Diagnosis of lies and insincerity in business communication. How to See a Lie: Even a professional liar gives away body language. Verbal cues that tell lies

When and why do they lie?

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

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

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

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

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

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

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

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

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

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

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

Often defined professional activity suggests lies. For example, while observing the rules of etiquette, a person is faced with an alternative: to tell the truth and call Negative consequences, relationship or lie without consequences and avoid similar reactions.

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

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

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

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

Psychophysiological symptoms of lying

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

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

Gesticulation and facial expressions with insincerity

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

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

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

Verbal cues that tell lies

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

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

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

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

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

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

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

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

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

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

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

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

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

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

Factors that make it difficult to recognize a lie

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

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

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

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

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

Factors Facilitating the Diagnosis of Lies

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

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

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

How to prepare for cheating?

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

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

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

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

Are you cunning?

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

		Answer grades

	When you want to say something unpleasant, do you think that it might offend the interlocutor?
	When you are late for work, do you try to get to workplace unnoticed?
	Do you ask colleagues, workmates to do for you what you do not want or are afraid to do yourself?
	Do you think that in any game it is better to lose honestly than to win dishonestly?
	When you try (or tried) to play a trick on someone, to play a trick on someone, did your partners and colleagues immediately understand whose hands it was?
	Can you tell your partner a deliberate lie in order to provoke him into frankness and concessions?
	Did you know how to cheat at school from a neighbor on your desk test without him or the teacher noticing?
	Do you always find a way to get what you really want?
	Do you know how to cheat so that no one notices?

Add up the points.

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

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

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

When and why do they lie?

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

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

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

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

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

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

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

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

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

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

Psychophysiological symptoms of lying

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

Gesticulation and facial expressions with insincerity

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

Verbal cues that tell lies

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

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

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

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

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

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

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

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

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

Factors that make it difficult to recognize a lie

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

Factors Facilitating the Diagnosis of Lies

How to prepare for cheating?

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

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

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

Are you cunning?

		Answer grades

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

Add up the points.

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

How to See a Lie: Even a Pro Trickster Gives Up Body Language

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

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

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

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

How to detect this distortion of the truth? It has been established that lie recognition is possible at the following levels: psychophysiological, verbal (verbal) and non-verbal (facial expressions, posture, gestures). At the psychophysiological level, information comes in the form of external manifestations of the functioning of internal organs, which are almost impossible for a person to control. At the verbal level - checking the logical consistency of information and compliance with non-verbal components of interaction.

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

Psychophysiological symptoms of lying

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

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

Gesticulation and facial expressions with insincerity

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

Verbal cues that tell lies

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

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

2. The partner is extremely persistent and persistent in emphasizing his honesty, repeats this for no apparent reason, insists on your confirmation that you believe him.

I swear on the health of my children, parents...
Yes, let me fail in this place if I lie ...
You have to, you just have to trust me...
It's as true as...
I swear to god I'm telling the truth, trust me, you can't help but believe...
You cannot doubt that I am telling the truth, I know you, you are always for justice...
No wonder the Eastern sages said: "You said once - I believed, you repeated, and I doubted, you said a third time, and I realized that you were lying."

3. Your interlocutor is trying to arouse your sympathy, trust, pity, referring to facts that previously had no meaning, trying to win over, although the relationship never implied special intimacy.

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

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

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

5. The partner uses evasive answers that do not carry any specific information, do not explain anything and do not answer your question:

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

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

Factors that make it difficult to recognize a lie

Factors Facilitating the Diagnosis of Lies

How to prepare for cheating?

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

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

O. Eller,psychologist

When and why do they lie?

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

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

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

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

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

The lie is especially pronounced when opposing interests collide, 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 opponent.

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

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

Psychologists have found that there are people who are initially predisposed to lying. They lie with or without reason, exaggerate, downplay or embellish the facts, often to their own detriment. There are no such people among "professional" liars, because “Professional” lies presuppose 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 true intentions, with the help of distracting maneuvers, he achieves that the partner, without realizing it, changes his primary goals. “Machiavellianism is usually defined as the human tendency to manipulate in other subtle, subtle, or non-physically aggressive ways, such as flattery, deceit, bribery, or intimidation,” write Western psychologists. Moreover, it has been noticed that people who have this feature is strongly expressed can behave like skillful liars, but they themselves recognize lies very poorly.

