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Deception in business communication diagnostic methods. G. B. Vershinina1 Deception in business communication Diagnostic methods. Psychophysiological symptoms of lying


You can be more cunning than another, but you cannot be more cunning than everyone else.
F. La Rochefoucauld
People are so simple-minded and so absorbed in the needs of others that a deceiver will always find someone who will allow himself to be fooled.
N. Machiavelli
Manipulation is a skillful form of deception. The deception is that the recipient is given the impression that he makes a decision independently and for his own good, but in fact he is a puppet and a victim of a manipulator. Therefore, the ability to recognize any deception as such will also be a defense against manipulation. From here it is quite natural to give signs of any deception.
Man is the only living creature capable of lying.
There are, of course, “white lies.” But it is very important to be able to recognize malicious lies, as a result of which you can seriously suffer. How can you recognize deception? Knowledge of pantomime will help us with this, i.e. meanings of gestures, postures, body movements. And that's why.

"When communicating, most people have good control over their voice, intonation and facial expressions, because they are controlled by consciousness.
And they practically do not control their pantomime, since pantomime manifestations are spontaneous, subconscious, and uncontrollable by reason. More truthful information can be gleaned from body language than from words.
Therefore, a person who understands the language of pantomime is able to learn more about the interlocutor than he says, in particular, and what he is hiding.
The main thing is to understand when you are being deceived.
The first signs of deception
Here are some facts established by psychologists.
You are being deceived if:

  • in words, a person declares his honesty and frankness, but at the same time his palms are turned down (“looking” at the floor);
  • the interlocutor says that he gives you the “palm of primacy” in communication, but when shaking hands, his palm is turned down;
  • your partner talks about a trusting relationship, shares secrets and mysteries, but sits next to you no closer than 40-50 cm (more than half the length of an outstretched arm);
  • talks about how interesting it is to communicate with you, and the toes of his shoes point in the other direction from you;
  • emphasizes that he is not interested in you as a sexual object, but keeps his legs apart;
  • he says that he is interested in you, but when he said hello, he did not look you in the eyes.
You are deceived if they talk about sincerity and a matter that requires trust,
but at the same time:
  • hands are kept crossed on the chest;
  • you observe arms crossed over the chest with clenched fists;
  • see crossed arms with fingers tightly squeezing forearms;
  • with one hand a person makes a gesture as if adjusting a button on a sleeve, a watch bracelet, a cuff or a hairstyle;
  • a person holds an object in his hands with both hands: a handbag, a pencil, a notepad, a bouquet of flowers, a cup of tea or coffee;
  • you observe the intertwined fingers of your communication partner, clasped hands.
Verbal signs of intentional lying
  • People who tell the truth try to answer the question directly; those who hide it try to talk about various side circumstances in their answers.
  • Those who tell lies usually take longer to answer a question; they need time to decide what exactly to say.
  • Re-asking a question is a common way to gain extra time to think through the answer to the question posed.
  • Many people who tell lies are distinguished by fragmentary speech, their sentences often remain unfinished.
  • Various types of oaths (such as “I swear to God!”) are often used by liars in their attempts to make their lies more convincing. Truthful people do not need to resort to oaths and assurances.
  • Liars often mutter answers under their breath or get confused in their answers.
  • People who tell lies try to use “streamlined” words, for example, “I did not take this money.”
  • People who tell the truth try to convince the other side of their innocence, while liars behave passively.
  • Inconsistency in statements is one of the best indicators of deceit.
  • Truthful people try to answer questions directly, while liars try to answer difficult questions indirectly.
If you carefully study the signs of lying, which manifest themselves in the form of bodily signals, you will be able to discern an insincere attitude towards yourself. This will protect you from unwanted consequences and unpleasant experiences associated with disappointment in people.
Usually, a person’s condition is manifested not by one gesture or pose, but by a whole series. Therefore, the first manifestation should alert you, and the next should confirm your concerns about the true intentions of the interlocutor.
The fact is that a single body movement can accidentally indicate something else. For example, a person is cold and he crosses his arms over his chest, huddling to keep warm. Unbuttoning your jacket or taking it off during a conversation is, generally speaking, a sign of openness towards your interlocutor. If... it's not hot.
Therefore, to be sure, you need to catch two or three manifestations of a person’s condition in order to draw the right conclusion.
“Reading” the interlocutor by his gestures
As Alan Pease points out [119], one of the most commonly used symbols of deception is the hand-to-face gesture. They have a real basis. When we hear, see or tell a lie, we unconsciously try to cover our mouth, or eyes, or ears with our hands.
This gesture is very easy for children to notice. If a child lies, he often tries to cover his mouth with his hand (in order to, as it were, stop the flow of lies that comes out of him). If he doesn’t want to listen to his parents who reproach him for something, he simply covers his ears with his palms. If he sees something that he would not like to look at at all, he covers his eyes with his palms.
As a person grows up, hand-to-face gestures become more refined and less obvious, but still a person unwittingly makes them when he is lying or shielding someone.
When a person involuntarily covers his mouth, or eyes, or ears with his palm during a conversation, this may mean that he is going to deceive you. In this case, be more observant of his gestures. Let us explain the meaning of the most characteristic gestures.
Gesture of covering the mouth
Covering your mouth is one of the gestures that a person uses when telling lies to others. In this case, the palm covers the mouth, the thumb is pressed against the cheek, as the subconscious gives the command to close the mouth and suppress
stream of lies. Sometimes this gesture takes the form of several fingers pressed to the mouth, or a hand clenched into a fist. The meaning of the gesture remains the same.
Some deceivers try to hide this gesture by imitating a cough or thoughtfulness. If a person conducting business negotiations uses such a gesture, this is a danger signal for the negotiating partner.
Touching your nose
At its core, the nose-touching gesture is a refined form of the mouth-covering gesture. It can have several variations, for example, a light rubbing under the nose or one quick, almost imperceptible touch to the nose. For some women, this gesture takes the form of a few light blows to the nose because they are afraid of ruining their makeup.
A. Pease explains the origin of this gesture this way. As some bad thought creeps into the brain, the subconscious gives the command to the hand to cover the mouth. However, at the last moment, trying to make this gesture less obvious, the hand quickly touches the nose. Another explanation for this gesture is that lying irritates the fine nerve endings in the nose, and this gentle scratching of the nose relieves the itching.
Rubbing the eye
“I don’t see anything,” the interlocutor seems to say, and this gesture is an attempt to block the lie that he sees, or to avoid the gaze of the person who is lying. Men usually always rub their eyes, and if the lie is very large, then they try to look away and at the same time look at the floor.
Women tend to rub their eyes with a light touch and rub the area under the eye. There can be two explanations for this:
  • firstly, because from childhood they were taught to take care of themselves and, in particular, not to make sharp unpleasant gestures;
  • secondly, they are simply afraid of ruining their makeup. They also try to avoid looking directly into the face of the person they are lying to, and instead look at the ceiling.
Rubbing your ear
This gesture is an attempt by the listener to “hear nothing.” So he seems to block what he hears by placing his hand on his ear. This gesture is a refined version of the childish gesture, when you completely cover your ears with your palm so as not to hear the reproach of your elders. Other variations of this gesture include lightly scratching the earlobe with the back of your hand, dipping a fingertip into the ear, twitching the earlobe, or bending the earlobe to cover the ear canal. The last gesture is a signal that the person has already heard enough and perhaps wants to say something.
Neck scratching
When a person scratches his neck during a business conversation, it indicates doubts or uncertainty that he is experiencing. In other words, such a person seems to be saying: “I am not sure of what you are telling me” or: “I do not agree with you.”

