Point Lookout: a free weekly publication of Chaco Canyon Consulting
Volume 13, Issue 48;   November 27, 2013: Some Truths About Lies: III

Some Truths About Lies: III

by

Detecting lies by someone intent on misrepresentation is an important skill for executives, managers, project managers, and just about anyone involved in knowledge-oriented organizations. Here's Part III of our little collection of lie detection techniques.
The molecular structure of Oleic Acid (a cis fat, top), and Elaidic Acid (a trans fat, bottom)

The molecular structure of Oleic Acid (a cis fat, top), and Elaidic Acid (a trans fat, bottom). The two fats have identical numbers of carbon atoms (black), hydrogen atoms (white) and oxygen atoms (red). The numbers of different bond types are also identical. The difference between the two is the placement of the carbon-carbon double bonds near the middle of the chains. In the trans fat version (Elaidic Acid, bottom), the carbon-carbon double bonds are across from each other (hence the name trans fat). In the cis fat version, the Oleic Acid, the carbon-carbon double bonds are adjacent to each other, which causes a bend in the chain at that point. (The prefix cis is from Latin. It means "on this side").

The molecules of the trans isomer are able to pack tightly together to form a solid at temperatures of the human body and slightly above. The molecules of the cis isomer aren't able to do so. They are liquids. This solidification property makes the trans fat an attractive ingredient for foods, because it extends shelf life by preventing rancidity. It also makes the trans fat a deadly ingredient in food, because it solidifies and collects on arterial walls, contributing to heart disease. Photos courtesy Wikipedia.

It's often difficult to detect a lie, but detecting lies can be much easier. Although spotting a single instance of a misleading statement can be difficult, we can often detect deceptions that might otherwise escape our notice if they're part of a series of statements offered over a period of time. One form that facilitates this scenario is the interview.

The term interview connotes a friendly question-and-answer format that we might encounter in print media or broadcast media. But the term also applies to a non-accusatory question-and-answer session during or after presentations at meetings, or in a one-on-one meeting with one's supervisor, or any of dozens of other situations at work. Interviews are distinguished from interrogations, which are clearly accusatory.

Here's Part III of our little catalog of indicators that suggest the handiwork of a deceiver, emphasizing techniques that apply during interviews. See "Some Truths About Lies: I," Point Lookout for August 4, 2004, for more.

Unpleasantness, defensiveness, or intimidation
Although many follow-up questions are motivated by innocent confusion or a search for clarity, some deceivers experience follow-up questions as challenges to the deceiver's claims. To prevent further follow-up questions, deceivers who fear that their deceptions aren't working sometimes express resentment or anger in response to follow-up questions. Rarely are these emotional displays real in the conventional sense. The deceivers are just using intimidation as a diversion to prevent further probing.
Deceivers who use intimidation, anger, sarcasm, or other means of deterring further questioning are at best failing to cooperate with the interviewer; at worst, they're concealing something important.
That can't be it; it's too small
Deceivers intent on discrediting evidence of errors, negligence, or wrongdoing sometimes assert that evidence is invalid because it's inconclusive on its own, even when it is valid as part of a complete pattern of evidence, or when it typifies incidents that have occurred numerous times. For example, consuming one gram of trans fat doesn't cause coronary artery disease. But consuming one gram per day for thirty years probably would.
Evidence dismissed by the deceiver prematurely as insufficient could indicate a desire to conceal a larger body of damning evidence. During the interview, take note of repeated use of this technique.
An answer for everything
When interviewers When interviewers probe for more
complete disclosure of deceivers'
positions, some deceivers have
exculpatory responses for
absolutely every question
probe for more complete disclosure of deceivers' positions, some deceivers have exculpatory responses for absolutely every question. Such a 100% performance isn't typical outside the realm of deception, because most people have only incomplete knowledge of any given situation.
More important, though, deceivers know that they're deceiving. Some are a little frightened about it. They tend to compensate by presenting stories without holes. But since some highly sophisticated deceivers know that ironclad stories are the mark of the deceiver, they do include some (unimportant) holes now and then.

We'll continue next time with more techniques for detecting lies using the interview. First in this series | Next in this series Go to top Top  Next issue: Some Truths About Lies: IV  Next Issue

303 Secrets of Workplace PoliticsIs 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

Your comments are welcome

Would you like to see your comments posted here? rbrenXDbyTNhcjiIJJoVVner@ChacbKQSpXnkYodwlQAaoCanyon.comSend me your comments by email, or by Web form.

About Point Lookout

Thank you for reading this article. I hope you enjoyed it and found it useful, and that you'll consider recommending it to a friend.