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

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

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

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

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

Psychophysiological symptoms of lying

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

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

Gesticulation and facial expressions in case of insincerity

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

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

It is very important to monitor the appearance of such actions. Similar behavior may occur when discussing a specific topic of conversation if it is an indirect planned deception. Track exactly when your interlocutor begins to behave in this way, shows anxiety, excessive tension. At what phrase or in response to what your statement or question, he starts to get nervous, cover his mouth with his hand or look away.

Verbal cues that tell lies

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

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

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

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

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

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

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

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

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

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

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

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

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

Factors that make it difficult to recognize a lie

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

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

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

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

Factors Facilitating the Diagnosis of Lies

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

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

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

How to prepare for cheating?

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

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

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

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

Are you cunning?

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

No. p / p	Question	Ratingsfor reply
No. p / p	Question
	When you want to say something unpleasant, do you think about the fact that it can offend the interlocutor?
	When you are late for work, do you try to get to work without being noticed?
	Do you ask colleagues, workmates to do for you what you do not want or are afraid to do yourself?
	Do you think that in any game it is better to lose honestly than to win dishonestly?
	When you try (or tried) to play a trick on someone, to play a trick on someone, did your partners and colleagues immediately understand whose hand it was?
	Can you tell your partner knowingly not telling the truth in order to provoke him to frankness and concessions?
	At school, were you able to copy a control work from a neighbor in your desk so that he or the teacher did not notice anything?
	Do you always find a way to get what you really want?
	Do you know how to cheat so that no one notices?

Add up the points.

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

Short description

Body language can say more than words can. Understanding body language, intonation is the same as reading a book in the original without relying on translation. Psychologists have long established that the existing "body language" expresses what we do not want or cannot say. It is much more truthful and sincere than all the words that we say to each other. Psychologists have been studying this phenomenon for a long time and have come to a number of interesting conclusions. It turns out that a person subconsciously trusts not the words anymore, but the way they were said.

1. Introduction…………………………………………………………………………………………………………………………… ……….……….3
2. Non-verbal communication…………………………………………………………………………………………………………….……4- 5
3. Non-verbal signs of deception…………………………………………………………………………………………….………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………… 3.
3.1.Gestures…………………………………………………………………………………………………………………………… …..………5-7
3.2.Mimicry…………………………………………………………………………………………………………………………… …..…..7-8
3.3. Movements and postures………………………………………………………………………………………………………………….. 8-10
3.4. Tone of voice………………………………………………………………………………………………………………………… ….10-11
4. Factors that make it difficult to recognize a lie…………………………………………………………………………………..11
12
6.Conclusion…………………………………………………………………………………………………………………………… …..……..13

Attached files: 1 file

It is also noticed that when lying, a person scratches the place under the earlobe or the side of the neck with the index finger of the right hand. Observations of this gesture revealed an interesting point: a person usually makes five scratching movements. Very rarely, the number of scratches will be less than five or more than five. This gesture speaks of the doubt and uncertainty of a person who says: "I'm not sure that I agree with you." It is especially noticeable if it is contrary to verbal language, for example, if a person says something like: "I perfectly understand how you feel."

In the course of studying the gestures of people accompanying their lies, scientists noticed that lying causes an itchy sensation in the delicate muscle tissues of the face and neck, and scratching is required to calm these sensations. This seems to be an acceptable explanation for why some people pull back their collar when they lie and suspect that their deception has been discovered. Also, the scammer seems to have beads of sweat on his neck when he senses that you have suspected a hoax. This gesture is also used when a person is angry or upset, while he pulls the collar from the neck to cool it with fresh air.

You can also recognize whether a person is lying or telling the truth by his facial expressions. The main signs that suggest that this facial expression is feigned are:

1. Asymmetry. The same feelings are expressed on both sides of the face, but stronger on one side than on the other. This refers to the synchronicity of the facial muscles. "Disagreement is a sure sign that a person, in fact, does not experience a feeling, but only demonstrates it."

