Study Guide Deception Important skill we are bad at detecting it o this is because we focus on nervous nonverbal Best way to catch a lie is by looking at the verbal message Types of Deception Two types Self Serving 1 Lies Falsification Telling something untrue liar benefits protect self image get out of trouble unethical selfish Ex saying you didn t cheat on your boyfriend last night when asked if you did Altruistic for the benefit of someone else polite or social lies motivation is to protect the hearer avoid threatening someone s face limit relational harm Women try harder than men b c more focused on saving someone s face and feelings 2 Concealment leaving out info in order to deceive Ex Tell your wife you had to stay late at work but leave out the fact that it was because you re staying late to cheap on her with your assistant 3 Equivocation indirect unclear contradictory statements Ex you ask someone if you look fat and they say that the shirt you bought looks really good on you 4 Understatements Exaggeration s making something bigger or smaller than it is Ex of exaggeration At job interviews make your skills sound better Ex of understatement saying you just hung out with your guy friend when you actually hooked up with him Reading says Collectivist cultures like Asian view deception as more acceptable than individualist like U S Motives vary by culture Theory of Mind Deception and Child Development Not born with capacity to lie it develops through social skills in childhood Theory of mind ability to know that what is in my mind is different than someone elses Deception and Leadership good liars gain success and leadership o natural born leaders have a better ability to lie example video leaders of group able to fool people about bad tasting drink Detecting Deception how to catch a liar 1 Deception clues usually verbal goes against a fact we already know to be true most useful reliable guarantees someones lying to you ex you know saw someone cheating but they say they aren t clue that someone is trying to lie to you 2 Leakage clues unreliable usually nonverbal we put too much value in these which is why were bad at detecting liars Types of Leakage Clues Verbal and Nonverbal Slips of the tongue about them body movements microexpression o saying something unintended that the audience thinks reveals something o examples are fidgeting pacing back and forth etc o very brief facial expressions that reveal an emotion that someone is trying to hide o you cant control these Microexpressions liar as with deception clues they are most useful in detecting a Eckman studied these and found expressions for universal emotions How to spot them Instant facial expressions show emotions Happiness crows feet wrinkles pushed up cheeks Anger Eyebrows down together eyes glare narrowing of lips Sadness drooping eyelids losing focus in eyes slight pulling down lip corners Contempt dislike lip corner tightened and raised only on one side of the face How to increase chances of liar showing deception clues INCREASE the demand on the liars cognitive encoding process o Don t let them plan ahead encoding harder when they don t expect it o Ask open ended questions more errors o Ask same question at different times o Ask for mundane details small details o Point out inconsistencies and ask for clarification Polygraph It measures ARROUSAL nervousness excitement o things going on in body like respiration rate pulse blood pressure GSR Confuses lying with nervousness stress Can fake results if you can keep calm If not trained and being honest you will be nervous which looks like lying Lying about emotions Edman Lying is harder to do when we have to lie about our feelings o lying about emotions often produces leakage cues microexpressions not under our control EX how are you feeling about us Eckman says lies fail b c of feelings we have about lying Two basic emotions that people who lie tend to have o Increase these feelings to catch liar Detection Apprehension fear of getting caught anxiety fear messing up encoding performance goes down have this with big lies Ex lying if you have chance of getting expelled EDMAN says that you can Increase this by i When liar believes target is good at catching liars I ll know if you lie ii Target is suspicious iii Liar hasn t practiced less time to plan iv Liar is scared of being caught v Punishment at stake and is high vi Target wont benefit from lie NOT altruistic lies these are self serving If person lying doesn t care about getting caught and theres no punishment detection apprehension is low and its hard to catch them o in this case o let them know that it will hurt you and you wont want anything to do with them if you find out they re lying to you Deception guilt o more useful in close relationships o doesn t effect people who don t have morals serial killers psychopaths EDMAN says that you can Increase this by Target makes it clear its not okay for them to be lied to The liar tells Self serving lies o make it clear how bad finding out theyre lying will hurt you only works if they care about you Target doesn t agree to being lied to breaking rules about relationship Target and liar have a close relationship Target and liar share similar social values How to catch a liar Plan your questions for them ahead 1 Don t let them plan ahead 2 3 Ask about their feelings 4 Ask open ended questions 5 Severe punishment for being caught lying 6 Emphasize shared values feel more guilty 7 Emphasize you don t want to be lied to 8 Don t read too much into nonverbal leakage 9 Look for deception clues Self Others Self we put on performances and play roles Product of interpersonal communication way people act towards you Performance for other people Play roles to be members of the society Your identity self esteem are tied to the feedback you receive from your performance guidelines for how to act and see one s self Social Roles generalized they are learned influence self concept we have multiple roles biological sex determined with blood test gender roles identity through communication are learned vary in cultures o ex we associate blue with boys pink with girls when you don t do well in those roles you feel bad about self it damages our self concept o ex man being called sissy Social learning theory How roles are learned children begin to model what they see gender roles cut you off from who you really are Four Basic Steps 1 Attention children begin to notice that certain behaviors have