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Telling Lies Clues To Deceit In The Marketplace Politics And Marriage

An experiment examined how veracity, modality, and experimenter sanctioning of deception influenced credibility assessments made by professionals who conducted interviews face-to-face (FtF) or by video conference (VC). Participants (N = 243) completed a trivia game with a confederate who encouraged cheating. Some lies were sanctioned by the experimenter and others were unsanctioned. The professional interviewers educed a high number of confessions in the sanctioned (58%) and unsanctioned (79%) lie conditions. Overall accuracy of the interviewers ranged from 45% to 67%. Interviewers were more accurate when judging veracity FtF than in VC. Those in the deceptive VC conditions (especially sanctioned liars) were rated by interviewers as more dominant, involved, relaxed, and active than those in the FtF condition, revealing that modality affected deceivers’ demeanor.

Effects of Veracity, Modality, and Sanctioning on Credibility Assessment During Mediated and Unmediated Interviews:

This study investigates the presence of dynamical patterns of interpersonal coordination in extended deceptive conversations across multimodal channels of behavior Using a novel "devil's advocate" paradigm, we experimentally elicited deception and truth across topics in which conversational partners either agreed or disagreed, and where one partner was surreptitiously asked to argue an opinion opposite of what he or she really believed We focus on interpersonal coordination as an emergent behavioral signal that captures interdependencies between conversational partners, both as the coupling of head movements over the span of milliseconds, measured via a windowed lagged cross correlation (WLCC) technique, and more global temporal dependencies across speech rate, using cross recurrence quantification analysis (CRQA) Moreover, we considered how interpersonal coordination might be shaped by strategic, adaptive conversational goals associated with deception We found that deceptive conversations displayed more structured speech rate and higher head movement coordination, the latter with a peak in deceptive disagreement conversations Together the results allow us to posit an adaptive account, whereby interpersonal coordination is not beholden to any single functional explanation, but can strategically adapt to diverse conversational demands

/pdf/conversing-with-a-devil-s-advocate-interpersonal-1ul89pcm7l.pdf

Conversing with a devil's advocate: Interpersonal coordination in deception and disagreement.

The digital age has brought with it new and powerful computer-based methods of analyzing heretofore elusive patterns of nonverbal behavior. C-BAS (Meservy 2010) is a computer-assisted behavioral observation tool for identifying and tracking nonverbal behaviors from video. THEME (Magnusson, The hidden structure of interaction: from neurons to culture patterns, IOS Press, Amsterdam, pp 4–22, 2005) is a software program that discovers patterns among discrete events in time-ordered data. Together, these tools enable more precise measurement and analysis of nonverbal behavioral dynamics. Applications to three corpora derived from interpersonal deception experiments reveal unique nonverbal patterns that distinguish deceptive from nondeceptive interactions. The first and second experiments produced serial, hierarchically related patterns of behaviors that differed in length and complexity between truthful and deceptive participants during interviews about a theft and cheating, respectively. The third experiment produced differential patterns by and among group members completing a task. Deceivers were inclined toward strategic initiations and interactional control, whereas suspicious group members adopted a more passive, possibly watchful stance. Discovery of these patterns challenges the prevailing view that nonverbal behaviors are too faint and inconsistent to identify deceptive communication. Results have numerous implications regarding the following: the development of new measurement tools locating significant effects of nonverbal behaviors, support for theory that coherent and repetitive relationships exist within and among interactants’ communication, demonstration of the role of nonverbal behaviors in deceptive communication and the dynamic and strategic nature of deception.

Patterns of Nonverbal Behavior Associated with Truth and Deception: Illustrations from Three Experiments

Deception is thought to be more effortful than telling the truth. Empirical evidence from many quarters supports this general proposition. However, there are many factors that qualify and even reverse this pattern. Guided by a communication perspective, I present a baker’s dozen of moderators that may alter the degree of cognitive difficulty associated with producing deceptive messages. Among sender-related factors are memory processes, motivation, incentives, and consequences. Lying increases activation of a network of brain regions related to executive memory, suppression of unwanted behaviors, and task switching that is not observed with truth-telling. High motivation coupled with strong incentives or the risk of adverse consequences also prompts more cognitive exertion--for truth-tellers and deceivers alike--to appear credible, with associated effects on performance and message production effort, depending on the magnitude of effort, communicator skill and experience. Factors related to message and communication context include discourse genre, type of prevarication, expected response length, communication medium, preparation, and recency of target event/issue. These factors can attenuate the degree of cognitive taxation on senders so that truth-telling and deceiving are similarly effortful. Factors related to the interpersonal relationship among interlocutors include whether sender and receiver are cooperative or adversarial and how well-acquainted they are with one another. A final consideration is whether the unit of analysis is the utterance, turn at talk, episode, entire interaction, or series of interactions. Taking these factors into account should produce a more nuanced answer to the question of when deception is more difficult than truth-telling.

/pdf/when-is-deceptive-message-production-more-effortful-than-32paict6dv.pdf

When is Deceptive Message Production More Effortful than Truth-Telling? A Baker's Dozen of Moderators.

This paper examines how power differences and deception jointly influence interactional dominance, credibility, and the outcomes of decision-making. Two theories, interpersonal deception theory and dyadic power theory, were merged to produce hypotheses about the effects of power and deception. A 3 (power: unequal-high, unequal-low, equal) × 3 (deception: truth-truth, truthful with deceptive partner, deceptive with truthful partner) experiment (N = 120) was conducted in which participants were asked to make a series of mock hiring decisions. Actor-partner analyses revealed that participants in the deception condition reported a significant increase in perceptions of their own power whereas their truthful partners reported a significant decrease in perceptions of their own power. Further, interactional dominance fostered credibility and goal attainment (i.e., making the best hiring decision in the truthful condition and hiring a friend in the deceptive condition) for both truth-tellers and deceivers.

Empowered by Persuasive Deception: The Effects of Power and Deception on Dominance, Credibility, and Decision Making

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Empowered by Persuasive Deception: The Effects of Power and Deception on Dominance, Credibility, and Decision Making