/Studies of gestures have shown that when someone tells a lie, it causes mild irritation in the sensitive skin of their face and neck. In this case, a person needs stroking or even scratching to calm down.
Watch the person who deceives someone before your eyes. When he tells a lie, he undoes his shirt collar. It is as if the liar begins to sweat from the neck when he senses that the listener may realize that he is being deceived.
If you see your interlocutor using this gesture, it is best to immediately ask: “Could you repeat or clarify what you mean?” In this case, the liar may immediately become wary and begin to surrender his positions in your favor.
You can read more about body language in the books by A. Pease, D. Nirenberg and G. Codero, listed in the list of references.
The face and voice of a liar
According to University of California psychology professor Paul Ekman, “the face is a mirror that reflects lies.” Here are some data from his 30 years of research on this topic.
Detecting a lie is not so easy: you need to simultaneously analyze words, pauses, the sound of the voice, facial expression, head movements, gestures, posture, breathing, perspiration, blush, pallor, etc. Therefore, it is worth examining the liar in more detail under a “microscope.”
Pauses
Voltaire made a witty remark that with the help of language we can hide our thoughts. Among diplomats, this turned into a professional aphorism: “Language is given to a diplomat to hide his thoughts.” Remember this property of many statements. And if you listen to a liar, then know that he thinks about every word and chooses words carefully, making long or too frequent pauses. This is one of the signs of deceitful speech.
Voice
The sound of the voice is associated with the areas of the brain responsible for emotions. This is why it is very difficult to hide changes in your voice if you are worried or angry. The deceiver starts using interjections like “um”, “well” and “uh”, repeating things like “I, I, I mean that I...” and pronouncing extra syllables such as “I really like” I liked it...” Very often a liar speaks in a raised voice.
Smile
Most people cannot immediately spot a liar simply because they do not know how to distinguish a sincere facial expression from a lying one. For example, there are more than 50 types of smiles, and studies have shown that when subjects lied, they smiled differently than when they told the truth. Know: only the zygomatic muscles, which run from the cheekbones through the lower part of the face and

end in the corners of the mouth, and the muscles located around the eyes do not move.
Fake smile: no bags under the eyes, “spider legs” and slight drooping of the eyebrows.
Eyebrows and mouth
There are facial muscles that a person cannot control. For example, only 10% of subjects could voluntarily lower the corners of their mouths without moving their chin. However, these hard-to-control muscles moved on their own when people were truly sad. False guilt: Raised inner corners of the eyebrows triangulate the upper eyelids and cause wrinkles in the center of the forehead. Only 15% were able to feign guilt by raising the inner corners of their eyebrows, which triangulates the upper eyelids and causes wrinkles in the center of the forehead. And only 9% of the subjects showed true signs of fear, simultaneously raising and moving their eyebrows.
When you want to hide your joy, to extinguish a satisfied smile, purse your lips and lift your chin. But the movement of the opposing muscles will still give away the deception.
Facial asymmetry
There are three more signs of detecting lies: asymmetry, duration of emotions and untimely facial expressions. Scientists studying the functioning of the brain have found... that since the right hemisphere is responsible for the emotional sphere, one side of the face may be more “emotional”. Since the right hemisphere controls most of the muscles on the left side of the face, and the left hemisphere controls the right, scientists hypothesized that emotions should be stronger on the left side. In short, if one side of the face changes more than the other, then the person is definitely lying.
If the interlocutor's face expresses a certain emotional state - anger, fear, joy - for more than 10 seconds, know: this is false. Sincere expressions are replaced with lightning speed. Genuine surprise, for example, lasts no more than a second.
Eyes
Looking down means sadness, looking away means disgust, looking down and away means guilt or shame. However, a professional deceiver will try to look you straight in the eyes.
Nervous system
Unconditional signs of deception are the reactions of the autonomic nervous system: if the liar experiences fear, anger, excitement, grief, guilt or shame, this is accompanied by increased breathing, heaving of the chest, frequent swallowing due to severe dryness in the mouth, the smell of sweat or protruding perspiration. These signs of lying are reliable because they occur involuntarily and are very difficult to suppress.
They were known to our distant ancestors. In the East, to check whether a suspect was lying, he was given a handful of dry rice grains and told to chew them. If the grains remained dry, then the person was telling a lie.

In the 20th century The reaction of a person’s autonomic system when he gives false answers formed the basis of a “lie detector” - a polygraph. Only people specially trained in this can deceive a polygraph. For example, intelligence agents.
Do we like to lie?
It may be a lie, but it is salvation. Or - so as not to offend another. But often - and to achieve completely mercantile goals.
“We sleep on average 200 times a day, and without it, life would be a complete nightmare,” said University of Southern California psychology professor Gerald Gillisson. He attached microphones to the clothes of 20 volunteers and then analyzed everything they said in everyday life.
It turned out that on average every eight minutes they said something that was not true. People who have constant contact with people lie more than others. These include salespeople, doctors, politicians, journalists, lawyers, sales agents and even psychologists.
Very often people justify mistakes and mistakes with white lies. Latecomers often cite traffic jams that supposedly delayed them. A person who refuses an invitation is lying that he is not feeling well or that he is “stuck at work.”
Psychologist Richard Wiseman from the University of Hertfordshire in England did a simple experiment: he sent checks for £12 (each, allegedly by mistake) to 25 priests and the same number of car salesmen. The same number of both - three-fifths - embezzled the money, and only two-fifths returned the checks.
Dr. Wiseman believes that modern society could not function if everyone told the truth. Lies are especially common in autobiographies that people write when looking for a job.

Our own counterintelligence [Practical guide] Zemlyanov Valery Mikhailovich

Diagnosis of deception

Diagnosis of deception

To date, quite accurate tools for “diagnosis of lies” have been developed. Its use makes it possible to identify a number of signs in people’s behavior that clearly indicate a lie (pretense, deception). These signs are divided into 5 groups: vegetative, motor, kinesthetic, semantic, speech.

Vegetative signs - these are vasomotor and physiological reactions of a person.

Vasomotor reactions are the result of the reaction of vasomotor nerve fibers. If your interlocutor is insincere, his blood vessels narrow. Outwardly, this manifests itself in the fact that the skin turns white: “the blood has drained from the face.” The same reactions make the skin of the hands cold. If “a thief’s cap is on fire,” then “a liar’s hands are cold.”