2. Time characteristics. Expressions lasting more than ten seconds are undoubtedly, and about five seconds more likely, are false. Most sincere expressions change much faster. With the exception of the highest intensity of passions, such as ecstasy, violent rage, or deep depression, genuine feelings are mostly short-lived, and their manifestations last no more than a few seconds. The long held facial expression is most likely an emblem or a mockery.

3. Localization relative to speech. If the expression of emotion after the words is late, then it is likely that it is false. Sincerity involuntarily manifests itself in the harmonious unity of the gesture and intonation of the voice, which the film director S. Eisenstein called "sound gesture".

You can also determine whether a person is lying or telling the truth by his smile. There are two reasons why a smile may appear when deceitful. The first is stress relief. Smiling is a universal mechanism for relieving tension in the nervous system. This is precisely what determines its presence in newborn babies, which young mothers and fathers sincerely rejoice at, considering this as the beginning of communication, for the first greeting. The mechanism of relieving tension with a smile is preserved in adulthood.

An example of this can be such manifestations as a “stupid smile” of a person during the reporting of tragic news. Since cheating is a situation that raises the level of tension, a smile can appear here. The second reason why a smile can manifest itself in a situation of lies is the desire to cover up, hide one's true emotions in this way, replacing them with the most socially acceptable - joy.

However, it has been found that when lying and telling the truth, people smile equally often. But people smile differently. Experts identify more than 50 types of smiles. When recognizing deception, all types are important. “The interlocutor’s oblong smile (the lips are slightly pulled back from the upper and lower teeth, forming an oblong lip line, and the smile itself does not seem deep) indicates external acceptance, official courtesy of the other person, but not sincere participation in communication and readiness to provide assistance” .

An important determinant of deception are the eyes of a person. In normal contact, when people tell each other the truth, eyes meet about 2/3 of the time. If a person is insincere or hides something, then his eyes will meet the eyes of the interlocutor for less than 1/3 of the entire time of interaction. At the same time, he will try to look away, look at the ceiling, down, etc.

In the case of questions related to information he is hiding or artificially constructed, the very first restless expression or averting his eyes may indicate a certain confusion, the desire of the liar to quickly find any plausible answer.

Movements and postures.

Knowing the body movements that indicate his pretense also helps to understand the interlocutor. There is a whole series of false (“acting”) movements designed to demonstrate emotions that a person does not actually experience. For example, love is shown by pressing a hand to the heart, rolling his eyes, biting his lips, sugary sentimentality, and so on. Excitement - walking back and forth, trembling hands. Boredom - yawning, sipping. Joy - clapping your hands, rolling laughter, noisy. Grief - shaking the head, blowing your nose, wiping your eyes. Illness - cough, trembling, etc.

“It must be understood that all feigned movements: a) exaggerate real emotions, so to speak, “grab over the edge”, b) suppress true emotions and demonstrate false ones instead.” In the first case, there is an increased movement of the arms, impulsive jerking of the body, head. In the second, on the contrary, the mobility of the arms, torso, and head is limited. Fake movements start from the limbs and end at the face. That is, a person first makes the appropriate movement, and then depicts the desired emotion on his face. In the case of true emotions, facial expressions and movement of the limbs proceed synchronously.

Very expressive postures, fixing only the position of the body. They can also be used to judge the sincerity of a person. If a person says what he thinks, his body sends signals that psychologists call unambiguous. In such cases, the body, as a rule, is kept straight, without much bending. It can be described by a straight line connecting the head to the feet. When the correspondence between thoughts and words is violated, the body begins to send double signals, and the line that repeats its contour becomes broken.

Psychologists have also noticed that deception can manifest itself in the following details of behavior:

1. "Pulling" small objects in the hands, buttons on clothes, etc.

