DECEPTIVE COMMUNICATION

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© 2012 The McGraw-Hill Companies. All rights reserved.

][Deception

Deceptive communication occurs when a

speaker transmits information knowingly

and intentionally for the purpose of

creating a false belief in the receiver.

][Deception

» Some lies are “high-stakes” lies• Forging a signature• Impersonating a licensed professional• Engaging in insider trading• Misrepresenting income on tax returns• Filing false insurance claims• Committing perjury

][Deception

» Some lies are “low-stakes” lies• Saying you’re happy to meet

someone when you aren’t• Saying you have plans, to

get out of an undesirable social commitment

• Falsely complimenting someone’s appearance

][Deception

» To qualify as deception:

• The sender must know the information is

false

• The sender must be transmitting the

information on purpose

• The sender must be attempting to make the

receiver believe the information

][The Elements of Deception

» When is a lie not a lie?

• You aren’t lying if you believe what you’re

saying is true

• You’re not lying if you don’t intend for others

to believe what you’re saying

• You cannot lie to yourself

][Deception as a Common Occurrence

» Deception is a common component that is used frequently when we are attempting to be polite• Politeness involves making others feel

appreciated, whether the feeling is genuine or not

• Unedited honestly would be seen as highly impolite and researchers believe that deception can serve as a “social lubricant” as it helps people to get along.

][Deception as a Common Occurrence

» Deception is common in online communication as it doesn’t involve face to face contact.• Many people are deceptive about their

identities or personal characteristics online

][The Diversity of Deceptive Acts

» Some of the reasons why people deceive• To benefit the hearer to not hurt them

• To help them get to know someone

• To protect their privacy

• To avoid conflict

• To make themselves look better

• To help them avoid punishment

• To protect them from distress

• To amuse you

][The Diversity of Deceptive Acts

» Some deceptive acts are acts of simulation that involve fabricating information or exaggerating facts for the purpose of misleading others.

• Falsification: communicating false information as

though it were true

• Exaggeration: overstating something that is true

in principle

][The Diversity of Deceptive Acts

» Some deceptive acts are acts of dissimulation, statements we make that are not true.

• Omission: leaving out parts of a story to

create a false impression

• Equivocation: making ambiguous

statements to give the false impression that

one has said something one hasn’t

][Behaviors and Deception

» Detecting deception is difficult

• Many people look for the wrong cues—and

ignore the right cues—when they believe

they are being lied to

• Our truth bias causes us to believe most of

what we hear

][Behaviors and Deception

» Some reliable cues to deception• Information inconsistency• Increased speech errors• Increased vocal pitch• Increased blinking and pupil dilation• Increased use of false smiles• Decreased body movement

][Detecting Lies in Different Contexts» When you suspect

deception, remember that…• Familiarity affects deception

success• Expressive people are

better liars• Culture matters, but

only sometimes

][Detecting Lies in Different Contexts

» When you suspect deception, remember that…• Motivation to succeed at lying doesn’t

always help• Suspicion may not improve your

detection ability• Non-interactive contexts are best for

detecting deception