Post on 13-Dec-2015
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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