Physiological reactions include:

First, the zonal temperature difference in various areas of the body, which quite accurately indicates deceitful behavior. Outwardly, this manifests itself in rubbing the hands, moving the legs, and changing the position of the body.

Secondly, profuse sweating. These are the wet hands of the interlocutor (you want to wipe your hand after shaking hands). Sweaty occipital-cervical area (for example, the interlocutor wipes his neck with a handkerchief, assuring that he knows nothing about industrial espionage). Sweaty frontotemporal region (the air conditioner is working, but the interlocutor is sweating.). Sweaty nose (“a liar’s nose shines”). Sweaty armpits (the interlocutor takes off his jacket if he lies for a long time and persistently). Sweaty lower back and groin (frequent changes in posture, involuntary movements). For each person, depending on his individual characteristics, one or another part of the body is most susceptible to sweating in cases of pretense and deceitful speech.

Third, changes in the internal fluid environment. Most often it manifests itself by such external signs as dry mouth and throat, expressed in frequent licking of lips during a conversation, drinking drinks, clearing the throat by coughing. Quite often it accompanies not only acutely deceitful behavior, but also sluggish two-faced behavior. Wetting the eyeball is also a manifestation of insincerity, accompanied by an increased frequency of blinking.

Breath. There are special technical devices that make it possible to record the dynamics of not only the external manifestations of breathing, but also changes in the humidity and chemical composition of exhaled air, which makes it possible to diagnose the deceiver.

Changes in a person's electromagnetic field (EMF) depend on the internal state of his psyche. Correlating the observed EMF pattern with the reference one is one of the most accurate diagnostic tools.

Kinesthetic signs:

1. Human ideomotor: pantomime and gestures;

2. Eyes: eye shine; pupil size; blink rate; direction of gaze fixation during a conversation;

3. Human facial reactions: so-called. working material; masks; smile;

4. Other behavioral responses (actual communication).

Ideomotor reactions are uncontrolled micro-movements of muscles, which are a weakened manifestation of a person’s internal ideas about the actual execution of a certain movement. For example, reflex movements that accompany a person’s internal representation of defensive reactions can manifest themselves as the movement of the shoulders (characteristic of the initial phase of turning the body to escape), as the trembling of the fingers (the beginning of clenching a fist), as the movement of the fingers towards the face (protective reflex).

Ideomotority accompanies lying. Therefore, it is advisable to observe its manifestations in a suspected person. She “gives away” his internal states. Of course, professionals try to control their ideomotor reactions. However, firstly, it is impossible to control yourself always and everywhere. Secondly, such control is a rather difficult task.

Idemotorics is embodied in pantomime and gestures. Pantomime is a set of various expressive movements that accompany behavior. For example, an insincere person can be identified by his gait: he is characterized by careful and soft steps, with his feet turned inward when walking. The step is shortened, the legs do not straighten completely, as if they spring. It appears as if the person is carrying something fragile or is afraid of slipping.

On the contrary, a “high-flying” liar (a kind of “artist”) may be characterized by movements of a different nature: the feet are placed “outstretched”, the steps are wide, there is a smile on the face, the hand is extended in advance to greet. But all this is only if he saw you from afar. In other words, such manners are his “home preparation” for dulling the vigilance of others.

Gesticulation. A “gesture” is any movement that accompanies speech or expresses something. This has two consequences:

First: the accompanying gestures carry additional information about the nature of what was said. This mostly applies to a variety of hand movements. Thus, the hands of an experienced hoaxer can serve as one of the means of persuasion of the object (i.e., one of the means of deception). In this regard, one should note how well-groomed the hands of the suspect are. Rest assured: if his hands are his weapon, he will give them the appropriate appearance. For example, a man's manicure is a warning sign. Warming up the fingers (clasping them together, twisting them, rubbing them, etc.) preceding the exchange of information clearly indicates that the person is preparing to lie.

Corollary two: independent gestures carry their own information, including those reflecting signs of lying. For example: almost always when a person lies, he makes micro movements of his toes and ankle. Therefore, it is advisable to conduct conversations with suspects in an informal setting and offer them seats in deep, low chairs. Then their feet are in sight. Tapping the toe of a shoe on the floor, raising and lowering the toe of the foot up and down, placing the feet on the toes, rotating the feet and other movements of this kind signal the internal tension of the object, including the fact that he is currently lying.

Eyes. Eyes are one of the most expressive elements that reveal a liar.

Eye gloss is a sign of increased intraocular pressure. It, in turn, is one of the consequences of internal emotional tension that almost always accompanies a lie. If you notice a sudden sparkle in your eyes, it means your interlocutor has started to lie.

Pupil size. The more exciting the subject's experiences, the more dilated his pupils are. The everyday observation that “fear has big eyes” is absolutely correct in a physiological sense. During a provocative (or frank) conversation, you can detect a lie by the sudden dilation of the pupils of the interlocutor’s eyes.

Blink rate. A typical stress reaction is an increased frequency of eye blinks. Its physiological cause is the drying out of the mucous membrane of the eye, which accompanies an increase in intraocular pressure.

Fixing the gaze during a conversation. Looking away from your interlocutor very clearly reveals a liar. He subconsciously fears an aggressive response if he is exposed. So he averts his eyes. Another option is that the eyes “run” and “shoot”.

Eyes very often give away liars, as they say, “with their heads.” That is why it is equally common to observe the use of appropriate disguise: the interlocutor chooses a darkened place for himself, puts on glasses with dark or smoky lenses. If something like this happens, be careful: your interlocutor will lie.

"Dial test". The so-called “dial test” helps to reliably assess the value of “dragging” the eyes.

When thinking, a person always directs his gaze in some direction. For example, if he is asked a question for which he has not prepared an answer in advance, his eyes begin to wander. At the same time, people prone to figurative thinking need to direct their eyes to the desired area of ​​internal vision in order to literally “see” the corresponding image.

Identification of lies is based on the fact that if some fact really took place in the past, then the eye will look for it in one area; if this fact is invented (is a lie), the search for it will take place in another area.

The dial test describes the possible movements of a person's eyes in a manner similar to the clockwise indications of a dial. For example, “gaze at twelve” means the eyes are looking straight up, “gaze at nine” means the eyes are turned to the left, etc.

Each number on the dial corresponds to one or another area of ​​“internal review”. For example, the suspect’s figurative memory may be in the region of “half past ten - eleven”, symbolism may lie between “two and four o’clock”, and the most important synthetic zone for us (where lies are invented) is between “four and five”.

The difficulty in using this test is that for its reliable use it is necessary to identify the appropriate reactions of the subject in advance. Now your interlocutor is saying something that you have no doubt is true. Where is he looking at this? At half past nine, that means he has a figurative memory here. He is thinking, trying to solve the problem that you presented to him, while his eyes are on “half past four” - his writing zone is here. Now, if you are attentive enough, you will always notice where the interlocutor is looking - into the real past or into the fictional one?

