifestation of emotions on the right and left parts of the face. Such inconsistency is a sign that the emotion is fictional, not experienced.

Nose and mouth. According to researchers, a liar is much more likely to touch his nose than a person who is telling the truth. This is possibly due to the fact that the rush of adrenaline in the capillaries of the nose causes itching. A person's desire to cover his mouth with his hand or pursed lips can also indicate a lie.

Eye movements. A person blinks more often when lying. The eyelids remain closed longer than usual during lying. Men often have a desire to rub their eyes while hiding the truth. In the direction of the gaze, it is easy to determine whether a person is inventing information or not. So, the look of a right-handed person directed upwards to the left indicates imagination, and upwards to the right - about recollection. Although the postulate that a person looks away or down during a conversation has recently been actively criticized as a tool for determining the truth, the technique is quite interesting.

Language of the body

Sweating. It was said above that this sign is not always true, but the statistics inexorably assert: a person who lies sweats more than a truthful one.

Head nods. As a rule, we nod involuntarily to confirm our words or agree with what has been said. In the case when a person is lying, there is a delay between the words and the nod of the head.

Fussiness. On the thief and the hat is on fire. General fussiness, nervousness, inability to sit still, unnatural posture will be a good help in determining the veracity of a person’s words.

Movement. A person who tells the truth leans towards the interlocutor, a liar, on the contrary, moves away. During communication, many unconsciously use mirroring - repeat gestures vis-a-vis. When a person lies, this subconscious reaction is suppressed. The restless position of the hands (smoothing the hair, adjusting the tie, the desire to squeeze something) also betrays the liar.

Swallowing saliva and breathing. Increased breathing may be evidence that a person has stepped on thin ice. He begins to breathe faster to pump oxygen to the brain, which is necessary for orientation in a critical situation. Excessive saliva production is associated with the release of adrenaline, so swallowing it often can betray a liar.

Analysis of verbal responses

Excessive talkativeness. The fact of his answers to seemingly simple questions that require a direct and short answer can serve as a reason to doubt the sincerity of a person. Instead, the liar begins to clarify unnecessary details and, in doing so, often seeks support from your agreement with his words.

Emotional reaction. Watch the behavior of the interlocutor during the entire conversation. A truthful person who has nothing to hide reacts differently than a liar, whose reaction ranges spectrally from feigned casual to aggressively indignant.

Examination. In films, we quite often see how experienced investigators catch liars on inconsistency with their questions. Indeed, to verify the veracity, you can remember the answers to some questions after a while, ask the same questions and match the words. Untruthful people often get confused, cut off phrases in the middle, laugh off uncomfortable questions. At the same time, the frequent use of the same "memorized" mechanical answers most likely indicates the untruthfulness of the data.

Don't fall for tricks. Often, when a person wants to hide his true motives, he resorts to a set of tricks invented long ago. Frequent compliments, abrupt transitions from topic to topic after uncomfortable questions, diversion of attention to irrelevant details can be an additional reason to doubt the sincerity of a person.

“Techniques for diagnosing lies and insincerity in human communication, dangers in behavior. Non-verbal signals that betray insincerity and deceit Non-verbal danger signals

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