Much is known about the behaviors associated with lying. Indicators include patterns in voice, facial expressions, eye movements and so on. Unfortunately, most of this information is so fleeting and the movements are so rapid that accurate analysis often requires great skill, or audio or video equipment, or both.
To detect distortion, lies, or spin in most workplace situations, we need real-time analysis without such equipment. And we can get exactly that if we pay attention to the content and structure of the message, including what is said, what is not said, and how it is said or not said.
Here's Part I of a little catalog of ploys people use to make us believe something they don't. Check out Part II.A message is especially
suspect if it contains
appeals to your own
biases, beliefs and wishes
- Biases, beliefs, and wishes
- We all have biases, beliefs and wishes. Those who know what yours are can use them to make their messages more acceptable to you. A message is especially suspect if it contains appeals to your own biases, beliefs and wishes.
- Excessive qualification
- Some statements contain qualifications that sound like they're added for emphasis, but actually provide the misleader some safety through hidden restriction. For example, "The Congressman states unequivocally that he was not present in that meeting at 10 AM." Oh? Was he there at 10:01?
- Consistent ambiguity
- This technique usually entails restating an assertion several times in different ways, but always with enough ambiguity to protect the misleader from being caught in a lie.
- Letting something be discovered
- In this technique, the misleader hides one lie behind another. People usually assume that when they pull off the topmost false layer, the layer that's exposed is true. If you catch someone in a lie, don't assume that the next story is true.
- Truth is stranger than fiction
- Because most misleaders aren't gutsy enough to lie implausibly, they use plausibility as a disguise. If what you're hearing seems plausible, consider the possibility that it's a lie. If it's implausible, it might be wrong, but it's less likely to be a lie.
- Wiggle room
- Watch for ambiguity of the kind that could provide the misleader "wiggle room" through which to escape if caught. People who tell the truth need no wiggle room.
- The message is contained in the words of another
- When the essence of the tale is carried in the words of a third party, the teller can claim that he or she was misunderstood in paraphrasing taken out of context. And if found out, the teller didn't lie if the third party actually did speak the reported words.
Is every other day a tense, anxious, angry misery as you watch people around you, who couldn't even think their way through a game of Jacks, win at workplace politics and steal the credit and glory for just about everyone's best work including yours? Read 303 Secrets of Workplace Politics, filled with tips and techniques for succeeding in workplace politics. More info
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More articles on Ethics at Work:
- When You're Scared to Tell the Truth
- In the project context, we need to know that whatever we're hearing from colleagues is the truth as
they see it. Yet, sometimes we shade the truth, or omit important details. Here's a list of some of
the advantages of telling the truth.
- Your Wisdom Box
- When we make a difficult decision, we sometimes know we've made the wrong choice, even before the consequences
become obvious. At other times, we can be absolutely certain that we've done right, even in the face
of inadequate information. When we have these feelings, we're in touch with our inner wisdom. It's a
- The Power of Presuppositions
- Presuppositions are powerful tools for manipulating others. To defend yourself, know how they're used,
know how to detect them, and know how to respond.
- Dubious Dealings
- Negotiating contracts with outsourcing suppliers can present ethical dilemmas, even when we try to be
as fair as possible. The negotiation itself can present conflicts of interest. What are those conflicts?
- More Things I've Learned Along the Way
- Some entries from my personal collection of useful insights.
Forthcoming issues of Point Lookout
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- We commit the reification error when we assume, incorrectly, that we can treat abstract constructs as if they were real objects. It's a common error when we try to motivate people. Available here and by RSS on November 22.
- And on November 29: Manipulators Beware
- When manipulators try to manipulate others, they're attempting to unscrupulously influence their targets to decide or act in some way the manipulators prefer. But some targets manage to outwit their manipulators. Available here and by RSS on November 29.
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