Facial reactions are expressive movements of the facial muscles. Each person has strictly individual characteristics of facial muscle movements. One has a face reminiscent of the sea, the breeze blew and everything began to move; the other has a stone-motionless face. To read facial reactions, it is advisable to highlight the most mobile muscles of the face: the mouth and lips, around the eyes, and the frontal area.

The set of facial reactions typical for a given person, reflecting one or another of his internal states, is called a mask. There are many typical masks of lies known from literature, i.e. facial tensions inherent in the deceitful behavior of certain people.

Smile- the most clearly visible part of facial reactions. A fake smile instantly reveals a lie. There are at least two known signs that distinguish a fake smile from a sincere one:

– A fake smile is more asymmetrical than a sincere one.

– A sincere smile is not accompanied by movement of the muscles located around the eyes.

Other behavioral reactions. This is the use of communication tools and techniques used to support the communication process itself. In this sense, the partner’s insincerity is indicated by “skill” in behavior, easy finding of the right words, “streamlined” expression of thoughts, etc.

Semantics. This is work with the meaning of what was said. If errors are possible in the diagnosis of motor, kinesthetic or autonomic signs of lying, then understanding the laws of construction of false messages, their internal logic and methods of presentation is the surest way to expose a liar, because semantic information cannot be erased.

The subject matter, scheme and motivation of speech messages are subject to semantic analysis.

– Topic of conversation. If the subject suddenly changes the topic, this may be an attempt to divert your attention. Thus, when making legends, themes close to the theme of deception are extremely rarely used. Therefore, any persistent (especially sudden) attempt to change the topic under discussion (especially if it is accompanied by remarks of an emotional nature) should be interpreted as associated with the supply of false information.

– Conversation outline. If you do not outwardly show any visible signs of your suspicions towards the object, then he perceives your calmness as a signal to promote false information. In this case, he independently builds a conversation with you. In the future, by analyzing the conversation that took place (it is advisable to record it on tape), you can identify its internal logic, see how and when your partner prepared you to perceive the information he needed, how he voiced it, what he did after that, etc.

– Motivation(the object’s rational explanation of the reasons for his actions). If he avoids answering directly posed questions of this kind (“explain why you did such and such”), this is due to false messages voiced by the object. Such evasion is usually used to disguise the actual motives of behavior or the true purpose of communication (for example, to hide an attempt to extract information from you that the target needs).

Analysis of speech characteristics. The voice characterizes human speech even more clearly than words. In this sense, the most common sign of deception is pauses. Pauses may be too long or too frequent. Hesitations before words, especially if this occurs when answering a question, always lead to suspicion. Short pauses during speech itself are also suspicious if they occur too often.

Signs of deception may include: speech errors: interjections, for example “um”, “well”, “uh”; repetitions, for example “I, I, I, I mean that I”...; extra syllables, for example, “I really liked it,” etc.

a) the liar did not think through his line of behavior in advance; b) the liar has prepared in advance, but is afraid of exposure.

Tone of voice also betrays deception. Special studies have shown that in upset people, the pitch of the voice increases in 70% of cases. In cases where the object tries to hide the emotions he experiences at the moment of communication, the chances of his exposure are quite high. If he tries, for example, to hide feelings of fear or anger, the voice becomes higher and louder, and the pace of speech becomes faster.

There are devices that can be used to identify a person’s emotional states based on his vocal characteristics. This is the Psychological Stress Evaluator (PSE); voice analyzer Mark.I; voice stress analyzer (PSA) and others. Manufacturers of these devices claim that their devices are capable of detecting lies based on voice characteristics (including over the phone). In fact, they do not reveal lies as such, but stress and negative emotions. It is no coincidence that the manufacturers of these expensive devices warn users about the possibility of errors in relation to habitual liars who do not experience any negative emotions in connection with their lies. At the same time, you can mistakenly suspect an honest person who is very upset about something. Scientists have found that such devices help to correctly detect lies only half of the time. This is too low a percentage of efficiency.

Such dynamic characteristics of speech as its tempo and speed require attention. Often a sign of lying is a change in the pace of speech, whether it is an increase in the pronunciation of words to a barely audible muttering, or, on the contrary, a stretching out of words.

Subject to recording: a) changes in diction; b) morphological changes in the structure of speech messages; c) lexical changes (including the appearance of words that are usually unusual for this person - interjections, jargon, obscene expressions); d) speech errors and distortions (wrong inflection of verbs, awkward phrases, slips of the tongue, etc.).

Special methods

– Reactions that complete contact. Of particular value for diagnosing lies is observation of the object at the end of contact with him. For example, there is an intuitive feeling that the object is lying. You can get confirmation of this by pretending that his statements and behavior are taken “at face value.” Pay attention to the object's reaction: it may be a relaxation reaction. You can always see the relief that a person experiences after completing such a difficult and responsible event as a conscious, purposeful deception. If only there is a desire to see it.

– Verification(verification of the truth) of the information received. This implies constant verification of any information coming from interlocutors.

– Operational provocation. A lie can be provoked by the presentation of a stimulus that is not externally related to the topic of the lie. In such cases, the object’s reaction to the stimulating provocation betrays him, as they say, “with his head.”

– Technical support. We are talking about the technical support for diagnosing lies, which comes down to the use of both publicly available and special technical means.

If sufficient resources are available, it is advisable to create a special structure (office) that provides maximum opportunities for covert surveillance of the suspect, as well as for his express diagnosis. Such an “office” combines a meeting room (office), comfortably furnished and equipped with a mini-bar, a small kitchen, a toilet, and possibly a bedroom. All premises are equipped with equipment for covert surveillance, as well as for processing received information (audio, video, photo, etc.).

Several camouflaged miniature controlled television cameras with very high resolution allow you to see the object from the desired angles and at the required magnification, including a top view. As a result, it is possible to see any of its micromovements. Directional stereo microphones are capable of capturing the slightest sounds, shades of voice and breathing.

The technique used is capable of rapid reconfiguration, taking into account, for example, the number of observed objects. An operating engineer located behind a soundproof partition in the viewing room controls the equipment and records the conversation. The entrance to the viewing room is tightly separated from the entrance to the so-called “office”.

In addition to the operator, there may be one of the counterintelligence officers in the viewing room, recording moments of lies. In case of emergency, he can at any time contact his employee (or a representative of the NHS management) located in the “meeting room” by telephone and give the necessary instructions (or draw attention to some aspects). To the target, it will look like a regular phone call.

Thanks to such technical means, specialists can study an object in great detail as much as they want, whenever they want. For example, video viewing tools allow you to bring images from four points at once onto one screen and obtain a three-dimensional vision that is not available with other observation methods. You can zoom in on fragments of recording from one camera and view the smallest facial reactions on the big screen.