Point Lookout is a free weekly email newsletter. Browse the archive of past issues. Subscribe for free.

Support Point Lookout by joining the Friends of Point Lookout, as an individual or as an organization.

Do you face a complex interpersonal situation? Send it in, anonymously if you like, and I'll give you my two cents.

Related articles

More articles on Ethics at Work:

BalletWorkplace Politics vs. Integrity
A reader wrote recently of wanting to learn "to effectively participate in office politics without compromising my integrity." It sometimes seems that those who succeed in workplace politics must know how to descend to the blackest depths, and still sleep at night. Must we abandon our integrity to participate in workplace politics?
A view of the damage to the Apollo 13 Service ModuleThe Attributes of Political Opportunity: The Finer Points
Opportunities come along even in tough times. But in tough times like these, it's especially important to sniff out true opportunities and avoid high-risk adventures. Here are some of the finer points to assist you in your detective work.
Representative Sam Graves, Republican of MissouriOn the Appearance of Impropriety
Avoiding the appearance of impropriety is a frequent basis of business decisions. What does this mean, what are the consequences of such avoiding, and when is it an appropriate choice?
An actual red herringSome Truths About Lies: IV
Extended interviews provide multiple opportunities for detecting lies by people intent on deception. Here's Part IV of our little collection of lie detection techniques.
The 1934 rally of the Nazi Party in GermanyInfluence and Belief Perseverance
Belief perseverance is the pattern that causes us to cling more tightly to our beliefs when contradictory information arrives. Those who understand belief perseverance can use it to manipulate others.

See also Ethics at Work and Effective Communication at Work for more related articles.

Forthcoming issues of Point Lookout

Senator Lindsey Graham (R-South Carolina) speaks at a recent Senate hearingComing October 17: Overt Belligerence in Meetings
Some meetings lose their way in vain attempts to mollify a belligerent participant who simply will not be mollified. Here's one scenario that fits this pattern. Available here and by RSS on October 17.
A man, standing, explaining something to a woman, seatedAnd on October 24: Conversation Irritants: I
Conversations at work can be frustrating even when everyone tries to be polite, clear, and unambiguous. But some people actually try to be nasty, unclear, and ambiguous. Here's Part I of a small collection of their techniques. Available here and by RSS on October 24.

Coaching services

I offer email and telephone coaching at both corporate and individual rates. Contact Rick for details at rbrencYkmENzQjJLYXrKnner@ChacCNMxKYoxGQjnavrKoCanyon.com or (650) 787-6475, or toll-free in the continental US at (866) 378-5470.

Get the ebook!

Past issues of Point Lookout are available in six ebooks:

Reprinting this article

Are you a writer, editor or publisher on deadline? Are you looking for an article that will get people talking and get compliments flying your way? You can have 500 words in your inbox in one hour. License any article from this Web site. More info

Public seminars

The Power Affect: How We Express Our Personal Power
Many The Power Affect: How We Express Personal Powerpeople who possess real organizational power have a characteristic demeanor. It's the way they project their presence. I call this the power affect. Some people — call them power pretenders — adopt the power affect well before they attain significant organizational power. Unfortunately for their colleagues, and for their organizations, power pretenders can attain organizational power out of proportion to their merit or abilities. Understanding the power affect is therefore important for anyone who aims to attain power, or anyone who works with power pretenders. Read more about this program.

Follow Rick

Send email or subscribe to one of my newsletters Follow me at LinkedIn Follow me at Twitter, or share a tweet Follow me at Google+ or share a post Subscribe to RSS feeds Subscribe to RSS feeds
The message of Point Lookout is unique. Help get the message out. Please donate to help keep Point Lookout available for free to everyone.
Technical Debt for Policymakers BlogMy blog, Technical Debt for Policymakers, offers resources, insights, and conversations of interest to policymakers who are concerned with managing technical debt within their organizations. Get the millstone of technical debt off the neck of your organization!
Go For It: Sometimes It's Easier If You RunBad boss, long commute, troubling ethical questions, hateful colleague? Learn what we can do when we love the work but not the job.
303 Tips for Virtual and Global TeamsLearn how to make your virtual global team sing.
101 Tips for Managing ChangeAre you managing a change effort that faces rampant cynicism, passive non-cooperation, or maybe even outright revolt?
101 Tips for Effective MeetingsLearn how to make meetings more productive — and more rare.
Exchange your "personal trade secrets" — the tips, tricks and techniques that make you an ace — with other aces, anonymously. Visit the Library of Personal Trade Secrets.