2. Frequent smoking of cigarettes.

3. Intermittent and straying speech, interruption of phrases in mid-sentence.

4. Frequent blinking while answering an "uncomfortable" question.

5. Avoiding eye contact with the interlocutor.

However, one should be very careful when interpreting these behaviors, as they do not necessarily indicate a lie, but may simply be a sign of self-doubt.

Paul Ekman, the foremost expert on the psychology of lies, advises you to take a number of precautions when interpreting the signs of deception. They will help reduce the chance of error.

1. "The absence of signs of deceit is not proof of the truth; some liars don't make any mistakes. But the presence of signs of deception does not yet indicate a lie - these signs can only be individual characteristics of a person, his typical behavior. Therefore, it is necessary to make judgments based on changes in the behavior of the suspected lie.

People are often deceived when they first meet, precisely because they do not have the opportunity to compare and thus notice changes in the behavior of another. For example: he gestures so much with his left hand, so he must be lying. But in fact, a person can simply turn out to be left-handed and the left is his leading hand. Another thing is when a person is right-handed, but at a critical moment in business negotiations, he suddenly begins to perform a lot of manipulations with his left hand - this is a clear sign of deception.

2. Careful consideration should be given to whether you have any preconceptions about the suspected liar, and if so, how they might interfere with making a correct judgment. “You cannot judge whether a person is lying or not if you are overcome by jealousy or anger. Avoid the temptation to suspect a lie just because you have no other acceptable explanation for the same actions.

3. It would be wrong to say that a lie can be determined by any one gesture or facial expression. It must be borne in mind that many signs of deception are based not on one, but on several body movements, and it is always worth thinking carefully before making a judgment, especially if one movement indicates that a person is lying, and another that he is telling the truth. Analysis should always be carried out on the totality of data.

Sometimes a person's voice is much more important than the words they utter. The voice can tell signs of deception. The most common of these are pauses. These are either too frequent pauses or too long ones. Hesitation in speech is also suspicious, especially when it occurs when answering questions. Suspicious and short pauses, especially if they occur too often.

If the liar did not think over in advance the line of his behavior, if he did not expect that he would have to answer certain questions, then such pauses and speech errors manifest themselves. This is one of the main reasons for their appearance. “A related reason for the appearance of verbal signs of deception, when the liar has prepared too well, and a very strong fear of being exposed makes him make mistakes.” At the same time, he may forget about his well-thought-out line of behavior. Although such fear affects the poorly prepared deceiver, exacerbating his mistakes. When he hears how uncertain and implausible his voice sounds, he gets lost and starts to stray even more.

Some experts believe that the tone of voice can also betray a liar. An increase in tone indicates the manifestation of emotions. About 70% of experiments have shown that in such cases the pitch of the voice rises. This is especially true under the influence of such emotions as anger and fear. It is believed that the pitch of the voice decreases with the manifestation of sadness and sadness. However, this has not been definitely proven. Little is known about the change in pitch of the voice in distress, disgust, contempt, and excitement.

This area still represents a wide field for research by psychologists. It is not so easy to hide changes in the voice under the influence of emotions. “If during a lie the main thing is to hide anger or fear, then the voice will sound louder and higher, and the speech itself may be faster than usual.”

But any kind of excitement leaves its own special imprint on the sound of the voice. However, an increase in the tone of the voice and other changes in it under the influence of emotions cannot serve as an accurate indicator of a lie.

A person who tells the truth, being afraid of not being believed, can also raise his voice and make speech errors, just like a liar from fear of exposure.

It's not just liars who get emotionally aroused, but completely innocent people as well. err in this case very easy. And if you take into account individual differences in the emotional behavior of people, then the exact definition of a lie by voice is a rather difficult task.

A lying person may speak in a flat, unemotional voice that inspires confidence and stands firm. But it may seem to someone that such a person is in perfect control of himself, which means that he has something to hide.

In order not to make a mistake in interpreting the impassivity of tone, you need to know whether such a manner of speech is characteristic of a given person.

Factors that make it difficult to recognize lies.

The more you are disposed towards your partner, the more you trust him, the easier it will be for him to deceive you. Therefore, try not to mix business and personal relationships. But you should not go to extremes, suspecting everyone and everything of the intention to deceive you.

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