The tremor detector detects changes in the spectrum of the suspect’s voice and “catch” in it the tremor characteristics characteristic of deceitful behavior. The brief controller monitors the dynamics of the suspect's breathing and signals suspicious symptoms. The thermal imager, at the operator’s request, superimposes its thermal image onto the video image of the object, which makes it possible to “read” a person’s thermal reactions (in particular, to identify differences in the temperature of individual parts of his body).

In addition to the meeting room, all other rooms should be equipped with video cameras and microphones, including the entrance, the area in front of the door, the toilet (bathroom) room and the bedroom (if there is one). This allows you to completely cover the object with observation, including its reactions when it is in imaginary out-of-reach zones.

Technical equipment, as well as the operation of such an “office”, is expensive and quite troublesome. However, existing experience allows us to assert that thanks to it, the effectiveness of “diagnostics of spies” (especially unreliable partners) increases by an order of magnitude.

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Definition and role of deception in interpersonal business communication

Recently, deception has been viewed as a socio-psychological phenomenon /1, 3/, which has a significant impact on the nature of interpersonal relationships, the effectiveness of interaction, and the reliability of information exchanged between participants in communication. But, despite the apparent obviousness, the concept of deception requires a clear definition.

Today, the most common definition of deception is the deliberate, deliberate misleading of the interlocutor /13/. However, D.I. Dubrovsky /2/, and after him other authors use the concept of unintentional deception. But, speaking of unintentional deception, he associates this type of misrepresentation with good, benevolent intentions, with the absence of malicious intent. However, this characteristic of deception does not reflect its intentionality, although it is of great importance when analyzing the problem of deception in communication.

It must be emphasized that the designation of unintentional misrepresentation by the word “deception” blurs the boundaries of this concept. In this case, almost every person who conveys truthful information (i.e., information of the truth of which he is subjectively convinced) can be called a deceiver, if only because of the relativity of the criteria of truth. In addition, information may not fully correspond to reality as a result of misconception, due to errors of perception, the influence of psychological defense mechanisms of the individual and other unconscious phenomena. Therefore, it seems unjustified to introduce the concept of “unintentional deception” into the system of socio-psychological knowledge, although it is probably acceptable to use this phrase as a literary or philosophical metaphor. Only deliberate misrepresentation should be considered deception. premeditation acts as one of the qualifying signs of deception. Distortion of information provided by a person can be the result of serious mental pathologies, such as impaired consciousness, memory, the presence of delusional ideas or delusional fantasies, painful motives, operative (commanding or prohibiting) auditory hallucinations / 8, pp. 17, 45, 67, 99 /. Persons suffering from atherosclerotic psychoses are also prone to reporting untrue information. At the same time, it should also be borne in mind that mental abnormalities can occur in persons who have not previously suffered from anomalies, which can also lead to the unreliability of their reports. But since persons suffering from mental illness are not aware of the fact that they are distorting information and do it unintentionally, such actions (messages), therefore, cannot be considered deception or lies.

Naturally, a deceiver can achieve his goal only if his actions are hidden from the object of deception. The desire to hide one's actions from the intended victim should also be considered as one of the signs of deception. P. Ekman draws attention to this circumstance. He defines “a lie, or deception, as an act by which one person misleads another, doing this deliberately, without prior notice of his goals and without a clearly expressed request on the part of the victim not to reveal the truth” / 10, pp. 22 - 23/. Taking into account this feature, from a psychological point of view, the performance of a film or theater actor, the actions of an illusionist on the stage, etc. cannot be considered deception. A theater viewer, by purchasing a ticket to a performance, agrees to perceive the artistic fiction.

In everyday communication, we often perceive the words “deception” and “lie” as concepts that have the same meaning. At the same time, some scientists do not distinguish between lies and deception. For example, P. Ekman /10/ in his study of lies uses these concepts as synonyms. K.V. does not draw the line between deception and lies. Kharsky /9/. However, a number of scientists /S. Bock, R. Hopper, R. A. Bell/ propose to distinguish between these concepts, despite the difficulties that arise. They consider lies to be statements that deliberately mislead the interlocutor and are conveyed orally or in writing /3/. Deception, in their opinion, is a broader category. It can manifest itself in the deliberate performance of a certain role that will mislead the interlocutor, the purposeful use of the situation to mislead the intended victim of deception. In this understanding, lying can act as an element of deception.

A more categorical point of view is shared by Russian psychologist V.V. Signs He writes: “Deception is based on the conscious desire of one of the participants in communication to create a false impression in the partner about the subject of discussion, but the deceiver does not distort the facts. A distinctive feature of deception is the complete absence of false information and direct distortions of the truth. There are two types of deception - deception through half-truths and deception through the truth” /3, pp. 251 - 252/; “A characteristic sign of deception is the conscious intention of the deceiving subject to conceal from the partner information necessary for understanding the cause-and-effect relationships of what happened” /3, P. 253/. In addition, V.V. Signs distinguish between lies and deception at the intentional level (intentions of liars and deceivers), as well as at the procedural level (according to the degree of involvement of the deceived person in lies and deception). From the approach of this scientist it follows that a lie cannot be a part or element of deception, that these are two different phenomena. This approach also raises many questions. What do we call those cases when an untruthful message is conveyed nonverbally, for example, when a person imitates certain emotions? What will be the combination of a false report with elements of playing a role? This cannot be a deception, because in deception, according to V.V. Znakova, there are no false reports. And at the same time, such actions go beyond lies. Obviously, the reason for many difficulties in defining and further analyzing lies and deception lies in ignoring the systems approach, which, in particular, requires the study of any phenomenon as a system that is a structural element of a higher order system. In our case, a systematic approach requires the analysis of deception as an element of communication, in particular interpersonal, which acts in relation to it as a system of a higher order.

So, if deliberate misrepresentation is considered within the framework of direct professional (business) communication, then we can define a lie as a corresponding verbal message (information) and as the process of transmitting this message to a partner. Lying thus concerns mainly the communicative side of communication. Deception acts as a phenomenon that is probably associated with all three traditionally identified aspects of communication: communicative, perceptual and interactive. In this case, it would be logical to define deception in communication as intentionally misleading a partner using the features of information exchange, patterns of perception and mutual understanding, as well as mechanisms of interaction in the communication process.

In this understanding, lying can act as an element, means or method of deception. And just as in communication, it is impossible to draw a clear line between the communicative side and the other two sides (perceptual and interactive), and it is probably impossible to separate lies and deception. Any lie will be pronounced with a certain intonation, facial expressions, taking into account the partner’s readiness to perceive this information, and the influence of situational factors. Those. In order for a lie to be successful (perceived by a communication partner), it must be combined with elements of deception, which, in turn, will be more effective when combined with a lie. It is in this form that they are most often present in real communication.

Defining a lie, O. Lippman /4/ draws attention to the fact that it is an act of will, since by misleading a communication partner, the subject overcomes internal and external inhibitory factors. As such a factor, he considers the very simultaneous presence in the consciousness of a liar of a complex of false ideas and a complex of correct, true ideas. Inhibiting factors include fear of exposing lies and the moral standards they profess. An inhibitory effect can be exerted by the perception of a communication partner as an experienced lie verifier /10/. At the same time, S.L. Rubinstein emphasizes that “an act of will is not an abstract activity, but an activity that also includes self-restraint. Willpower lies not only in the ability to fulfill one’s desires, but also in the ability to suppress some of them, subordinating some of them to others and any of them to tasks and goals to which personal desires must be subordinated. The will at its highest levels is not a simple set of desires, but a certain organization of them. It further presupposes the ability to regulate one’s behavior on the basis of general principles, beliefs, and ideas. Will therefore requires self-control, the ability to manage oneself and dominate one’s desires...” /7, p. 596/.

O. Lippman’s point of view that lying is a volitional and conscious act of personal behavior is shared by A.V. Sunsets /2/ and other scientists. Taking into account the relationship between the concepts of lie and deception that we have defined above, it seems possible to consider deception as a volitional act (or a certain sequence of volitional acts) with a similar identification of its stages and structural elements. In addition, deception as a conscious act of will, like a lie, will be determined by real motives and aimed at achieving specific goals.

If we turn to the understanding of the volitional act in general psychology, we find out that this concept is used as a synonym for “volitional action” /5/, which is considered as a special type of intentional action. “Volitional action, while retaining all the essential features of intentional action, includes as a necessary condition overcoming difficulties. This or that intentional action may or may not belong to the volitional action, depending on whether it is associated with overcoming difficulties or not” /5, p. 386/. S.L. Rubinstein /7/ writes that when starting to act, a conscious person is aware of the consequences that the implementation of the goal facing him will entail. As a result, a discrepancy may be revealed between the desired goal and the undesirable consequences or difficulties with which its implementation is associated due to objective external conditions. An action performed in conditions of such a conflict of internally contradictory tendencies is what he calls a volitional action. Obviously, this discrepancy can also be detected when an intention to deceive is carried out.

In the process of deception, as a volitional action, both motivating and inhibitory functions of the will are realized. The incentive function, ensuring human activity, gives rise to deception. The importance of this function increases in conditions where deception is associated with risk (loss of prestige, risk to life). The inhibitory function of the will, acting in unity with the incentive function, manifests itself in the process of deception in restraining unwanted manifestations of activity, which can be perceived by the partner as signs of deception.

Achieving the goal of misleading a communication partner can be achieved by a person sequentially solving a number of particular problems. Therefore, it is obvious that deception can consist of a sequence of certain actions. In addition, according to S. L. Rubinstein /7/ each action is a “unit” of activity. This gives grounds to consider deception as an element of activity that has a conscious goal. The very presence of a conscious goal is a qualifying sign of activity: “In order to talk about activity, it is necessary to identify the presence of a conscious goal in a person’s activity. All other aspects of activity - its motives, methods of implementation, selection and processing of necessary information - may or may not be realized. They may also be realized incompletely and even incorrectly” /5, p. 99/. In cases where there is no conscious goal, there is no activity, but impulsive behavior takes place.

Considering deception as a specific element of activity within the framework of interpersonal communication, it is necessary to mention the relationship between the concepts of “activity” and “communication”. In Russian philosophy and psychology, there are several approaches to analyzing their connection. One of them is that communication is considered as a specific type of activity (communicative activity). Given this approach, we can consider deception as a communicative action.

Consideration of deception as an action gives grounds to establish its relationship with the concept of “insincerity (sincerity).” A.V. Petrovsky /5/, S.L. Rubinstein /7/ and other scientists emphasize that activity is always carried out in a certain system of relationships between a person and other people. Its results have a definite impact on the world around us, on the lives and destinies of other people. Consequently, such a specific action as deception will also require an appropriate attitude of the subject towards the communication partner. This attitude is insincerity.

Insincerity and deception are closely related. T.V. Pashkovskaya /6/ even uses the concept of “insincere behavior,” which acts as a connecting link between these concepts. At the same time, insincerity as an attitude cannot be identified with deception as an action or activity, simply due to the fact that these are different psychological categories. Deception as an activity is a process that is localized in time, it has a beginning and, going through certain stages, ends. Insincerity, as an attitude, does not have such a clear localization in time. Moreover, insincerity can be considered as a personality trait.

Deception manifests itself in interactions with a partner. Insincerity can exist outside of interaction. Insincerity as an attitude will probably not always be accompanied by setting a conscious goal to mislead a partner. Sincerity in relation to another person implies openness, trust, understanding and acceptance of his goals and personality. A person may not deceive his communication partner, but at the same time not be sincere.

Obviously, insincerity can be considered as one of the prerequisites for deception, and therefore should be studied in order to predict the likelihood of deception on the part of a partner.

P. Ekman writes that “there are two forms of lies: silence and distortion” /10, p. 23/. In his opinion, by default, a person hides true information, but does not report false information. If there is distortion, additional actions are taken - the person not only hides the truth, but also provides false information in return. This point of view is acceptable if lying and deception are considered synonymous, as P. Ekman does. However, if only a verbal (speech) message that does not correspond to reality is considered a lie, as we accepted above, then the absence of such a speech message, i.e. silence cannot be considered a lie. In this case, we will make a logical mistake: we will consider the absence of a certain phenomenon as one of its forms. Therefore, silence or concealment of facts (information) should be considered a form of deception.

At the same time, it should be noted that not every concealment or keeping secret of information can be considered as deception in the form of omission. If deception is considered within the framework of interpersonal communication, then it must have a clearly defined addressee (recipient or object). From this point of view, actions aimed at ensuring a regime of secrecy and confidentiality that are not aimed at any objects cannot be considered deception. And at the same time, keeping information secret, for example, during negotiations, can be considered deception, since it is intended to mislead a specific object. In addition, according to I.M. Mostova, concealment of information that is not related to a partner and does not affect his making vital, significant decisions cannot be considered deception. Taking into account this sign, it will not be deception for a person to conceal (silence) information about intimate relationships, for example, about the reasons for his family quarrel from work colleagues. Although one cannot help but notice that the criterion itself is very relative. The same information in one case may be relevant to a partner, but not in another. This issue requires further study.

It should be noted here that the acceptance of such signs of deception as the presence of a clearly defined subject and object of deception makes it possible to separate the scientific use of this concept from the metaphorical one. Inanimate objects and natural phenomena cannot and cannot deceive. A group can act as the subject and object of deception. As in communication, in deception there can be four options for combining individual and group subjects and objects:

a) individual - individual, or deception in interpersonal communication;

b) individual - group; here the subject misleads a group of people;

c) group - individual, in this case the person who is the object of deception is misled by a group of deceivers, for example, when a group of “thimbler” scammers deceives a “sucker”;

d) group - group; An example illustrating this option is a situation where, for example, the board of a joint stock company deceives shareholders.

Let us summarize some of the results of our analysis of deception and highlight its distinctive features:

Deception is a phenomenon of direct or indirect communication and can be the subject of socio-psychological analysis;

Deception has a subject (the one who deceives) and an object (the one who is deceived), which can also be groups;

Deception is carried out consciously and intentionally by a mentally healthy subject;

The purpose of deception is to mislead a communication partner regarding circumstances that are significant to him;

The goal is achieved through a sequence of volitional actions;

To achieve the goal of deception, it is necessary to hide this activity from the partner;

The means of this specific activity (deception) are verbal and non-verbal means of communication, used in accordance with the laws of communication.

These distinctive features make it possible to formulate a definition: deception is an activity carried out using means of communication and its patterns, the purpose of which is to mislead an object who is not aware of this goal regarding circumstances that are significant for him.

Of course, the definition of deception requires an analysis of the relationship of this concept with similar terms used in various branches of psychological knowledge. This will make it possible to fully and correctly use in practical activities the results of the study of lies and deception in domestic and foreign social psychology.

Literature

deception lies interpersonal communication

1. Dubrovsky D.I. Deception. Philosophical and psychological analysis. - M.: Publishing house "REY", 1994. - 120 p.

2. Sunsets A.V. Lies and the fight against them. - Volgograd: Nizhnevolzhskoe book publishing house, 1984. - 197 p.

3. Znakov V.V. Western and Russian traditions in understanding lies: reflections of a Russian psychologist on the research of Paul Ekman / Ekman P. Psychology of lies. - St. Petersburg: Publishing house "Peter", 1999. - 272 p.

4. Lippman O., Adam L. Lies in truth. - Kharkov: Legal edition of Ukraine, 1929. - 189 p.

5. General psychology: Textbook. for pedagogical students Institute / A. V. Petrovsky, A. V. Brushlinsky, V. P. Zinchenko and others; Edited by A. V. Petrovsky. - M.: Education, 1986. - 464 p.

6. Pashkovska T.A. The phenomenon of fragility / Problems of penitentiary theory and practice. - Bulletin of the Kiev Institute of Internal Affairs, No. 7, 2002. - P. 328 - 334.

7. Rubinshtein S.L. Fundamentals of general psychology - St. Petersburg: Peter, 2001. - 720 p.

8. Handbook of psychiatry / ed. Snezhevsky A.V. - Ed. 2nd. - M.: “Medicine”, 1985. - 414 p.

9. Kharsky K.V. Reliability and loyalty of staff. - St. Petersburg: Peter, 2003. - 496 p.

10. Ekman P. Psychology of lies. - St. Petersburg: Publishing house "Peter", 1999. - 272 p.

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When and why do they lie?

Each of us knows what it is lie And insincerity. Sometimes during communication some seventh sense tells us that something is wrong. We don’t understand what’s going on, and after a while, having become convinced of the unreliability of information, the unreliability of a person, we scold ourselves for why we didn’t trust our intuition. After all, somehow we determined, even if inaccurately, insincerity interlocutor. IN business communication deception- a fairly common occurrence. In this area, more than anywhere 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 deception.

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

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

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

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

The reasons for lying themselves 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 the presence of deception.

Lies manifest themselves especially clearly in the clash of opposing interests, in the course of competition, rivalry, when the result, in particular, is achieved through tricks, dishonest moves, misleading the opponent, and distorting the image of the enemy.

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

In a conflict situation, a person is faced with a choice: preserving (even if only in front of himself) the image of an honest and fair person, or benefiting, 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, minimize or embellish facts, often to their own detriment. There are no such people among “professional” liars, because... A “professional” lie presupposes a subtle, sophisticated mind, developed logical thinking, cunning, the ability to get along with people, find contact with them, and 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 his true intentions and, with the help of distracting maneuvers, ensures that his 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, deception, bribery, or intimidation,” write Western psychologists. Moreover, it has been noted that people in whom this trait is strongly expressed can behave like skilled liars, but they themselves recognize lies very poorly.

Often certain professional activities involve lying. 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? Drawing conclusions about a person’s thoughts and intentions from his facial expressions has long been inherent in people. The eyes especially stand out. Pushkin in his story “The Captain's Daughter” described Emelyan Pugachev this way: “Living big eyes just ran around. His face had a rather pleasant, but roguish expression,” and also: “Pugachev looked at me intently, occasionally squinting his left eye with an amazing expression of roguishness and mockery.” The writer considered a running glance, a narrowed eye, a sign of insincerity and intention to deceive.

Of course, one cannot draw such conclusions based on any one criterion. It has been established that lie recognition is possible at the following levels: psychophysiological, verbal (verbal) and nonverbal (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 behavioral components that may indicate a lie?

Experts in nonverbal communication say no, and if it does, it leads to inconsistency between verbal and nonverbal manifestations, which is immediately obvious 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 given away by other manifestations that indicate his insincerity. Such micro-movements, micro-signals appear for a split second and are often invisible, 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 constriction of the pupils, rapid blinking, blushing and many others. In particular, in such situations, you feel that something is wrong, but you cannot understand what it is.

Psychophysiological symptoms of lying

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

  • trembling in the voice, body, which the interlocutor cannot stop;
  • increased blinking;
  • a person tenses his lips, bites them, “chews”;
  • droplets of sweat appear above the upper lip, on the forehead;
  • frequent or forceful swallowing of saliva;
  • desire to drink (due to dry mouth);
  • coughing (due to nervousness), possible periodic stuttering;
  • the voice takes on a different tone, not characteristic of the interlocutor, the rhythm and timbre changes;
  • confused, restless breathing, may not get enough air, yawning;
  • changes in complexion, pallor or redness, the skin may become mottled;
  • rapid heartbeat, pulsation of blood in the temples, carotid artery;
  • twitching of small facial muscles (eyelid, eyebrow, etc.).

Gesticulation and facial expressions with insincerity

Most people, as we have already noted, find it more difficult to lie than to tell the truth. This explains the behavior of a person who lies, which differs from the usual one. He often changes his position and cannot sit in one place. His gestures become more active, he can make many unnecessary movements with his hands, so 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;
  • fiddles with the edges of clothes, buttons, cuffs, twirls a pen or keys in his hands, plays with objects, senselessly rearranges stacks of papers, books located nearby on the table, etc., imitating putting things in order;
  • smokes heavily, puffs more often than usual, coughs, touches the throat;
  • nervously bites lips, nails, tugs at hair;
  • can’t stop his knees from shaking;
  • unconsciously hides, hides hands, covers the palms of the hands;
  • he runs his hand tensely over his neck, rubs it intensely, as if it were stiff, adjusts his collar, jacket, laces;
  • unconsciously holds his hands in the groin area (an unconscious attempt to defend himself);
  • often touches the earlobes, rubs them, scratches the nose;
  • when speaking, he brings his hand to his mouth, as if covering it, or holds his hand near his throat;
  • women can begin to carefully preen themselves, tint their lips, put on powder, trying, as it were, to distract themselves and distract the interlocutor from the conversation;
  • avoids looking into the eyes of the interlocutor (only for inexperienced people) 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 eye contact;
  • lowers his eyes, looks down, intensely, intensely rubs them;
  • seems to be trying to hide his body, “sticks” all over the chair when he sits, leans his elbows 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 body bends back (“withdrawal”);
  • smiles more often than usual, the smile is asymmetrical, unnatural, tense, not accompanied by tension in the muscles around the eyes.

It is very important to monitor the occurrence of such actions. Similar behavior may appear when discussing a specific topic of conversation, if this is not a direct planned deception. Keep track of exactly when your interlocutor begins to behave this way, shows anxiety, and excessive tension. At what phrase or in response to what statement or question of yours does he begin to get nervous, cover his mouth with his hand, or avert his eyes.

Verbal cues that indicate lies

Recording nonverbal signals and psychophysiological manifestations alone is not enough to determine how sincere your interlocutor is. In addition to directly observing a person’s behavior, it is undoubtedly important how attentive you are to his statements. Here we mean not only the semantic content of a particular message, but the nature and direction of the information that you receive. So, if during communication your interlocutor abuses the following expressions, you should be careful in your conclusions and be quite attentive.

1. If your partner avoids explaining any specific facts, refers to a lack of information , provided that these topics and questions do not relate to those that cause unpleasant feelings and memories.

  • I do not want to talk about it...
  • I can't remember something...
  • 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 had no idea that you thought of me this way...

2. Partner extremely persistent and tenacious emphasizes his honesty, repeats this in the absence of apparent reasons, insists on your confirmation that you believe him.

  • I swear to you the health of my children, parents...
  • Yes, I may fail in this place if I lie...
  • You have to, you just have to believe me...
  • This is as true as...
  • I swear to God, I'm telling the truth, believe me, you can't help but believe...
  • You cannot doubt that I am telling the truth, I know you, you are always for justice...

It was not for nothing that the Eastern sages said: “You said it once - I believed it, you repeated it, and I doubted it, you said it a third time, and I realized that you were lying.”

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

  • You know, I'm an honest person...
  • You know me like no one else, I am not capable of deceiving...
  • Well, here's someone, but so that I...
  • I have the same problems as you, but...
  • Someone, and you will understand me, I'm sure...

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

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

5. Partner uses evasive answers that do not provide any specific information, without explaining anything or answering your question :

  • You see, everything is as I said...
  • I knew it...
  • Do you respect me?
  • Yes, you are a serious person...
  • I'm not at all sure about this...

As a rule, a sincere person will defend his truthfulness when you doubt it, therefore ambiguity and evasiveness are 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 lie and control his spontaneous behavior, so he:

  • makes more gestures that reveal his nervousness, uncertainty, tension (see above);
  • distracts you with unnecessary questions, details that are not directly related to the matter, “chatters” you with false information, sometimes begins to quickly pronounce and explain his lies;
  • when repeated, it can get confused and provide inconsistent information;
  • answers after long pauses;
  • often shows aggression and discontent for no reason;
  • may complain of feeling unwell (you brought him up with your suspicions!).

Factors that make it difficult to detect lies

In communication, in particular when it comes to negotiations, the interlocutors have an idea of ​​what they are going to say and how they are going to answer possible questions from you. The ratio of complexly organized lies to the truth is calculated in advance. Therefore, the more thoroughly your partner prepared for the meeting with you (and if he simply had the opportunity to do this), 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 it will be for him to mislead you. Therefore, try not to mix business and personal relationships. on this issue, it would not hurt you to turn to “KP” No. 11, 2002. But you should not go to extremes, suspecting everyone and everything of the intention to deceive you. This will already relate 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 higher-ranking person, is responsible for false facts, then the speaker will feel more confident, because. this reduces his feelings of guilt.

If the interlocutor is faced with the task not of distorting information, but simply hiding it, then it will be more difficult for you to detect it. Therefore, at the slightest suspicion about understatement or the presence of other details, try to be vigilant. Monitor your partner’s behavior, his reaction to a particular topic under discussion, note what your interlocutor is avoiding, 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 option for negotiations, even if clarification of the issue is urgent. Of course, the choice depends on what will be negotiated and how meaningful and serious the issues will be raised. However, do not forget that it is better to postpone an important issue for a while than to discuss it immediately, possibly losing some of the information you need. No wonder the English proverb says: “Believe only half of what you see and none of what you hear.”

Factors that facilitate the diagnosis of lying

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 capable of lying, it will be “a priori” difficult for him to do this.

If your interlocutor needs to hide the true feelings that are revealed 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, but he will also need to hide it under the guise of another emotional reaction. Such a discrepancy is quite easy to detect if you wish.

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 concerned about his behavior, the more he will control himself, and the more obvious will be the discrepancies between verbal and non-verbal signs, for example, words and actions, gestures and facial expressions, face and intonation.

How to prepare for deception?

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 he conveys to you;
  • ask him direct questions, looking into his eyes, and observe his reaction;
  • try to react with bright but slight irony to some of his statements;
  • show your emotional state as much as possible, actively use facial expressions and gestures to provoke 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 telling the lie and throw him out of balance in his thoughts and actions. This is necessary so that uncertainty, tension, nervousness, and the inability to quickly collect thoughts and quickly answer questions prevent the creation of favorable conditions for a liar.

For most people, telling a lie is much more difficult than telling the truth. Therefore, the internal conflict of the liar is reflected in his external behavior, which he tries with all his might to control, in psychophysiological manifestations that treacherously tell us that the person is extremely excited and tense - in the words and statements of the liar, which are so often inconsistent, confusing and sometimes inadequate. Be careful, but don’t become a maniac, counting the number of blinks and beads of sweat on your forehead. Perhaps the person is worried about something completely different, 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 are prone to make mistakes.

Are you cunning?

If you want to check whether you have cunning, the ability to coordinate in the right situation at the right moment, or show acting skills, try to sincerely answer “yes” or “no” to the following test questions (I hope that your possible Machiavellian qualities and desire to succeed everywhere are not will prevent you from becoming absolutely sincere to yourself for a while).

Answer marks
When you want to say something unpleasant, do you think about the fact that it might offend your interlocutor?
When you are late for work, do you try to get to your workplace unnoticed?
Do you ask colleagues or workmates to do for you what you don’t want or are afraid to do yourself?
Do you think that in any game it is better to lose fairly than to win dishonestly?
When you try (or tried) to make fun of someone, to play a prank on someone, did your partners and colleagues immediately understand whose doing it was?
Can you tell your partner a deliberate lie in order to provoke him into frankness and concessions?
At school, were you able to copy a test from your neighbor at your desk without him or the teacher noticing anything?
Do you always find a way to get what you really want?
Can you cheat in such a way that no one notices?

Add up the total points.

More than 6 points - you are an exceptional cunning person, there is nothing that you cannot achieve. But this has one drawback - cunning often leads to insincerity in communicating with people. It’s probably worth being more open, at least in certain situations of business communication.

From 3 to 6 points - you have a good understanding of the reliability of information, you can detect your 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 are easily misled. Try to justify your trust in your partner.